A decade of supporting high growth businesses

11/03/2015

This year marks Winning Pitch’s tenth anniversary of being in business. The very reason I founded our organisation was to provide the tools to create, build and support individuals get the most from themselves and their companies. To achieve our mission it was imperative that Winning Pitch demonstrated an authenticity that could never be challenged, in other words we practiced what we preach. Ten years on, I am very proud to announce that we have worked with some 6,000 companies. Those we have supported over the past two years have grown 4 times the rate of GDP, the average change achieved in net worth, following Winning Pitch help is 335.5%, their balance sheet value has also increased by more than £181.96m. Impact on local economies is so satisfying to observe, Winning Pitch assistance has delivered approximately 5,000 new jobs. As a business we have reached revenues in excess of £10M and over 100 full time employees across the North and rest of UK. These impacts are testament to our core beliefs of authenticity, trusted adviser and an ability to deliver.

There is no finishing line in business and complacency is a danger zone that every entrepreneur should avoid entering into. After a decade of passionately supporting the entrepreneurial business, we ourselves have moved up a gear in terms of our growth plans and ambitions. Helped by a £2.5M investment last year, I am delighted to announce a new look Winning Pitch – one that’s aims to deepen even further our profile and brand in the SME growth space. Growth SMEs are going to be even more important to local, regional and national economies over the next decade; they are the job generators, the source of innovation, graduate jobs and foreign earnings. I want Winning Pitch to be at the heart of making these businesses succeed – with clarity of vision, superior propositions, strong leadership and teams, an ability to live in the customers world as well good housekeeping and financial strategy and control, everything is possible.

I want to carry on supporting individuals to grow and helping the next generation of stars to accelerate their performance and win. More specifically, we want to give more attention to those companies that can scale their operation. These are the businesses with global potential, they become bedrocks of local economies by delivering jobs, this in turn helps communities to prosper and thrive. We will be placing increased emphasis on this unique set of companies, whose business support needs are more sophisticated and complex to deliver.

I look forward to another ten years of innovation and obsessive focus on unlocking entrepreneurial ambition. We will continue to build and expand the Winning Pitch entrepreneurial community by giving courageous individuals the trusted guidance they need to achieve both profitable growth and a business they can be proud of.


Great coaches – Business Expert or Samaritan?

15/01/2015

I am constantly being asked – what are the ingredients of a great SME coach? There are some very common characteristics that comprise of:

  • Business expertise
  • Market knowledge
  • Functional expertise – finance
  • Marketing strategy etc.

These are all very relevant but in my experience there is far more to coaching and mentoring that sits outside just business and management expertise. I have coached literally hundreds of business people over the years as well as running my own businesses – what this experience tells me is that there are human beings with emotions and fears that sit behind the business plan and very often, the façade of success.

Growing a business is a lonely place to be, in many instances the founder and the team have hidden anxieties that relate to mundane yet crucial components to an individuals overall well being. The pressures that come with, for example, personal guarantees required by the bank, small pension pot, lack of savings, big mortgage……many of these lay dormant in the business persons mind because running the business is all consuming and nothing else matters.

For many entrepreneurs achieving a sense of freedom is the very reason they set up and often this freedom ends up feeling like a prison sentence. The old cliché, working on the business rather than in the business is so true – this is what great coaches do. They help businessmen and women take a helicopter view of their organisation and look at the big picture.

Great coaches in my view are a fusion of business expert and Samaritan. They are able to address personal and emotional anxieties as well as the business ones. They have an ability to connect with these issues in a highly practical way. The starting point for any coach is to understand the individual – what makes them tick, what keeps them awake at night, intentions and aspirations. Once this is worked out then the business becomes the engine to fulfill the entrepreneur’s needs and goals. All too often the business runs the individual – best coaches turn this round, sort of a Samaritan.


Freshness of thought drives great ideas

03/04/2014

The term “thinking outside the box” is a constant irritation for me. Easy to say, hard to do – how do you do it? Get to the route cause!

Don’t fall into the trap of routine. Repetitive behaviours will deliver a mindset that lacks vision, imagination and creative spirit. When we do the same things day-in day-out we establish a routine, this state of mind both inhibits and prohibits new possibilities. We find that the same old problems surface and bizarrely we think that by doing the same thing over and over again the results will be different. We must be aware of our habits as they become hard wired into our daily schedule. The manifestation of routine is that we experience a sense of monotony, feeling of being stuck in a rut, poor self-confidence, low energy levels and loss of purpose and direction.

Everyone experiences these feelings at some point, however we can take some simple steps to rewire our thinking. Emphasis must be placed on constantly searching for stimulus – things that will disrupt habitual behaviour, strengthen our creative muscles and deliver a freshness of thought;

Alternative perspectives – constantly look at your challenges from different angles – ask yourself “how would your role model address the issue?”

Remove yourself – from the daily routine and spend one day a month do something completely different.

Connect with nature – spend time in the open air and appreciate the wonder of the countryside. Combine this with regular exercise, it provides a boost to our energy levels. It also helps us to value our existence.

Don’t Think – don’t pre judge the outcome of any situation. Just observe and detach yourself from comment. By not thinking you clear your mind.

Take a look – observe what your peers do and share experiences with them. Wherever possible engage with people from other cultures, religions and regions of the world.

Five simple practices will act the fuel for fresh thinking. Doing away with routine is a liberating experience. It energises us, and keeps us motivated to perform at high levels.


Pitching yourself through life

13/03/2014

Success involves people and organisations having to sell what they have to offer – this could be our skill, a product or service. This term frightens the life out of many as it conjures images of unethical smooth talking individuals manipulating others so as to get their own way. This is not the case, a great pitch is grounded in ethical behaviour fused to a mindset of offering real value through a passionate belief in what you have to offer. Personal and professional progression means that you will frequently be in a situation where you have to pitch for what you want. Applying for a career promotion, a place on the school board or attracting new customers fundamentally means we are in competition and there is a need to sell.

If you don’t adopt this mindset then you will struggle to get what you want out of life. When you find yourself in a situation where selling is vital, start by asking:

  • Do I understand their world?
  • What problem am I going to solve for the person I am pitching to?
  • What do I know about my audience?
  • What value do I bring?
  • What examples can I use to evidence credibility?
  • How can I bring to life the impact I make?
  • What is special about what I have to offer?

Personal progression means you must embrace the philosophy of life is a pitch. In doing this you condition yourself to delivering an effective and engaging performance to those that matter. Convincing others of the benefit of your talent, idea, product or service is an integral component to achieving your goals. Other people have an influence on whether we succeed or not. Your pitching mindset should help you to position your key messages in the following way:

  • Real and tangible
  • Deliver it with passion and meaning
  • Ruthlessly simplistic message
  • Clearly shows the difference you will make
  • Win – win outcome

Practicing your pitching skills to enhance your chances of success. It will put you in a stronger position to beat off competition.


10 Principles for Growth

29/07/2012

I have touched on these before and updated them for individuals who want to build a high growth business – this stuff really does work. The insight has been built on studying what the best do – I have used them myself and supported/encouraged lots of ambitious entrepreneurs to use them. If you are up for it then embrace them and go for it: The 10 principles:

Principle 1 – An ability to climb the growth staircase

Embrace change and commit to personal development, this facilitates smooth transitions along the growth staircase.

Principle 2 – Effective leadership

Highly tuned leadership and management capability lies at the heart of strong profitable growth. An ability to enthuse others, set and execute strategy is paramount. Internal and external leadership must be displayed at all times.

Principle 3 – Be future focused

Shared clarity of vision and strategy is a must have. A practical game plan with clearly devolved roles and responsibilities is paramount –success is based on 20% thinking and 80% doing. Iteration is vital and let tactics dictate strategy.

Principle 4 – Build a great team

Thinkers, sellers, doers and controllers provide the balance needed to gather momentum – create a culture where values and behaviours are aligned to delivering great service both internally and externally

Principle 5 – Disciplined systems and processes

Innovation and entrepreneurial flair must be tempered with the implementation of a robust set of disciplined systems, processes and controls. The appropriate dials on the dashboard (KPIs)will provide a real time picture of the company state of health. Finance, sales, pipeline, customer service – be clear on the crucial dials for your business. (Disciplined Entrepreneurship)

Principle 6 – Gain an edge through innovation and creativity

Drive innovation into the processes and functions of your company and practice alternative thinking. Be clear on your points of difference and embed a culture of freshness. Fusion of ideas to create new ones helps to drive the “innovative edge”. Have a voice in your sector – be seen as the movers and shakers.

Principle 7 – Build differentiated propositions

Differentiated propositions that stand out from the crowd win the day, they must be memorable – demonstrating and evidencing the difference and impact products and services bring to customers is a job well done. Avoid competing on price, as this strategy is not sustainable; compete on difference – IP, brand and quality.

Principle 8 – Live in the “Customers World”

By living in the “Customer’s World” real product and service needs are captured. This fuels a sales approach based on an authentic sense of purpose – it’s selling what you believe in and not just a product or service. Embed effective customer connectivity strategies within the find, reach, win, keep framework.

Principle 9 – A winning mindset

Condition your mindset to one of infinite growth and potential – Clarity, mental toughness, passion, determination, endurance, faith, sense of purpose, resilience, confidence. A BYC mentality – Believe You Can, is vital to gazelle thinkers.

Principle 10 – Have a mentor

Find connectors who can provide answers to the challenges you face – experienced mentors will help to raise the bar of performance. Be part of a like-minded network, this eliminates the feeling of loneliness – they will point you in the right direction.

 


Collaboration is key to competitive advantage

13/07/2012

How times have changed in the past ten years. Companies I would have viewed as major competitors at the turn of 2000 have now become close allies – we are sharing knowledge, IP, business ideas and revenue streams. It strikes me that collaboration is very much embedded within the mindset of the forward thinking organisations I meet on a day-to-day basis. Those that hold their cards too close to their chest will almost certainly miss out on new business and product opportunities. Collaboration can present itself in many formats:

  • Businesses with complementary skills coming together to bid for large contracts – one where the mix of expertise and geographical coverage offers massive benefits to a customer. This can be achieved as a consortium or through what is commonly referred to as a special purpose vehicle (SPV)
  • Companies fusing complimentary products and services to create a new offering – WP did this several years ago, we took creative expertise of a University and combined it with coaching techniques to create the highly successful Winning Pitch TV (WPtv) – a great example of HE working with a SME
  • Euro Garages one of the North’s most successful companies brought together petrol stations with Starbucks and Subway franchises to build a new experience in filling the tank.
  • We see it everyday on the motorways with Starbucks, M & S and other high street chains teaming up with service operators to create a new service station break – this used to be a joke in terms of food quality, now, very different
  • Large pharma companies engaging with smaller niche R & D operators. A much nimbler and cost effective route for multi nationals to build their innovation pipeline

Fundamental to collaboration is a win- win attitude, there has to be a common goal, a shared vision, a sense of trust and purpose, fair commercial gain for both parties. Working as I do everyday with high growth companies, its very clear that those entrepreneurs who think partnership are opening themselves up to so many new possibilities.  Stay awake, think about who you can collaborate with, the only warning is, be sure why you are doing it and what’s in it for both of you!


Entrepreneurial Learning

29/06/2012

I spoke at the Institute for Small Business and Entrepreneurship conference earlier this week. The theme was entrepreneurial learning in organisations. It was an extremely thought provoking session, that brought together fantastic academic minds on the theme of entrepreneurship.

As a keen observer of entrepreneurial learning and improvement, my view is that the UK economy will grow faster if more effective leaders are created and nurtured. Enterprise policy makers must recognise the importance of bigger thinking and greater ambition – a key component of leadership. Academic enterprise research needs to investigate in greater depth the emotional needs of entrepreneurs – the spirit and mindset. Setting up and growing a business can be extremely demanding. For entrepreneurial leaders balancing personal and commercial risk can be a debilitating experience – we must look at developing practical coping strategies to help leaders overcome the fear often associated with the stages of growth.

From my discussions with participants I was encouraged to hear that softer issues do appear to be attracting more academic interest. Topics such as developing an entrepreneurial mindset, coping, resilience, mental toughness, personal branding and faith must get on the agenda. These are all essential ingredients for leadership success. Practical tools to help entrepreneurs address these areas would be well received within the community – when the going gets tough, the tough get going. Entrepreneurs are courageous individuals who cope well with the lonely rollercoaster existence, helping them to live with high pressure moments would be a well-received antidote for those wanting to make a difference. I am extremely excited about the work ISBE is undertaking.