Business Essentials: Recent Episodes
Business Essentials
Grow your business with Business Essentials – a leading business audio program. For 32 years, Business Essentials has delivered succinct, practical and timely advice and tips to thousands of business operators. We interview leading experts on topics including sales and marketing, leadership, technology, HR issues, business success stories, and up-to-date tax and legal issues.
It's the age-old question in business – how do you inspire others in your team and organisation? Graham Andrewartha of consultancy firm, McPhee Andrewartha returns to Business in Focus with his thoughts on leadership versus management …and the importance of Emotional Intelligence when it comes to leading your team members.
Is your business taking advantage of the tools offered by mobile technology these days? We’ve come a long way very quickly with mobile devices. Smart phones, tablets and even watches provide online accessibility that wasn’t widely available just 10 years ago. They’re increasingly making life for the consumer easier, but what about the benefits to business? Nicolette Maury, Managing Director of Intuit Australia, details some of the tools businesses can access on-the-go to save themselves time and money.
Focus less on the products and services you offer, and more on the way they make your customers feel.
So says Michael Solomon, author of 'Consumer Behaviour: Buying, Having and Being'. He explains, with examples, how it’s important to put yourself in the shoes of your customers to gain a thorough understanding of what they really want from you. He also sheds light on how traditional consumer behaviour is shifting from owning to borrowing, and the blurring of online and real-world consumption.
What steps are needed to be a great leader and can anyone become one? Ricky Nowak has spent much of her career pondering those questions and has some practical solutions on the subject of leadership. She details her thoughts in her book 'How to make good people great leaders …and reap the rewards'. She outlines what she calls the three Rs of leadership, involving great relationships, resilience and respect.
With the silly season well and truly behind us, now’s the time to start shifting the sales stick into top gear. To help do that, we hear from Bernadette McClelland of Sales Leaders Global, who brings insights from her many years of selling expertise. She takes a wide-angle lens to sales and uncovers what makes a great sales person; and she provides practical tips on how to boost sales and growth for the year ahead.
It’s a challenge to keep ahead of digital disruption and rapid change. As business clients look for more from their accountants, how equipped are you to offer services to best suit their needs? Nicolette Maury, Managing Director of Intuit Australia, has 5 steps on how a practice can position itself as forward-thinking.
January is always a good to time to stop, reassess and take stock on the future of your business and your life. John Di Natale of Equi Wealth has provided some pearls of advice to Business Essentials over the years and what better way to start 2017 than with some of his clear and concise tips on focusing on the future? He helps us avoid the distractions that drag us away from the important things which help us grow.
Are banking attitudes towards small business lending slowly shifting? Well just maybe.
For small business there’s hope, says theBankDoctor's Neil Slonim, as banks start to recognise opportunities presented by the SME market. Neil offers his valuable insights into the banking sector and the alternatives open to you if you can’t get what you want from your current bank.
If you haven’t started planning yet, now’s the time. That’s according to Kerry Boulton, CEO of The Exit Strategy, and author of ‘Million Dollar Pay Day – How To Get Rich And Get Out…Creating The Perfect Exit Strategy and Life After Business’. Kerry has walked the walk when it comes to selling a business – she sold Freight Management International 20 years ago – and she has valuable lessons from that experience.
Want to make clearer decisions and achieve greater success in your execution and planning? Try following the principles of ‘flawless execution’ (Flex) championed by Christian Boucousis in his book “On Time, On Target: how teams and companies can cut through complexity and get things done – the fighter pilot way”. Christian is CEO of Afterburner, a team of former fighter pilots who help organisations and sports teams succeed by incorporating Flex methodology.
‘Climbing mountains’ and ‘reaching the summit’ are more than just business clichés. For alpinist, Patrick Hollingworth, there are serious lessons to be had from mountain climbing. He’s written a book on it: ‘The Light and Fast Organisation – a new way of dealing with uncertainty’. Just as mountain conditions can change, the business environment can too; business leaders need to know how to adapt quickly. Being nimble is key to navigating our unpredictable business landscape.
A lot of stigma is still attached to those who suffer from mental health issues, which undermines much needed support from their places of work. Graham Andrewartha of consulting firm McPhee Andrewartha explains what managers in business can do to ensure a team member’s mental illness is recognised and supported for the benefit of that individual and the rest of the team.
One of the biggest costs to business is conflict between team members. Not only is it painful for those directly involved, but it takes up far too much of a manager’s time and energy dealing with the problems. Rho Sandberg of CLE Consulting Australia explains what businesses can do to prevent conflict arising in the first place and how to handle it when it does happen.
We all like to think we know what our clients really want from us, but do we really? Author and consultant James Evangelidis, from What Do Clients Really Want, says many subject matter experts in the accounting and financial planning fields assume to know what clients want, without actually asking them directly. James shares his unique insights into the dynamics of the client/adviser relationship.
Trust plays an integral role in the client-advisor relationship. It's also difficult to earn, but very easy to lose. In a world jam-packed with professionals who share similar levels of experience and technical knowhow, trust is the principal differentiator that can set one accountant apart from another. Consultant and author James Evangelidis of 'What Do Clients Really Want?', explains.
Soft skills are not given the same prominence as technical skills, but they could be the difference between a successful and not-so-successful practice. You can't get a degree in soft skills but there are strategies you can use to communicate effectively. Author and speaker, James Evangelidis, explains how we can develop soft skills to build rapport with clients.
Don’t be left on the scrap heap — embrace the digital revolution! So insists Simon Waller, trainer, speaker and author of ‘Analogosaurus: Avoiding Extinction in a World of Digital Business’. He says it’s much easier for Gen Y and Millennials to embrace digital technology as they’ve grown up with it. But for the generations who haven’t, it’s becoming clear that they need to adapt and adapt quickly. Simon Waller says it’s about a change of mindset: it’s much better to see the opportunities which digital technology can bring to a business than view such technology as a problem to overcome.
Adam Centorrino’s love affair with gadgets and circuitry started at a very young age. In fact, Adam was already building IT networks while still in primary school. So it was no surprise he would eventually found his own IT company. What is surprising is just how rapid the growth of Centorrino Technologies has been since it started just nine years ago. Adam explains that it comes down to systems, care of his staff and top-notch customer service.
Disputes among shareholders in a business occur much too often. As much as we hope it doesn’t happen to you, we’ve asked shareholder dispute expert Grant Guenther of law firm Macpherson Kelley to highlight the options available to you if you’re facing a relationship breakdown in your business and are looking for ways to sort out the subsequent mess.
The mass retirement of baby boomers has left many businesses underprepared.
To deal with the challenge of succession management, businesses need to start planning and implementing strategies now. Graham Andrewartha from consultancy firm McPhee Andrewartha explains how to create a culture that will counter the risks of succession in your organisation.
Kerrie Canning, Partner of HR Advice Online, runs through the various job terms, including full time and part-time employment, casual, temporary, fixed-term and maternity leave placements. What happens if you’ve attributed the wrong job status or if an employee wants to change? Kerrie answers those questions and more.
In 2011, in an industry full of pretention, Justin Dry and Andre Eikmeier founded an online wine community with down-to-earth ideals: strictly no bow ties and no BS! Today Vinomofo has 450,000 members and has set its sights on overseas markets. Justin Dry explains to Business Essentials how Vinomofo has fought off the big wine sellers by offering some of the very best wines at great prices – and has built a passionate following in the process.
Don’t get caught out by the myriad and ever-changing workplace rules.
Even with the very best intentions, employers can be hit hard legally if they fall foul of the Fair Work Act. Cheryl Disher, Partner of HR Advice Online, has some reminders of the more common obligations.
It’s short, simple, and easy to use, and — best of all — it works! Let us introduce the Gaddie Pitch.
CEO of Green Ant Marketing, Antony Gaddie, has a perfected a wonderful three-step formula to selling. It’s been christened the Gaddie Pitch by his followers to differentiate it from the too many and often convoluted elevator pitches going around.
The pitch has gone viral — sales teams are using it in the entrepreneurial mecca of Silicon Valley.
The hard work of providing fantastic customer service pays off fantastically.
Client service guru and author of 'The Client Revolution', Darrell Hardidge, this month explains how to knock the socks off your competitors, offering such a tremendous service to your clients that they'll recommend you to the world. It’s at the top rung of the Darrell's DyVal Ladder – or Dynamic Value Ladder. Climb that high and you'll be creating the ultimate 10-out-of-10 client experience.
In an age of disruption and innovation, the real estate industry is the latest target ... this time from an Aussie start-up.
Forget the ‘Technology of Things’ and make way for the ‘Technology of Me’, says Chris Adams. Chris is a tech expert and advisor to Followit, a new technology which helps home buyers find and receive real time updates on houses that is suitable to just them. It’s a more personable service and the big advantage is the communication between vendors, agents and buyers.
Do you know the fundamentals of exporting your products and services to China?
The export darling of Australian businesses is the ever growing China market, with a middle class ready to spend their increasing disposable income. We ask CT Johnson of Cross Border Management what businesses need to know to sell to this land of incredible opportunity.
He’s an Australian entrepreneur who values education so much he dropped out of university.
If you think that’s unconventional, then you need to read Jack Delosa’s new book, ‘Unwritten. Reinvent Tomorrow’ – an in-depth look at the guiding principles of those who have entrepreneurial spirit and live by it. Jack Delosa is CEO of The Entourage, Australia’s largest educational institution for entrepreneurs, and he tells Business Essentials how entrepreneurs live by their own compass.
Everyone has a role to play in a winning team — and leadership is an important part of that. Having played 378 games for the Essendon Football Club, footy legend Simon Madden has proven his mettle on the field both as a player and as a leader. And now, as founder of Winning Pty Ltd, Simon advises organisations on how to build winning teams. He tells Business Essentials that if you can improve your people, you can improve your business.
With ongoing FTA negotiations and continual reminders about business opportunities in our region, more and more small businesses are looking to export.
Many small businesses, however, have neither the resources nor the finances to get into the exporting game. That’s where government agency Efic can lend a hand. Efic stands for Export Finance and Insurance Corporation and we spoke to Andrew Watson, its executive director of Export Finance, on how it helps would-be exporters not only acquire funding but also find the right markets for their goods and services.
A passion for doing the right thing has resulted in a successful health food business.
Monica Meldrum has stuck to her principles of matching profit and purpose to be Australia’s leading children’s organic snack producer. Monica explains the inspiration behind ‘Whole Kids’ and how she’s managed to get her produce into major airlines and on the shelves of Australia’s leading supermarkets.
Innovation is something we can all strive for all the time - it starts with giving yourself time to think.
That’s according to James O’Loghlin, broadcaster and innovation adviser. He’s written a new book, ‘Innovation is a state of mind’ which guides business people through a step-by-step process to doing things better.
What exactly are the domestic violence leave and flexible work arrangements that some Australian states and companies have introduced?
Just as some larger corporates in recent years have introduced leave entitlements for employees victimised by domestic violence, so too have the state governments of Queensland and South Australia for public service employees.
HR consultants, Cheryl Disher and Kerrie Canning of HR Advice Online, discuss these special entitlements and what employees receive.
Those mavericks in your business who do their own thing might be just the people who make changes for the better.
Darrell Hardidge of SAGUITY calls them 'positive deviants' and if you think you don’t have any in your business, you might be surprised. Once you find them, Darrell says, you first need to properly engage them to make the most of their talent.
It’s never easy to confront an employee with an ongoing problem, but putting it off leads to worse issues over time. Marita Ryan, of Red Hot Go Enterprises, has some useful tips on how to conduct a critical conversation, which can actually help you build trust and respect from the other party and indeed the whole team.
Waiting for that "eureka" moment to transform your business? You could be waiting too long, warns Nigel Collin, who has spoken to scores of business people to better understand the real drivers of innovation and growth.
Nigel's discovered a few big truths about keeping your business moving and ahead of the pack. One key message: don't ask your people to come up with great big ideas all the time - it's hard to achieve and ends up deflating enthusiasm and ruining morale.
No, says Nigel, a more effective approach is to go step-by-step and inch-by-inch. Ask for the small practical measures that'll make a difference to performance. It's what Nigel Collin calls "The Game of Inches" and he's built some useful practical steps around how to make the process work.
Don't waste time and resources going through a planning process that becomes so complicated and unwieldy that no-one will use it. Alan Rodway has seen every mistake in the book when it comes to business planning and he brings the whole process down to some simple steps - like making sure all stakeholders are frank and honest about their individual goals, ensuring the broad involvement of staff, consider an anonymous SWOT, and most important of all, keep it simple.
Don’t have the time or inclination to help develop the people around you into leaders? Think again, says consultant Anneli Blundell, co-author of 'Developing Direct Reports: Taking the guesswork out of leading leaders'. As a business owner or manager, you've got an important role to play in helping those around you become leaders too. Your business will benefit! But there will be recalcitrant players among them. Anneli identifies the 12 derailers to good leadership and how you can help get those tricky would-be leaders back on track.
If you want to avoid those troughs in trade that often follow the busy times, it’s important to have a structured prospecting process throughout the year. Stay disciplined about prospecting, even through the busiest times, and you'll eliminate the feast or famine syndrome in your business, according to the Sales Doctor, Ingrid Maynard, who recognises that some people are good at prospecting whilst others are better at sales, and you need to put the right people in the right roles.
On this special edition podcast, we take an in-depth look at the business oriented social networking platform LinkedIn. As we'll hear from Alex Pirouz of Linkfluencer and independent LinkedIn expert, Sue Ellson, LinkedIn is the single best way to grow your business network.
The LinkedIn network now has more than 330 million members worldwide, with nearly seven million in Australia, and two new members around the world signing up every second.
Is there a compelling business reason for you to be a part of it all? Without a doubt says Sue Ellson. Sue is an independent LinkedIn expert who helps business people understand how it works and what you can do to gain most benefit.
So LinkedIn could be your most powerful weapon for business growth. But how do you make it work so that you get beyond first base to reach the people that matter and then start the leveraging process?
Alex Pirouz has a particular interest in LinkedIn. His background involves several businesses - some failed, to were successfully built and sold, and Alex was keen to explore the value of social media in the business building process. That led him to LinkedIn.
Alex has now developed his business Linkfluencer around the platform and his passion now is to help educate others about the power of LinkedIn. In doing so, he’s developed a 3-step process for us all to follow.
If your business is the same in five years as it is now, there's a good chance it'll be gone. That's according to serial entrepreneur and venture banker Neville Christie, who looks at innovation and how important it is for businesses if they want to survive.
The competitive restaurant business is a tough gig, so how has celebrity chef Guy Grossi thrived for so many years while others come and go? We spoke with Guy about his experiences running several renowned restaurants in Melbourne and the lessons he's learnt along the way.
Don’t let bumps in the road get in your way to success. That's the message from former Hoyts Cinemas CEO, Peter Ivany, who faced many bumps in his journey to take Hoyts from a 40-theatre chain to more than 2000 theatres a decade later. He spends much of his time these days giving back to the community with several chairmanships of not-for-profits in sport, the arts and charities. Peter's achieved great success in his life, but what does that really mean? Peter shares his thoughts about success in business and life with one very clear insight - it's not all about money.
There are big changes happening in the world of work and we all need to adjust if we want to compete. That warning comes from Peter Wilson, the Chair of the Australian Human Resources Institute, as he highlights the seven big trends influencing the way we work and our approach to employment. Included in the list: globalisation, demographic shifts, technology, education, the world of smart work. All are key in the new world of work. Peter offers much food for thought about what's really happening and what we need to think about if we want to remain competitive and successful.
As national patron and wish-granter at Make-A-Wish Australia, author and speaker Robyn Moore has a powerful story she often cites to helps re-ignite passion among her many followers. She shares the story with us to show us how to rediscover our passion and confidence, in our work and in all aspects of our lives.
How often do we hear about online technology shaking up certain industries? It's happened in travel and accommodation bookings, in music, in finding your perfect match. We've seen Uber encroach on the taxi industry's hallowed turf. And now, Mark Bernberg is following suit with his domestic cleaning company, WHIZZ. It's early days, but already the uptake for the service has far exceeded his expectations.
We heard from Darrell Hardidge of SAGUITY before about striving to provide a 10 out of 10 experience for your clients. This time, he says accurately documenting the results of extreme client loyalty is significant when you want to sell your business.
Thanks to the internet, your loyal following of customers could easily be gone tomorrow as they find cheaper alternatives online. Customer service expert Darrell Hardidge of SANGUITY says companies really need to innovate to capture and keep a client’s loyalty.
Do you know how much your clients love you? According to Darrell Hardidge of SAGUITY, most companies do no research to find out. And for those who do, they aren't doing it properly. Darrell says on-the-phone interviews are the best way to gauge the opinions of those who mean the most to you. Ask the right questions and you'll discover information that will transform your business.
From the man who named iMac and who was integral to Apple’s ‘Think Different’ marketing campaign, creative director Ken Segall spent 12 years working with Steve Jobs and experienced first-hand his obsession with keeping things simple. Ken wrote about it all in his book ‘Insanely Simple: The Obsession That Drives Apple’s Success’. He shares with us the many lessons he learned about one man's single-minded drive for simplicity in a complex business world.