Business Growth Workshops Professional Business Coaching for Business Owners & Executives and Sales Professionals Clark County Economic Development Corp and Tourism Bureau Sheila Nyberg or Nancy Gaddis (715) 255-9100 clarkwi@tds.net www.clark-cty-wi.org Workshops begin on June 13 & 17. Advance registrations are required. Each workshop group is limited to 18 people from throughout the county. You must respond quickly to be included in this special business growth opportunity. Midwest Business Support Services, LLC: dba, The Growth Coach
INTRODUCTION The Clark County Economic Development Corporation and Tourism Bureau has connected with Jon Fields, owner of The Growth Coach, to provide you and your business with unique processes and services that will help you to take your business to the next level faster than you can on your own. Jon Fields grew up in Clark County (Greenwood) and wants to give something back to the area. He is offering his special business growth processes to our participating businesses with a 62% discount! This booklet introduces two business development processes that are critical to the growth and profitability of your business. The delivery and follow-up processes will lead to the long-term business success you are seeking. You may choose either or both of the processes that are appropriate for your particular situation. Low-Risk Refund Policy: We guarantee the value of our coaching services. If you are not fully satisfied with your initial coaching session, simply return the materials, provide your feedback, and we will promptly and respectfully give you a full refund less $50 per person. 2
Table of Contents Points to Consider... Page 4 Process #1: Strategic Owner/Executive... Page 5 Process #2: Sales Mastery... Page 8 About The Growth Coach... Page 12 Who is Jon Fields?... Page 13 Dates, Times and Locations... Page 14 Registration Form... Page 15 NOTE: Individual businesses and organizations may schedule private delivery of any process(es) under the same minimum and maximum group rate structures. Call Jon Fields (715) 226-1582 for more information on this option. 3
Points to Consider One of the most important and meaningful ways to grow our local economy and to improve our quality of life is to improve and grow the businesses that already exist within our county including YOUR business. Since people run businesses, economic growth and business improvement must begin by improving the people that are responsible for all the various processes within the businesses (marketing and selling are just two.) True economic growth begins with the establishment of new mindsets, skills, visions and processes of the people within each business that, in turn, lead to performance improvements that result in higher, sustained growth. Permanent changes in mindsets and processes require practiced efforts over time in such a way that people do not let great ideas collect dust and simply continue to the older, unproductive ways of thinking and doing. Only an ongoing development and accountability process achieves the desired results. Working strategically and purposefully on the business allows owners and managers to achieve business goals, which in turn lead to improved personal lives for all concerned. Broad categories of working on the business include: Owner Business Skill Development for Effective Leadership Short-Term and Long-Term Visions that Guide Decisions & Actions Effective Business Planning and Strategy Processes Consistent Focus on Business Improvement Priorities Completion of Short-Term and Long-Term Goals & Projects Marketing and Lead Generation Systems for More Opportunities Sales Processes to Close a Higher Percentage of Selling Opportunities Customer Retention Strategies for Business Growth and Stability Employee Hiring & Motivation Strategies for Greater Productivity Employee Business Skill Development for More Delegation More 4
PROCESS #1: Strategic Owner / Executive Group Coaching and Follow-up for Business Owners, Executives, Organization Leaders, and General Managers The Strategic Owner Process is a proven, two year process that has been tested and frequently updated over many years. It is designed specifically for business people that want to take their businesses to higher levels on multiple dimensions. The fundamental assumption behind the process is that participants already have the essential capabilities for success within them, and those capabilities can to be further developed so they can lead their businesses to desired levels and outcomes. The Strategic Owner Process leads participants through processes that release the participant s untapped capabilities in powerful and meaningful ways. Not only do participants become better business leaders, they also become more self-confident and inspirations to those around them. The processes provide ongoing business education and coaching that allow participants to see immediate improvement in their performance, in their businesses, and in their personal lives. Quarterly Workshops (scheduled 1 day every 90 days) are full-day sessions, usually with participants from different types of organizations. During each workshop, each participant will develop a new, customized strategic plan for the next 90 days. The plans include goals and desired performance and behavior changes to be implemented during the 90 day follow-up process. This ongoing, strategic business planning process teaches participants how to set and achieve realistic business goals while expanding their own personal and professional business skills and insights. The new mindsets and perspectives will serve each participant for many years to come. Weekly E-Mail Reminders are sent directly to each participant. They are one of the tools used to encourage participants to revisit their workshop materials on a regular basis, to review their 90-day planners on a daily basis, and to follow through on their goals and business development intentions. Telephone and Face-to-Face Coaching are tools used to ensure that participants follow through on their 90-day goals and good intentions and give them opportunities to discuss issues of special interest. These private coaching sessions are scheduled in advance like any other appointment. 5
Outline for the Strategic Owner / Exec. Sessions Each workshop session begins with a reflection and strategic planning process for the following 90 days. These short-term plans and activities gradually move participants closer to the achievement of their long-term goals. The self-defined activities include marketing, sales, leadership, project completion, and other essential activities. The remainder of each workshop covers the business topic of the day as shown below. Session 1: Strategic Owner, Vision & Goals Session 2: Strategic Selling Session 3: Strategic Marketing Session 4: Leadership Leverage ------ Register for four workshops at a time ------ Session 5: People Management Session 6: Business Planning & Implementation Session 7: Operations Manuals Toward Autopilot Session 8: Letting Go Trust the People & Systems 6
Benefits from the Strategic Owner/Exec. Process The benefits of engaging The Growth Coach and the Strategic Owner process include: Increased likelihood of reaching goals through an organized and systematic process that provides an implementation roadmap that helps participants to focus on those activities that provide substantial return. Assistance and direction in developing business strategies leading to increased opportunities and improved return on investment from all business activities. Synergy from appropriate marketing and promotional activities that are designed to build upon each other. Improvement of communication styles and sales skills. Creation of a clear process and track record of helping the organization achieve improvements and growth. Development of a pro-active vs. reactive approach to business development. Strategic planning to increase revenues and profits. Creation of compelling marketing messages and simple but effective marketing action plans for greater marketing effectiveness. Increased networking and referral source development. Coaching and accountability to make the necessary changes to accomplish the business objectives and still maintain the balance desired for personal life. In summary, having a clear strategy and message combined with a systematic plan for building business will increase the return on your investment in marketing and promotional activities leading to increased referrals, improved conversion of referrals to customer, and ultimately increased revenues that will pay for the cost of the professional development process many times over for many years to come. 7
PROCESS #2: Sales Mastery Group Coaching and Follow-up for Sales Professionals The ONLY business process that produces revenue and profits is the Sales Process. ALL other business activities fulfill and facilitate the promises that were made during the sales process. All other business activities are recorded on the expense side of the accounting ledger. All too often professional development in this most critical of business processes is left to informal on-the-job mentoring, trial and error, or based on outdated and less effective featureadvantages-benefits selling models. It is estimated that 40-60% of revenue/profit opportunities are lost because of ineffective or outdated sales training and processes! Since business success relies first and foremost on effective selling processes how important is it to fully develop those people that are responsible for earning 100% of the revenues and profits? 8
Description of the Sales Mastery Process Sales Mastery is a 12 month sales coaching process designed to create the positive behavior changes necessary to see long term, sustained improvement in experienced sales people. The Sales Mastery process is NOT a Sales Training program but a Sales Improvement program that addresses the toughest issues most experienced sales professionals face. The program is designed to provide ongoing education and coaching so businesses see immediate improvements in sales performance and results. Workshop Sessions during months 1, 4 and 7 are full day sessions that take the essentials skills of prospecting, selling and personal performance improvement to much higher levels. Each person will develop comprehensive plans for the next 90 days, with goals and desired performance and behavior changes identified in the process. Workshop Session during month 10 is a half-day session where we review the strategic planners and develop strategies for the next 90 days. This ongoing planning model teaches the team to set and achieve goals (metrics) while also working on their individual professional development. They grow personally and professionally while being focused on accomplishing THEIR goals. Meeting Sessions during months 2, 3, 5, 6, 8, 9, 11, and 12 are two-to-three hour accountability and mastermind sessions. They establish clear accountability for the accomplishment of their individual and team goals and the building of organizational cooperation by introducing the mastermind concept to the team. By allowing the team to work together to solve problems and help each other, they are learning teamwork and problem solving techniques that can serve them for years to come. It also establishes the sales team as a group with the ability to raise the bar on their own for greater productivity and performance. 9
Sales Mastery Process Includes Facing Reality o What is Going Well? o What Could Be Going Better? o What s in it for Me to Improve my process? Strategic Selling Process o The R.E.A.D. Sales Process o Good Selling Habits o Bad Selling Habits The Selling Conversation o Getting the 1 st time appointment o DISC Personality Style Assessment & Selling Applications o Communication Style Assessment & Selling Applications o Selling to Multiple Buying Influencers and Committees o Selling to Introverts and Extroverts o Overcoming the I have to think about it stalling tactic o Overcoming the I have to talk to so-and-so stalling tactic Strategic Marketing and Prospecting o 110 Marketing Ideas (many at the individual level) o Simple but Effective Marketing Plan down to the Individual Establishing and Leveraging Strategic Relationships Establishing and Leveraging Strategic Alliances Establishing and Leveraging Referral Sources The Strategic 90-Day Planner o 90-Day Goals in Multiple Selling Areas o Effective Time Utilization Focusing on Priorities o Metrics and Measurement for Consistent Performance 10
Benefits of the Sales Mastery Process The benefits of engaging The Growth Coach to assist with development and implementation of an individual s strategic selling process and personal marketing plan include: Development of a clear and consistent selling process, strategy and message combined with a systematic plan for building business. Increased referrals, improved conversion of prospects to customers, and increased revenues and profits. Develop effective habits and routines that produce greater results on a consistent basis. Assistance and direction in evaluating and developing potential business strategies leading to increased opportunity and improved return on the investment in all business activities. Reaching revenue and profit goals using a unified, organized and systematic strategy and process that provides a blueprint for implementation and helps assure a focus on those activities most likely to provide profitable returns. Synergy from individual marketing and promotional activities that are designed to build upon each other. Coaching and accountability to make the necessary changes to accomplish the business objectives and still maintain the balance desired for one s personal life. Clear process and track record of helping organizations achieve growth. Improved marketing, selling, and promotional activities that will repay the cost of the professional improvement process many times over within the first year, and again each year for many years in the future. 11
About The Growth Coach The Growth Coach is a business coaching franchise company that provides business development research and business support products and services to its 140+ franchisees across the United States and Canada. While the roots of the company go back to the early 1990s it was launched as a franchise in 2002. Several professional organizations have recognized The Growth Coach for its outstanding quality and effectiveness by: National Association of State Boards of Accountancy NASBA has approved The Growth Coach to provide continuing professional education credits to CPAs all across the United States. {Strategic Owner, Strategic Manager, Sales Mastery} Society for Human Resource Management SHRM has approved The Growth Coach to provide recertification credits to its certified members all across the United States. {Human Resource Professionals} 12
Who is Jon Fields, the Process Leader? 3x Business Owner + 3 Business Degrees = Effective Business Coach Ph.D. - Purdue University (Consumer Behavior) MS - Purdue University (Hospitality Marketing and Tourism) BS - UW Stout (Hotel, Restaurant Management Lodging & Sales) K-12 - Greenwood Community Schools 15+ Years of University Teaching Experience Business Courses Taught at the University Level: Marketing Marketing Management Retail Management Advertising Marketing Research Consumer Behavior Professional Selling Sales Management Business Statistics Tourism Tourism Marketing Hospitality Management Hospitality Marketing Property Management 3-Time Business Owner Substantial Marketing and Sales Experience Substantial Personnel and Operations Experience I combine my hands-on business experience with the high level academic and theoretical business information taught at the university level, and make that information useable in the real world. - Jon Fields J.Fields@TheGrowthCoach.com (715) 226-1582 13
Dates, Times and Locations Maximum of 18 people in any one group All sessions will be held at the Clark County Economic Development Corporation office 301 N Main St in Loyal (715) 255-9100 clarkwi@tds.net Strategic Owner/Executive Workshop Series (CPAs receive CPE Credits) Audience: Business Owners and executives from any type or size of business and managers of branch locations and non-profit organizations. Q1: Monday, June 18, 2013... 8:00 a.m. 5:00 p.m. Q2: Tuesday, September 17, 2013... 8:00 a.m. 5:00 p.m. Q3: Tuesday, December 17, 2013... 8:00 a.m. 5:00 p.m. Q4: Tuesday, March 18, 2014... 8:00 a.m. 5:00 p.m. Sales Mastery Workshop and Follow-up Series (CPAs receive CPE Credits) Audience: Sales Managers and Sales People that are responsible for business-tobusiness or business-to-consumer sales as their primary role. While this process is intended for experienced sales professionals, new sales people will benefit greatly before less productive habits are adopted. S1: Thursday, June 13, 2013... 8:00 a.m. 5:00 p.m. S2: Wednesday, July 17, 2013... 8:00 a.m. 11:00 p.m. S3: Wednesday, August 7, 2013... 8:00 a.m. 11:00 p.m. S4: Wednesday, September 18, 2013... 8:00 a.m. 5:00 p.m. S5: Wednesday, October 9, 2013... 8:00 a.m. 11:00 p.m. S6: Wednesday, November 6, 2013... 8:00 a.m. 11:00 p.m. S7: Wednesday, December 18, 2013... 8:00 a.m. 5:00 p.m. S8: Wednesday, January 15, 2014... 8:00 a.m. 11:00 p.m. S9: Wednesday, February 26, 2014... 8:00 a.m. 11:00 p.m. S10: Wednesday, March 19, 2014... 8:00 a.m. 12:00 p.m. S11: Wednesday, April 23, 2014... 8:00 a.m. 11:00 p.m. S12: Wednesday, May 28, 2014... 8:00 a.m. 11:00 p.m. 14
Registration Form Limited only to 18 people per group. Reply quickly to reserve your space. Business/Org. Name: Mailing Address: City / State / Zip: Person completing this form: Person s Phone: Person s e-mail: # Participants x$1,500/ person/year (=$125/person/month for 12 months) = $ Total Cost (SEE PAGE 2 FOR THE REFUND POLICY) Make Check Payable to: Clark County Economic Development Corporation Mail Registration & Check to: PO Box 236, Loyal, WI 54446 (715) 255-9100 Strategic Owner/Executive Name Phone Number E-mail Address Sales Mastery 15