Shows
BNI & The Power of OneBNI 626: Weekly Presentation Coaching 76 - Craig SaphinIn this week's Weekly Presentation Coaching episode we meet Craig Saphin from Australia!
2023-11-1709 min
Scaling New HeightsEmerging Talent - Gold NuggetsExecutive Summary:
It used to be just the purvey of the larger corporations to hire graduates and then use well-developed onboarding and talent development resources and processes to get the new recruits ready and skilled up.
An estimated 90,000 young people (Australian tertiary graduates) who have successfully completed 15 to 16 years of education, cannot get a full-time job within 12 months of graduating.
Clarify the unique selling points which make your business exciting to join.
Young graduates are agile and move quickly.
2021-11-2910 min
Scaling New HeightsWant An Inspired Engaged Culture? - Develop A Talent Development ProgramExecutive Summary
Develop a personal development program for all staff – new and existing.
A training program will be a subset of the talent development strategy.
Talent development is a set of initiatives that creates the opportunity for organisations to succeed through the development of employees assisting them each to achieve their full potential.
Developing a purpose-designed talent development strategy will differentiate your small or medium enterprise from the many talent competitors you are up against.
The “development” component needs to be bespoke.
2021-11-2908 min
Scaling New HeightsWho Is Responsible: People And CultureExecutive Summary
The “human resource” function should be an integral participant in the company strategy.
Elevating the lead people and culture function to a strategic company position such as CHRO speaks clearly on the culture and intent of the organisation.
The scope for the People and Culture role has become more complex.
A competent people and culture lead can put in place the necessary agreements and talent acquisition process, which can help to differentiate your organization from the competition.
2021-11-2910 min
Scaling New HeightsExpert Opinion: Nick JohnstonNick Johnston is a serial entrepreneur, a leading sales professional and a successful business owner. He started his career in London’s competitive financial sector before being lured to Hong Kong by a business acquaintance. Using his financial services experience, the recruiting company, Wall Street Associates, was established with his business partner in Hong Kong before Nick decided to go it alone and focus on the Japan market.
In 2010 Wall Street was sold to en Japan, and Nick moved to Singapore to start the next phase of his life. Nick is now a private investor and business ad...
2021-11-0222 min
Bedtime Stories for Tilly and FrankieWhen I Grow Up by Tim MinchinWhen I grow up I will be tall enough to reach the branches that I have to reach
read by Craig
2021-10-2802 minBedtime Stories for Tilly and FrankieWilfred Gordon Mcdonald Partridge by Mem Fox & Julie VivasThere was once a small boy called
Wilfred Gordon McDonald Partridge, and what's more
he wasn't very old either.
Read by Alana
2021-10-2806 minBedtime Stories for Tilly and FrankieWinner Winner Bin Chicken Dinner by Kate and Jol TempleIn a dirty old town, on a busy old street,
struts a fine-feathered bird with leathery feet.
Read by Craig
2021-10-2805 minBedtime Stories for Tilly and FrankieWombat Stew by Marcia K Vaughan and Pamela LoftsOne day, on the banks of a billabong, a very clever dingo caught a wombat.
read by Craig with help from Tilly
2021-10-2806 min
Scaling New HeightsSales Pinnacle: Strategic Account ManagementExecutive summary:
• Competent strategic sales executives are the “20%” in your team that contribute 80% of revenue.
• From your client list, establish the top 20% based on the potential opportunity (not historical opportunity because it is “history”). Develop an account plan for each. • The Key Competencies of a Successful Strategic Account Manager include commercial awareness, communication skills, ethics, results-oriented and problem-solving.
Over the years, I have had the great opportunity of working with groundbreaking companies who valued strategic selling and encouraging their best key account representatives to achieve the highest level of relationship with clients.
In the 1980s th...
2021-10-2609 minBedtime Stories for Tilly and FrankieThe Dirty Great Dinosaur by Martin Waddell and Leonie LordHal and his little dog, Billy, were playing in Hal's garden, when...
read by Craig
2021-10-2603 minBedtime Stories for Tilly and FrankieThe Detective Dog by Julia DonaldsonThere once was a dog with a keen sense of smell.
She was known far and wide as Detective Dog Nell.
Read by Craig
2021-10-2607 minBedtime Stories for Tilly and FrankieThe Fox and the Star by Coralie Bickford-SmithOnce there was a fox who lived in a deep, dense forest.
Read by Alana.
2021-10-2605 minBedtime Stories for Tilly and FrankieThe Great Zoo Break by Neil Hollander"Tonight's the night!" whispered the Monkey to the Hippo in the next cage. "Pass it on."
read by Craig with some help from Tilly
2021-10-2606 minBedtime Stories for Tilly and FrankieThe Inch Boy - by Junko MorimotoLong ago, in Japan, a gentle old couple went to the temple every week.
read by Craig
2021-10-2606 minBedtime Stories for Tilly and FrankieThe Magic Paintbrush by Julia Donaldson"Go and catch some shrimps, Shen.
Go and catch some fish.
Go and gather oysters
To fill the empty dish."
read by Craig
2021-10-2606 minBedtime Stories for Tilly and FrankieThe Paper Dolls by Julia DonaldsonThere once was a girl who had tiger slippers
and a ceiling with stars on it
Read by Craig
2021-10-2604 minBedtime Stories for Tilly and FrankieThe Snail and the Whale by Julia DonaldsonThis is a tale of a tiny snail
And a great big, grey-blue humpback whale.
read by Tarrant
2021-10-2607 minBedtime Stories for Tilly and FrankieThe Very Hungry Bear by Nick BlandBear was in a grumpy mood, he hadn't eaten any food, and he couldn't catch a single fish to cook.
read by Craig
2021-10-2603 minBedtime Stories for Tilly and FrankieThere's a Hippopotamus on Our Roof Eating Cake by Hazel EdwardsOur roof leaks. Drip! Drip! Drip!
read by Craig
2021-10-2604 minBedtime Stories for Tilly and FrankieWe're Going on a Bear Hunt by Michael RosenWe're going on a bear hunt. We're going to catch a big one.
read by Craig
2021-10-2604 minBedtime Stories for Tilly and FrankieA Giraffe in the Bath by Mem Fox & Olivia RawsonA giraffe in the bath - now does that make you laugh?
read by Alana
2021-10-2602 min
Scaling New HeightsWho owns and controls the company Assets – Sales Territory Planning?Executive summary:
• The best sales professionals are outstanding at intensive farming of a territory.
• The best sales leaders apply a comprehensive territory management plan across their team. • Have a communicated rule on how often key accounts need to be engaged.
• Have communicated criteria on how accounts are graded.
• Insist on account management plans from the front-line account managers.
• Have multiple account managers working for large clients.
Who owns the relationship with your biggest clients?
If one of your key account managers leaves tomorrow does the relationship also l...
2021-10-1808 minBedtime Stories for Tilly and FrankieDunbi the Owl - retold by Pamela LoftsThis book is based on a story told by Daisy Utemorrah of the Worora tribe to Aboriginal children living in Derby, Western Australia.
Parental warning: its a bit scary
read by Craig
2021-10-1803 minBedtime Stories for Tilly and FrankieEdwina the Emu by Sheena KnowlesThere once were two emus who lived in the zoo, One was Edwina and Edward was two.
read by Craig
2021-10-1804 minBedtime Stories for Tilly and FrankieFranklin and Luna and the Book of Fairy Tales by Jen CampbellFranklin and Luna loved stories. Stories full of ghosts and knights.
read by Craig
2021-10-1806 minBedtime Stories for Tilly and FrankieHairy Maclary and Zachary Quack by Lynley DoddIt was drowsily warm, with dozens of bees
read by Craig
2021-10-1803 minBedtime Stories for Tilly and FrankieHey Grandude! by Paul McCartney & Kathryn DurstLucy and Tom and Em and Bob
were spending the weekend with their grandad.
Read by Craig
2021-10-1809 minBedtime Stories for Tilly and FrankieI wish that I had Duck Feet by Dr. SeussI wish that I had duck feet.
And I can tell you why.
read by Craig
2021-10-1808 minBedtime Stories for Tilly and FrankieKojuro and the Bears by Junko MorimotoMt. Nametoko is impressive as it rises from a dark sea of cloud.
Parental warning: This story is a little scary.
read by Craig
2021-10-1807 minBedtime Stories for Tilly and FrankieLittle People, Big Dreams - Audrey Hepburn by Isabel Sanchez VegaraLittle Audrey lived in a town called Arnhem,
in the Netherlands.
Read by Craig
2021-10-1804 minBedtime Stories for Tilly and FrankieOh, the Places You'll Go! by Dr. SeussCongratulations! Today is your day. You're off to Great Places! You're off and away!
read by Craig
2021-10-1807 minBedtime Stories for Tilly and FrankieOlivia and the Fairy Princesses by Ian FalconerOlivia was depressed.
Read by Alana.
2021-10-1805 minBedtime Stories for Tilly and FrankiePete the Sheep by Jackie FrenchRatso the shearer had a sheepdog called Brute.
read by Craig with some help from Tilly and Frankie
2021-10-1806 minBedtime Stories for Tilly and FrankiePig the Grub by Aaron BlabeyPig was a pug and I'm sorry to say, his personal hygiene was far from OK.
read by Craig
2021-10-1803 minBedtime Stories for Tilly and FrankieSlinky Malinki, Open the Door by Lynley DoddSlinky Malinki and Stickybeak Syd were a troublesome pair;
read by Craig
2021-10-1803 minBedtime Stories for Tilly and FrankieSummer by June Factor and Alison LesterSummer is a comin' in and all the flies are gathering.
Read by Alana.
2021-10-1803 minBedtime Stories for Tilly and FrankieTabby McTat by Julia DonaldsonTabby McTat was a buskers cat.
read by Craig
2021-10-1807 minBedtime Stories for Tilly and FrankieA Piece of Straw by Junko MorimotoThere was once a man whose name was Yohei.
read by Craig
2021-10-1806 min
Scaling New HeightsCulture and Values are the Compass – Challenges and Risks in Building a Sales FunctionExecutive summary:
• All organisations are looking for sales professionals. Develop a comprehensive talent acquisition strategy.
• The training curriculum should cover onboarding, relevant professional development as milestones are achieved and leadership training. • It is a very high risk to have too much of the budget depending on one individual.
• Fraud in the sales process is more common than most people think.
• Protection of intellectual property (IP) can be achieved by including a data protection clause in employment contracts and reinforcing the company confidential nature of critical client data.
One of my trusted busi...
2021-10-1109 minBedtime Stories for Tilly and FrankieBin Chicken by Kate and Jol TempleIn an ancient land many moons ago,
read by Mary
2021-10-0706 min
Scaling New HeightsEssential or Extravagant – The Case for Providing Sales SupportExecutive Summary:
• Sales support should be used for the areas where salespeople are notoriously weak or relatively uninterested.
• Before adding the additional cost of sales support, it can be more cost-effective to provide necessary training and sales automation tools to enable the sales professional to be more productive.
• All salespeople are not created equal.
• Allocate expensive sales support in a careful and specific manner.
• Expect a return on investment. Measure and track this return.
The best sales professionals in the world are hardcore business practitioners. They understand their own specia...
2021-10-0607 min
Scaling New HeightsThe Balancing Act – Compensating PerformanceThe Balancing Act – Compensating Performance
Executive Summary:
• Provide a culture which aims at developing its people and compensating them fairly. • Mitigate risk by not having the organisation too dependent on any one individual.
• “A” Players love working with “A” Players and therefore, attract the same.
• The internal communications piece is a powerful retention tool. • What is the percentage of gross margin budgeted for total people costs?
• Be slow to give away equity.
Over a recent coffee in Sydney’s CBD area with a small business owner, I discussed her strategies for...
2021-09-2709 min
Scaling New HeightsLike a Great Red Wine: Developing a Leadership team2.3 Like a Great Red Wine: Developing a Leadership team
Executive Summary:
• Establishing a leadership team will gradually permit the business owner to move up “onto the business” and gain more time to think and strategise.
• It is important for every member to have a distinct role and a reason for being in the team, no passengers, only drivers.
• The leadership team should feature diversity in personality, business skills, gender and ethnicity.
• A weekly communications meeting can be effective and a quarterly or semiannual offsite to reset and align is paramount.
2021-09-2008 min
Scaling New HeightsGreat Leap – From Individual Contributor to ManagerExecutive Summary:
• An organisation with a succession plan should have the capacity to ease a new manager into the role. • The soft skills and the associated people skills are those that need early focus.
• A new manager has to learn how to be selfish by treating their time as a valuable currency; trading the currency at pre-arranged times as much as possible.
• A new manager needs a business plan and vision of where the team is heading. • Team members need to own their own plans and are accountable.
• Reward and recognize individuals and...
2021-09-1509 min
Scaling New HeightsTightly coupled with Strategy and Values – High-Performance Sales Culture2.1 Tightly coupled with Strategy and Values – High-Performance Sales Culture
Executive Summary:
• Setting up the sales culture involves the provision of a CRM, sales training and KPI dashboards.
• The focus should be on sales process automation and effective use of sales time.
• Referring to the strategic plan: be clear about what you are selling and what is not being sold.
• Early communication and buy-in with sales leaders are essential. • Sales territories belong to the company, not the sales professional.
• Conduct regular performance reviews: sales members, territories and client. In business, there a...
2021-09-0810 min
Scaling New HeightsMeditation time: Visualizing 3 ~ 5 years henceStop.
Sit.
Close your eyes.
Focus on your breathing.
Now visualize what your business looks like in 3 ~5 years. What will you be doing? What will be your business legacy? How will you measure the progress? Will you still be the owner? What is your strategic plan? Are you growing the business for the experience, challenge and reward of growing and managing a larger business?
When I ask a lot of my clients to give me the 3 ~ 5-year outlook, they find this one of the most difficult things to do. Quit...
2021-08-2906 min
Scaling New HeightsSustainable Differentiator – Staying Relevant and CompetitiveFor more than 15 years the European futurist Gerd Leonhard has been writing about the impact of technology on humans. He has challenged businesses to look into the future and spend more time strategising with an open mind about the impending changes to the technology landscape and how best to adapt. Leonhard’s approach has always been a proactive, positive endeavour with a problem-solving process that sets organisations up in a prepared way and ready for adaptation.
Related to this but with a different approach; “The Future of Work” is one of the hottest topics being Googled these days. O...
2021-08-2307 min
Scaling New Heights“This is where we are going – let me teach you.”In a recent interview with a CEO and APAC country manager, I learned that she had a manager who visited the country regularly and spent a lot of 1:1 time with her. I asked the CEO if this was a threatening or micro-managing style. The response from the CEO was that, initially, she thought it would be like that, but in reality, she was learning a lot from her manager, he was a great leader and mentor. She had a lot of respect for him and appreciated the time with him.
Many of us can recount the influential l...
2021-08-1611 min
Scaling New HeightsExpert Opinion: Carlo BongarzoniCarlo’s diverse business experience has been with leading companies across FMCG, pharmaceutical, chemical, logistics, banking and government. Roles include sales & marketing, HR, and general management. He has also consulted and coached executives and held board appointments. Strategic business and organisation development are strong interests.
He places great emphasis on the customer, team relationships, performance achievement and leadership. He has always coached leaders to challenge the status quo, think in practical ways, develop in-house talent, and to be a catalyst for opportunity and ideas in the organisation.
Carlo has had leadership roles in the UK, Hong...
2021-08-1327 min
Scaling New HeightsLeveraging Strategy for Sustainable Business ResultsLeveraging Strategy for Sustainable Business Results
A modest and quietly spoken CEO of a fast-growing FMCG I am working within SE Asia was recently bemoaning the fact that all functions in his business were not pulling in the same direction and this was starting to limit the business growth rate. It was clear from our discussion that this company has a clear Mission, Vision, Core Values and Strategy.
The problem seemed to be poor strategy alignment and the lack of a cascading strategy throughout the organisation. It is a common CEO lamentation globally but especially...
2021-07-2609 min
Scaling New HeightsWarring factions? Your rationale for Strategy Invigoration and Alignment?Warring factions? Your rationale for Strategy Invigoration and Alignment?
Consider the business challenge of a CEO for a fast-growing consumer business in South East Asia. Over the last five years, they have enjoyed a successful ride with impressive growth year on year that exceeded their company’s mid-term plan.
However, recently, they have found themselves with gaps in strategy alignment between the board and their leadership team. Their role has increasingly become one of peacekeeper rather than company visionary and leader. In this case, the problem lies in the absence of alignment between the direction th...
2021-07-1909 min
Scaling New HeightsLaying a Foundation - Leadership and CultureLaying a Foundation - Leadership and Culture
Deciding on the company culture is the precursor for selecting and developing leaders. The process must be decided or owned by the CEO. It must project into the company values, talent acquisition, onboarding and compensation and benefits.
Many clients ask me how it is possible to Scale New Height with a sustainable business and grow market share. Of course, the answer is not simple, but a foundation piece is deciding on the components of the company culture.
As part of the required changes, a regular retort...
2021-07-1208 min
Scaling New HeightsPlatitudes or imperatives, mission vision and strategy.Platitudes or imperatives, mission vision and strategy.
In this chapter, we'll consider that many companies have a mission and vision statement. However, the degree to which this is communicated, and the resultant engagement in the organization can be very different from these typically bold statements. Also that the CEO or managing director is responsible for regularly communicating the company mission and vision.
And finally, that the company mission, vision and strategy are business imperatives when they are current, well understood, and foster engagement. A few weeks ago, I spent a day interviewing the members of...
2021-07-0511 min
Scaling New HeightsThe Golden Question: What will my Business Success Look Like?In this chapter, we will consider what is your passionate personal goal for scaling new heights. And that a period of business stagnation is common for most successful businesses. And also that scaling a business requires an engaged team which understands the journey on which they are joining with you. Many clients I meet have established successful businesses. However, in some cases, the businesses have started to stagnate in growth. For a successful entrepreneur who is used to things going more to plan, the stagnation can create frustration.
Successful entrepreneurs are used to regular winds, the winds motivate...
2021-06-2808 min
Scaling New HeightsAbout the AuthorAbout the Author
Craig Saphin is a successful, experienced and articulate business leader. He has devoted the time and energy required to write this book and provide his structured business strategy framework to a wider audience. He deals with small and medium business owners daily and he loves it, they will all benefit from this book.
Valuable Takeaways :
If your business stagnates. Scaling new heights will help you regain focus to reap the rewards you deserve.
You have the energy and motivation to scale new heights. Your motivations can include scale a business...
2021-06-2821 min