- Profit by Design – Global Book Launch
It is with pleasure and great honour that I announce that Mark Hocknell has chosen our Meetup to launch his new book: Profit by Design: How to build a customer portfolio full of profitable promotors. Mark first presented at our Meetup in 2016 when he introduced the concept of ‘the Awesome Customer’. He has presented regularly at our Meetup and has helped dozens of organisations of all sizes design their businesses to be more profitable, by focusing on the design of the customer portfolio. Our Lean Business Strategies Meetup group has played an important role for Mark as this is where the topic – Profit by Design - was first shared and where it became clear that this approach is of great value for our community. Almost four-years on from the first meetup this topic has evolved into a 150+ page book with 17 practical templates to support your implementation. The launch of this book is a major achievement and milestone that I know will help Startups and Businesses of all types and sizes. Today we are in the age of the customer. The customer is in charge of the decision-making that has the most impact on our long-term success and profitability. The make-up of your customer portfolio - the customer lifetime-value and the level of advocacy – is the key determinant for success. Profit by Design provides the method to deliberately design your customer portfolio. For further information: www.bigjump.com.au/profit-by-design Agenda - 5.30pm Networking - 6pm Key learnings from Profit by Design with Mark Hocknell - 7pm Q&A / Wrap-up / Networking / Book signings What you will get from this event Six Key Learnings from Profit by Design • Business design is long overdue for an overhaul. • Long term success and sustainability is about customers, not products. • Not all customers are equal. • How to build a meaningful customer strategy. • How to communicate and deliver value for your chosen customers. • How to implement your customer strategy to build your customer portfolio full of profitable promoters. Also: we will be giving away 5 free signed copies of the book and will be have the book for sale at a special discounted price of $10 (cash only) – normally $27. www.amazon.com.au/Profit-Design-portfolio-profitable-promoters/dp/[masked]/ref=sr_1_2?keywords=profit+by+design&qid=[masked]&sr=8-2 About your presenter: Mark Hocknell MBA, AFAIM, ANZIIF (Snr Assoc) (http://au.linkedin.com/in/markhocknell) Mark is a business management specialist and author with 25 years’ experience across corporate line management roles, consulting and academia. For the last 14 years as a consultant Mark has developed customer strategies with more than 30 organisations (from SME's to large GOC's) to improve the delivery of customer value, resulting in increased profitability and customer advocacy. Prior to this, Mark was with Suncorp for 14 years where he held senior customer management roles. During his last three years there he implemented the technology tools and change to support the Allifnanz strategy which placed Suncorp with the highest cross-selling rate of any Australian financial institution. From 2003 to 2011 he was an part-time academic with Brisbane Graduate School of Business (QUT) where he developed and delivered two electives within the MBA program, Sales Management and Customer Relationship Management (CRM). In 2015 he was appointed as an Adjunct Lecturer to the Griffith University (GU) School of Business, where he has developed the Personal Selling and Sales Management course. He is an Industry Advisory Board member for the GU Department of Marketing.
- Green Eggs & Ham, Billion Euro investment in 100 green companies, what I learned
Fishburners Brisbane Coworking Space
Green Eggs & Ham >> A billion euro investment in 100 green companies >> and what went wrong. Looking over a billion euros of green investment in Europe, Brisbane-native Alyssa Jade McDonald – Baertl returns home to chat with Entrepreneurs, Intrapreneurs and Corporate Innovators to review results of the ups and downs of a giant set of invests. Green eggs is a metaphor for the 100 companies she has benchmarked after successful investment in sustainable and circular enterprises >> the ham, is a vulnerable discussion about what went wrong >> How could LEAN/AGILE approach help companies become more sustainable? Joeri (Yuri), known to locals for his innovation & agile coaching through BIGJUMP, will work with Alyssa Jade to stimulate the group to split into four groups of World Café to co-create responses to work on specific questions about what prevents entrepreneurs and business owners in South East Queensland region. At the end of the session, the teams will present their results to the group on what an Innovation / agile mindset can bring to overcoming problems that Alyssa Jade typically hears from companies who are feeling overwhelmed with their evolution from corporate social responsibility to becoming more sustainable from their processes. Results of the event will be collated as part of her research ‘Grow Green and THRIVE’, a 3 year research tracking a billion euros in green company investment and the struggles, and opportunities betwixt https://www.changemaker.land/blog/GrowGreenandTHRIVE > these results are shared with stakeholders from Europe to Asia Pacific about roadmapping incubation and enabling conditions from regulation change to finance availability ABOUT THE PRESENTER Alyssa Jade McDonald - Baertl successfully built a chocolate social enterprise, which is now being reverse-engineered via research to form the basis of a new ISO to set a new world standard for the industry. Along the journey, many other companies from different industries asked to have insights on how to evolve their already successful business, into a more sustainable one. She created #GreenTurnaround, a method which examines the best green practices for a company’s DNA which also meets green regulations and market trends. Previously she worked a decade in corporate, and combined with a decade building a success start up, she has enough agility and complexity management to create great solutions which are future proof (regulation and material science) and meeting the new needs of a more conscious market. She is the board member of the Federal German Association of Green Economy, sits on the European Commission’s Circular Economy Stakeholder Platform and is ex-European Federation of Sustainable Business vice president and thus is well informed of the laws, and the science, informing new standards; as well as the forerunners who have already made a place for themselves at the peak. Her clients range from the European Commission to stock-listed MNCs to break-through SMEs and green investors; and writing market strategy for approximately 4 billion euro in green investment. -------- Joeri has over 20+ years’ experience in the technology industry and has delivered many large complex business and technology projects and programs in Australia and in Europe. He has spent his entire career helping corporates and other organisations innovate and become more agile by closing the gap between business and technology that provides them with a competitive advantage or ability to make a difference. Transitioned from being an Engineer to diverse leadership roles, including Portfolio, Program and Project management, Service Delivery, Consulting and Innovation & Agile Coaching. Since 2018, Joeri (Yuri) is a Lean Startup Ambassador for Lean Startup Co. and Corporate Innovation Mentor for River City Labs.
- Developing your Company's Sales Playbook!
Whether you run your own business or work in sales, this meetup is designed to help you get better results! WHAT IS A SALES PLAYBOOKS? A sales playbook is the central place for all the information that you need to sell. It captures each "play" needed to be more effective in your sales. This meetup will get you started in developing your playbooks for your business. If you are keen to continue we can provide you with additional resources and content to access. The group will have access to the freemium version of the Kiite playbook https://kiite.ai/ We will provide access to sales templates to get you going faster. A SALES PLAYBOOK INCLUDES - Information about the products you sell - Details about the people you sell to - Steps in your sales process - Messaging, questions, and scripts - Samples and templates - Competitive and industry intelligence - On-demand resources for support WHY PLAYBOOKS MATTER? - Boost your performance - Saves time - Access the right information faster - Induct sales staff faster - Sales team collaboration WHAT TO BRING This will be an interactive event - please bring your notebook. WiFi should be available through RCL. ABOUT THE PRESENTER Paul is an enterprise sales executive with over 20 years experience. He currently helps organisations to improve their sales results through better processes and messaging. GROUP LIMIT There will be a limit of 15 attendees.
- Develop your Sales Playbook!
Whether you run your own business or work in sales, this meetup is designed to help you get better results! WHAT IS A SALES PLAYBOOKS? A sales playbook is the central place for all the information that you need to sell. It captures each "play" needed to be more effective in your sales. They can help organisations achieve tremendous growth with their existing teams. AGENDA 5:30pm Open for Networking and Refreshments 6:00pm How to develop your playbook 7:00pm Start developing your own playbook 8:00pm Finish The group will have access to the freemium version of the Kiite playbook https://kiite.ai/ We will provide access to sales templates to get you going faster. A SALES PLAYBOOK INCLUDES - Information about the products you sell - Details about the people you sell to - Steps in your sales process - Messaging, questions, and scripts - Samples and templates - Competitive and industry intelligence - On-demand resources for support WHY PLAYBOOKS MATTER? - Boost your performance - Saves time - Access the right information faster - Induct sales staff faster - Sales team collaboration NEXT STEPS? This meetup will get you started in developing your playbooks for your business. If you are keen to continue we can provide you with additional resources and content to access. WHAT TO BRING This will be an interactive event - please bring your notebook. WiFi should be available through Fishburners. ABOUT THE PRESENTER Paul is an enterprise sales executive with over 20 years experience. He currently helps organisations to improve their sales results through better processes and messaging. GROUP LIMIT There will be a limit of 20 attendees.
- Startup Founders: How to build your application when you can't write code
BUILDING YOUR APP WHEN YOU CAN'T WRITE CODE: HOW NON-TECHNICAL FOUNDERS CAN MANAGE THEIR RISK If you are a non-technical founder trying to get your idea off the ground, you you need to know what is happening because you are risking your time, money and reputation. But your lack of technical knowledge can put you at a disadvantage. This can leave you feeling anxious and frustrated. To overcome this you need to: - Create trust in your tech people - Communicate effectively with your team - Manage the tasks needed to create the product. This meetup will help you to: - Deliver a product of the highest value in the shortest amount of time and within your budget - Explain the features you need to techs when you're not technical and hold them accountable. Ade Omomo has over 20 years of IT experience spent implementing and supporting large scale critical applications. For the past 2 years he has been working with startups. His speciality is rapid, cost-effective development for non-technical founders and entrepreneurs. Currently, Ade is leading teams to provide innovative, critical, IT solutions at Energex in Queensland Australia. Prior to that, he worked with multi-nationals such as Virgin, Boeing, Indus as well as many local players. https://www.adeomomo.com/ Schedule: 5:30pm Networking & Nibbles 6:00pm Presentation 7:00pm Q&A and Networking
- Startups: How to sell to your first 100 customers
This meetup will help you to sell to your first 10 customers, and then how to adjust as you sell to your next 90 customers. This event is ideal for companies that are selling to their first 100 customers and are SAAS based. Paul is a mentor at River City Labs. He runs the Startup Sales Coach website http://www.startupsalescoach.net that provides free assistance to startups to upgrade their sales skills. Paul has been an enterprise sales executive for the past 20 years. He currently mentors #Sales at Fishburners and River City Labs
- Selling before your Startup's product launch: How and Why
When is the best time to be selling your startup's products? The safe answer is, "once the product has been released". But the life of a startup is not safe or risk-free. You have a very limited amount of time to get traction before the money runs out. This meetup will address the following questions: 1) What benefits can I get from selling my startup's future products from day one? 2) What sales framework should I use? Paul Davies has 20 years experience in sales and is a volunteer mentor at River City Labs and Fishburners. His website Startup Sales Coach http://www.startupsalescoach.net is a resource to help startup founders to improve their sales results.
- Sales pitfalls that you will encounter and how to avoid them
Founders make the following pitfalls when selling their products: - Coming across as too desperate to customers - Pushing too hard - Telling everyone their emotional life journey - Not being able to clearly explain what you are offering - Using too many buzzwords - Not knowing when to challenge the customer - Wasting time on opportunities that will go nowhere - How to negotiate effectively - Not knowing how to ask for the business (close) This will be a fun and engaging session, sharing a lot of my personal experiences, both failures and the successes. Paul Davies is a mentor at River City Labs and Fishburners. He has 20 years of B2B sales experience.
- Sales Methodologies for Startups (Lunchtime Session)
Do you get confused about which sales methodology is right for your startup? Sales Methodologies have been around for over 50 years: - Solution Sell - SPIN - Conceptual - Inbound - The Challenger Sale. We will unpack the elements of the major sales methodologies; their strengths and weaknesses and help you identify the best strategy to increase your sales! Paul Davies is a mentor at River City Labs and Fishburners. He has over 20 years of B2B sales experience.
- Startups: Getting into the right Mindset for Sales! (Lunchtime Session)
Do you find your sales difficult? Do you procrastinate about sending that introduction to a new organisation? Reluctant to make a follow up call to your customer on the proposal you sent? But for most people, their biggest challenge with sales is mastering their their own psychology. When you are aligned with the right sales mindset and activities, your sales will increase as a natural consequence... We will cover the following: • Sales Misconceptions • How to "Manage your own Psychology" in Sales • Actionable tasks you can take away today Paul Davies is a mentor at River City Labs and Fishburners. He has 20 years of B2B sales experience.