Case Studies:

What results can you expect from working with a MAP Business Coach?

This portfolio of success stories will give you a good sense of the kind of problems we work with, how we approach them and the kind of results we can get for you and your business.

1) Increased Revenues and Profits

How we saved a manufacturing company from certain bankruptcy and significantly increased their turnover and profits in just 9 months.

'Kurt and I have a love - hate relationship. I hate him every Thursday, but I love him every time I check my bank account. Go ahead, do not wait (It may be too late)'
Enrique Ferreira - Sofa Works

We worked with a small furniture manufacturer in 2006 who was tethering on the brink of bankruptcy.

The situation was quite desperate as the business owner had no financial controls and was literally running his business out of his bank account.

He had no idea where his profits were coming from and had no plan to grow the business, never mind a sale or marketing plan with a budget.

The situation required some crisis management and quick fix strategies.

The MAP Business Coach quickly identified their true financial position and then put the following strategies in place to alleviate the problem:

• Time management assessment carved out time to perform sales and marketing functions
• Low skill, low fun tasks were identified and delegated to other staff members
• A low cost aggressive sales and marketing plan was put into place immediately
• The team was trained in selling skills
• Sales scripts were written and used
• A sales process was developed improving consistency and professionalism
• Email marketing campaigns were initiated with powerful offers to database
• Debtors system was used to improve cash flow
• High margin products were identified and sold
• Prices were increased
• Old or excess stock was sold at cost to generate immediate cash flow
• New suppliers were identified to increase margins
• Tight financial controls were introduced

The resultant affect was a dramatic improvement in both turnover and profits in just nine months. Revenues were up 38% and profits increased 300%

The owner admittedly now had different problem, he was very very busy. Fortunately though his bank account was in much better shape.

In nine months he had $125,000 in his profit account. He bought his wife a Lexus four wheel drive and this last December 2007 he took his wife and kids to South America and Disney land. One of our favorite success stories to date.

2) More Time to spend with you and your family

How an already successful commercial builder doubled his business and halved his working hours in just twelve months.

Scott Thompson - SW Thompson Building

 'My business lacked formal structure and procedures which seemed to be entrenched in many of the other successful businesses I was familiar with.

I came to realize that my business had reached a point that without my presence and direct input, it would not function according to my expectations.

I decided to look at engaging an external company to help structure my business with the view to spending less time in the business whilst not compromising the companys income stream. I also wanted to have more time for the personal areas of my life.

Initially I searched the local papers, yellow pages and the internet.
 
At one point I considered that a partner might be the answer to share the work load, but discounted this option due to the amount of effort I'd expended to get the company to where it was and an unwillingness to share the success.
 
I spoke to business consultants and agencies, however although their proposals were good and would expand or benefit my business, they were not specifically what I was looking for. 

Through the internet I contacted Kurt from Map Business Coaching. Initially I was skeptical and thought they may be too sales orientated for my needs. However, I set-up a meeting with Kurt and put four key questions to him which he answered openly, promptly and honestly.

The specific answer that caught my attention was, "As your coach I will coach, advise and always be available, however the success will be based on your input and effort into the program. Knowing there are no free tickets to success, this open and honest response appealed to me.
 
Since then I have been working actively on my business and can say that I have succeeded in structuring the business in policies and systems so that they drive the business without my fulltime presence. My enthusiasm has grown, as has that of my staff who now also have clear direction.
 
A pleasant side effect has been an increase in over double our turnover and profits whilst I now only spend half of my time in the business. I am also grooming a general manager and look forward to watching over the business if I so choose.
 
I would say to anyone who feels theyre in a similar position to what I was to consider talking to Kurt and keeping an open mind.
 
I believe financial security can be achieved by anyone who has the right drive and commitment. I also know I cannot earn, buy or steal time, however, creating more personal time is easily achievable when given the right training.'  Scott Thompson  SW Thompson Building

Our $ 10 million dollar a year turnover commercial building client had reached plateau with his business. He was interested in reducing his working hours while still maintaining some growth in his business.

When we started working with him he was working about 50 hours a week and his enthusiasm for his business was waning.

After the initial Make a Plan consultation we went to work on the following key areas:

• Completed Team member positional contracts
• Developed an induction training program
• Developed a system for conflict resolution
• Developed the companies rules o the game
• Completed a consistent recruitment program
• Created contingency staffing plans
• Held regular team meetings
• Set the company Vision and Mission statement
• Set company and individual team member goals
• Completed positional “how to” manuals
• Ran computerized stock control system
• Run paperless systems
• Employed a contracts administrator
• Completed team skill based sessions
• Ran time management training

Twelve months into the program the owner had reduced his hours by 50% and was able to work only 25 hours per week. Remarkably his turnover increased by 100% in the same time to almost $ 20 million dollars

The owner also identified potential general management leadership with-in his team and started training him for the big role thereby preparing for his exit from the business.

3) Happier more Motivated Team taking Ownership

How we helped a call centre improve Team Motivation, Productivity and take more Ownership.

'In the 3 months that Kurt and I have been worked together, my business has undergone a transformation. Eleven Marketing is in the process of transitioning from a company in chaos to a company in control. 
The same can be said for my day to day life style. By undertaking a process of goal setting, analysis, and planning, we identified the key areas for immediate improvement in the business and it was crucial that this was conducted with a set of eyes from outside the business. Sometimes its difficult to see what sits right in front of you. 

By focusing on structure and systems for people and financials, we were able to triple the nett profit Eleven Marketing has seen on a month to month basis in just 12 weeks. We also lifted revenue by 30% from Month 1 to Month 3. Our staff are happier with the reduction of daily chaos and we are more able to proactively plan our next strategic move, rather than reacting to issues all day long. Without Kurts assistance in motivating and keeping the plan on track, we would still be in the 'old Eleven Marketing', handling one problem at a time, feeling like we were going in circles. I couldnt recommend Kurts program and services highly enough, especially for business owners that wish to regain control of their businesses and their lives, simultaneously raising revenue and profits Michelle Harrison Eleven Marketing

Our $ 2 million a year call centre client had enjoyed steady growth in revenues over the previous two years but was experiencing Team challenges.

The owner was constantly putting out fires for the people she employed to do the work for her. As a result she was working 70 to 80 hours a week. Sound familiar? I hope not.

When we started working with them we identified some key areas of the business which needed immediate improvement like general systems and team structure.

Map Coaching conducted a Make a Plan consultation and identified a number of key areas for improvement, including:

• Setting 5 year, 3 year, 1 year, 6 month and 3 month business and personal goals
• Putting a realistic workable 12 week business plan in place
• Set company and individual team member goals
• Completing Team member positional contracts
• Conducting Team skill based sessions
• Setting the Company values and culture
• Documenting and charting all work-flow processes
• Completing positional 'How to manuals'
• Measuring Key Performance Indicators, KPIs in all areas of the company
• Quantifying Service and Product delivery costs
• Developing contingency staffing plans
• Keeping a record of all profit margins
• Personality profiling
• Constantly monitoring credit control and the age of accounts

The result of Focusing on these areas dramatically improved team motivation, morale, productivity and the efficiency of the business. Interestingly, it also showed in their revenues and bottom line, with a 31% increase in turnover and a 300% increase in net profit in just 3 monhts.

The team are happier with the reduction in daily chaos and are more focused having KPIs in line with the business and their own 12 week plans.

Everyone is more pro-active as apposed to reactive, which allows for better strategic decision making.

The business is no longer going in circles and everyone on the team is enjoying a more motivation and confidence which comes with improved control and responsibility.