Home' micenet eMag : micenet October 2016 Contents PCO ASSOCIATION UPDATE | BERNADETTE SCHWERDT
ver the past 20 years in
working with more than 2500
small business owners around
Australia our research shows
us that business owners fall into three distinct
Survivors - This is the vast majority of
business owners in the market place,
approximately 80 per cent from my research,
who all look the same, sound the same and
talk the same. They are struggling to truly
capitalise on the opportunities their industry
has to offer. These men and women, have no
plan, they lack direction and do not apply the
success factors to move from struggling to
create the business of their dreams.
Successful - These men and women are
successful, they have professional business
and service firms, they give great advice, and
they earn a great income. However, they are
weighed down with the burden of now
having to not just be a great PCO but they
have to run a successful PCO business with
all the complexities that come with that
challenge... staff, systems, strategy, structure
and succession planning.
Significant - This group is made up of the
top five per cent of business owners in our
country who have it all... a great business
and a great life. This group of business
owners have mastered what I believe are the
10 key components to creating the business
of their dreams that is right for their set of
circumstances. In studying this group of
business owners, they are not doing the low
paying, unproductive paperwork; they are
doing the activities they love to do, like
ROADBLOCKS TO SUCCESS
Keynote speaker at this year’s PCO Association conference,
Keith Abraham, provides the 10 roadblocks that stop PCOs
having the business of their dreams.
talking to clients, being creative and using their expertise to make a real difference. It has not
come easy but at some stage during their business career they decided to break away from the
pack and do it differently.
Here are the 10 roadblocks that stop PCOs having a great business
By mastering these 10 areas you will not only grow your PCO business but you will be given
back the time to enjoy the life you have always imagined. Each one of these components play a
key role in your future success, however, one or two of these areas are critical for you to master
now in your business. Let’s explore the first three of this model with you...
1 Passion and Purpose ...
I believe this is the foundation for everything we do in life and business. You need to spend time
clarifying your personal passion and the professional direction of your business with all your key
2 Model and Vision ...
Somewhere along the way, to clarify your vision for your business, maybe it is as simple as
thinking about what your business will look like in the future with regards to the numbers that
form your business... Total revenue; profits; total # clients; total # of team members; average
fee: the roles you do.
Then take a look at what type of business model would be best for you... small & boutique;
small & broad; big & broad; big & boutique.
Small means small number of team members. Boutique means you only work with a select
group of clients or work in a specific niche market. Broad means you serve broad-based
markets. Big means you have created a large client base.
3 Change or Capitalise ...
What do you need to change in your business? Then what opportunities do you need to
capitalise on in your business so that you can come up with a solution and a strategy that
moves you towards significance? What assets do you need to capitalise on in your business ...
your client database, your expertise, your niche markets or your selling time?
How many of your clients really know what you do?
How many of your clients have pigeonholed you?
How many hours a week do you work and how many hours a week do you actually sell for?
How many centres of influence do you have and how many referrals do they give you each
How many referrals do you receive from each client? m
Learn more from Keith Abraham at the PCO Association Annual
Conference being held from November 27 to 29 in Brisbane. Visit
http://pco.asn.au/conference/ for details.
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