OK. Let's
go into a few case studies to show you the specifics of how The
Business2
Process was actually applied to produce extraordinary results.
I chose the
5 case studies that follow so you could see a variety of starting
points, restriction points, acceleration points, and ending points.
The companies
I chose may be larger or smaller than yours. They may be larger
or smaller than where you ultimately want to go with your business.
That doesn't matter. What I want you to notice is the starting
points, the ending points, and what was done to shoot the gap
between them.
Case
Study #1
Company
Name: Blue Ocean Software
Products/Services:
Help Desk software
"Before"
Snapshot: $1.27 million in sales and just another player in
a crowded field with no dominant player.
Primary
Restriction Points: "Seat of the pants" and "reactive"
management style with no strategic plan or direction. There was
also no marketing plan or system for consistently generating high
quality leads and converting them to customers.
Primary
Acceleration Points: Design and execution of a "preemptive
strike" marketing model that utilized direct mail and Internet
marketing to steer prospects to an inbound telemarketing sales
force who ultimately closed 50% of callers. An outside sales force
was later added to help close larger deals as the company entered
the middle tier of the market.
"After"
Snapshot: Growth from $1.27 million to $44.3 million in annual
sales in just 4 years and establishment of the company as the
dominant player in its niche. Along the way, the company was named
three times to
Inc. Magazine's "Inc.
500" list before being sold
to software giant Intuit for $177 million.
Case
Study #2
Company
Name: Indian Motorcycle
Products/Services:
Motorcycles, Hospitality, Clothing, Licensing
"Before"
Snapshot: The company went bankrupt in 1953 and the brand
was purchased in 1998 with the intention of invigorating it with
new life.
Primary
Restriction Points: Bankruptcy. Zero revenue.
Primary
Acceleration Points: $75 million in capital was raised; the
trademarks were consolidated in 40 countries; six key acquisitions
were completed; an international network of 500 retail stores
was developed to sell 380 products; a series of branded Cafés
and Night Club's was opened; and a global diversified brand and
licensing plan was created and implemented.
"After"
Snapshot: Indian Motorcycle became the 2nd largest motorcycle
company in the U.S. behind Harley-Davidson. Revenues in the first
18 months after stimulating the acceleration points reached $200
million with a corporate valuation of $500 million.
Case
Study #3
Company
Name: Dave and Busters
Products/Services:
Restaurant, Interactive Video Games, Billiards, Special Events
(75,000 square ft Entertainment Complex)
"Before"
Snapshot: The company was insolvent and revenue was down 30%
on sales of $12 million.
Primary
Restriction Points: An ineffective management team, no marketing
plan or sales force, and plummeting morale.
Primary
Acceleration Points: Developed and implemented a direct sales
and marketing plan that increased the number of new customers
by 15% and increased what the average customer spent on each visit
by 20%.
"After"
Snapshot: Revenues and profits increased by 25% and the business
was sold 8 months later for $8 million.
Case
Study #4
Company
name: Bamboo.com
Products/Services:
Technology that allowed 3-dimensional "tours" of real
estate properties online.
Primary
Restriction point: A business model based on a third party
selling the service with numerous proprietary products of their
own, which made Bamboo 100% dependent on someone else with "diluted
focus and power" for generating revenue.
Primary
Acceleration points: Creation of a new direct sales model
that focused on 150 sales people selling the service direct to
customers; installation of an innovative and comprehensive incentive
plan that motivated those salespeople to operate at peak efficiency;
and installation of strong barriers to entry for competition that
enabled the company to grow quickly to dominance and retain their
dominant position.
"After"
snapshot: Within its first year, after hiring 150 top gun
salespeople and building a powerful sales management team, Bamboo's
revenues quickly reached $25 million, and the company completed
one of the fastest NASDAQ IPO's in history. The company then merged
with industry heavyweight IPIX Corporation which currently has
a market value of $100+ million.
Case
Study #5
Company
name: RE/MAX of Indiana
Products/Services:
Commercial and residential real estate sales.
"Before"
snapshot: 118
agents and a very minor player in the state of Indiana.
Restriction
points: The operation had failed previously for 2 owners and
was in chaos; it had a reputation as being run by "losers
and braggarts;" the state of Indiana real estate market had
2 deeply entrenched competitors who'd been in business 50-70 years
and had 72% market share between them.
Acceleration
points: Formulation of a multipoint strategy to recruit talented
but very disgruntled agents and top managers from the competition;
detailed analysis of the weaknesses of the competition and the
use of an aggressive marketing campaign (print ads, seminars,
billboards, radio, and TV) to exploit those weaknesses and promote
the strengths of RE/MAX.
"After"
snapshot:
7 years later, 1405 agents, $3.7 billion in annual sales and being
crowned the # 1 real estate company in the state of Indiana.
How
You Can Start Applying The
Business2 Process
You now have
a clear picture of what the Business2 Process
is, how it works, and the kinds of extraordinary
results that can be produced with its application. Now it's time
to bring things back full circle to you and how you
can benefit from The Business2 Process
yourself.
Historically,
John, Bob and Murray only applied the Business2 Process
in their own businesses and with private clients who paid them
gigantic fees or gave them equity stakes in exchange for their
services.
While that
was a very profitable path for them to take, it also severely
limited the number of business owners they could work with and
help. Here's what co-founder John Assaraf said about that scenario
at a recent meeting of the Business2
team:
"There
are so many business owners out there who are struggling or
leaving tons of money on the table that could be in their pockets.
With the flip of a switch, they can change everything, and we
need to help more of them flip the switch. We need to create
a program that allows us to reach and help many more businesses
than we've been able to help in the past."
So, John,
Bob and Murray created a high-level coaching program designed
to help ambitious, committed and open-minded business owners discover
and apply the
Business2 Process.
As you'll soon see, this exciting new program includes cost-effective
options for doing the work yourself; hiring John, Bob and Murray
to do it for you; and various options in between those two extremes.
Are you familiar
with the term "coaching program"? In personal development
circles, it has become quite a buzzword. The term isn't as well
known within business circles, however.
Have you ever
seen a sports team without a coach? Do you think any baseball,
basketball, football, volleyball or soccer team could win the
championship without one?
Have you witnessed
the difference a coach can make to a sports team when nothing
else changes except the coach? Consider John Gruden and the Tampa
Bay Buccaneers of the NFL. They won the Super Bowl (after they
rarely even making the playoffs for years) the first year Gruden
took the helm. Same basic "raw material." Different
coach. Dramatically different result!
I've never
seen a superstar in any profession who wasn't relentlessly molded
by a coach for most of their career. For example...
- Michael
Jordan was "cut" by his high school basketball team
before his coach stepped forward and personally mentored him
to become the greatest basketball player of all time
- Tiger Woods
was not only the youngest winner of the masters Golf Championship,
but he set the record for the lowest score. With all his skill
and talent, he credits his success to his coach -- in fact,
to many coaches. He still uses a coach
- No athlete
ever won an Olympic Gold medal without a coach
- The highest
paid entertainers in the world (including actors and actresses
like John Travolta, Jim Carrey and Julia Roberts) all have coaches
- According
to Forbes Magazine, more and more of the nation's top
entrepreneurs and business owners are using coaches of various
kinds to help achieve new levels of success
In a recent
interview published in Inc. Magazine, Scott Cook, founder
and former CEO (for 20 years) of software giant Intuit (he's now
Chairman of the Board), gave this as his 2nd most important piece
of advice for creating massive business success:
"Two,
get a coach. Because people aren't going to tell the boss what
you need to know about yourself. Bad news never travels all
the way up. So get a coach who helps you, and criticizes, and
makes demands, and holds you accountable. Don't you think there's
a reason that even superhuman athletes, the best in the world,
always have coaches? Yet how many CEOs do? I occasionally had
a coach [Peter Wendell of Sierra Ventures] and made some of
my best decisions when using him."
Within the
context of the Business2
Process (and in addition to what Scott Cook just shared with you),
the Business2
coaching program will help you to consistently:
- Apply the
5 steps of the Business2
process
- Uncover
and remove restriction points
- Discover
and stimulate acceleration points
- Fully energize
and optimize all 4 Power Centers in your business - and keep
them energized and optimized
- Have access
to powerful and valuable allies during "crisis moments"
- See your
current situation and options through a clear and objective
lens
- Have easy
access to the "best of the best" business building
wisdom, strategies and tactics developed from ongoing in the
trenches experience building businesses across multiple industries
and niches
- Avoid the
most commonly made business building mistakes, especially when
you enter "hyper growth" mode
- And so
much more ...
