10TopTipsfor costing,running andimproving di i yourbusiness your business skills

Whoareyou?
SelfEmployed Morethan3 Morethan5 M th 5 Morethan7 More than 10 Morethan10 SignBusiness PrintBusiness BothSignandPrintBusiness? Othertypeofbusiness?

WhoamI? Wh I?
JohnHadfieldStartedinSignGame1968 StartedL&SS1985,sold1993toVogels HSCstarted1972,sold2001toCunneenGroup SoldSignOneAlumSystemstoGravograph S ld Si O Al S t t G h WorkOSwithGNH2001 2003 StartedControlZoneConsultants2003 Started ControlZone Consultants 2003 StartedKIMSoftware2003 Weworkinnovationdevelopmentinsmall business(under$20m)toencourageSMEto understandthedigitalspacebetweentheweb andcapturingdataonjobs d t i d t j b
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BusinessPlans
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BusinessPlan

Failingtoplan=planningtofail. F ili t l l i t f il YES,youhavehearditbefore, YES you have heard it before itsabouttimeyoulistened! y

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BusinessPlan
OUTSIDEINFLUENCES:Foranybusinessplantohave meaning,itneedstosetoutabasicsetofassumptions i it d t t t b i t f ti aboutitsinternalandexternalenvironment. Theexerciseofuncoveringandanalysingthose underlyingassumptionsisoneofthemostuseful d l i ti i f th t f l outcomesofbuildingthebusinessplan.
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BusinessPlan

SCENARIOPLANNING SCENARIO PLANNING Runaseriesofscenariosorforecastsforthenexttwo years.Abusiness as usualscenario,e.g.mighthaveflat years. A businessasusual scenario, e.g. might have flat growth. Thenimposeotherscenariosonthebusinessplan,like Then impose other scenarios on the business plan, like a10%dropinrevenueanda20%increaseininput costsasaresultofbetterpricesorclients costs as a result of better prices or clients

#1TopTip

BusinessPlan

TALKTOYOURCUSTOMERS TALK TO YOUR CUSTOMERS Akeyplaceyoucangetinformationforyourbusiness planisfromspeakingtoyourcustomers&suppliers. plan is from speaking to your customers & suppliers. Askthemaboutwhatsactuallyhappeningintheir businessandhowistheirbusinessgoing. business and how is their business going. Manysmallbusinessoperatorsostracisethemselvesby neverunderstandingthepowerofmany,thinkingthey never understanding the power of many, thinking they arejustone

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BusinessPlan
SIMPLETOOLS SMEscouldbedisadvantagedfromlargecorporations,if theylacktheresources&toolstomakeforecasts. y Buttheycandocertainthingstoplanahead. Theyshouldbuildbasicfinancialspreadsheets.Asa y p businessoperator,iftheycantbuildabasicspreadsheet representingwhatthebusinessdoes,thenseekhelp p g p fromyouraccountantorafinancialadvisor.

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BusinessPlan

SETTINGSALESTARGETS SETTING SALES TARGETS Clearsalestargetsmustbeapartofanyplan.Lookat the$todecidewhatyouneedtoturnover.Ifyouneed the $ to decide what you need to turnover If you need $Xrevenue,thenlookatyouraveragesale&askhow manysalesyouneedtomakeeachyear,howmany many sales you need to make each year how many prospectsdoyouneedtotalktoforsalesandaskhow manypeopleyouneedtocontact.Youneedtolookat many people you need to contact You need to look at details.Knowwhatmarketsyouneedtobetargeting.
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Showmethe Sh th money
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Showmethemoney Show me the money

HowmuchdoesitcostVswhatdoesitsellfor? IfyouacceptNOtwobusinessarethesamejustasno y p j twopeoplearethesame,thenhowthehelldo p p peopleexpectpricestobematchedorthesame! p p

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Howmuchisyourworkworth?
Picassoishavingacoffeeinapiazza. AnAmericanwomaninterruptsandasksif d k f hecouldsketchher? Certainlymadam,pleasesit.Inafew l d l f shortmomentsamasterpiecedevelops beforehereyes. b f h Politelysheasks,mayIbuyitfromyou? Hereplies,certainlyitswhatIdofora H li i l i h Id f living.
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Howmuchisyourworkworth?
Shereplies,Howmuch? Picassoproudlyreplies:$10,000. Picasso proudly replies $10 000 Butitsonlytakenyouafewminutesshe retorts! Picassocalmlyrepliesnomadam,its takenmemywholelifesofar! taken me my whole life so far!
Idon'townanyofmyownpaintingsbecauseaPicassooriginalcosts severalthousanddollars it saluxuryIcan tafford. several thousand dollars it's a luxury I can't afford Idontseek Ifind PabloPicasso1881 l1973)

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Knowyourlabourcosts
Developanunderstanding ofwhatyouareworth! Tohavethisexcelcalculator emailedforfree. 1. Leaveyourdetails 2. oremailme john@kim.net.au

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#2TopTip

Knowyourdemographics
Question:isthesameprojectthesamepriceeverywhere?

Assumptionsbasedonprojectspriceindifferentareasbasedonexperience
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Knowyourdemographics
GreatQuotetoremember: Youcanshearasheepmanytimesbutonlyskinitonce. You can shear a sheep many times but only skin it once

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#3TopTip

BeOrganised g
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#3TopTip

BeOrganised Be Organised Aplaceforeverythingandeverythinginits place? Organisationisarealart,forsomepeopleitis sodifficultthattheyfeelasifthey rejustmeant so difficult that they feel as if theyre just meant tobeunorganized.Thetruthhowever,isthat noneofusaremeanttobeunorganised! HumansfunctionbetterORGANISED!
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TimeSavingTipstoOrganiseYourLife

Disciplineslikefengshuidescribechaotic Disciplines like feng shui describe chaotic environmentsasoneswheretheenergycant flowfreelyandsmoothly,soyourlifeislikelyto flow freely and smoothly so your life is likely to functionchaoticallyaswell.

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TimeSavingTipstoOrganiseYourLife Theworstpartaboutorganisingyourlifeisthat itseemslikeitcantakesomuchtimeandcan it seems like it can take so much time and can feelreallyoverwhelming. Mostpeoplelookatthechaos,feel M l l k h h f l overwhelmedimmediately,andneverget started! f Everfeellikethat? StepUPchangeyoulife
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TimeSavingTipstoOrganiseYourLife Gettingorganiseddoesnthavetotakemuch timeatall! time at all! Thestrategyistoworkitintoyourlifeinsmall steps. Onceyourstrategyisinplaceandyouuseit, y youwillfindthingsjustflownaturally.Hereare g j y afewtips:
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#3TopTip

OnethingataTime Takecareofonethingatatime. Soundseasy?Wellonceyouhavetheknackitis. Sounds easy? Well once you have the knack it is Howevermostcreativeslovethechaosof aimingtomultitaskoftenwithdisastrous i i li k f i h di results.Sortyourprojectsintologicalsteps andworktoatimerorclocktoensure y yourselftheprocessisworking p g

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Makefriendswithyourgarbagebin
Giveyourselfpermissiontodiscardthingsthat: youhaventusedforawhile orthatyoureallydontlike soundedlikeagoodideaatthetime havejustsattherelookingatyou! passitontosomeonewhomayuseit giveittoacharity.

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Setachievablegoals
Makeaplantodoonlycertainworkeachdaysothat anentiredayisnttakenupbytryingtodoitalland itrepeatseveryday:(groundhogday) Setthegoalofcleaningoffyourcomputerdesk Allowyourselfsometimetosavetime. Teachyourselfthetimeyouinvestwillberepaid manytimeover. SOMR =SingleOutlay=MultipleReturn Besttip:estimatethetimeframeandsticktoit!
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Investinsomefunctionalstorage
455,000,000resultsonGoogleprovethereare options. Seriously,thisoneislikemoneyinthebank=you willdefinitelygetareturnonyourinvestment. Itreallydoesntmatterwhenyoustartandrealising youmayneedtoreviewandrevisitasyourbusiness changesandgrowsyouwillbenefiteveryday. Toptip:Thinkahead,dreamoftomorrowastodayis alreadyhere.
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Investintechnology
Databasesoftwarewilltypicallyreturnitsinvestmentin afewmonths,offeringyearsofbenefits. Inmostcasestheinvestmentinsoftwaretoautomate yourquote,managementandbusinessfunctionswill: Providemoretimeforyoutodotheworkyouliketodo. Improvethespeedandaccuracyofquoting,jobtickets andinvoicing,thereforeimprovingcashflow. Tryus=www.kimsoftware.com.au

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#4TopTip

Innovateordie!
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Innovateordie! Innovate or die!

People instinctively are always after something new?
This is the nature of genius, to be able to grasp the knowable even when no-one else recognizes that it is present. Deepak Chopra The winner is the chef who takes the same ingredients as everyone else and produces the best results. Edward de Bono Well, when you're trying to create things that are new, you have to be prepared to be on the edge of risk. Michael Eisner
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Innovateordie! Innovate or die!

Here are some questions you should ask yourself: When was the last time your business ticked the boxes. What did you innovate last month? When did you improve your business? How do you look at improvement in your business randomly or planned? In what ways might we make your product better? What do you think is causing the problem and what can we do to solve it?
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Innovateordie! Innovate or die!

Here are some more more "What might our competitors do tonight that would keep us awake at night?" "What new technology would make our products obsolete in a day?" "What new legislation could potentially ruin our business?" "How might we run our business without any staff?" "How might we generate an income while giving away our products free?"
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Innovateordie!AccordingtoSteveJobs Innovate or die! According to Steve Jobs

Design is not just what it looks like and feels like. Design is how it works. Innovation distinguishes b I i di i i h between a l d and a f ll leader d follower.

Sometimes when you i S ti h innovate, you make mistakes. It is b t t admit t k i t k i best to d it them quickly, and get on with improving your other innovations.

You can't just ask customers what they want and then try to give that to them. By the time you get it built, they'll want something new.

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Innovateordie!AccordingtoBillGates Innovate or die! According to Bill Gates

Information technology and business are becoming inextricably gy g y interwoven. I don't think anybody can talk meaningfully about one without the talking about the other. The first rule of any technology used in a business is that automation applied to an efficient operation will magnify the efficiency. The second is that automation applied to an inefficient operation will magnify the inefficiency. If you give people tools, [and they use] their natural ability and their curiosity, th will d i it they ill develop thi l things i ways th t will surprise you very in that ill i much beyond what you might have expected. Be nice to nerds Chances are you'll end up working for one nerds. o 'll p orking one.
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#4TopTip

Innovateordie! Innovate or die!

Here are some questions you should ask yourself: They some and Google INNOVATION Look at www.blueeconomy.com.au Look at http://www.dynamichorizons.com/index.php Look at http://www.innovationtools.com Look at having us come in and assist your innovation development.

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#5TopTip

WebSiteand Web Site and eMarketing

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WebSiteandeMarketing Web Site and eMarketing INTERNETGROWTHSTATISTICS

Today'sroadtoeCommerceandGlobalTrade Andthe" GlobalVillage"becameaReality Internethasmaderealwhatinthe1970'sthatvisionaryofthe communicationsMarshallMcLuhan (19111980)calledthe"Global ( ) Village". Inamatterofveryfewyears,theInternethasconsolidateditselfasa verypowerfulplatformthathaschangedthewaywedobusiness,and thewaywecommunicate.TheInternet,asnoothercommunication medium,hasgivenanInternationalor,ifyouprefer,a"Globalized" dimensiontotheworld.InternethasbecometheUniversalsourceof informationformillionsofpeople,athome,atschool,andatwork.
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WebSiteandeMarketing Web Site and eMarketing INTERNETGROWTHSTATISTICS

Internetisactuallythemostdemocraticofallthemassmedia.Witha Internet is actually the most democratic of all the mass media. With a verylowinvestment,anyonecanhaveawebpageinInternet. Thisway,almostanybusinesscanreachaverylargemarket,directly,fast y, y y g , y, andeconomically,nomatterthesizeorlocationofthebusiness.Witha verylowinvestment,almostanybodythatcanreadandwritecanhave accesstotheWorldWideWeb. http://www.internetworldstats.com/emarketing.htm

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WebSiteandeMarketing Web Site and eMarketing

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#5TopTip

WebSiteandeMarketing Web Site and eMarketing

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#5TopTip

Doesyour growthlook likethis?

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#5TopTip

WebSiteandeMarketing Web Site and eMarketing

Websitesaredead. Websites are dead It'stimeforanOnlineBusiness.Ourhosted andeasytousesystemisdesignedtomeet and easy to use system is designed to meet yourspecificbusinessneeds allowingyouto focusonyourgoals,notmasteringthe focus on your goals not mastering the technologybehindit. www.controlzoneonline.com.au
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#6TopTip

Taketimetobe Take time to be legal l l

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#6TopTip

Taketimetobelegal Take time to be legal

Averbalagreementisnotworththepaper itswrittenon!
Hmm,strangeasitmayseemAustraliaisbecomingone ofthemostlitigioussocietiesintheworld. f h l h ld (secondonlyto,yesyouguessedittheUSA) ( second only to yes you guessed it the USA)

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#6TopTip

Taketimetobelegal Take time to be legal Protectyourself!

HereareSOMEmethods: 1.Publishyourtermsandconditionsonyourquotes, paperworkandinvoicestonameafew. 2.Publishyourtermsandconditionsonyourwebsite. bl h d d b 3.Makesureyourtermsoftradeareappropriateifnot seekprofessionallegaladvice. seek professional legal advice 4.EnsureyouaddCopyrighttoyourdesigns

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#6TopTip

Taketimetobelegal Take time to be legal Protectyourself!Contd

5.Neverdoanythingwithoutdocumentationinplace. 6.Ensureyouarelegallyemployingpeople. 7.EnsureyourworkplaceisSAFEandlegal. k l dl l 8.EnsureyouhaveMSDSavailabletostaff&contractors 9.Buildanethicalworkenvironment. 9 Build an ethical work environment 10.Beenvironmentallyresponsible.
Thislistisastartingpoint!

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#7TopTip

Connectyourself C lf
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Connectyourself Connect yourself

connected
adjective1.united,joined,orlinked.

1.havingaconnection. 2.joinedtogetherinsequence;linkedcoherently: connectedideas. 3.relatedbyfamilyties. 4.havingsocialorprofessionalrelationships,esp.with p p influentialorpowerfulpersons.

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Connectyourself Connect yourself

WebSites Web Sites eNewsletters Googleaddwords Googlemapsregistrationforyournameagainstyour site. 5. FaceBook,Youtube,Twitter 5 F B k Y t b T itt 6. Linkedin 7. Any social networking site Anysocialnetworkingsite 8. Associations 9. Businessinterestedgroups 10. Marketing
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1. 1 2. 3. 4.

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Connectyourself Connect yourself

1. Professionalbrandingofyourbusinessimage 1 Professional branding of your business image 2. Portrayaqualityimageonyourvehicles 3. Brandandsignyourbuildingorpremises 4. Logostosuityourproductandimagerange 5. Brochuresbothprintedandelectronic 6. BusinessCardsrepresentYOUandyourbusiness 6 B i C d t YOU d b i 7. Letterheadsofaprofessionalnature 8. Quality, clear and concise quotes Quality,clearandconcisequotes 9. Presentanimageonsitewithuniforms 10. Perceptionisreality?
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#8TopTip

Askforhelp Ask for help whenneeded h d d

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#8TopTip

Askforhelpwhenneeded s o ep e eeded
TheysaytheFirstsignofinsanityinturningup They say the First sign of insanity in turning up atworkanddoingthesamethingeachday AND:Expectingadifferentresult! AND Expecting a different result!
Therearemanypeoplewhocanrelatetothis,sothereareafewideas: There are many people who can relate to this so there are a few ideas:

Share ideas with friends or colleagues in the Shareideaswithfriendsorcolleaguesinthe sameorotherbusinesses

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Askforhelpwhenneeded s o ep e eeded
Buildyourknowledge:Experiencetrade Build your knowledge Experience trade shows,readindustrypublicationsinthis industryoranotherindustrywilloftenyield industry or another industry will often yield highresultsforyou. Attendnetworkfunctionsinyourareato findlikemindedindividualsorgroups find like minded individuals or groups

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Askforhelpwhenneeded s o ep e eeded
JoinanAssociationorprofessionalbodyto Join an Association or professional body to shareandexpandyourideas=manyhands makelightwork. make light work 1. www.signs.org.au ASGA 2. www.sgiaa.asn.au 2 www sgiaa asn au SGIAA 3. www.visa.org.au VISA 4. www.signs.org.nz 4 www signs org nz NZSDA 5.www.signs.org ISA TherearemanysoGoogleandfindoutmore There are many so Google and find out more

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Askforhelpwhenneeded s o ep e eeded
Mentoring:Weofferspecificindustrybased Mentoring We offer specific industry based mentoringservicetosuityourbudgetand needs. needs BusinessSnapshotsfindoutexactly whereyouareatfromaslittleas$750 where you are at from as little as $750 Fullmentoringdaily,weekly,monthlyor atafrequencythatisappropriatetoyou. at a frequency that is appropriate to you Callus0292116114orseemeafterthe presentation. presentation
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#9TopTip

ValueBased Value Based BILLING!!

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ValueBasedBILLING!! Value Based BILLING!!

ProbablyTHEmostcontroversialsubjectEVER! Probably THE most controversial subject EVER! Imaginethis: Thesignorprintyoumakeandsellfor$1000singularly increasessalesinaclientsbusinessby500%,goodnews Everyoneishappy? Everyone is happy? Yesyourehappy YesyourclienthasGOTtobehappy Yes your client has GOT to be happy YesIwouldsuggesttheclientscustomersarehappyasthe Saleshaveprovenit? ALLGOODRight?
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ValueBasedBILLING!! Value Based BILLING!!

ProbablyTHEmostcontroversialsubjectEVER! Probably THE most controversial subject EVER! Maybethiswasanoutcome? NOtheclientisNOThappyasa500%increaseonly representedtotalsalesof$2500.00 Sotheclientfeels; So the client feels Thesignorprintdidntwork! They feel ripped off. Theyfeelrippedoff. Theywanttheirmoneyback! Dontyouhatethat!
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ValueBasedBILLING!! Value Based BILLING!!

ProbablyTHEmostcontroversialsubjectEVER! Probably THE most controversial subject EVER! Maybethiswasanoutcome? NOyoureNOThappyas$1000isundercostprice! Thejobshouldhavebeenworth$1500.00 Soyoufeel; So you feel theclientshouldhavegivenyoumoretimetomakeit! You feel ripped off Youfeelrippedoff Theywanttheirmoneybacksoyouwillhaveabattleon yourhands! Dontyouhatethat!
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#9TopTip

ValueBasedBILLING!! Value Based BILLING!!

ProbablyTHEmostcontroversialsubjectEVER! Probably THE most controversial subject EVER!

Letslookatwhatishappening Lets look at what is happening aroundinothermarkets:

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ValueBasedBILLING!! Value Based BILLING!!

quote d quote AndrewPappasdescribesasituationwherehe d b h h
wasinvitedtoviewcustomdesignedelectricalimprovements atacustomer'splant.Afterthetour,herecalledanInternal Revenuecodeprovisionthatallowsmorerapiddepreciation forsuchinvestments.Aftercheckingonregulations confirmedhissuspicionandledtoasavingsof$250,000 confirmed his suspicion and led to a savings of $250,000.
Andrewonlycharge$1000fortheservice. Askyourself:IsTHISfairandreasonable? "Soshouldyouchargehimforanhourorforthevalueyousaved himthatcamefromyearsofexperienceandknowledge?
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ValueBasedBILLING!! Value Based BILLING!!

quote h quote Thereisalsothematterofdecidinghowtobill. l h fd d h b ll
Valuebasedbillingisextremelyjudgmentalandarbitrary. Thereisnostandardmarkuptotheusualrate,no contingencyarrangementbaseduponacertainresult,nora bonusaddedtotheagreeduponprice.Feesarebasedonthe timeittakestosolveaproblem,complexityofsituationand time it takes to solve a problem, complexity of situation and theamountatstake allofwhichareintangible components.
"Soshouldyouchargehimforanhourorforthevalueyousaved himthatcamefromyearsofexperienceandknowledge?

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ValueBasedBILLING!! Value Based BILLING!!

quote"Inatechnologyage,timeislessrelevant,"says quote " h l l l "
LorenWittner ofPhoenix,aformerattorneywhonow consultsonmarketingandpublicrelations.Hesaysitcantake amatterofminutestolooksomethingupontheInternetand solveaclient'sproblem. Becausevalue basedbillingcanbeanambiguousprocess, Because valuebased billing can be an ambiguous process, clientshaveresisted furtherimpedingadoptionoftheidea.
"Soshouldyouchargehimforanhourorforthevalueyousaved himthatcamefromyearsofexperienceandknowledge?

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ValueBasedBILLING!! Value Based BILLING!!

quote f quote IfIusethesignforpromotionandhaveasign h f dh
personmakeitinsteadofspending$10,000withTV commercialitstakeshourstoorganisesignguystoquote. WhereasinTVIcanspendthatin5minutesandIstillmake my10%.5minutesorhoursyouworkitout! JohnSingletonASGAconference1981
"Soshouldyouchargehimforanhourorforthevalueyousaved himthatcamefromyearsofexperienceandknowledge?

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#10TopTip

Turnoffand Turn off and relax l

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Turnoffandrelax Turn off and relax

TenGoodReasonsToRelaxandRelievestress Ten Good Reasons To Relax and Relieve stress
10.Yourchildrenmirroryourbehaviour. 9.Chronicstresscancauseweightgainespeciallyaroundthemidsection. 8.Withlessoxygengoingtothebrainwhenunderstress,your yg g g ,y shorttermmemorymaybeaffected. 7. Chronicstresscanraiseyourbloodpressure. y p 6.Stresslowersyourimmunesystemcausingyoutobemoreproneto attractingillness.

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Turnoffandrelax Turn off and relax

TenGoodReasonscont d Ten Good Reasons contd
5.Peoplearenaturallydrawntorelaxedandconfidentpeople. 4.Bringingyourmindintoadeeplyrelaxedstatewillhelpyouhave 4 Bringing your mind into a deeply relaxed state will help you have betterclarityandfocus. 3. Relaxingyourmindwillenhanceyourcreativity. 3 Relaxing your mind will enhance your creativity 2.Relaxingyourmindwillallowyoutoprocessthe informationitalready hasstoredtoarriveatsuccessfulsolutions! has stored to arrive at successful solutions! 1.

Itjustplainfeelsgood!!

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QuestionTime Question Time

Any Questions? A Q ti ?
Drop i your b i D in business card for an email of this df il f thi Presentation. Call 02 9211 6114 or 0418 161600 Go to our web sites: 2. www.kimsoftware.com.au business software 3. www.controlzone.com.au consulting g 4. www.controlzoneonline,com.au web site 5. SOON www.businessforms.com.au
.

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