Work Your Business Plan

WHAT:  December CEO Retreat
WHEN:  December 10, 2014
WHERE: Key Compounding Pharmacy

December is our Members Only ~ Work Your Business Plan CEO Retreat 

In December we will be meeting at Key Compounding Pharmacy:  530 South 336th Street
Federal Way WA 98003.

Our Host will be HeeJoo Park.

Click HERE for Google directions.

LUNCH & LEARN

Pamela Barber will be our Lunch & Learn Presenter and will talk about the following:

• Heath care system is confusing & expensive.
• How are your health care dollars spent today?
• What should employers be asking?
•  What to look for in quality health care.
•  Be aware of price variability.
•  What does “wellness” mean to you?

Pamela Barber is the Community Liaison for Pacific Medical Centers. PacMed consists of 9 medical clinics, 160 providers & 700 employees. They provide primary & specialty care to commercial patients and administer the Uniformed Services Family Health Plan (USFHP) to eligible military beneficiaries. 

In her 2 years with PacMed, she has collaborated with internal “Champions” to promote awareness of health within the community and met with business leaders to raise awareness of health care issues.  

Pamela joined the company after working in the financial services industry for the past 2 decades.

What’s Your Story? Increase Your Market Impact and Grow Your Business

WHAT:   November CEO Roundtable
WHEN:  Wednesday November 12, 2014 
WHERE:  Ramada Inn, Kent

Gaining a clearer understanding of the buying process and those who are involved will help your company tailor communication and interactions to be more effective in meeting the needs of potential clients and more effective at moving them through the sales process.

 

In November our topic will cover positioning and how to clearly and consistently articulate a company’s unique value proposition and brand promise to better communicate and interact with potential customers. 

Multiple messages and different value propositions create inconsistent understanding in the marketplace and a weaker story. Consistent communication of a unique value proposition helps you better convey your competitive advantage and increase effectiveness when selling, speeding growth of your customer base.

LUNCH

All who are attending the morning session are invited to join us for lunch. Please let Lauren Owen or Michele Bosworth know if you are not able to attend lunch.

MEMBERS

Members arrive at 7:30am for breakfast and check-in. Please RSVP to Michele Bosworth by October 30, 2014 if you will be bringing employee guests.

MEMBER CANDIDATES

Member Candidates are invited to join us for the roundtable and lunch from 9:00am-12:00pm with lunch immediately following from 12:00 noon to 1:00pm.  Please arrive by 8:50am and wait in the lobby.   Lauren Owen will come get you before the workshop begins at 9:00am.

EMPLOYEE GUESTS

Employee Guests are invited to attend the roundtable from from 9:00am - 12:00pm. Please arrive by 8:50am and wait in the lobby.  Lauren Owen will come get you before the workshop begins at 9:00am.

HOST:

November will be a shared member expense

WHERE WE WILL MEET:

Ramada (formerly Holiday Inn)

22318 84th Ave S

Kent, WA  98032

The Roundtable will be held in the Evergreen Room.

Click HERE for directions and a map.

TITLE OF WORKSHOP:

What’s Your Story? Increase Your Market Impact and Grow Your Business

AGENDA:

Click HERE to view the Agenda.

QUESTIONS THE CEO SHOULD BE ASKING:

• Does my company have a clear understanding of the target buyer, the process used to discover solutions, each buyer’s needs and potential barriers?
• Is everyone in my company consistently and effectively communicating our company’s unique value proposition to prospective clients and current customers?
• Are we clearly differentiating our products and services from our competitors and helping potential buyers understand why they should choose our products over competitors?
• Do we have an effective plan for building customer loyalty and communicating and interacting with new customers?

TAKEAWAYS:

•  Buyer Persona creation guide
•  Positioning assessment
• Value Proposition and Brand Promise tools
• An improved understanding of the purpose and role of a Market(ing) Plan in the sales process

PREPARATION:

1. Survey your Executive/Management Team, also members of the marketing, sales, and customer service teams. Describe the company’s brand promise, its unique value proposition and a summary of your elevator pitch.

• Goal: Test whether the message that you are giving to the market is consistent.
• 
  
• Template provided: Company Message and Value Proposition
• It’s easiest to forward the template document to each individual then have someone compile the answers verbatim for your use in the November workshop.
• 
  

2. Win/Loss Analysis:

• Goal: Validate the perceived “truth” in the mind of your customer (which may not be what the sales person knows/tells you). Uncover process, knowledge and expertise that helps you win and makes you lose. Clarify which competitor you lose to and why.
• 
  
• Template provided: Win-Loss Analysis   
•  Recommend completing at least one customer and one “lost opportunity” interview before November’s workshop.  You can have another executive complete this work, just not the sales manager or sales staff.

3. Understand your competitive landscape:

• Goal: Leverage what you learn about your competition to improve your company’s positioning in the market.
• Define your competition in the way that makes sense for your organization – by products/services, vertical markets, etc. Understand the competitive landscape relative to your company and your target markets – what types or categories of competition do you face, specific competitors, other competition such as status quo, other solutions, internal, etc.

• Template provided: Competitive Landscape
• Use the spreadsheet as a guide and to compile the information.  (A lot of this information can be found online with a little digging).
• Have someone on your team, who is internet research savvy and can understand the type of information they are trying to find, do the research
• 
  

PRESENTERS:

Elizabeth Andreini

As the President of Accelerate Marketing, LLC, Elizabeth Andreini, is the "secret weapon" CEOs turn to at key growth points when they need to transform marketing and product management to grow their customer base, increase revenue & scale their business. 

 In addition to providing experienced executive insight and guidance, Elizabeth often works as an interim CMO or VP to provide the hands-on leadership needed tore architect marketing and product management and improve execution from the inside.  

Elizabeth Andreini, founder & president of Accelerate Marketing, LLC Accelerate Marketing, 
206-769-3420 or elizabeth@accelerate-marketing.com
www.accelerate-marketing.com
Twitter: @acceler8mkting
LinkedIn: www.linkedin.com/in/elizabethandreini

Sue Sanford

Sue Sanford is a marketing management and strategy consultant with skill and a penchant for developing high performing teams. In her 25 plus years in marketing, she has launched dozens of B2B programs for Microsoft and other high-growth companies, and successfully managed campaigns with budgets of every shape and size. With her background in the high-tech, startup, non-profit, and educational sectors, Sue is well-versed in translating values to customers clearly and with meaning. And with her deep empathy and passion for building relationships, she is an inspired, innovative marketer and team leader. 

Sue Sanford, Principal Partner and Co-Founder, Upstart Group
sue@upstartgroup.com or 425-503-2600
www.upstartgroup.com

LinkedIn: www.linkedin.com/in/sanfordsue
Twitter: @UpstartGroupSea, @UpstartGroup

Leverage Your Distinctive Competence to Uncover Opportunities in the Ever-Changing Business Landscape

WHAT:   October CEO Tools Workshop
WHEN:  Wednesday October 8, 2014 
WHERE: Merit Harbor Group, Tacoma

Make your company more market driven, uncover new market opportunities before your competitors, enable your company to diversify into new markets, add new products or services and gain market share. 

This workshop will provide you with a framework on how to identify potential market problems, use a company’s distinctive competence and knowledge of the competitive landscape to identify unmet market needs. 

Prepare for evolving customer needs and gear up for new competitors entering your market with alternative solutions.  Join us in October to find out how new markets and new product offerings can position your company on a strong pathway to future growth.

LUNCH

All who are attending the morning workshop session are invited to join us for lunch. Please let Lauren Owen or Michele Bosworth know if you are not able to attend lunch.

MEMBERS

Members arrive at 7:30am for breakfast and check-in. Please RSVP to Michele Bosworth by October 1, 2014 if you will be bringing employee guests.

MEMBER CANDIDATES

Member Candidates are invited to join us for the workshop and lunch from 9:00am-12:00pm with lunch immediately following from 12:00 noon to 1:00pm.  Please arrive by 8:50am and wait in the lobby.   Lauren Owen will come get you before the workshop begins at 9:00am.

EMPLOYEE GUESTS

Employee Guests are invited to attend the workshop from from 9:00am - 12:00pm. Please arrive by 8:50am and wait in the lobby.  Lauren Owen will come get you before the workshop begins at 9:00am.

HOST:

There will not be a host for October

WHERE WE WILL MEET:

Merit Harbor Group offices; 2515 South Hood Street, Tacoma (on the backside of the historic Rainier Connect building). Note: if you enter this into Google maps, put in the street address and not the name of the company, Merit Harbor. There is not a sign for Merit Harbor out front of the building or office door.

There will be someone out in front of their offices to greet you and guide you up to the meeting room. The Workshop will be held in the conference room located on the 2nd floor. Parking is right in front and along the building – it’s free angle in parking.  The building is located next to  Tacoma self-storage.

TITLE OF WORKSHOP:

Leverage Your Distinctive Competence to Uncover Opportunities in the Ever-Changing Business Landscape

AGENDA:

Click HERE to view the Agenda.

QUESTIONS THE CEO SHOULD BE ASKING:

• How can I increase my company’s competitive advantage? 

•  How can I build a better pipeline for new and innovative offerings to my current customers and existing target market?

• What opportunities should I pursue in other markets where I might have an advantage?

TAKEAWAYS:

• Market Problems assessment process

• Competitive Landscape & Win/Loss Analysis templates

• Market Definition & Product Roadmap tools

PREPARATION:

• Interview customers and prospects about their problems, challenges and decision making using the Strategic Market Interview Questions Template below.
• Strategic Market Interview Questions Template

As a reminder, please set aside some time prior to the October CEO Workshop to have conversations with a few customers and/or prospects using The Strategic Interview Questions Template.

This tool will help you gather information to better understand some of the business challenges your customers face and provide you with information to enable you to become more of a value-added partner.  Helping your customers be successful in their business, through providing services and products that meet their needs, will result in you becoming more successful in your business.

During this conversation you will gain a better understanding of customers’ needs and wants so you can identify ways to respond proactively to their needs and wants and serve them better. This insight will help you identify ways to work in partnership with them to meet their future needs and distinguish you from other suppliers that take their order and only talk with them when there is something to be sold. The strategic insights about the market, the views of customers and prospects will be useful for you to keep in mind during the October workshop discussion.

PRESENTERS:

Elizabeth Andreini

As the President of Accelerate Marketing, LLC, Elizabeth Andreini, is the "secret weapon" CEOs turn to at key growth points when they need to transform marketing and product management to grow their customer base, increase revenue & scale their business. 

 In addition to providing experienced executive insight and guidance, Elizabeth often works as an interim CMO or VP to provide the hands-on leadership needed tore architect marketing and product management and improve execution from the inside.  

Elizabeth Andreini, founder & president of Accelerate Marketing, LLC Accelerate Marketing, LLC
206-769-3420 or elizabeth@accelerate-marketing.com
www.accelerate-marketing.com
Twitter: @acceler8mkting
LinkedIn: www.linkedin.com/in/elizabethandreini

Sue Sanford

Sue Sanford is a marketing management and strategy consultant with skill and a penchant for developing high performing teams. In her 25 plus years in marketing, she has launched dozens of B2B programs for Microsoft and other high-growth companies, and successfully managed campaigns with budgets of every shape and size. With her background in the high-tech, startup, non-profit, and educational sectors, Sue is well-versed in translating values to customers clearly and with meaning. And with her deep empathy and passion for building relationships, she is an inspired, innovative marketer and team leader. 

Sue Sanford, Principal Partner and Co-Founder, Upstart Group
sue@upstartgroup.com or 425-503-2600
www.upstartgroup.com

LinkedIn: www.linkedin.com/in/sanfordsue
Twitter: @UpstartGroupSea, @UpstartGroup

How to Use Your Numbers to Make Better Complex Financial Decisions.

WHAT:    August CEO Roundtable     
WHEN:   Wednesday August 13th, 2014   
WHERE: Tacoma Goodwill Boardroom

We all want to build a sustainable business that provides a return on our (or our owners’ investment). So, how much profit does it take to produce the real returns that you not only desire, but also require? The first step in the process is to answer the question: what is your breakeven sales annually, monthly and even daily? We will all first go through our Profit and Loss Statements to determine how our expenses “behave.” We will separate out our variable and fixed costs and then calculate the answer to the breakeven question. With this new structure we will be able to have a better understanding of which costs need to be focused on to improve the bottom line.

But nobody wants to just break even! We will also now be in position to project the future and determine useful strategies. 

LUNCH

All who are attending the morning roundtable session are invited to join us for lunch. Please let Lauren Owen or Michele Bosworth know if you are not able to attend lunch.

MEMBERS

Members arrive at 7:30am for breakfast and check-in. 

MEMBER CANDIDATES

Member Candidates are invited to join us for the roundtable and lunch from 9:00am-12:00pm with lunch immediately following from 12:00 noon to 1:00pm.  Please arrive by 8:50am and wait in the lobby.   Lauren Owen will come get you before the workshop begins at 9:00am.

EMPLOYEE GUESTS: 

Employee Guests are invited to attend the roundtable from from 9:00am - 12:00pm. Please arrive by 8:50am and wait in the lobby.  Lauren Owen will come get you before the workshop begins at 9:00am.

HOST:

Renee Ries of Fairchild Record Search

WHERE WE WILL MEET:

Tacoma Goodwill Boardroom; 714 S 27th Street, Tacoma, WA 98409

The Boardroom is located on the 4th floor.

Members arriving at 7:30am - enter on the S 27th Avenue Street entrance.  It's the "main" entrance that is actually on the 3rd floor.  There is a parking lot in front and a parking lot across the street.   Jennifer will be looking out to let you into the building and will take you up to the elevator to the 4th floor. 

Guest arriving at 8:45am - enter at any entrance and tell the people at the front desk that you are going up to the 4th floor.

TITLE OF ROUNDTABLE:

How to Use Your Numbers to Make Better Complex Financial Decisions.

AGENDA:

Click here to view the Agenda

QUESTIONS THE CEO SHOULD BE ASKING:

• How much profit do I need to reinvest in my company?
• How much profit do I need to pay back additional long term debt?
• How much profit do I need form y bonus and/or retirement plans?
• If I hire additional staff what will I need insoles to cover their costs and make more profit?
• If I add on to my building (take on more space or open a new location) what will I need in increased sales to make that a good investment?

TAKEAWAYS

• What does my company's cost structure really look like.
• How can I use this knowledge to make better decisions for the future around issues such as: pricing, expense control and investments in projects, equipment and people.
• Learn how targeting a specific profit to determine your sales goals.

PREPARATION: 30 Day Commitment - August 2014 CEO Roundtable

For our August Excell CEO Roundtable, please select an investment (project/strategies/initiative) that you are currently considering and use your Break Even Plus Spreadsheet to answer the following questions.

Be prepared to present the results to the group during the Roundtable. Note: you are not required to use PowerPoint!

1. Of your top three investments (projects/strategies/initiatives) you are considering over the next 18 months, select the most important one that will have the quickest and highest positive financial impact. What is it?
2. What will it cost?  Over what time period?
3. What return on investment would you like from this investment?
4. What sales will you need to make this happen and over what time period?
5. Who will be responsible to get this done?
6. How will you monitor and measure the progress of the project/strategy?
7. What feedback process will you have set up to be sure everyone is working toward the financial goal?

Questions? Please contact Steve Abercrombie at 360.320.8770 or steve.abercrombie@profitsoup.com.

PRESENTER: STEVE ABERCROMBIE   

Steve brings passion and personality to company financial strategies. His life experiences as a banker, financial educator and business owner have shown him that having financial knowledge of your business model is in many cases the absolute key to success. His clients all say that Steve excels at taking the mystery out of the numbers with his common-sense approach and always-compassionate personal style.

He has a talent for rallying the troops behind improvement initiatives by organizing, understanding and appropriately communicating the financial story of the business to the management team and key staff. Then he integrates this connection to financial success with ongoing structure and support around company goals and strategic steps. With key players aligned and focused, everybody accomplishes more.

Steve has helped many clients prepare their businesses for the financial scrutiny of lenders and investors when financial restructuring or expansion is imminent. He understands the language of lending from his years in banking, where he has held roles from branch manager and lender to bank President and CEO. As President and principal of a leading financial training company, he mastered business expansion from the other side of the desk – with the perspective of owner and rain maker. He gained notoriety as a sought-after convention speaker for graduate schools of banking, corporations and associations throughout the US, Australia and England.

Steve’s clients include Choice Hotels, ProSource Floor Coverings, Graduate School of Banking of the South and Bright Star Franchising,

“I have had the good fortune to work with Steve Abercrombie at both ProSource and BrightStar. Both times, he provided these companies with top-shelf financial literacy training for our franchisees. I have found Steve to be not only well versed in financial management, but able to easily convey concepts to franchisees. His breadth of knowledge and ability to make financial concepts "real world" for franchisees is one of the things I most appreciate about Steve.”

Bob Lange, Vice President of Field Support, Bright Star Franchising

“Steve is exceptional at taking complex financial information and terms, and making it easy for people understand and use. Steve is one of the best professional speakers I've ever heard. Interesting, captivating and helps the audience truly understand and apply what he is talking about.”

Evan Hackel, President and Engage Consulting 

PROFIT SOUP

WWW.PROFITSOUP.COM
steve.abercrombie@profitsoup.com