How to run Meeting 2

How to run Meeting 2 (see last post).

Armed with your prepared report show your client, when compared to others in the same SIC group, how they are performing:

  • Marketing – take on rate of new customers 

  • Operations – customer retention rate  

  • Systems – operating efficiency rate  

  • People – productivity 

  • Finance – profitability  

  • Value – open market business sale  

And for each metric, what they are losing in £sales, £profit, £capacity, £market value.

Be ready to show the inputs and assumptions you used and to modify them if the Client wishes. Indeed, that will create in them a sense of ownership.

Encourage them to speak while you listen and learn in order to move towards agreement as to where the business is today, where it could be and what the owner wants to happen.

In my next post I’ll show you an agenda that provoked action.

Practical stuff from AI Business Advisor® see the series here

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