Investor Relations/MASTERCLASS/Revenue Maximisation

So your customer pays $1 today, when will he pay $5 in your proposed lifecycle?

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So your customer pays $1 today, when will he pay $5 in your proposed lifecycle?

The smartest entrepreneurs in the world know the answer to the question above. They know it not in theory. They know it not by creating jazzy excel sheets and business models.

The smartest founders know revenue maximisation from their customers because they have gone through several important cycles of ‘knowing the customer’ and ‘what top value is he/ she paying for?’

What does ‘know your customer’ actually mean?

One of the most important elements of knowing your customer meaningfully enough is to understand if he/ she is truly your customer? An important sub-element is to understand how will this customer fit into your revenue maximisation goals as you create more value over the lifecycle?

Revenue maximisation happens with revenue, not on excel sheets

Our investor relations advisors work with entrepreneurs to help them build trusted investor relationships. The one important step in the journey is to prepare fact sheets that do not have random percentages and assumptions. A strong fact sheet gives a deep view of the founders maturity especially in understanding the customer and the proposed revenue hence.

The founder’s depth of understanding the customer lifecycle and the customer will always lead to building a successful business that is trusted by investors, employees and other stakeholders.

Investor Relations/MASTERCLASS/Revenue Maximisation

Instead of chasing investors with Bplans, build meaningful relationships with them

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Instead of chasing investors with Bplans, build meaningful relationships with them

As a firm we have been engaged by a US based social media-app company with headquarters in India and Nepal. For a little over 1.2 years we have been managing relations with the 4000+ investors that have placed their trust and money in the company. 

So, what is required for successful fund raising?

  • Build meaningful and deep relationships with your potential / to-be investors

Do not chase investors with random business plans. They get them in truck loads and most of them either drop out or find the eye of an associate who has this truck loads to sort.

  • Invest at least 4 months to build this relationship: share important signals with the investors/ their fund associates (with your investor relations 3 pager)

If you are a founder with successful past exits, please do not invest your time on this post. But if you are a founder raising money for the first time OR someone raising pre-series A or series A, be prepared that it will take at least 3-6 months. Relationships, especially of money do not get established in a jiffy. At least the successful one’s.

  • Gain the respect of the investor, more than the money

The day you gain the invest of the investor. Even if he/ she is not directly going to write you a cheque, you will get trusted recommendations that will get you closer to your goal.

There is a clear method to all this madness of fund-raising. We invite you to engage our investor relations advisors to go through this journey together.

About the author:
Time and Growth Advisors helps companies maximise revenue with training people, introducing technology and initiate customer involving initiatives.

Investor Relations/MASTERCLASS/Revenue Maximisation

Vision, Trust, Clarity, Metrics are the foundations of successful investor relations

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Vision, Trust, Clarity, Metrics are the foundations of successful investor relations

Whether you are an entrepreneur that has raised venture capital or a creator that has raised money via crowd-funding or a public company, investor relations are important.

Following are the 4 foundations of successful investor relations:

  1. Vision
  2. Trust
  3. Clarity
  4. Metrics

An investor is somebody who is trusting the founder(s) to spend his/ her money a lot better and create much bigger value. The value will translate into wealth creation if the investor – investee relation creates positive breakthroughs.

Investor relations begin a lot before you get the money in the bank

For founders it is important to understand that investor relations begin much before you get the money in the bank. It is a ‘relation’ that is akin to getting married. There are times when you get frustrated, when you do not like each other’s views and you fight, but you have to let the principles / foundation drive you.

Design your investor relations communication with the above principles. You will create more powerful and valuable relationships.

Founders Time/MASTERCLASS/Revenue Maximisation

How do you get $100 million tech conference to your city? Ask Drake and Toronto

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How do you get $100 million tech conference to your city? Ask Drake and Toronto

The city of Toronto is incredible. Its a cultural mix of people from across the world. It has the right mix of most elements that make a global city in the ever changing times today.

But the city of Toronto has one more thing to it, a phenomenon called, DRAKE. Who is DRAKE?

Drake is a Canadian rapper, singer, songwriter, producer, actor and entrepreneur. His co-sign to the city of Toronto is also worth 5% of Toronto’s economy. That makes him about $440 Million in worth to the city of Toronto. He is a sensation. Period.

Drake by no means is a full time philanthropist, but he has almost single handedly become an economic and brand positioning booster for Toronto around the world.

About the $100 Million and the tech conference

Ask Michael Thompson, Councillor Ward no 37, Scarborough Center. In a recent interview to Vice he mentioned about how he pitched to a tech conference to choose Toronto as their venue for 3 years. This will bring $147 million in revenue to the city of Toronto. The deal clincher was DRAKE!

Lesson in revenue maximisation for businesses from Drake and Toronto

  • Unlock your founders / key executives time and let them build more people to people relationships
  • Give back to the community – whatever size of business that you are, in small ways give back to your immediate community – this will spread and do a lot more good
  • Re-think – your existing services and solutions and position them for your most valuable customers

About the author:
Time and Growth Advisors helps companies maximise revenue with training people, introducing technology and initiate customer involving initiatives. 

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Founders Time/MASTERCLASS/Revenue Maximisation

Have you set your plans for revenue maximisation in 2019?

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Have you set your plans for revenue maximisation in 2019?

Revenue maximisation is critical for every business. Whether you are a startup, an SME or a large enterprise, it is important to have a clear strategy for revenue maximisation.

So how do you ready your business for revenue maximisation?

From a 30,000 feet level, below are the fundamentals that you must be prepared for:

  1. Discipline : consistent people training and a follow-up process is required to be set-up
  2. Time : you must unlock time. Especially the time of key customer facing / growth stakeholders must be unlocked from daily operations.
  3. Understand your top customer : it is critical to understand your top customer and create more value for them.
  4. Deep innovation / more value design : you must work closely with your top customers and create deeper value for them.
  5. Mergers and Acquisitions : if you are a large firm, dedicate time on thinking at least 5 years in the future. Acquire smaller and nimble teams to add exponential value to your system.

What are the execution level details, how do we begin this practise?

  1. Train for time and efficiency : The most important pillar for the above is ‘time’. If the CXO’s, founders or the teams are not optimally using time, everything else will slow down and you will never reach the goals ‘in time’.
  2. Implement ‘governance and compliance’ for your growth teams : ensure that your growth teams (marketing, pre-sales, sales) are working in a system that they has compliance in-built.

If the above two fundamentals are implemented strongly, within two quarters you see change happening within the company and more value being created for customers.

About the author:
Time and Growth Advisors helps companies maximise revenue by unlocking time, setting systems and people discipline

Founders Time/MASTERCLASS

How do productive founders get over the frustrations of low days faster and prevent burnout?

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How do productive founders get over the frustrations of low days faster and prevent burnout?

Almost every founder goes through these days that are a mix of highs and lows. There of-course are exceptions when the lows overpower and negativity takes over. These are the times when you have to have a ‘process’ that you follow to get your mojo back.

Un-cloud yourself.

When you are in such a zone, your brain gets clouded with more thoughts that seem related. So first tell yourself that this is normal. In such a situation random thoughts will take shape. As you do that, your brain will stop creating such thoughts and you will calm down.

The process?

If you are in the zone of negative emotions that overpower your decision making, and clarity, follow the below process:

  • #0: Remember, right now, it is about you and your time. Stop every thought that makes you think – what will the world think? Nobody cares. Period. So stop pretending and move on with your journey.
  • #1: STOP, PLUG-OUT – stop work. Yes. Put an Email auto-responder that you will be away for at least 6 hours. Put the phone away from you. The world won’t end.
  • #2: Create a “you zone” (away from people you know). Plug in the best music that you like, book a cab (not even your driver), go to an open space. A large park OR an open terrace.
  • #3: Consciously shut every thought of work that seeps in.
  • #4: Go to a quiet space and on a clean sheet of paper note down your current state in the following template:

Column 1:

  • Why am I feeling low?

Please make your answer as real and as short as possible. You are not supposed to justify to yourself. You have to win over your brain and that will happen when you answer back and not justify.

Column 2:

  • What is the best case / what is it that you want to achieve / make happen that will turn around the situation?

Again, keep your answer short and very crisp. You have to answer your brain with structure and force and NOT justify to your situation.

Column 3:

  • Do I know anybody that can help me plug the gap, make the introductions, move on?

Can my plug-out be longer?

You can choose to go on a quick holiday. It all depends upon your specific situation and how deep are you in daily operations.

This is a key part of the Unlock Your Time – Workshop that we host for founders and their teams. Make this workshop happen for your people.

About the author:
We help founders unlock their time by ensuring that their teams use a system, tools and processes to achieve goals within time. This increases the team ownership, productivity and turn around in time. The founders focus on more valuable actions, grow less concerned about the teams productivity and everybody creates value greater than themselves.

Founders Time/MASTERCLASS

Do you want to increase your revenue projection for 2019? Unlock your time now!

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Do you want to increase your revenue projection for 2019? Unlock your time now!

2 of our customers have increased their revenue projections for 2019 by 30% with a small increase in the overall people and technology investment.

In 2018, the interventions that we created in our customer’s businesses saved the founders a collective of 2200+ hours.

The founders have been able to do it purely because, the time that we unlocked for them allowed them to:

  1. Focus on more valuable customers
  2. Open new markets
  3. Position their solutions / offerings in a more valuable manner to customers
  4. Improve collections
  5. Increase their overall touch-points with customers in 2019

What interventions did we make?

  1. All team members reporting to the founders were trained and inspired to schedule all their days on calendars (some including weekends)
  2. Key team members had weekly calls scheduled with us to tack progress
  3. Progress reports were shared with the founder every 2 weeks
  4. Quarterly we hosted the unlock your time workshop (to ensure the overall company culture appreciates time and efficiency)
  5. We also helped the founders to re-brand + consolidate their service offerings to make them more valuable for their customers (revenue optimisation)

How can we make it happen for your business?

  1. Lets begin by hosting the Unlock Your Time workshop for your founders and key stakeholders / teams

 

Founders Time/MASTERCLASS

Founders : hire entrepreneurial attitude to unlock your time first, for skills second

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Founders : hire entrepreneurial attitude to unlock your time first, for skills second

How do successful founders unlock their time? The greatest founders talk about hiring people smarter than themselves. What does that really mean?

  1. Hire entrepreneurial attitude first

  2. Unlock your time

  3. Train for skills

Successful founders know it is about unlocking time to focus on more relevant and value creating activities that grow business and people. 

How to put value to ‘smartness’?

It is simple mathematics. Lets say the founders per hour time is X, the smarter person that you will hire, their time is X-(some figure). Now put a time value to the goal that needs to be achieved. Example : 20 hours is what would be required to finish the project. The monetary value hence will be a lot lesser if the smarter person owns and executes the project end to end.

The founders time is required only for reporting and updates.

About the author:
We help founders unlock their time by ensuring that their teams use a system, tools and processes to achieve goals within time. This increases the team ownership, productivity and turn around in time. The founders focus on more valuable actions, grow less concerned about the teams productivity and everybody creates value greater than themselves.

Founders Time/MASTERCLASS

How can you unlock your time for more valuable actions that grow business?

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How can you unlock your time for more valuable actions that grow business?

Most founders find that a lot of decision making gets stuck at their end. This forces them to spend time on things that otherwise must only use their least attention.

In 2018 I worked with 3 founders from India. I worked as their consulting VP of growth strategy and communication. This means, I was plugged into their business almost like their paid employees, but with an unfair advantage. I was being paid to save their time. I understood the exact value that I am creating for them.

The first step to unlocking your time?

You have to first make the following lists:

  • What all decisions are at your desk?
  • How much of your time every week is involved in marketing, HR, operations, admin, product and networking? (give special focus to marketing – it consumes the most time and mostly has the most expectation mismatch)
  • Do you have a clear time scheduled with your reporting managers OR can any body knock in and walk in to your door for even the smallest decision making?

Step #2: 

  • Put all the important reporting meetings on your calendar. Do not entertain anything on the sidelines, unless it breaks your business.
  • Keep “5” hours every month for high quality business networking – schedule it in your cal.
  • Keep “5” hours every month for reading / learning something new.
  • Schedule clear number of hours on each of the business functions where your decision making is required (eg: “6” hours on each)
    • Overtime you have to delegate and reduce dependency on your decision making. Trust people that you have hired.

Step #3: 

This is one of the most important steps in the entire chain. As a founder who ensures that you are delivering to your calendar?

  • Hire an entrepreneur who you can deeply trust. He/ she must and will schedule specific time with you to ensure that you are incredibly efficient. He/ she must be deeply engrained in your win. Because your growth is their growth.