Compelling Vision Award: lifeBLUE Media – Russel DuBree and Phillip Blackmon (www.lifeblue.com)
lifeBLUE Media became an ActionCOACH client 2 ½ years ago - doubled the size of their business in 2008 and again in 2009. Then hit a transitional barrier – new challenges – not sales related, but production related. Have been focused on defining “who are we?” and creating a Compelling Vision that would energize their team and give them the clarity on the roles, responsibilities and skill sets they would need to achieve their long-term growth targets. Their efforts have re-energized their team, resulted in the hiring of new team members to fill specific skill gaps, and expanded their core competencies. Their business is growing once again including landing a single new client larger than their previous year’s total revenue!
Met Mark at a chamber event and he became a client in November 2007 (3 years). Mark was a Financial Planner at that time but over the next several months it became apparent that he was not passionate about his current business. We explored what did “light him up” and he shared that he thought there was a better way to package and promote energy-related investments that could provide far better returns to serious investors. He found a partner who was involved in the energy investment business, shared his vision and enrolled him in his dream to create a new company. We worked together to build the business case, sought out investors and raised over $500K to launch his new venture. Mark and Mark used last year to prove out their model and began providing returns to investors on their first $1.5 MM investment offering within the first 8 months. They are currently working to do another $10 - $20 MM in business in the next 6 months. Their success is directly linked to their dedication and determination to focus on the fundamentals – the four areas we call Mastery.
Lead Generation Award: Steve Watten, Strasburger & Price (www.strasburger.com)
This was perhaps the most skeptical new client we have ever had. Steve agreed to work with ActionCOACH in April 2009, but did not actually start until October 2009 – 6 months later. The goal was to focus on his business development and lead generation strategies. His goal was to be the “rain-maker” for his firm. So we launched into putting definition and structure to what has always been a very undefined set of activities that would bring new clients to a large law firm. We identified his ideal lead generation strategies, mapped out his step-by-step relationship-building processes, and essentially built a “machine”. The results have been significant – even during a time when transactional work in his particular field of law is very slow. Steve has been diligent, methodical and determined in his approach and it has set him apart from his peers.
Lead Conversion Award: Mary Lyons, Personal Economics Group (www.pegplanning.com)
Mary has been involved in our ActionCOACH community for nearly three years. She started out by coming to our quarterly planning workshops in 2008. In 2009, she enrolled in an abbreviated 1-2-1 program. At the end of 2009, she looked at her numbers, achieved 130% growth and realized that the momentum was created during the coaching program. At the beginning of this year, she enrolled in a weekly 1-2-1 coaching program. As a result, she has hired her first employee, achieved her original 2010 goal just after midyear and achieved the revised 2010 goal November 30 (which has since been revised a third time)! She will be adding at least 4 more team members over this next year and is closing in on 375% growth over last year.
Delighting Customers Award: Reyner and Lusy Natahamidjaja, Global IP Networks (www.gipnetworks.com)
We met Lusy & Reyner in November 2009. They came to a seminar we did at the Collin County Small Business Development Center (SBDC) and we had a chat afterward where they mentioned how helpful the information was to the way they approached their business. The timing was right, because two weeks later they attended last year’s Tour de Profit workshop. Immediately after the workshop they approached us and asked how to enroll in coaching on a regular basis. A few days after Christmas we started their 1-2-1 program. Over this past year, we have identified their value proposition and most importantly, brought that up front in their marketing. We redesigned their sales process so that the prospect would know immediately what sets them apart. Their service-driven mindset is the best in their industry. We figured out how to showcase that more personally and it has enabled them to grow revenue more than 50% this year.
Generating Repeat Business Award: Michael McMahon, Big D Cats (www.bigdcats.com)
Michael became an ActionCOACH client in September 2007 – over 3 years ago. He had recently started a new venture in the Dallas area by bringing his sailing skills and a huge, 100-person catamaran to Lake Lewisville with the dream of building a unique venue for social and business events. He was an idea-a-minute guy. He did not like to say no to people, so found himself scattered everywhere looking for ways to grow his business. We found our rhythm, built a plan, defined his unique positioning and focused his marketing efforts. I recall telling him that if anyone asked him to spend money with them, he was to tell them he had to clear it with his business coach first. He would then call me and I would simply ask “will that get more people to step on your boat?” and he would most often say “no”. And I would say, then what is your answer – and he would know what to do. “Getting people on the Boat” became his mantra. Today, Michael has transitioned from a happy-go-lucky sailor, to a structured, methodical, disciplined businessman – who happens to have the coolest workplace on the planet! He is dedicated to deliver a first-class outing for each and every client. He is deliberate in his approach to have them return again and again.
Building Leverage Award: Dane Miller & Eric Diller, Azure Marketing & Communications (www.azuremarcom.com)
Dane and Azure have been on a 1-2-1 program so long that it’s nearly a lock they’ll be in our Hall of Fame. However, how the business looked then is nothing like how it looks today. Over the past 2.5 years, they have built policies, procedures, and workflow systems. Their industry was hit very hard the last two years and their focus ON the business not only enabled them to survive, but to get out of the gates early during the recovery. We identified an opportunity earlier this year to merge with another company because of Leverage. They had absolutely complimentary skill sets. They are now a strong core team with multiple contractors at their disposal to assist them in delivery (all of which are guided by clearly defined procedures). Their sales are increasing at a fast rate and we expect 2011 will be their best year ever.
We met Bob in May, 2009 at a local Rotary meeting. He became an ActionCOACH client in July, 2009 and we have built a very special relationship. Bob is a true entrepreneur. He is always looking for new business ideas and had launched 3 or 4 new businesses in the short time we have known each other. He takes a unique approach to building a team. He knows clearly what culture he wants to create, then when he finds someone who fits that culture, he finds a role for them on the team! He has done that so successfully, that he has essentially worked himself out of a real job, replaced himself with people who are so committed to him and his vision that they work harder than he does, and he spends his time looking for new opportunities and new people. Honored to be invited to their recent company outing and awards celebration, Rich Allen came away from that experience in awe of the team he has assembled. It was more like being at the UN with every religion, ethnic, social and age group represented, but each of them respected, valued and honored the other like nothing ever seen before. We can all learn a great deal from this business leader.
Succession Planning Award: Maurice Reagan, S&R Controls (www.panelsbysr.com)
Maurice was introduced to ActionCOACH by one of our strategic partners in the summer of 2009. He had just had a very frustrating and costly experience with a consulting firm and was not interested in repeating his mistake. He asked me to come back to talk with him in a few months when he cooled down a bit. We finally agreed to work together in November 2009 – 1 year ago. While there appeared to be huge opportunity in his industry and for his business, it was just not happening. We started first on generating more sales. When his efforts started to generate results, we shifted quickly to the shop operations where he was experiencing many challenges. While many issues were process issues, he also had people challenges. Finally, in utter frustration, we discussed what would it ultimately take to grow this business and achieve his goals. He knew that one day he wanted his son to be a part of the business, but the business lacked the consistency to put his son’s family at risk. He was stuck where many business owners find themselves – “I’ll do this when I get here – but you can’t get there without doing this!” So, after thoughtful consideration, prayer and planning, he made the leap of faith and made some structural changes in leadership, brought his son on board, and has re-cast his vision for the future. I respect him for his courage and his tenacity. His difficult decision is already bearing fruit. Nothing will keep him from his long-term goals!
Giving Back to the Community Award: Bill & Pris Darling, ManeGait Therapeutic Horsemanship (www.manegait.org)
We met Bill Darling in January 2009. Our meeting was not related to his primary business, but rather to discuss the newly formed non-profit organization he and his wife Pris had launched just a few short years earlier. ActionCOACH was actively involved in pro-bono coaching for non-profit organizations around the world and ManeGait seemed to be a great opportunity in our local area. The more familiar we became with Bill and Pris, the more we were impressed. While their primary business was in the home construction area, their heart was clearly focused on helping people of all ages with disabilities through therapeutic horsemanship. ManeGait was a labor of love and through their many relationships, Bill and Pris have generated a strong followership and strong donor base. We began coaching their director, Lili Kellogg, on a pro bono basis. Her effectiveness and efficiency in leading a large team of volunteers and small team of paid staff would be critical to the growth and success of the organization. Through this coaching arrangement, we have seen the best of the best in giving back to the community. Bill and Pris Darling set the standard that we should all hope to achieve.
Best Rookie Rider of the Year Award: Tom & Jamie Jensen, Elect Wellness (www.electwellness.com)
We met Jamie and Tom at the ActionCOACH - Brad Sugars event in June. Right after we opened our office, we began a series of free seminars every Wednesday, and being a brand-new start up, they came to every one of them. Even when we started repeating the topics! They actually started acting like clients before they became clients. It was great fun for us to see them each week and hear how they were applying what they learned and the difference it was making in their business. Not long ago, they approached us about stepping on the accelerator and started 1-2-1 coaching in September. Each week they are adding new clients and they are developing some interesting markets, which will absolutely set them apart. They are getting ready to hire their first employee and Tom will also be quoted in January’s Men’s Health magazine.
King of the Mountain Award: Chuck Green of CGreen Landscape & Irrigation (www.cgreens.com)
We met Chuck through the Frisco Chamber. He became a client over 2 years ago (Aug 2008). After knowing each other for some time, he asked if we should get together to talk business. We did and began a mutual friendship and 1-2-1 coaching relationship. I tried to fire him once because he didn’t take it seriously. He realized I was serious and he is not a guy who will ever give up. Over these past 2 years, his industry has been hit very hard, particularly since his services are somewhat discretionary. But this individual is a fighter. Like the tour rider who proves their dominance in the most difficult terrain – the mountains – Chuck has worked through significant adversity, overcome many challenges that will break most business owners, and keeps not only a positive outlook, but remains calm, focused and balanced. Others may see it differently because they see how hard he pushes himself but he is an inspiration to many because of his strong will to succeed.
Results of 1-to-1 Coaching:
Comments from recent GrowthCLUB 90-Day Planning workshops:
Attendees were asked:
When given the opportunity to share your workshop experience with your business owner friends and associates, what will you say to them about this workshop?
It seems obvious that you should spend time outside of business to gain objectivity and perspective about problems, opportunities, and where you stand, but most do not. I feel confident that I am gaining insight and making decisions that are accelerating my success. I am spending more time focused on priorities and less time on problems and distractors.
Steve Wingard (Nexus Advisors)
This workshop will take that big amorphous business goal and break it up into manageable, organized action items. Your productivity will increase and so will your sense of direction.
Mary Lyons (Personal Economics Group)
Commit the time to attend this workshop to uncover blind spots every owner/CEO/leadership team may not realize they have.
Scott Snorton
The ActionCOACHes are the best in the industry. If you are a business owner, you would be a fool not to attend one of these workshops.
Jill Christiansen (Matrix Creative Solutions)
This workshop makes you see opportunities that we’re missing out on and gives me a chance for a different perspective and approach. The strategies can bring clarity to what we’re trying to accomplish.
Jeff Wood (Lifeblue Media)
If you are a business owner or in sales and are sick of action without results you need to come to this workshop.
Dan Parkinson (Swingle Collins & Associates)
The workshop took all the most effective concepts from the best business minds and presented them in a friendly format. It was great meeting business peers as well.
Stephen Paz (Buckman Properties)
This is a great way to set aside time away from daily activities to think ahead, focus on the big picture and to get moving on important business issues.
Holly Carroccio (Nexus Advisors)
Well worth the time spent. I learned much from both the presenters and my peers. It really will help me get on track.
Steve Banner (Banner Business Sevices)
It turned my vision back on and equipped me to start building a better future for myself today.
Taylor Bare (Hearing Haven)
It is well worthwhile to take a day off. The value will extend way beyond 90 days.
Bob Bare (Hearing Haven)
If your business world isn’t working quite like you planned and you’ve tried but can’t quite wrap your head around why - come here.
Odell Stunkard (Hearing Haven)
I found the workshop very useful for my business. There was a lot of ground covered that was very relative to my organization. I can take things from the workshop and start immediately applying towards my business tomorrow!
Jason Clayton (The Rowland Group)
A must for ANY business owner starting up or a seasoned one.
Praveen Panchakarla (Prudent Technologies)
This is a great opportunity to put the phone on hold and remember what is really important in the running of a business. This time will help you understand how to turn your effort into real money.
Donna Galatas (Kinetics HR)
That it gave me the tools to spring forward - to stop being stuck, overwhelmed and being ‘stupid.’
Susan Posnick (Susan Posnick Cosmetics)
It will be a great time to get outside your business and see the forest instead of the trees.
Mike Fulenchek (Fulenchek CPA, P.C.)
It provides tools to start or improve any business or product. Makes us better employers. It will increase profits and market share.
Jaime Blanco (TerraClean Services)
Taking time off to work on my business has been consistently invaluable in assessing where my business is and where I want it to be.
Steve Johns (Stephen M. Johns, Esq.)
You should make plans to attend this workshop each and every quarter. This ensures that you will continually come up with new ideas and put them into practice.
Dustin Donley (Legacy Clothiers)
ActionCOACHes will take you by the hand and help you step up for the next leg of your journey.
Ralph Edge (C Green Landscaping and Irrigation)
Comments from 1-to-1 Coaching:
In a nutshell, the steady enforcement of staying aligned to goals has resulted in numerous infrastructure improvements. It doesn’t become clear how critical these are until they start to provide benefit in ways such as ease of decision-making, less emotional wrestling with issues, and ultimate translation to bottom line improvement.
But perhaps of greater importance (especially recently) has been a clarification of the difference between a business and a loosely collaborative circle of colleagues.
FY2007 was Azure's best ever from a gross billings standpoint, but we were at saturation as far as staff. We were receiving numerous referrals for new business, but we were really not in any kind of position to be able to respond to them with any coherency. That, and from my personal vantage point, I was spending an ever-increasing amount of time dealing with things not at the core of my value contribution, like AP, AR, insurance and day-to-day office management. A sure recipe for burnout.
The coaching has really helped us gain a clearer perspective on the process elements we needed to develop, to accommodate both our goals for sales, and the bodies who would be deploying them (both current and planned).
The ActionCoach guidance has resulted in a much sharper focus on internal business structure, and associated sales efforts. In a scant 12 months now we have:
Defined our Mission and Vision statement.
Defined our unique points of culture.
Articulated our service guarantee, and our USP.
Crafted a streamlined sales qualification and conversion process that all can use for opportunity pre-qualification, assuring we commit time to fewer leads destined to be time wasted.
Developed a more cohesive sense of the "right" kinds of clients we're now striving to uncover (versus spending inordinate amounts of time on ones we were never likely to close).
Developed and implemented a simplified yet trackable AP and AR process, preventing any loss of things like expenses, and encouraging more steady cash flow.
Defined a set of KPIs for sales validation tied to marketing effort.
Formulated and approached a list of strategic alliance accounts, create a virtual sales force within strongly allied vendor partners.
Planned, wrote, designed and produced the brilliant new Azure website at the consistent urging of our coach. Now in midst of planning the outward push effort to drive more traffic to it.
Future-Focused Efforts in Progress As we close year 1 of our engagement with ActionCoach, we are actively moving into another round of coaching-inspired growth initiatives. Even in them midst of slack economy, time is being devoted to working on the business, versus simply towards knee-jerk sales development. Specific things we are addressing via ActionCoach guidance today include:
Break-even analysis and commensurate plan for enhancing profit margins above and beyond costs coverage.
Overarching policies definition and recording, starting with finite engagement rules for contractors from both within and externally to Azure.
Self-marketing plan and 10 ways for outbound awareness building, with trackable ROI metrics for each.
Emphasis on cognizant connection between prospect opportunity, closure; success ratio and tactics resulting in demonstrated positive outcomes.
Reinvention of the cash flow assurance process – AP/AR/Collections being delegated to appropriate professional firm externally.
Continued emphasis on strategic alliance cultivation and sales via dedicated partners.
Since beginning work with Dennis my productivity level has increased. He has helped me prioritize immediate and long term goals, breaking down the overwhelming into daily and weekly tasks that are much more manageable.
My income has doubled in the 4 months I have been working with Dennis. I attribute this to a few key factors. First, he holds me accountable when I might let myself slide. Second, he helps me identify what motivates me so that I create reward systems to keep myself going. Third, he has helped me organize my day so that it does not feel like I am constantly scrambling; instead I am working toward a long term goal, but managing all of the immediate details along the way. And lastly, he has helped me script out my sales system so that it is more organized and consistent, and also more effective.
If you have the opportunity to work with Dennis, you should – I have seen an immediate and substantial benefit.
Mary Lyons
Financial Advisor
Without a doubt Rich Allen has been the single most important decision I have made for Maid 2 Order. The impact Rich has had can be measured not only on the bottom line but in the sound fundamentals with which Maid 2 Order is being run.
Ross Bishop
Owner, Maid 2 Order, Residential Maid Services
I wish I would have followed these guidelines ten years ago!
Jeff Waters
JWI Landscapes
Rich's seminar was extremely beneficial to me just starting a new business. The seminar made me realize that I need to rethink how I price and market my product.
Susan Pelzel
BuilderConnect Solutions
Rich's presentation was well organized and thought provoking. I am certain to realize an increase in effectiveness by implementing these simple strategies.
Jason Miller
Miller B2B Consulting
I was very shocked by Rich's suggestions - in a good way! I had NO idea it could be so fundamental to grow my business.
Kelli Davis
PR Store
I was able to get something to take back and use immediately. I am motivated to take action and stay committed to follow through with these new strategies.
James Wilde
Custom Button Services
Excellent delivery! The value in the handout alone was worth the time. I already see three simple ways I never thought of to generate more leads! Your energy and passion about your business model is inspiring. Dynamic presentation - thank you!
Amanda Connelly
Starwood Insurance
Comments from recent ActionWEDNESDAY workshops:
"We are signing up people left and right and the McKinney Living Ad hasn't even hit the 44,000 homes yet. Putting the USP (Unique Selling Proposition) clearly on the website, along with culture, vision, mission, and driving people there with well-organized, optimized (but we could still do so much better) Google Adwords campaign seems to be working. We've still got so much marketing to do...and already the leads are coming in...pre-sold...I closed a $8,496.00 dollar deal this morning, and an $1,800.00 deal Friday...with 3 more in the works. And ... we are hiring a PR person for speaking gigs. My schedule will be busier than I want it in 2 weeks and we'll get to hire a trainer with confidence in filling their schedule! Thanks for all the help so far! Everything we've learned in ActionWEDNESDAYS has allowed us to generate the revenue to enable us to start 1-2-1 coaching sooner than we expected! Sincerely, T. J."
"This is a Goldmine - I'm definitely bringing my President next week!"
"Most other meetups are like "playdates! This is GREAT!"
"I can't understand why all business owners don't do this!"
"This is like church for my business life. Thank you so much for the incredible information and motivation!"
Building Leverage Award: Dane Miller & Eric Diller, Azure Marketing & Communications (