Del Chatterson Margot E Uson Steve Kraml Michael

Del Chatterson Margot E. Uson Steve Kraml Michael Hiles & Associates Inc. Michael Hiles Vince Santaguida Gillian Leithman Chris Murray Morrie Weinberg & Associates Inc. Marco Della Rocca Morrie Weinberg Robin Whitrod , CA Learn more about our members at: www. psnetwork. ca

Strategies for Meeting Entrepreneurial Challenges By Chris Murray Margot Uson Del Chatterson

Success Strategies for Internet Marketing Chris Murray Professional Internet Marketing Consultant

Presentation Points • • Trends Methods Research Metrics

Where are the marketing dollars going ?

Average Cost Per Lead

Methods • • Search Engine Optimization Paid Search Marketing Social Media Marketing Email Marketing

Search Engine Optimization (SEO)

Paid Search Marketing (Pay Per Click PPC)

Do Your Research Keywords What are prospects looking for? - Review data for search volumes and opportunities Competitors What are they doing online? - SEO, PPC Keywords, Ads?

Conversion Architecture • Before marketing make sure your Website is working? • What are you trying to do (goals) • Design, the layout, your message all impact conversions

Measure

Collect Analytics

Set and Review Benchmarks • Traditional client acquisition cost vs online acquisition costs • Lifetime value of client vs online cost of acquisition

Lifetime Value of a Client

Traditional Client Acquisition Cost

Online Client Acquisition Cost

Review and Adjust

Strategies for Success Understand your opportunities Do your market research Measure, Review, Adjust

Chris Murray THANK YOU. Questions?

Human Resources Consultants specializing in: ØPeople and Performance solutions ØStrategies to Attract, Retain, Manage & Motivate ØServices for a wide range of small and medium size businesses

Winning The War for Talent Managing Three Generations in the Work Place

Ideas for Managing Generations Three predominant generations in today’s workplace: Baby Boomers, born between 1946 and 1964 Generation X, born between 1965 and 1979 Generation Y (Millennials or Echo Boomers) born between 1980 and present Understanding differences leads to a more MOTIVATED and FOCUSED workforce.

Baby Boomers • Predominant value is Work • Need a reason to LEAVE an employer • Enjoy associations, conventions, working with peers • Long term compensation is important • Value loyalty, commitment and dedication Motivation: Position, power and prestige

Generation X • • • Need feedback, communication, teamwork Need to know company goals and direction Need a reason to STAY with an employer Grew up independent - latch-key kids Need Work-Life balance to raise a family Motivation: Family-friendly environment, flexibility, recognition

Generation Y • The "plugged in" generation because of familiarity with computers and the Internet. • New to business, need to get quick results • Require the most feedback of any of the previous generations, often rebellious, outspoken Motivation: Constant feedback, rapid progression, tools for the job

CARE Concept COMMUNICATION ADVANCEMENT CARE ENVIRONMENT RECOGNITION

Communication ØOver – communicate! ØCommunication develops trust ØCompany goals and progress updates ØOpinion Surveys, Focus groups, Feedback ØClear business & personal objectives ØCommunicate company policies

Advancement ØPerformance Management – processes ØCompetency-based promotions ØCompetitive Salaries – surveys, equity ØSuccession & Career Planning ØDevelopment – Focus on Core Talent

Recognition Ø Celebrate work-related and individual successes Ø Say ‘Thank-you’ Ø Compensate strategically Ø Differentiate recognition Ø Pay-for-performance improves retention by 27% Ø Acknowledge and encourage leadership (Watson Wyatt)

Environment ØHave clear employee policies & a flexible work environment ØWork group outings and events ØProvide teamwork opportunities ØIncrease trust – High trust outperforms low trust by 168% ØOffer appropriate benefits (Watson Wyatt)

Old Model New Model Focus Recruit Motivate Train Supervise Manage Retain Evolve • Employer managed Relationships • Relationship Oriented • Two-way efforts required

Implementing CARE Understand Company Demographics Understand Generational Differences Adapt Business Processes Continuously Develop Employees

THANK YOU. Questions?

Del Chatterson Creative, Practical Business Solutions. Delivered.

The Seven Biggest Mistakes that Entrepreneurs Make Which ones are you making? How can you avoid them?

Survey Says : … “Cash flow” … ‘‘Marketing” … “Not strategic” … “Not delegating” “Not focused” …. … • Small, frequent, early mistakes are OK. • But BIG MISTAKES can kill your business.

#1 Too Entrepreneurial • • • Too Opportunistic Too Optimistic, Impatient Over confident, “my way is OK” Ignoring feedback and the facts Relying on personality, not performance

#2 Lack of Strategic Direction • • Lost in the Daily Details Too much “DIY”, not delegating Neglecting long-term strategic issues No documented, shared Business Plan

#3 “That was Easy, Let’s Do It Again!” • • Making money doesn’t make you smart What mistakes or risks were avoided? Good time to start something new? Is your success really transferable?

#4 Focused on Profit • Monitoring Sales, Margin & Expense • But ignoring asset management • Especially cash flow, inventory and receivables • Most Undervalued Asset: Human Resources

#5 Neglecting Key Relationships • • Key Managers and Staff Biggest customer not the “squeakiest” Over-dependence on #1 client or supplier Is your bank a welcome and willing partner?

#6 Poor Marketing & Sales • • • “Product sells itself” “Price is all that matters” “Sales reps should do a better job” Lack of market knowledge Poor marketing communications Ineffective sales tools

#7 Distracted by Personal Issues • • Neglected until they become a problem Behaving like a rock star Family and favouritism in the business Personal issues affecting business performance

Summary: Seven Biggest Mistakes 1. Too Entrepreneurial #1 y l l a u Us 2. Lack of Strategic Direction 3. “Let’s do it again!” 4. Focus on Profit 5. Neglecting Key Relationships 6. Poor Marketing and Sales 7. Personal Distractions

How to Avoid Them? Balance! • Strategic Direction with Operational Detail • Entrepreneurial Approach with Analytical Input • Long-term Value and Short-term Profit • Personal Priorities in your Plan; Out of your Business

Del Chatterson THANK YOU. Questions?

Merci et Bonne Journée Del Chatterson Margot E. Uson Steve Kraml Michael Hiles & Associates Inc. Michael Hiles Vince Santaguida Gillian Leithman Chris Murray Morrie Weinberg & Associates Inc. Marco Della Rocca Morrie Weinberg Robin Whitrod , CA Learn more about our members at: www. psnetwork. ca This presentation can be found at: www. psnetwork. ca/resources. php