Making Your PA Career Count Presentation delivered to over 100 PA's and EA's at the Office 2014 show in Olympia London in October 2014

1. Chris Wyle
Pitman Training - Birmingham

4. Welcome
Why are you here?

5. Talk the talk
Tighten the reigns
Calculate your
worth
Agenda

7. • PA as a middle manager
• Budgetary awareness
• Savvy about Business costs
• Seeing the bigger picture

8. Chris’s Cup Cakes
Mmmmmmmm

9. Direct
Labour
wages
Direct
Materials
raw materials
/ component
parts
Direct
Expenses
equipment
and expertise
Direct Costs

10. Salaries
staff not involved
in production e.g.
sales/ shop
personnel.
Materials
used to help but
not component
parts e.g. cleaning,
knives etc.
Expenses heating, lighting,
admin, R&D, rent,
rates.
Indirect Costs

11. Penetration
Skimming
Low/ High
Loss Leaders
Promotional
Market
Pricing

14. Analogy

15. Negotiating
• We do this outside of work –
where?
• Where we can do this at work?
• Win/Win
• Know your market
- Competitors
- Order history
- Market rate
- USP’s
• What are your parameters?
• Loss leaders
• Low cost addition
• Incentivises for Bulk orders

16. Soft skills
• Rapport
• Smile if applicable
• Be Friendly, Assertive & Confident
• Remember BananaRama
• Negotiating success
– Reciprocity
– Liking
– Social Proof
– Giving

19. PROJECT PLAN: HOW TO MAKE YOUR PA CAREER COUNT
ACTION FOCUS AREA DETAILS ACTIVITY DETAILS
COMPLETE BY
(insert date)
PRESENT (to
boss by
date)
FURTHER
ACTIONS
Develop profitable
idea proposal.
Generating profit for the
business.
Look for money making/cost
saving areas.
Outline activity
(budget/savings/profit) Develop a
compelling business case.
Negotiate with
suppliers.
Saving money.
Review of all suppliers in order
of quick wins, also flag longer
term projects.
Put suppliers in your remit out for
tender, research average costs,
negotiate and work out monthly and
yearly saving.
Request training.
Present yourself as a
business investment.
Outline Relevance of training
to you and the business - what
will they gain?
Formulate business case: cost of
training, length of training (in work
hours/own time), expected increased
capabilities, benefit to the business,
put a value to your increased skills
(in terms of
hours/output/capabilities- would it
save them hiring someone?)
Request salary
increase.
Present as a business case.
Detail achievements (project
successes, business savings,
business improvements, put a
cash value against as many
elements as possible.
Formulate into a proposal.
Project Plan

20. Contribution
• Savings
• Earnings
• Process/procedural improvements
• PR generated/Good will earned
• Introductions or connections

21. Your Successes
• Project
• Integration
• Negotiations
• Stationary
• Events
• Travel

22. What do you want?
• Money – Bonus / Raise
• Perks – Vouchers /
Discounts
• Time – Holiday / Flexi
• Car
• Insurance – Life / Health
• Pension
• Training & Development

23. When and how to ask?
• Business is booming
• Profits up
• Plan a meeting
• Stack the deck
• Demonstrate understanding of key issues
• What times should we avoid?
• Know the market
• Prepare
– Evidence
– Yourself
• Be professional
• Be confident
• Be serious

24. Make it memorable
• What can you do to stand out from the
crowd?

25. The Answer Is……