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How to grow a business

Summary 30 minute presentation to small businesses and start ups re key factors in growing a business

It was based on an article - Finding Unicorns, and How to build a $1B business, in two easy steps.

https://www.linkedin.com/pulse/finding-unicorns-how-build-1billion-business-two-easy-jason-dunstone?trk=mp-reader-card

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How to grow a business

  1. 1. How to build a business (In two easy steps) Jason Dunstone - Founder + MD Square Holes Twitter / LinkedIn @jasondunstone
  2. 2. Shoshin ( ) "In the beginner's mind there are many possibilities, in the expert's mind there are few." 2
  3. 3. “On a state by state basis, NSW and Victoria remain the most resilient in terms of business conditions, while conditions in WA and SA remain negative.” NAB 3
  4. 4. “The Online Shopping industry is in the growth stage of its life cycle. Over the 10 years through 2020-21, industry value added is expected to increase by an annualised 10.2%, compared with real GDP growth of 2.6% annualised over the same period. This suggests that the industry is growing at a significantly faster rate than the Australian economy.” IBISWorld 4
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  7. 7. After decades of consumer research and helping businesses big and small to grow, I have discovered the secret. The two steps to building a business … 7
  8. 8. 1. You will need a product (or service) a sufficient number need or want.
 2. You will need to sell a sufficient dollar value of product (or service) profitably 8
  9. 9. Step 1: The product 9
  10. 10. Value Product Quality clarity Brand reputation Customer experience Overall value Price and bundling A good product clearly articulates its value 10
  11. 11. Step 2: Selling the product 11
  12. 12. Relationships Sales Brand visibility Value demonstration Overall relationships Lead conversion Customer advocacy Selling is about good relationships 12
  13. 13. Visibility Demonstration Usage Advocacy 13
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  16. 16. 4 Growth Innovation 2 3 5 Improved products / services Tribe / community building New ways to convert sales Self-selling product Broader context / trend understanding 1 4 5 2 1 3 Innovation is about growth Sales Product 16
  17. 17. 5 Does your product sell itself? Freemium models Referral programs Repeat purchase Review sites NPS scores Innovation Sales Product 17
  18. 18. 4 Do you have a ‘tribe’ willing to back you? 18
  19. 19. So, where are your priorities? 19
  20. 20. Value Growth Relationships Innovation Sales Product Brand visibility Value demonstration Overall relationships Improved products / services (3) Tribe / community building (4) New ways to convert sales (2) Quality clarity Brand reputation Customer experience Overall value Price and bundling Self-selling product (5) Broader context / trend understanding (1) Lead conversion Customer advocacy Maximum 150 Total: Insert score into each circle (and star) out of 10 as to how you believe your business is performing. Sum 5 numbers and insert into associated small square. Sum three small squares into large yellow square. 2 3 5 1 4 1800 038 257 squareholes.com
  21. 21. How to use market research to build a business 21
  22. 22. Value Growth Relationships Brand / media health Comms dev + testing Customer need studies New product development research Product + sales innovation Path to purchase mapping Product dev + testing Reputation audit User experience mapping ‘Value’ mapping Choice modelling Customer innovation studies Primary and secondary research Sales conversion studies NPS modelling Market research insight tools… Ethnography Semiotics Focus groups Surveys Data and analytics Market analysis Problem solving Evidence based stories Demand modelling Financial modelling Innovation Sales Product
  23. 23. 1.Problem 2.Insight3.Ideas 4.Agility How to grow a business Grow reputation Grow revenue + profit “It’s tough!” Market research 23
  24. 24. Fail fast - and move on.
 Learn quickly - and evolve. AgilityA D C B 24
  25. 25. Thank you :-) 0411 421 722 1800 038 257 www.squareholes.com www.twitter.com/jasondunstone www.linkedin.com/jasondunstone jason@squareholes.com 25

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