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Can your business run a marathon?- or only do a quick sprint?
Building Sustainable BusinessCommunities
Moranbah
March 12th, 2015
1
Bronwyn Reid
bronwyn_reid
Mining For Business
b.reid@miningforbusiness.com.au
Business fitness –one size (almost) fits all
2Source: bodybeyondbaby.com.au
“The Boom”–what happened?
3
Why did this happen?
4
5
Sprint
Marathon
Will it happen again?
6Source: energyindepth.org
What can I do about it?
•Fitness for the long term
•Start training now!
•What sort of training?
•Range of skills, or just one event?
•Bowen Basin Business DevelopmentStrategy
7Source: bodybeyondbaby.com.au
The Business Journey
8Source: healthandfitnessblend
How businesses grow
9Source: keypersonofinfluence.com.au
The business journey
70%
20%
6%
4%
STARTUPExcitementOptimism
STRUGGLE ZONENo money No time
Stress Burnout
LIFESTYLELiquid
Flexible Fun
PERFORMANCEWealthScale
StrategicListing?
STRUGGLEGrowing
painsFirefighting
Timeconsuming
10
What can I do about it?
Decode the Buyer Simplify the complexity Tell your story
11
What can I do about it?
Understand the game rules Practice your set-piece plays Organise your publicity
12
BMA Tender Templates
Decode the BuyerUnderstand the rules of the game
Introduce yourself
Stakeholder engagement
Understand what they want
•How supply chains work
•Supply chain risk
14
15
Understand what they want - clues
•Cheap•Hard dollar savings•Cost avoidance
•Value – how is it measured
•Innovation
16
Understand what they want
Productivity improvement is thebiggest risk facing mining and
metals companies worldwide for2015
17
18Source: ABS
19Source: www.miningprocurement.com.au
20Source: www.miningprocurement.com.au
Do you have what it takes?
•Reduce
•Rationalise
•Simplify
21
Simplify The Complexity
Practice your set piece plays
22Tender Templates
Systems – what?
23
The essentials
• Capability Statement
• Health and Safety
• Quality
• Environmental
• Risk Management
The rest
•Financial
•Time
•Human Resources
•Operations
•Project
•Tender
25
Systems are an asset
•Consistency
•Cost
•Control• Stress• Risk
•Business Value
26
Know your costs
•How do you measure youroutput/product/service?
•How does your client measure it?
•$ per what?
27What makes up a goodTender Response
28
Keeping (and staying) organized
29
30Stakeholder engagement
30.6
19.1
18.8
10.6
8.1
7.7
3.4
1.8
0 5 10 15 20 25 30 35
Online
Recommendations
Publications
Trade Association/Conference
Speaking
Already know the expert
List of Top Experts
Other
%
How potential purchasers find experts
How do they find you?
31Source: Hinge Marketing
How do they check you out?
32
80.8
63.2
62.4
59.9
55.5
0.7
0 10 20 30 40 50 60 70 80 90
Look at their website
Search online ('Google' them)
Ask friends or colleagues
Social Media
Contact a reference they provided
I don't check them out
%
How buyers 'check out' potential service providers
Source: Hinge Marketing
Digital presence
•Website
•Social media
•Procurement sites
33
Tenders
•Good compliance
•Well priced
•Persuasive story
•Strong positioning
34Tailored tenderresponses
Tenders
35Tailored tenderresponses
Source: www.miningprocurement.com.au
Tenders
•Don’t do it the night before (They can tell)•Be strategic
• Is it real?• Do we want it?• Can we afford it?• Can we win it?• Can we do it?
•Calculate your ROI
36
Seth Godin
• Job creation/job destruction
• It's easy to defend the status quo, except when the very foundationyou've built everything on disappears. Incrementalism ceases to be agood strategy when there's a cliff on the route.
37
What to do?
Understand your buyer
Get systemizedConsistencyControlCostCreate Value
Tell your story38
39
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