Learn more about our members at: www.psnetwork.ca

Del Chatterson

Michael Hiles& Associates Inc.

Michael Hiles

Steve Kraml

Chris Murray Vince Santaguida

Margot E. Uson

Morrie Weinberg Robin Whitrod, CA

Morrie Weinberg & Associates

Inc.

Gillian Leithman

Marco Della Rocca

Strategies for Meeting Entrepreneurial Challenges

By

Chris Murray

Margot Uson

Del Chatterson

Success Strategies for Success Strategies for Internet MarketingInternet Marketing

Chris MurrayChris MurrayProfessional Internet Marketing ConsultantProfessional Internet Marketing Consultant

Presentation PointsPresentation Points

• TrendsTrends

• MethodsMethods

• ResearchResearch

• MetricsMetrics

Where are the marketing Where are the marketing dollars going ?dollars going ?

Average Cost Per LeadAverage Cost Per Lead

• Search Engine OptimizationSearch Engine Optimization• Paid Search MarketingPaid Search Marketing• Social Media MarketingSocial Media Marketing• Email MarketingEmail Marketing

MethodsMethods

Search Engine Optimization (SEO)Search Engine Optimization (SEO)

Paid Search Marketing Paid Search Marketing (Pay Per Click PPC)(Pay Per Click PPC)

Do Your ResearchDo Your Research

KeywordsKeywordsWhat are prospects looking for?What are prospects looking for?- Review data for search volumes- Review data for search volumes

and opportunitiesand opportunities

CompetitorsCompetitorsWhat are they doing online?What are they doing online?- SEO, PPC Keywords, Ads?- SEO, PPC Keywords, Ads?

• Before marketing make sure your Website is working?

• What are you trying to do (goals)

• Design, the layout, your message all impact conversions

Conversion ArchitectureConversion Architecture

MeasureMeasure

Collect AnalyticsCollect Analytics

• Traditional client acquisition cost vs online acquisition costs

• Lifetime value of client vs online cost of acquisition

Set and Review BenchmarksSet and Review Benchmarks

Lifetime Value of a ClientLifetime Value of a Client

Traditional Client Acquisition CostTraditional Client Acquisition Cost

Online Client Acquisition CostOnline Client Acquisition Cost

Review and AdjustReview and Adjust

Strategies for SuccessStrategies for Success

Understand yourUnderstand your opportunitiesopportunities

Do your market researchDo your market research

Measure, Review, Adjust Measure, Review, Adjust

Chris Murray

THANK YOU.THANK YOU.

Questions?Questions?

Human Resources Consultants specializing in:

People and Performance solutions Strategies to Attract, Retain, Manage

& MotivateServices 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 GenerationsThree predominant generations in

today’s workplace:

Baby Boomers, born between 1946 and 1964Generation X, born between 1965 and 1979Generation 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

CARE

COMMUNICATION ADVANCEMENT

RECOGNITIONENVIRONMENT

CommunicationOver – communicate!Communication develops trustCompany goals and progress updatesOpinion Surveys, Focus groups,

Feedback Clear business & personal objectivesCommunicate company policies

AdvancementPerformance Management –

processesCompetency-based promotionsCompetitive Salaries – surveys,

equitySuccession & Career PlanningDevelopment – Focus on Core Talent

RecognitionCelebrate work-related and individual

successesSay ‘Thank-you’Compensate strategically Differentiate recognition Pay-for-performance improves retention

by 27% (Watson Wyatt)

Acknowledge and encourage leadership

EnvironmentHave clear employee policies & a

flexible work environmentWork group outings and eventsProvide teamwork opportunitiesIncrease trust – High trust

outperforms low trust by 168% (Watson Wyatt)

Offer appropriate benefits

Old Model New Model

Recruit

Train

Supervise

RetainManage

Relationships

Focus

Evolve

Motivate

• Employer managed• Relationship Oriented• Two-way efforts required

Implementing CARE

Understand Company DemographicsUnderstand Company DemographicsUnderstand Generational DifferencesUnderstand Generational DifferencesAdapt Business ProcessesAdapt Business ProcessesContinuously Develop EmployeesContinuously Develop Employees

THANK YOU.THANK YOU.Questions?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

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

Usually # 1

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

THANK YOU.THANK YOU.Questions?Questions?

Del Chatterson

Del Chatterson

Michael Hiles& Associates Inc.

Michael Hiles

Steve Kraml

Chris Murray Vince Santaguida

Margot E. Uson

Morrie Weinberg Robin Whitrod, CA

Morrie Weinberg & Associates

Inc.

Gillian Leithman

Marco Della Rocca

Merci et Bonne Journée

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