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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
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
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
What can I do about it?
Understand the game rules Practice your set-piece plays Organise your publicity
12
BMA Tender Templates
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
The essentials
• Capability Statement
• Health and Safety
• Quality
• Environmental
• Risk Management
Know your costs
•How do you measure youroutput/product/service?
•How does your client measure it?
•$ per what?
27What makes up a goodTender Response
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
Tenders
•Good compliance
•Well priced
•Persuasive story
•Strong positioning
34Tailored tenderresponses
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