Using Sales & Marketing planning to achieve business growth

“I had met other coaches in the past, but really liked the way that ActionCOACH went about things – particularly the accountability and the fact they really cared about results.” Craig went on to explain how the three months’ free coaching with Rob was the catalyst which led him to question how his business was evolving.

“I’d always got on well with Rob, having known him from the networking group for some time. I liked his style and personality, so felt comfortable from the outset.” Together, Rob and Craig started to map out 1-Fix’s current position, and where it wanted to get to over the next five to ten years.

The first 6 months were spent determining 1-Fix’s capabilities and setting appropriate goals. Craig continues: “Rob was insistent that a business should be treated like a vehicle – you have to always ask yourself where you want to get to, then consider ways to get there and then plan appropriately.”

Consequently, there were many small changes which Rob helped Craig to put in place, which added up to a much bigger improvement over time for 1-Fix. More speci cally, Rob’s previous background in sales for a large IT distributor, meant that he had a firm grasp of the needs and wants for the industry, and was thus able to provide invaluable 1st-hand feedback.

Over the next 2 years, Rob and Craig continued to ‘sow the seeds’, putting in the groundwork that was starting to pay off in terms of revenue and profit growth.

One of the key exercises undertaken at the time was to analyse what type of clients 1-Fix was trying to attract. This in turn, helped to inform the Marketing & Sales Plans. As Craig explains: “Previously, like many small businesses, it was all a bit ‘seat of the pants’ as we tried to do everything in-house. However, we didn’t really know much about Marketing or Sales, and hence had no plans as such. Rob helped us to understand what we needed and how to put all that together.”

Having identified areas where 1-Fix could be more productive, Rob didn’t just leave Craig with a lengthy ‘To Do’ List –
he introduced him to Lisa who helped to organise 1-Fix’s Marketing. “We started off by outsourcing the newsletter to Lisa then, once we were happy, passed on more and more of the functions. As we’ve grown, we’ve actually taken some of the social media back in-house, but it’s great to know that we have the exibility to manage our resources in this way.”

It was important to Craig that all the staff members at 1-Fix bought into the vision which he’d created along with Rob. As a result, Craig regularly brings a team member along to the GrowthClub 90-day meetings held by ActionCOACH, which he feels has an invaluable effect.

“Our staff really understand what we’re trying to do – because they come along and fully participate in these planning sessions, they are fully engaged. It’s so much quicker and easier to get things done when everybody is pushing in the same direction with a shared vision.”

Craig in particular feels the benefit from these group sessions. He elaborates: “it’s nice to meet up with other business owners, to share ideas, successes, and to have the sense that we are not the only ones facing certain problems.”