Respect Geography or face the consequences

One of the most valuable commodities available to any organisation is local knowledge.

How many times has a venture ended badly owing to a basic failure to understand and deal with local market conditions?

The UK is a mature and sophisticated market and though offering different challenges to operating in a 3rd World destination there are still obstacles in trying to establish a presence.

Operating  overheads present a crucial challenge and this is where we can assist you to achieve a cost-effective solution to marketing your products in the UK.

Take a look at our website www.glbconsulting.co.uk

 or check out our video link http://youtu.be/ruUtQnlJwVM

Grab your share of UK business

The UK offers a very attractive market for companies wishing to export their products. Counter party risk is identifiable and can be successfully managed.

However it can also be an expensive market in which to operate. This is where we can assist you in achieving a cost effective mechanism by which you can trade on an efficient and cost effective basis.

By engaging the services of GLB Consulting Ltd (www.glbconsulting.co.uk) you can effectively market product through our intermediary and have the presence in the UK without the accompanying cost of establishing and maintaining a UK Office. Essentially we become not only your marketing channel but also your “ears and eyes”.

As insight into our activities is available via the following link:

www.youtube.com/user/MrGblackburn

Who's picking your pocket?

When asked to review operating systems, I  find it surprising that even in these difficult economic times many companies continue to adopt a laissez faire approach to their financial controls.

These companies fail to recognise the need for strict discipline in respect of Stock turn and control but what is even more disturbing in the reaction to the Debtorors book.

As more and more Customers seek actively to delay payment to Suppliers this element of business policing is even more critical.

When a Customer exceeds the agreed payment terms, they are in reality using the Supplier as an alternate (unsecured overdraft). I have seen this situation spiral out of control so that in a worst case scenario the Supplier is forced to keep “trading” with the errant Customer for fear of realising a bad debt. Think of the parallel to the current Greek situation – it is a slippery path.

Take a long hard look at your accounts receivable – are you happy to see 30 days drift into 60 and beyond? What damage is being done to your company’s financial position?

Ask yourself “who is picking our pocket?”

It may well be that you conclude that an overall appraisal of your business is overdue - this is where I can help.

Why not get in touch with me at gordon.blackburn1@btinternet.com and together we'll get back the control

Inertia is not an option

The macho mantra “failure is not an option” is widely heard these days. I think a more relevant maxim for these times would be, “Inertia is not an option”.

Very few companies implode like a supernova. The distress signals are visible for some time before the flame out.

When faced with mounting problems it is obvious that the solutions will of necessity be painful. However, radical and decisive surgery is often the only way to ensure a patient’s survival.

Many companies adopt the Mr Micawber attitude that “something will turn up”. In the overwhelming majority of such cases the only people likely to turn up are the administrators/liquidators. Be it merely inertia or fear of addressing the issue the outcome will remain the same.

Collect some Golden Apples

How do we boost the bottom line? – without doubt the most hackneyed question in business. There are 2 obvious solutions, (a) Cut operating costs and (b) Boost Revenue. If you’re the FD you’ll probably aim for the double.

The Sales Director only has one shot in his/her armoury namely increase sales. Sales targets can always be raised but a sense of commercial realism also needs to be applied.

If you are marketing a totally unique product or service the task is easier but for the most part there are many companies offering a similar range of products in a broadly similar price range.

If Sales people are required to shake the tree and collect the Golden Apples then it is vital that they are not only supported with a superb product but an equally impressive after sales service.

Deckchairs on the "Titanic"

How often do we ignore the obvious and subsequently ask ourselves “why did that go wrong?”

A large number of companies fail to address problem issues early enough to avoid an oncoming crisis.

The signs of a troubled business are all too apparent – these include lack of controls, lack of strategic vision, a demotivated workforce and obsolete or valueless stocks etc

Instead of grasping these nettles, often the preferred option is to engage in a totally pointless exercise such as a rebranding exercise or the launch of another product range destined to fail for the above reasons.

The operating style of many doomed companies can be likened to the exercise of rearranging deckchairs on the “Titanic”

Your customer needs you!

Over recent years rapid advances in technology have transformed the way we do business. Our everyday business tools would have been regarded as flights of fancy not so long ago.

With the unstoppable rise of e-commerce come challenges. Perhaps the biggest danger is the lack of personal contact between a company and its customers. Obviously this is not an issue for an online retailers selling products over the net and being paid via a Debit Card or Pay Pal etc.

However, there is an increasing tendency for B2B sales to be concluded by email or even SMS. The personal element has been lost and so has the identity and customer relationship. The surest way to avoid problems is by knowing your customer and understanding their business. This relationship and mutual understanding is not possible to maintain thru a key pad and email ordering system.

Would you pass the Stress test?

The news late last week that a number of European Banks had failed the stress test comes as a timely reminder that all businesses operating in today’s climate need to have constant and rigorous focus on their commercial exposure.

Against the current competitive background it is very difficult to contemplate turning away business especially from a customer of long standing. Many times however, the best business is that which is left to competitors.

It may well be that turnover suffers when stricter controls are in place over such elements as payment terms and credit limits.

The reward for such fiscal discipline is obvious. Avoiding defaults by customers not only protects the company’s bottom line but also works wonders for the stress in your own life

Are you sitting comfortably?

Running a business in today’s environment is a complex affair – it has been likened to playing 3 D Chess.

Particularly for the owners of SME’s it has never been harder to keep track of the various elements which are buffeting the business.

Now might be an appropriate time to run a check over those areas of the business most likely to cause problems in the coming months.

It is a self evident truth that many a crisis could have been averted by timely intervention. This is where an independent appraisal can identify areas of potential concern but more importantly the ways and means by which to address them.

The question that needs to be answered initially is – am I sitting comfortably?

Looking for a UK presence?

If you are looking to market your product in the UK one of the deterrents may have been your perception of high operating costs.

There is no doubt that to commission and run a UK base can prove costly. The lists of outgoings such as rent, communications, staffing costs can prove rather daunting, particularly in a start up situation where income streams are lagging far behind these charges.

This is where we can assist you, as an established independent company, we have experience of representing overseas organisation in selling product into the UK. In addition to opening up new markets for your products we can also police the logistics and payment of your invoices.

An introduction to our activities can be seen on our web site www.glbconsulting.co.uk or alternatively why not contact me at gordon.blackburn1@btinternet.com to arrange a meeting to discuss how we can assist you

Batten down the hatches

The current financial inputs point to the fact that the recovery in the UK is extremely fragile. We will shortly be entering the “silly season” and over the rest of the summer it is most likely that we find ourselves in somewhat of a limbo situation.

Without question, the real effects of the cut-backs and general downturn in many people’s incomes will be felt most keenly in the final quarter of 2011.

The recent hike in utility charges will really bite from September onwards and a further downturn in consumer confidence appears likely. More and more will the mantra “heating versus eating” be heard.

Running any business against this background will provide challenges and there could not be a more pressing time to address the question of operating costs and the rigorous policing of stocks and Debtors.

If appropriate actions are taken now, Companies should find themselves well positioned to ride out the inevitable storms.

If you’d like to discuss how I can assist you with a plan of action then contact me at gordon.blackburn1@btinternet.com

Time to lift a few stones?

Events of the past week have shown just how vital it is that Senior Management set clear defined operational and reporting procedures.

In many companies the Directors simply do not have the understanding of the mechanics or the day to day activities of the business which they purport to run.

For example I have worked in trading environments where totally unrealistic profit target have been passed from Board level to trading departments. No cognisance having been given to the disproportionate risks which need to be taken to achieve these targets.

Some of the most spectacular financial flame outs have followed a period of ostensibly highly successful trading. In their desire to recognise these “profits” no thought were given as to how they were being made. In such times it would be well to take note of the old adage that is something looks to be too good it usually is!

If your company is bucking the trend in these difficult times it may well be that you are implementing a winning formula.

However history tells us that it is sometimes a prudent course of action to look under a few stones – just in case.

A Spectator always sees more of the game

During my various assignments one observation holds true – whilst there are very few bad businesses, there are many that benefit from a fresh input.

 When you are personally involved it is not always easy to change direction or take appropriate remedial action.

This is where an “outsider” can be of assistance – an objective appraisal can very often mean the difference between merely drifting as opposed to decisively moving forward

Is it time to kick start your business?

The pressures on the business sector continue to mount and this is especially true for those running SME’s. The need to achieve operating efficiencies has never been more acute. This is a time when a fresh appraisal of your business could return significant dividends. As an independent business consultant I am confident that I can assist you to ride out these difficult times and build a strong base from which to expand.

 Why not drop me an email at gordon.blackburn1@btinternet.com or alternatively check out my video link which will give an insight into my experience:

http://www.youtube.com/watch?v=IHWrB5BWI

Where's the money gone?

It is a constant source of amazement to me that so many companies be they large or small fail to keep a control of their inventories. Whilst Management consistently push for increased sales performance, the question of housekeeping is often put on the back burner or it would appear totally neglected.

Yesterdays damming indictment of the Ministry of Defence sums up all that it wrong in many organisations, although frankly the scale of the ineptitude beggars belief.

The National Audit Office flagged up a lack of evidence about the existence and value of some £6.3bn of assets - including £752m of military equipment, which includes firearms and £184m of Bowman radios.

Back in 2008-9, auditors had raised concerns about inventory accounts and warehouse systems and checks had been improved, but they had found that the inventory recorded did not match the stock count at 29% of locations. 

This begs the question: how comfortable are you with your Stock and Debtors controls?

 It might be timely to conduct a pre-emptive review of your operating systems now rather than wait for the post mortem results.  

Looking for a Rolls Royce for the price of a Ford?

Whilst I won’t be able to pull off that particular stunt, I am able to give your business  thorough overhaul on a cost effective basis.

I can help you to tighten up your operational procedures and drive sales performance. Maybe after this exercise you could well be in the market for a new luxury car.

Why not get in touch and let’s see what we can put together

Solution to your business needs

Looking to increase Revenue/ Sales? Multi-faceted Business Professional / Rainmaker available for short or long term assignments