Here are the recordings and resources from my four sessions. And following that links to the presentations I delivered in prior years.
PracticeBuilder Strategies: How to design your breakthrough practice for profitable, scalable, sustainable growth
Back by Popular Demand — Specifically for business owners: growing your business sustainable requires a strategic plan, what you’re going accomplish and why you’re going to do it. Yet, selecting the right destination requires foresight and insight. In this enlightening and engaging workshop, you’ll examine where you want to go and why you want to get there so that you can create a strategy that creates sustainable and profitable growth for your company. You’ll leave the session with a personalized one-sheet strategy document that drives your breakthrough business strategy and clearly defines your destination.
Where most business partners get their strategy wrong: avoid these
The key decision that drives your strategy to success: get this right, and you’ll be energized and motivated every day
The elements of a successful strategic plan: get these right, and your plan is a success
The three things you must focus on daily to keep your strategy on track to your breakthrough business
The seven strategic areas that require your tactical attention: ignore any and your business can’t function
Quick Reference Guide: http://bijaco.com/assets/PracticeBuilderStrategiesQRGR1-1.pdf
PracticeBuilder Tactics: How to deploy your breakthrough business growth strategies
Back by Popular Demand — For business owners and executive staff: In this second part of PracticeBuilder, designing a breakthrough business, you’ll discover practical and pragmatic tactics to get to your destination, a profitable, scalable, sustainable business. In this session, we’ll focus on customer acquisition, finding the right customers, fast, because bringing in the right business solves so many problems. You’ll leave this event with a specific roadmap to deploy your breakthrough business.
How to choose the products and services you offer your market for maximum profitable growth
How to select the right customers: those that value what you do and will gladly pay you
The three ways to find the right prospects, start a relevant conversation, and turn them into customers
How to design and deploy a breakthrough customer acquisition system that keeps the customers coming in your doors
Quick Reference Guide: http://bijaco.com/assets/PracticeBuilderTacticsQRGR1-1.pdf
PracticeBuilder Business Analytics: How to Add Business Analysis to Extend Value to Your MSP — Part 1 and Part 2
In this double-length partner executive session, you’ll learn how to perform a business analysis on your client’s company to identify where they need assistance, insights, and technology to achieve their vision and mission. Based on examining the Seven Business Pillars discussed in the Practice Builder Strategies session (product, marketing, sales, service, operations, finance, and culture) adding the 11 Basic Business KPIs, you’ll help your customer organize a roadmap to success. This results in a simple, yet effective one-sheet business plan that you and customers can use to develop tactics and sequence to deploy training and technology that gets them where they want to go. Instead of just bringing your customer’s technology up to speed, you can also accelerate their business and to take them where they need to go.
How to sell business assessments that turn into deals 80 percent of the time
How to conduct the business analysis interviews
Adapting your recommendations to where they are in their business life cycle: launch, expand, optimize, transition, exit
Simple, yet highly effective tools to determine where to focus attention for the greatest return
How to facilitate the customer’s discovery and guide them to new insights
Connecting the customer’s plan to your MSP practice, deepening the relationship, and increasing your margins
Quick Reference Guide: http://bijaco.com/assets/PracticeBuilderBusinessAnalyticsQRGR1-0.pdf
I presented the BusinessBuilder Strategies and Tactics for IT Nation 2016. The content is 98.6% the same.
The ExpertPartner 11KPIs™ That Build a Fun and Profitable Business
Presented at ConnectWise Partner Event 2010
Eleven measurements in five areas on which an entrepreneurial business must focus to create a successful, profitable, and personally rewarding business.
Quick Reference Guide: http://bijaco.com/assets/11KPIsConnectwiseQRGv1-0.pdf
CompetitionProof™: How to create clear competitive advantage in a me-too market
Presented at Connectwise Partner Event 2007
If you’re like most business partners, you’re under attack by ruthless competitors who aim to take your hard-won business. In this interactive session, you’ll learn what you can do to substantially reduce the impact of your competitors, regardless of what you sell. You’ll learn how to create relationships with clients that refuse to do business with anyone else—regardless of price. This session is not product specific, but gives you principles that you can use anywhere. Discover what you’re doing that leaves you vulnerable. You’ll leave with an action list of things you and your staff can do immediately to stop your competition cold.
The principles of a CompetitionProof business
The secrets of creating a CompetitionProof relationship
How to build unshakable customer loyalty
How to cultivate a CompetitionProof culture in your business
Quick Reference Guide: http://bijaco.com/assets/PartnerWithPartnersConnectWiseQRGv1-1.pdf
Collaborating with Other ConnectWise Partners: How to partner for more profits and fewer headaches
Presented at Connectwise Partner Event 2007
If you’ve been thinking about creating partnerships with other ConnectWise partners to expand your reach and serve larger customers, then this is the program for you. In this lively and interactive session, you’ll discover the secrets of successful collaborations, and leave with tools that you can use right away to help you craft profitable and hassle-free business relationships.
The reasons to collaborate
The reasons to not collaborate
Types of partnerships and when to use them
How to find good collaborators
What’s needed to succeed
The 10 characteristics of a successful collaboration
Identifying complimentary skills
Managing partnership conflicts
How to end the collaboration
Quick Reference Guide: http://bijaco.com/assets/CompetitionProofConnectWise2007QRGv1-0.pdf