Leadership & Management

Building the Culture to Accelerate

Graham Birkenhead, March 12 2019

Acceleration is all about going faster, and then going even faster, and then faster still.   If you look at a graph of acceleration – it shows that over time, your speed, or size, or revenue doesn't just get larger in a nice straight line, but it’s a line that curves upwards.  Now the thing is with acceleration, as opposed to a nice steady linear g...

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Market Strategy

I Hate Waiting for People When I Ski

Andrew Penny, February 26 2019

I hate waiting for people when I ski. Well maybe hate is a strong word, but waiting does break my flow. My friend Andrew (yeah same name as me) is a fabulous skier - a Level 3 Certified Ski Instructor no less. And for those of you who don’t know about skiing, that’s pretty close to godliness. (Level 4s are the real gods – at least they think so...)...

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Leadership & Management

Are you Confusing Motion with Progress?

Graham Birkenhead, February 12 2019

On my journey home over the weekend on a busy highway, I was able to watch the driving style of another driver.  We joined the highway together – I noticed him because he was in the wrong lane and squeezed into the on ramp behind me.  We slipped into the traffic stream and went on our way.   A minute later, his car went flying past me on the right...

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Market Strategy

How to Use a Bar (Chart) to Grow Revenue

Andrew Penny, January 29 2019

I ask all our clients for a report on sales by customer for the last 2 or sometimes 3 years; but even a single year (as the example below shows) provides great insights.  And, with multiple years you also get trends. Next, I do something that is incredibly simple but provides huge insights. I load the data into a spread-sheet, sort by revenue (lar...

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Communication

Consult & Inform

Graham Birkenhead, January 15 2019

If you are in business, you have stakeholders. They are all the people that have an interest in what you are doing or could be affected by what you are doing. At a recent Stakeholder Management workshop that I was running we were wrapping up and it was question time.  There is always some bright spark that asks the question that attempts to cram a...

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Market Strategy

Legacy Constraints

Andrew Penny, December 18 2018

Legacy Constraints are the Achilles' Heel of enterprise companies; they are your opportunity. One of our clients is a rapidly growing software as a service (SAAS) company. We are helping them on their way to becoming a global company - which of course takes money. Our initial evaluation showed there were a number of billion-dollar companies that ap...

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Lean & Agile

Make your Value Flow - End to End

Graham Birkenhead, December 4 2018

I was chatting with a friend  the other day, explaining a little more about what I do when he stopped me and said: “I keep hearing that term - what exactly do you mean by end-to-end and why do you talk about it all the time?” Once you are exposed to end to end (e2e) it comes naturally but it can take a while to grasp the subtleties. e2e is core to...

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Market Strategy

Don't Think Small, Think Narrow

Andrew Penny, November 20 2018

During a kick off meeting with a new client we were discussing how best to accelerate beyond his local trading area. We talked about geography, product lines and market segments. When I suggested he focus on a very specific offering for a unique demographic his comment was – “Geez – that market is way too small”.  He was confusing small for narrow;...

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The Art of Effective Delegation

Graham Birkenhead, November 6 2018

I was talking with one of our fast-growing coaching clients the other day. Inevitably, with growth comes a little pain. The current pain for this CEO was that he had to let go of some control, and hand more responsibility to his staff so that he could spend less time in the business and more time on the business. It's not an unusual situation.

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Welcome to the Accelerator

The Kingsford Team, October 23 2018

Einstein once said that the definition of insanity was to keep doing the same thing over again and expecting the result to be different. We have been posting blogs for many years – sometimes more consistently than at other times, but on the whole, we have been sharing glimpses of our extensive knowledge of how businesses operate, grow and succeed (...

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