2010: Trends and Opportunities

December 18th, 2009

The Chinese proverb “We live in interesting times” must surely be one of the most apt for what lies ahead for Australia for 2010. In a world wracked by the Global Financial Crisis in economic and in social terms, Australian business leaders and managers can look forward to building on the green shoots of recovery that have emerged since mid year.

‘Encouraging’ rather than ‘interesting’ comes to mind if one looks at the most recent statistic and commentary posted by both government and Treasury officials in the Australian scene.

Read the Article here

Time to Plan

December 6th, 2009

As the first decade of the second millennium comes to a close, many businesses look back with a sense of amazement.  In the past five years we’ve never seen so many spectacular profits, nor such unimaginable losses.

It would be nice to just coast into 2010 thankful to have survived. However, those who succeed in the second decade must not relax, but plan. You must take the time to plan what your business will look like in the coming year, the next three years and the next five years.

Twelve months to Recovery

Your initial plan should be only twelve months long, but it must be comprehensive. Look at all aspects of your business. Do you have the number of employees you need and are they performing the job that your require? Consider if you would benefit from a renegotiation with your suppliers. Develop a plan to keep your current customers happy and get new ones. Create a calendar of speeches, articles and appearances to keep your businesses name in the forefront of the market.  Write down the advantages and disadvantages you have against your competition and combat them. Take a fresh look at your offices and consider how to update and refresh them. The last month of the decade is not a time to look back, but a time to look forward.

Five years will seem like a dream

Five years from now we’ll all look back on this year’s recession and say, “I remember when…”. Can you imagine what your business will look like in five years?  What do you want it to look like? Be honest. Is your goal survival or growth?  How will you get there? How many employees will you need?  Will you need more space?  Less?  What will your technological requirements be? How will you finance your plans? Perhaps retirement is in your plan or you have children to put through university.

What has to happen to your business to make your personal goals happen? If your business is still successful, will you continue in it, or sell? How much involvement do you want to have in your business at that point in your life?  Do you still want to be hands-on in every detail, or could you restructure your business to allow more time for fishing? It’s never too soon to think long term.

While everyone else has a holiday focus it’s a great time to plan.


Response from Hahndorf Resort

November 22nd, 2009

In the interests of fairness I have published a response received from Hahandorf Resort.

“Following our phone conversation yesterday we would appreciate it if you were to consider removing the harsh comments in regards to the Hahndorf Resort.

We understand your disappointment in the conference, but we would appreciate at the least if you could remove certain phrases which you have pointed out in our conversation. Yes, your comments want to reflect the truth of the situation, and we do respect the right of everybody to express their view, but in this instance I believe that some of the comments can be misconstrued to the detriment of the Resort, and that is not a true and fair criticism as seen by yourself.

I would first of all like to point out that we work very hard and with passion in everything that we do at the Resort and it is very disappointing that it did not seem this way to you.

In regards to your heading, we would like to see the removal of “(and probably soon to be out of business)”-this might indicate to some people reading your Blog that the Resort is under financial pressures and that will influence future bookings that will affect employees and the local economy, and this statement is not true or correct.

As much as you are very disappointed, we have a number of companies that have enjoyed their conferencing and the way we conduct our business.

In reference to your comments in regards to “use by date” the packaging was Best By Date-there is a big difference and it seems in your quotations that ALL the cereal was out of date which is once again not true and correct. It was only one brand of cereals out of 7 and in someone reading your comments would think that ALL the cereals were out of date! And even though we realise now and it’s not a policy of the Resort to even offer anything best by date on that date and we have taken measures to ensure this does not happen again, it was only one day out of best by date. In reference to the yoghurts, again it was best by date by 1-2 days.

In reference to the Butters, I did not see the date and the instruction was to just throw it all out and take a new box off the shelf.

In reference to your comment “the game is up” I think that is very unfair as I can assure you it is not a game to us and that all of a sudden food that was in date did not just “come out”. It can be misconstrued by the way it has been written, that we use all our out of stock products first before putting out our in date stock.

In regards to our Gourmet biscuits, I think that is an unfair comment also, as it only seems that what we classify as our Gourmet biscuits and in your comments it seems that the only products we put out there are Monte Carlos. The Gourmet biscuits that were used in afternoon tea were Kez’s Kitche and yes because they are very rich, following past feedback from other conference groups as mentioned to you before, that some guests do prefer the Monte Carlo and Kingstons that we do offer. We do not reduce the number of Gourmet biscuits that are provided for each guest, we just actually add extra of the other two types to ensure we cater for all.

In reference to your pizza comments, we believe it is a harsh criticism as we know the produce we use and the marinating is way above the quality of Pizza Hut, especially in our chicken pizza, but we all have different taste buds and if that is your assessment of our pizzas then we accept that. A few days later we catered for British Aerospace executives ( who had the pizzas) and a group of 20 medical doctors( who had a dinner) and it is their second time at the Resort in 12 months and our catering, preparation and our service was exactly the same and they were more than pleased with the quality and the taste of our Pizzas.

In reference to me blaming the staff and suppliers, yes I had just been honest with you and even though the buck stops with me at the end, I just expressed my disappointment in the supplier so you can understand that it is not the Resorts policy or the way it does business and it was the supplier that let us down and our lack of vigilance that let us down too. And it also did not help that our experienced girl whose job it was to set up that morning was involved in a car accident, which left us in an awkward situation in trying to get everything ready on time. You must also appreciate that it was not just a minor accident and all the rest of the staff were very concerned about Jenna including myself as it only happened approximately 15 minutes before your breakfast started.

Michael your comments are justified in some areas in which you were disappointed and in that regard the Resort has lost a client, but I don’t believe that its fair that your comments can be read and for any person that was not at the function, and that the information will be misconstrued. You know how tough it is out there and  we realise that the mistake that was made has cost the Resort dearly, as well as the casual employees that depend on the Resort for their livelihood. We would hope that as a professional businessman that you will take our request of the above matters seriously and make the alterations to your Blog as soon as possible.

Just to inform you the Resort has given the organisers a full credit for the breakfast and have sent them a new invoice.”

Out of date, out of touch and (probably, soon to be) out of business

November 14th, 2009

As a professional speaker I visit 30 something venues a year. The Hahndorf Resort at Hahndorf South Australia is the worst I have ever had the misfortune to visit.

Manuel the Manager promised the world – five star service, gourmet cookies, gourmet pizzas and delivered:

  • breakfast cereals that were past their use by date
  • butter portions that were a month past their use by date
  • yoghurts that were past their use by date
  • gourmet pizzas that were barely equal to Pizza Hut quality  (for $35 per person)
  • Arnotts Monte Carlo (gourmet) biscuits, and
  • barely defrosted carrot cake

    During morning and afternoon tea the clean up of the conference room was left to the facilitators.

    His website states “We set our standards high and take pride in providing our guests with conference room equipment and quality food and wines to post conference activities.”

    In his apology at the end of the conference Manuel blamed it all on his staff and suppliers.

    Funny how he immediately found “in date” food when he realised the game was up.

    A place to avoid!

    Presentation is everything

    October 5th, 2009

    This week I am at the RACV Royal Pines Resort on the Queensland Gold Coast.

    Last time I came here for a conference the place was hopeless. Poor food, poor service and poor presentation.

    What a difference a change of management makes. Taken over some months ago by the Royal Automobile Club of Victoria my stay has been superb. One of the many things that caught my eye is the way they present an iced coffee. It looks good enough to eat.

    Iced Coffe

    Business can be funny

    September 30th, 2009

    A teachers asks her class, “All those who want to go to heaven, put up your hand.”

    Everyone raises their hand, except Samuel, so the teachers asks, “Why don’t you want to go to heaven, Samuel?”

    “Because,” he replies, “I heard my father tell my mother, ‘Business has gone to hell,’ and I want to go where the business went.”

    Obamanomics: Is it Working?

    September 22nd, 2009

    Like it not, Kevin Rudd and co follow the lead of the US. So, once again, I have been thinking about the US economy and what it might hold for our future.

    Barack Obama was elected on a platform of change. And Washington was ready for change after eight years of the Bush Administration’s mucking up on the world stage.

    The war in Iraq, the war in Afghanistan – despite the deep tragedy the world experienced on September 11, 2001 (and indeed, it was a world tragedy), we aren’t any safer. We aren’t any better off and, in fact, the financials are scary despite recent, sustained gains in the larger stock markets.

    U.S. unemployment reached the symbolic 10% level, coming in at 10.7% in the last quarter.

    It was a little over a year ago that Lehman Brothers announced it was defaulting on its debts and received and immediate infusion of government bailout money.

    Insurance giant, AIG, also announced it was facing bankruptcy. AIG insures all of the home mortgages in default in the U.S. The feds pumped in an instant $80 billion to prop up a company that was “too large to fail.” So much for free economy.

    The fact is, the US Government cherry-picked which companies would survive with federal loans, subsidies and tax breaks. When Merrill-Lynch came, hat in hand, they refused to bail out this commercial lender and the company collapsed under the weight of its own debt.

    Read the whole article here

    “Executives Don’t Talk to Customers at Hertz”

    August 5th, 2009

    My Qantas flight landed on time so off I headed, confirmation and No 1 Club 5 Star member card in hand, to the Hertz Gold Service counter at Melbourne Airport.

    The bay number after my name read an ominous “see office”.

    At the office I learned that my car, which was booked for 10:00 am (and it was now 11:05 am) was not ready.

    The station manager fussed about and said he could get me a car soon (and he did) and I was on my way in a somewhat lower class of car than ordered. An hour later I noticed that I had still be charged for the higher class of car so I phoned Hertz.

    After waiting in one of those “we value your business so we have placed you in a queue” queues I tried calling the head office switchboard and asked to speak to Jacqui Lehmann-Vogel, the Hertz Manager in Australia. The receptionist, Annie, (who refused to tell me her name) told me in no uncertain terms that Ms Lehmann-Vogel does not take calls from customers – they have to be directed to the customer service department. When I queried her she said “our executives don’t talk to customers”.

    Well eventually I got through to a customer service representative who did all the usuals – reduced the rate, provided a credit, said I could exchange the car at the City office for the type confirmed and offered to send me a free one-day rental certificate as compensation. All wonderful, but I had to take my time to go and change cars and my time to call them several times before I got through.

    Yes, I saved a few dollars (which is frankly irrelevant in a business situation) but what I remember is “Executives Don’t Talk to Customers at Hertz”.

    Maybe Hertz should find some executives who do talk to customers. Or even train their airport staff how to deal with service recovery (when something goes wrong – not after the customer has had time to become even more upset).

    It’s a lesson for us all.

    Tips for growing professional services firms (3)

    July 21st, 2009

    3. Online offers

    Forward thinking professional services today offer top-quality e-books through their web site so that visitors will willingly pick up a marketing message and pass it on to others. These free materials contain hyperlinks that will draw more prospects to your web site. The e-books can have subjects that extend behinds the immediate professional’s services.

    For example a financial planner may offer a book on the challenges facing migrants and in that book reveal how a financial planner fits in to the picture. The audience picking up the book can be an entirely new source of clients that would otherwise not have come across the services of the firm.

    Another Tip for Growth

    July 12th, 2009

    I am noticing that some of my clients have allowed their business to slow down. Usually it’s because they are no longer doing the basics. So here’s another basic.

    Make presentations to networking groups

    There are innumerable opportunities for a professional services firm to make presentations to groups. Indeed Many such networking groups exit to enable cross fertilisation between the members. Make a point of having someone articulate to make a presentation.

    A successful presentation is not about the presenter. It’s entirely about the target audience, fulfilling needs and helping improve their future. People trust people. Test the value of your content by asking the question:” Does this have value in the prospect’s mind?”

    How many of these tips could apply to your business?