RECESSION-PROOFING YOUR BUSINESS: Exponential Growth in Difficult Times Brad Dawson, LTV Dynamics

AIA GEORGIA is a Registered Provider with The American Institute of Architects Continuing Education Systems. Credit earned on completion of this program will be reported to CES Records for AIA members. Certificates of Completion for non-AIA members are available on request. This program is registered with the AIA/CES for continuing professional education. As such, it does not include content that may be deemed or construed to be an approval or endorsement by the AIA of any material of construction or any method or manner of handling, using, distributing, or dealing in any material or product. Questions related to specific materials, methods, and services will be addressed at the conclusion of this presentation.

Copyright Materials This presentation is protected by US and International Copyright laws. Reproduction, distribution, display and use of the presentation without written permission of the speaker is prohibited.

Learning Objectives AIA STAFF USE ONLY DO NOT EDIT THIS SLIDE

#1 - Offering Relevance For some firms, over 60% of their product and service offerings no longer make sense for their industry.

#1 - Offering Relevance Are your customers able to espouse your value proposition or are you in the commodity zone where low price “wins”?

#1 - Offering Relevance Can you predict the future for your industry? What is currently “missing” from a customer perspective?

#2 - Asset Usability Business can reduce their operating costs by 20% without negatively affecting productive output

#2 - Asset Usability Take a critical look at your workforce – which employees do you want to bank on your next business cycle?

#2 - Asset Usability Don’t jettison assets without understanding their real worth.

#3 - A Time to Buy Recessions are great times to buy under-valued assets.

#3 - A Time to Buy Selling off “distressed” businesses has become a cottage industry. Allows your business to grow at a low cost.

#3 - A Time to Buy Look at horizontal and vertical opportunities.

#4 - Non-Core Distractions During recessions owners spend a lot of time “trying to optimize” finance, administration, sales and marketing (FASM).

#4 - Non-Core Distractions Look to outsource your non-core functions – not overhaul them. Focus on core activities to establish real competitive differentiation.

#5 - Reinvest In Your S-T Future Use the “downtime” to upgrade the skills of your workforce

#5 - Reinvest In Your S-T Future Keeping employees abreast of industry changes increases their value. It also takes the employees minds off the recession and settles their fears of losing their jobs.

#6 - Re-Define Your Customer 20% of your customers generate 80% of your revenue. What is your revenue per customer metric?

#6 - Re-Define Your Customer Replicate your large customers. Small customers waste too much time!

#7 - The Three “Ps” of Marketing Leverage your marketing dollars by aggressively using your association and networking memberships.

#7 - The Three “Ps” of Marketing Adhere to three “Ps” of marketing: participate, publish, present. You must be perceived as an industry expert to be credible to your customers.

#8 - Resolve Need vs. Want A “need” is an item that increases productivity and profits immediately and has an established return on investment.

#8 - Resolve Need vs. Want A “want” often replaces an existing item that has grown out of favor due to style or age. Recessions have a way of moving the demarcation line for need and want.

#9 - Take Your Vacation Now When the recession ends you won’t have time!

#10 - The Recession Will End Research Reward Reinvest Review The Business Cycle Release

Thank You! Contact Information: Brad Dawson LTV Dynamics