CREATE YOUR FUTURE - WILLIAM EASTMAN

PROFIT RADIO..."Grow With Us"

Introduction
This week is a major upgrade to our programming - what is covered during each show. Originally we used a 6 hour clock with each hour one of the six stages of growth. However because of time changes around the world - at different dates and different directions, we had to reserve 2 hours as buffers. All of this means we have a new model 4 + 2. 2 Shows are buffers and its time will shift to take up the slack of time changes. Today's Show and all the following during the Season 3 will focus on the Renewal Growth Phase; Optimizing the Business and Find Exponential Market Opportunities.

Look at IBGR as your CGO - your fractional Chief Growth Officer and partner in creating a small business consulting firm. We have built a platform that will move beyond the one-way conversation of radio and podcasts to real relationships; our Community of Commerce.

Start by joining my new group in the Community of Commerce - Living the Life where we can discuss your current or future consulting operation.
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Objectives - The WHY
Wearing the C Hat, I am going to start with determining what is selling and producing great margins and what is not. 

Key Issues - Owner Perspective:

1. What does it take to become a successful consultant
2. How do I turn that into a successful business
3. How does it make money.

Part 1: Using Price for Under Performing P/S/E
​What You Need to Do​​ - The How

1. Determine current market based range for comparable products/services,
2. Calculate breakeven volume for the high, average, and low price,
3. Based on a targeted volume, calculate your margin at high, average, and low price,
4. Based on your current price, how much of a price increase will the market allow.

Part 2: Opportunities in New Markets
What You Need to Do​​ - The How

1. Filter your current accounts through RFM, who are the best accounts.
2. Looking at New (Adjacent) Markets for similar opportunities
   1. What new customers (like our best customers) should we pursue with our current offer?
   2. What new customers should we pursue with an upgraded offer?
   3. ​What new customers should we pursue with a new offer?
3. Looking at New (Adjacent) Markets for any opportunity.