The next level - how?
Discussion
I have an established specialist cleaning business, we employ 6/7 people, and have some very good contracts.
We are capable of much much more, and I want to take our business to the next level, but I am struggling .
Why? Because I work in the business rather than on it. I am the accountant, the admin, the boss, the bottle washer, everything. I simply have a huge mental block as to how to move on.
I know I need to concentrate on our credit control, so have advertised for a part time credit controller 10ish hours a week or so.
My thought is to employ a Business Development Manager to go out and seek us new business, but it would be a big gamble and initial expense for me.
Has anyone been in a similar position? What did you do? What did you get wrong? What would you change?
Be great to hear from anyone.
We are capable of much much more, and I want to take our business to the next level, but I am struggling .
Why? Because I work in the business rather than on it. I am the accountant, the admin, the boss, the bottle washer, everything. I simply have a huge mental block as to how to move on.
I know I need to concentrate on our credit control, so have advertised for a part time credit controller 10ish hours a week or so.
My thought is to employ a Business Development Manager to go out and seek us new business, but it would be a big gamble and initial expense for me.
Has anyone been in a similar position? What did you do? What did you get wrong? What would you change?
Be great to hear from anyone.
What's your strength?
Do what you are best at and pay someone to do what you aren't good at.
Ultimately it's always a gamble taking on staff. So minimise the risk by taking the recruitment process seriously rather than taking the first option that seems "ok".
Then it's a question of monitoring their performance closely.
Do what you are best at and pay someone to do what you aren't good at.
Ultimately it's always a gamble taking on staff. So minimise the risk by taking the recruitment process seriously rather than taking the first option that seems "ok".
Then it's a question of monitoring their performance closely.
Having been through this (and then reversed out again) I would concentrate on hiring staff to take the day to day load off which should free you up to do the BDM role. I've never found anyone who is as good as dealing with the customers as me. Hiring people to do the day to day tasks should be easier.
Once you have this right and the day to day activities are covered and you have enough work you have something self sufficient which you will only need to dip in to every now and again. That makes it sound easy and I am far from that stage but the principal is sound!
Once you have this right and the day to day activities are covered and you have enough work you have something self sufficient which you will only need to dip in to every now and again. That makes it sound easy and I am far from that stage but the principal is sound!
NorthDave said:
Having been through this (and then reversed out again) I would concentrate on hiring staff to take the day to day load off which should free you up to do the BDM role. I've never found anyone who is as good as dealing with the customers as me. Hiring people to do the day to day tasks should be easier.
Once you have this right and the day to day activities are covered and you have enough work you have something self sufficient which you will only need to dip in to every now and again. That makes it sound easy and I am far from that stage but the principal is sound!
As above - the majority of clerical/back office work can be outsourced. You could probably get a local accountant to do your credit control et al for a reasonable monthly amount. Take on an admin clerk, it'll be cheaper than a BDM.Once you have this right and the day to day activities are covered and you have enough work you have something self sufficient which you will only need to dip in to every now and again. That makes it sound easy and I am far from that stage but the principal is sound!
Then get out and promote your own business, nobody will be more enthusiastic or knowledgeable than you. If you're not confident at cold calling to make meetings, then outsource that too. And maybe engage with someone to help with the marketing.
Good luck!
I can see what people are saying but if the OP's skills are are organisation and other management matters he would be best served paying for someone else to do the BD role.
No point trying to be a salesman if you are a wizz at the back office.
If he's a great salesman held back by back office stuff then fair enough.
No point trying to be a salesman if you are a wizz at the back office.
If he's a great salesman held back by back office stuff then fair enough.
Edited by anonymous-user on Thursday 13th December 16:36
As said already, settle on your strengths or the bits you want to do and then hire to fill the gaps.
Remember you might not need to actually hire your own employee these days - bookkeepers, VAs etc can all be hired as freelancers.
We're in a similar position here and I was talking to another self-employed broker the other day in the same boat. I'm fortunate in that Mrs PB works with me and does a lot of admin which frees me up. But there's room for someone else to come on board now and look after the clients that can be dealt with from a desk whilst I go out and about.
It's a leap and I guess the only thing holding me back is worrying about not getting it right first time and the obvious concern of keeping the cash flowing in to pay for that person.
Remember you might not need to actually hire your own employee these days - bookkeepers, VAs etc can all be hired as freelancers.
We're in a similar position here and I was talking to another self-employed broker the other day in the same boat. I'm fortunate in that Mrs PB works with me and does a lot of admin which frees me up. But there's room for someone else to come on board now and look after the clients that can be dealt with from a desk whilst I go out and about.
It's a leap and I guess the only thing holding me back is worrying about not getting it right first time and the obvious concern of keeping the cash flowing in to pay for that person.
Thanks for the replies. They echo what others have said.
Admin certainly isn’t my strong side, more the passion of what we do and what we can do, drives me.
I’m not a particularly outgoing or “salesy” type, but I do believe that nobody will do it with quite the same enthusiasm as me, as ultimately I have the most to gain.
I’m hoping a part time credit controller/administrator will free me up enough to re-focus on moving is forward again.
Cheers guys, and a prosperous 2019 to you all.
Admin certainly isn’t my strong side, more the passion of what we do and what we can do, drives me.
I’m not a particularly outgoing or “salesy” type, but I do believe that nobody will do it with quite the same enthusiasm as me, as ultimately I have the most to gain.
I’m hoping a part time credit controller/administrator will free me up enough to re-focus on moving is forward again.
Cheers guys, and a prosperous 2019 to you all.
Surely it's a case of you need to win a few larger contracts and have the ability to fulfil them properly, so looking at yourself or another bod bidding/winning rather than day to day running duties?
Local govt and NHS use a lot of online portals for tendering now are you registered and bidding on there also or looking to stay local for now?
You've already highlighted your own time/ resource needs but are you looking in the right places to win new work etc.
Local govt and NHS use a lot of online portals for tendering now are you registered and bidding on there also or looking to stay local for now?
You've already highlighted your own time/ resource needs but are you looking in the right places to win new work etc.
200Plus Club said:
Surely it's a case of you need to win a few larger contracts and have the ability to fulfil them properly, so looking at yourself or another bod bidding/winning rather than day to day running duties?
Local govt and NHS use a lot of online portals for tendering now are you registered and bidding on there also or looking to stay local for now?
You've already highlighted your own time/ resource needs but are you looking in the right places to win new work etc.
Yes, that's the aim.Local govt and NHS use a lot of online portals for tendering now are you registered and bidding on there also or looking to stay local for now?
You've already highlighted your own time/ resource needs but are you looking in the right places to win new work etc.
I have been on a few tendering portals over the years, but even they seem like a full time job in their own right, trying to suss it all out.
It's on my plan of attack for the coming months for sure.
coyft said:
You need a goal.
Could be profit, turnover, number of contracts, an eventual sale.
Once you've set the goal, work out the path to achieve it.
Simples!
Beat me to it!Could be profit, turnover, number of contracts, an eventual sale.
Once you've set the goal, work out the path to achieve it.
Simples!
What is your strategy: Bigger?; More profitable?; Merger; Acquisitions; sell?
Once you’re clear. Then identify why? Is it doable? Is it sustainable?
Not everyone is able to manage the scaling up and all that brings. Are you up for it? The risks, the HR issues?
Or might you be better at your current scale, but move upmarket to generate higher sales.
Once you’re sure on your trajectory, try to produce a viable business plan to be sure you’re forecasting what it will take (money/skills/people) to get you there.
Do it ad hoc and you introduce further risk.
Good luck!
I'd delegate the stuff you don't want to do and do the stuff you do want to do and should be doing.
I hate cold calling businesses so I have a telemarketer to do the initial call and arrange my meetings. Calendly is handy.
If you would prefer to get out there, then get someone to deal with the admin stuff eg an office manager.
I hate cold calling businesses so I have a telemarketer to do the initial call and arrange my meetings. Calendly is handy.
If you would prefer to get out there, then get someone to deal with the admin stuff eg an office manager.
What is the next level?
Bigger businesses often mean more stress, more hours and marginal income increase.
Of course it could mean more stress, more hours and mega income increase. But you have to work out what your goals are, find the right balance and see if it’s realistic to maintain the business at that size. I.e would a new kid on the block come in and swipe your contracts if you didn’t keep moving forward?
E.g I’d rather earn £100k Pa and work 50hr weeks over £150k and do 70hr weeks....
Bigger businesses often mean more stress, more hours and marginal income increase.
Of course it could mean more stress, more hours and mega income increase. But you have to work out what your goals are, find the right balance and see if it’s realistic to maintain the business at that size. I.e would a new kid on the block come in and swipe your contracts if you didn’t keep moving forward?
E.g I’d rather earn £100k Pa and work 50hr weeks over £150k and do 70hr weeks....
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