4. We believe that small business is the heartbeat of the Australian
economy and that each one has the right to succeed.
NCB exists to increase the success of small business in Australia.
Since 2003 we have worked with personally over 2400 small
business owners and their teams – mainly trades and services
Create an environment where business owners have access to the
tools, information and resources necessary to help them make
better decisions that:
• Improve cash flow
• Get them more clients
• Reduce the # hours worked
• Get a better financial return
• Decrease stress levels
• More of what they desire

7. Top 7 Key Frustrations for Most Businesses
1. Working too hard for little remuneration
2. Working under too much stress
3. Too much time in the business
4. Staff issues
5. Not enough customers
6. Chronic cash flow
7. Insufficient sales skills

8. 1. More time with family
2. Grow and expand

9. • A company fails every 4.6 minutes
• 96% of ALL companies fail within 10 years – with 78%
failing within the first 2 years
• The top 5 reasons for business failure:
1. Incompetence (46%)
2. Unbalanced Experience (30%)
3. Complacency (12%)
4. Lack of Experience (11%)
5. Neglect, fraud, or Disaster. (1%)

10. Over the lifetime of a business…
• Only 39% are profitable
• 30% break even
• 30% lose money
• 1% ‘unable to determine’

11. And…
• It now cost 3.5 x more in 2013 than it did 20
years ago to reach prospective buyers
• It now takes 8 attempts to reach a
prospective buyer compared to 4 attempts
20 years ago
• Therefore ½ the results from previous same
efforts are common

13. One person opens up a business and
you go back 20 years later and he has a
job, not a business.
Another person opens up the same
type of business and you go back 20
years later and they’re turning over $5
million and profiting $750K per year.
Both had the same opportunity and
let’s imagine the same ambition…So
what made the difference?

14. It’s the Skills!
Passion, drive and hard work can build a company to $1 million
working half days...maybe even $2 million.
But you can’t get to $5M on just hard work. (need a new SKILL set)
And surely you definitely can’t get to $10M on just hard work.
(need new SKILLS again)
Who here would like to earn 10X more $$$?
Can anyone here work 10X more hours or 10X harder?

15. Earning potential
with your hands?
$1,000s

16. Earning potential with
your knowledge?
$1,000,000’s

20. Rectangle - Intelligent, strong decision makers, proactive
Triangle - lateral thinkers, prepared to look at all sides
Squiggle - Creative, strong imagination, leaders of people
Circle - Totally pre-occupied with sex and booze

24. 1.Destination (# Leads required)
2.Lifetime Value of a Client
3.Allowable Cost of Acquisition

36. Why customers leave you…
1% Death
3% Move
5% Buy from a friend
9% Sold by a competitor
14% Product price
68% Perceived Indifference

38. Low Expectation
High Expectation
A ‘Great’
Experience
A ‘Poor’
Experience
Delighted
Devoted
Indifferent
Disappointed

39. It’s simple…understand what drives people’s behaviour
The 6 Human Needs
1. Certainty
2. Uncertainty
3. Significance
4. Contribution
5. Growth
6. Love/Connection

40. 1.Lifetime Value of a Client
2.Allowable Cost of Acquisition

43. 1. Pre-Purchase
2. During the Purchase
3. Post Purchase

57. Reasons Why Top Companies Outsource
Reduce Costs 36%
Focus on Core 36%
Improve Quality 13%
Increase Speed 10%
Foster Innovation 4%
Conserve Capital 1%

58. Great Attitude
Bad Attitude
High SkillLow Skill
A
C
B
D

62. Do you have
written, measurable, quant
ifiable and qualitative Key
Performance Metrics for
every position?

67. Scarcity Abundance
Past Possibility
Problem Challenge
Inconvenience Opportunity
Blame/excuses Responsibility
React
Solutions
Small BIG!
Stuck
Resentful
Respond
Grateful
Fear Love

70. What we have found is…
• Most of business owners will…
• Hear what we say
• Understand it intellectually
• Agree with all the principles
• KNOW that it is the thing they should
do, and then will…

71. • STILL NOT DO IT!

77. National College of Business
collegeofbusiness.com.au
Brisbane Gold Coast