YourBigPic.com Go Engage, Grasp & Collaborate

2012-01-31T07:13:00.000+01:00

Use Big Picture to discover Key Challenges and Big Opportunities for the business. It's a hands-on tool resulting in strong relationships and measured improvements

I help other businesses I develop my own organisation

2012-01-12T21:51:00.002+01:00

2011-12-29T12:12:00.001+01:00

Go Engage, Grasp & Collaborate using our Template

What Technology? Any system or gadget that is used in the business. Find out about the essential tools and what they do then place within the template with a note next to those who use it. Think mechanical, electronic, automated and online. Examples are mobile phones, software applications and databases.

What's Measured? Measures are magic numbers or Key Performance Indicators (KPIs) that track how well the business is doing. Find out what the most important five are then place within the template with a note next to related symbols. Examples are the leads generated and customer satisfaction.

Money in - Money out Where does Money come into the business and where is it spent? Use the symbol to represent income or expenditure and join with a green line to indicate a flow of cash in and out. Think about the amounts involved and use the thickness of the line to indicate. Use Measures to identify the key Money numbers. Examples are cash and assets.

Any Processes? Processes can be lists and ways of doing things- a series of steps to achieve a end result. Once identified with clear responsibilities they can be developed over time using Measures to determine how good they are. Examples are 'Prepare goods' and 'Clean Warehouse'.

2011-12-29T07:15:00.001+01:00

Harriet uses Big Picture to join-up her business focusing on Key Challenges and Big Opportunities. It's an engaging, hands-on tool resulting in strong relationships and measured improvements to the organisation.

2011-10-24T09:50:00.003+02:00

The client: A residential Conference Centre owned by a Borough Council.

The Conference Centre is based within a Victorian country mansion and surrounded by 60 acres of parkland. This Jacobean style building stands at the end of a half-mile, tree-lined driveway. The centre is ideal for conferences, training, meetings, family events and weddings.

The park has been used for many purposes over the centuries - including a park reserved for Royal hunting, part of a large private estate, a refuge for a boy's school during the war, a teacher training college and a local comprehensive school! The estate is now primarily used as a conference centre, hosting various meetings, events and team-building - as well as wedding receptions and civil marriage ceremonies.

They asked me to design and run a course for their sales and marketing team (of 2 people) with the Managing Director himself (who is very hands-on) and the Head of Operations. I said I could but asked them what training needs analysis they had undertaken and it seemed from their answer they had done none and they were feeling their way through some problems; an opportunity to introduce Big Picture.

What happened ...

Working with the Senior Management Team, the General Manager, the Head of Operations, the Head of Sales and Marketing and the Senior Sales Executive. Total staff ~30

I started the session with an overview of the process we're going to work through whilst handing out lots of coloured pens and stickers.

We used the 'Path' card to guide their journey around the picture filling it in as they went.

Outcome ...

We ended up with a picture of their processes and it highlighted that they have a number of Challenges and Opportunities.

The broader Senior Management Team meet every 6 months to agree the business plan in practical terms (SMART objectives) but they find that when they come to review they have never done them all and beat themselves up; they are over-ambitious and as a result probably do less than they would with a more realistic, achievable, motivating and prioritised list.

So they came up with the idea of reviewing the last 6 months, brainstorming the next but then recognising that to proceed would be to replicate what they always do. They will then group the objectives into departments (Sales and Marketing, Estates etc) I suggested they then look at each department in turn transfering the objectives to post-its.

They will then prepare a matrix on a flipchart (importance versus urgency) and place the post-its in the relevant quadrant. They will aim to have one item in high: high which is what that department will focus on for one month only, a number of items might sit in high importance but low urgency to be focused on over the next 2 - 6 months (and so they will be able to get a better sense of progress, ticking completed tasks off and moving one at at a time over to high:high); some will go into high urgency but low importance (the kinds of things the senior team should be delegating to other staff members to do); and some will go in low:low (you know, the wish list of things that they would like to do but really add no value, should be acknowledged but then dumped).

Feedback ..

It went really well ..... but we can always learn more from the client:

".. it covers everything in a business in a really comprehensive, engaging and visual way."

".. it made us think differently about the challenges we thought we had."

".. we thought about things they might not have got to or considered."

From Karen, the Senior Sales Executive:

"I found the activity very useful, it was a clear way of thinking and certainly got us all talking. I was worried that the outcome would end up like we always do- come up with great ideas and nothing happens. Although so far, the 'Cool wall' for customers is picking up pace and when I get back from holiday I am sorting out training on the marketing element …so things are going in the right direction at least!"

"I did find that the activity resulted in us coming up with a few things we had already talked about in previous meetings however if this was for a client

who hadn’t used this before or for a new team that was coming together- I could see how valuable it could be."

"Also for other audiences sometimes some groups are very 'blinkered' on their specific role and department, whereas 'Big Picture' is a good way to see the whole flow of customers and suppliers etc and how each department interacts and works together... I did find it very informative and useful."

October 2011

2011-10-21T21:01:00.000+02:00

We've had great days sharing thoughts at the exhibitions and now it comes to your desk! Register below to receive a free Webinar Kit to doodle as you go- finding out how to work through the important parts of the business to identify Key Challenges and Big Opportunities.

Learn to Go Engage, Grasp & Collaborate!

Wed, Nov 23, 2011 12:30 PM - 1:15 PM GMT Register Here

2011-09-14T15:37:00.003+02:00

Ahmed uses Big Picture to provide joined-up accountancy services to his clients in their language. It's an engaging, hands-on tool resulting in strong relationships and measured improvements to the organisation.

2011-09-14T15:06:00.001+02:00

Larry uses Big Picture to provide a joined-up legal services to his clients in their language. It's an engaging, hands-on tool resulting in strong relationships and measured improvements to the organisation.

2011-09-14T14:45:00.006+02:00

Consultant Inga uses Big Picture with her clients to discover Key Challenges and Big Opportunities for their business. It's an engaging, hands-on tool resulting in strong relationships and measured improvements to the organisation.

Inga's Stories

2011-09-14T14:28:00.000+02:00

Coach Inga uses Big Picture with her clients to discover Key Challenges and Big Opportunities for their business. It's an engaging, hands-on tool resulting in strong relationships and measured improvements to the organisation.

Inga's Stories

2011-09-14T09:49:00.002+02:00

Learn how to make sense of beautifully complex and changing businesses which could be your own or that of a client- in 3 practical steps:

Go Engage – Grasp – Collaborate

With a clear understanding shared with your colleagues you'll learn how to strengthen the relationships you need to deliver improvements with clearer, more concise approach to your work. Using a series of prompts attendees will be guided through a practical demonstration of their new learning with doodles, symbols and patterns. Highly visual, energetic and interactive- not one PowerPoint slide!

Who is ... Martin Johnson- Creator of Big Picture

With a background in large scale Business and IT change Martin now provides products and services to a growing community of like-minded business improvement professionals. A fan of the visual and an eye for patterns Martin has taken the textbooks and packaged the best parts in a simple language anyone can benefit from. His Big Picture tool encapsulates everything he believes is key to developing organisations- engaging, simple, good to look at and powerful in the way it communicates.

When .. Tuesday 27th November 13:15 to 13:15
Where .. World of Learning Conference & Exhibition, NEC Birmingham

Any Special Requests?! martin.johnson@tractionbc.com

2011-09-05T12:52:00.000+02:00

Join us for our Xmas celebrations online in virtual-land. Mingle and be merry with other Big Picture people starting the Xmas break with something a bit different. Win a Big Picture Starter Kit worth £150 with a January sales busting £50 note inside by winning our party game.

All you need is a smile, an open mind and your login details from us. It's better to use headphone and mic so you enjoy better quality sound. On arrival you'll choose an avatar which is the body and face you'll be seen as by others- be as creative as you like!

Once you've arrived you'll be able to take a look around, voice and text chat with others. There will be helpers around in case you get stuck somewhere!

Listen to our message of good cheer, we'll announce the winner of the party game and you'll be off back into your real world without a hat or scarf in sight!

2011-08-28T10:58:00.006+02:00

Put this on the wall, dish out the symbol chips and everyone will want a piece of the action with this wipe clean template. On your feet and get those deep thoughts out onto the board. Grasp and lobby your colleagues to agree the way forward. New Big Picture people will enjoy an hour long introduction online or face-to-face to become familiar with the approach.

You get 1 Workshop wall-hanging (rolled) 2.1x1.5m wipe-clean surface (can be re-used).

Please allow 10 business days for delivery. Exclusive of VAT. Please call for outside the UK.

You get 35 x 60mm Mixed Symbols made from 2mm PVC.

Please allow 10 business days for delivery. Exclusive of VAT. Please call for outside the UK.

You get 8 x 60mm Symbols of one type made from 2mm PVC.

Please allow 10 business days for delivery. Exclusive of VAT. Please call for outside the UK.

You get 8 x 300mm Mixed Symbols (one of each type) made from 2mm PVC.

Please allow 21 business days for delivery. Exclusive of VAT. Please call for outside the UK.

2011-08-28T10:32:00.014+02:00

Make it stick with your colleagues using this great looking addition for your office wall. With 35 hand-crafted symbols you'll have a up to the minute reference to simplify the most complex of business issues. New Big Picture people will enjoy an hour long introduction online or face-to-face to become familiar with the approach.

You get 1 'Office' Magnet Board and 35x 20mm mixed Magnetic Symbols.

Please allow 21 business days for delivery. Exclusive of VAT. Please call for outside the UK.

2011-08-28T10:08:00.006+02:00

Dip your toe into engaging business relationships with a 'Bitesize' (A4 pad) and 'Meeting' (A2 pad). Our licensees know how valuable a plentiful supply of these essential tools are but once you've had a go you can always come back for more.

You get 1 Carry Case, 5 'Bitesize' pages, 5 'Meeting' pages and 15x 6 Stickers for £150. New Big Picture people will enjoy an hour long introduction online or face-to-face to become familiar with the approach.

2011-08-28T09:57:00.002+02:00

Engaging, energetic and interactive why not identify the key Challenges and Opportunities from the shop floor to the top of the shop. This half-day workshop run by a trained Big Picture Practitioner will provide each participant with a voice. The end result is a shared view of the business everyone can sign-up to- literally with a big, fat colourful pen!

You get 1 tailored workshop with practitioner and materials for £500 + travel expenses.

Please email or call to discuss your specific requirements.

2011-08-28T09:51:00.002+02:00

A- B- C- D- E! As a licensee Ask for as many of the 'Bitesize' (A4 pad) and 'Meeting' (A2 pad) products- and price reductions on all other products and accessories. Build your business through licensee community and our cracking revenue reward scheme, Customise the template and symbols your own with branding and tweaks, WOW! your clients with 'Done-up' Big Products designed and printed onto your chosen material. We'd love to take you on the road to our regular national Exhibitions to sweep up interest with those who need a hand with the delivery of Big Picture. Talk to us about our license fees starting £75/month/user reducing for larger organisations.

To become a licensee you must be an accredited practitioner. We can do this for you individually but you may prefer to attend one of our half-day workshops listed here:

2011-08-28T04:41:00.004+02:00

Here are businesses in the A4 Bitesize Kit (click to enlarge):

Restaurant Hotel Recruitment

Other's from the larger A2 Office Kit:

Marketing Agency Garage

2011-07-06T05:44:00.004+02:00

The client: A Web-site Design Business, Team of 3, c200k t/o
We had been talking about the challenges the business was facing managing time spent on delivery versus that spent on sales and marketing.
We used Big Picture 'Bitesize(A4)' to map out who in the organisation and the processes followed during the Sales cycle.
As a result we discovered that 60% of the designers available time was being spent talking to the client to understand what they wanted before any fee-earning work could be carried out.
Asking the client to map-out their Sales Process enabled them to see that often they used up the amount of time allocated for the design work at the discovery stage, explaining the reasons why the designer was so busy but that delivery schedules were still not being met.

July '11

2011-06-30T00:32:00.001+02:00

The client: A Print Management Company, Team of 9, c3m t/o
We had been talking about the history of the business and its recent past performance, which included winning some awards. We were looking at the forecast for the next 12-months and questioning why the goals for the year were pretty much just aimed at survival with no growth expected, in fact they were settling for a poorer performance.
We used Big Picture 'Bitesize(A4)' to map the current marketing strategies being used and the measures of their performance. The result was that we realised that a particular outsourced Lead Generation strategy on which the business was relying, was performing poorly.
The client suddenly realised that they’d not taken the time to specifically define their target markets. As a consequence the enquires being provided were of poor quality, consequently their conversion rate was also poor.
Getting the client to consider their current strategies and performance led to a realisation that there were actions they could take to grow their business despite of the current economy, and that they didn’t have to settle for just being carried along on the tide.

June '11

2011-06-30T00:29:00.001+02:00

The client: A Kitchen Design Company, Team of 6, c200k t/o
We had been talking about how the business was performing since it had taken on a new team member. We were looking at why the expected increase in enquiries and sales hadn’t happened.
We used Big Picture 'Bitesize(A4)' to map out who in the organisation was working on what.
The result was that we noticed that the additional resource was not being used in the right areas, and that in fact they were performing poorly in the work they were doing The client realised that they hadn’t harnessed the additional knowledge and experience their new staff member brought them.
Getting the client to map-out what their staff were doing, helped them to see that they hadn’t spent enough time on planning to use their additional resource effectively. This helped them to learn of the importance of setting goals and targets to aid performance.

June '11

2011-06-15T08:02:00.009+02:00

"I find it very valuable"
"My Big Picture experience allowed me to visualise all the cogs in the wheel of my business"
"It was a fun and interactive way to help me to assess gaps within my organisations"
"I could see the infrastructure in the context of our overall business vision and strategy."

Being open and honest about the Challenges your business faces is hard with colleagues around you that could take it the wrong way- a recent experience using Big Picture proved yet again it doesn’t have to be so.
Working shoulder to shoulder with a colleague the Head of Operations and a colleague found their feet sharing ideas on what they think the business is there for. Without going into too much detail establishing the end game for the the business as a whole is a great way to get going.
Prompted by a series of punchy questions relating to different elements of the business there was a buzz about the room and the feeling work is getting done, issues identified some of which are talked through there are then others are noted for later.
The pace picks up towards the end of the session with a urgency the Challenge symbol is thrust onto the template with gusto, a measure of the strength of feeling and engagement Big Picture generates. The theme today is around the business model and the cashflow through the Operations area. The colleague takes the chance to complement her boss but suggest he acts more as a leader rather than wanting to complete every task himself.
The process ends on a high, identifying the Opportunities that can be taken now for the good of the business. The end product is a shared, simple view of where the business is now and where it can be in the future. With a language in place the pace of change can be accelerated with a view to returning to Big Picture at key stages of the businesses development.

June '11

2011-06-15T07:58:00.008+02:00

"Really useful and enjoyable!"

"A conversation supported by the Big Pic which enabled the CEO to simplify and clarify a complex business and identify the key issue to take to her Board of Trustees"

"An opportunity to identify which are the key beneficiaries – but need to work with one at a time in terms of their journey through Big Pic"

"Began to identify the links between people and financial challenges of the business"

"The Picture and discussion helped to see issues and challenges as potential opportunities"

Seeking advice from others before taking on a new CEO role would normally have taken the shape of an informal chat around the business. Using Big Picture enabled us to simplify and clarify a complex business and identify the key issue to take to her Board of Trustees.

It was clear from the start that the amount of knowledge the hopeful applicant had gleaned from her previous dealings with the charitable organisation could be both a great advantage but could also cloud some clear thinking. We all naturally tend towards the parts of the business we feel most comfortable in developing- seeing it laid out can redress a balance which is more likely to be shared by others.

We found opportunity to identify which are the key beneficiaries and how we need to work with one at a time in terms of their journey. It prompted us to identify the links between people and financial challenges of the business.

Big Picture directed a discussion where issues and challenges were flipped into potential opportunities. The hopeful applicant took on on board some clear advice against a clear view of the organisation.

The clear, visual symbols and the practical langauge was ideal for implementing change if the role is secured- a great return for the time invested.

June '11

2011-06-15T07:50:00.006+02:00

This organisation is heading in the right direction but not everyone sees it in the same way! Using Big Picture we developed a consistent view of the organisation commonly shared by all staff. The team were however delighted to find there were a number of other uses for their Picture as well:

Using the Big Picture as the basis for their quality manual - all the processes and procedures fitted in the boxes identified in the development;
Using the Picture to introduse new people to the organisation - it was great as part of the induction package;
The team were applying for external recognition against the EFQM Excellence Model and could use Big Picture to describe their organisation very quickly to the external assessors.

All in all good value for the investment in developing Big Picture

June '11

2011-05-22T14:03:00.017+02:00

A new client with an opportunity to help take an established business onto the next level- a Design & Web Development Company with a team of 6 and a turnover of around £400k. Starting with a chat around how the business had begun, where it had been and where it is now. We talked about the current challenges the business was facing and wanted to understand more precisely what the “end game” was.

We used Big Picture 'Bitesize' to map out who in the organisation was responsible for what. We realised that although they had a vague idea of where they wanted to be in 5-10 years, there was not enough detail in their thinking and that they hadn’t made any particular choices from what was possible. Consequently there was no actual plan in place as to how they would get there.
We also discovered that other Challenges they were facing could in fact be addressed in different ways, which in turn would have a marked effect on their future direction. The client suddenly realised that they’d perhaps overlooked the potential in their business as they’d become too comfortable in their way of working and thinking about the future.
It showed they were perhaps not realising the potential for success they had. With some clarity on their goals and a slight shift in their thinking so they could deliver the results they wanted sooner.

May '11

2011-05-21T22:53:00.014+02:00

Traction® & Big Picture® are registered trademarks of
BKJ Progress; trading as Traction Business Consultancy.

Registered in England Company No. 5156873.

1 The Grange, Lunnsfield Lane, Burton Salmon, Leeds, LS25 5JL.

The template and symbols are a registered design GB4014280.

2011-05-20T09:14:00.036+02:00

Inga is at the sharp end of business improvement. Read about her experiences using Big Picture with her clients, based on the work of a 'real' business coach:

Big Picture and the Jacobean style Mansion House
Big Picture unleashes fee earning

Big Picture engages employee strengths
Big Picture uncovers failing business strategy

Big Picture discovers Business Potential

Big Picture delivers a shared understanding
Big Picture creates Opportunities
Big Picture tackles Challenges

2011-05-08T22:18:00.012+02:00

Go Engage, Grasp & Collaborate using our Template

Key Challenges Think of the pain the business has- where is it and what does it relates to. It can be internal to the organisation or external in which case place around the edges. Place with the other symbols to show what the challenge is all about. Examples are 'No resources' and 'New competitor'.

Big Opportunities Make this business better- start with the Challenges but don't stop there. Cast your eyes across the organisation exploring each symbol you have to come up with an improvement plan. Group and prioritise down the left-hand side. Examples are 'Open new store' or 'Re-negotiate supplier contracts'.

2011-05-08T22:12:00.023+02:00

Go Engage, Grasp & Collaborate using our Template

What's it here for? This is what the business is working to deliver- a full-on mission statement or a 3 word snippet. Have a go and work it through with your colleagues. Think about the end goal of what you want to achieve rather than the specific product or service. Examples are to 'Educate and Inform our Students' or to 'Make great shoes!'

Your Key People Team is about key people; it could be who you're sat with and who they look to across the organsation. Find out their names and the types of things they do to position them within the template. Draw the box around and name the function. Examples are the business owner and the administrative assistant.

Customer's shoes A customer will become interested, buy from you and benefit as a result. Look after them they'll come back around referring you to others. Draw in the yellow line to track their journey and identify what has an impact on the their experience. Think clients and consumers.

2011-04-06T17:07:00.009+02:00

Bev Holden and Kate Hargreaves of the Clear Thinking Partnership

“Clear Thinking partners with Big Picture to deepen the conversations that we have with our clients; we’re able to help our clients to fully appreciate the conditions and factors which are influencing performance by exploring the whole “system”, and we can pinpoint – in a very visual way - exactly where an intervention can have an impact.

We love to discover as much as we can about the businesses that we work with and for us the Big Picture approach provides a high impact, visual and flexible way of quickly uncovering their story”

Inspired Partners
Diane Dibley Consulting
Collaborative Business Support.

2010-12-28T19:40:00.010+01:00

Go Engage, Grasp & Collaborate using our Template

Wrapped around the Customer flow from left to right read Marketing, Sales, Operations and Customer Care. At the top you'll find Partners and Suppliers, at the bottom Management and Adminstration. Use your own headings and boxes over the top of the template.

2010-12-27T21:08:00.008+01:00

Diane Dibley of Diane Dibley Consulting (DDC) for the EFQM Excellence Model

DDC are an international management consultancy focusing on business excellence using the EFQM Excellence Model, the most widely used management model in Europe. They support and undertake assessments, identifying and implementing improvement activity, Excellence training and awareness, process identification and improvement. Diane is an international expert on the European recognition scheme Levels of Excellence and supports organisations of all types applying, and successfully achieving, these recognitions.

"Big Picture supports EFQM Excellence Model assessments by pulling the different aspects of your organisation together in one place helping make sense of it all both for your own people and external assessors"

2010-12-27T21:06:00.007+01:00

Sally Palethorpe of Inspired Partners for Organisational Improvement

"Big Picture fits within our approach; it allows us to offer our client’s an innovative and engaging diagnostic tool that will deepen their understanding of their business today, establish whether that is where they want to be in the future, and where there are opportunities to improve performance.”

2010-12-27T21:01:00.010+01:00

Michelle Reynolds at Collaborative Business Support for Sales and Profit Improvement

Collaborative works with growing businesses to increase their sales and improve their profit. When a high growth business gets to a certain size, it must take time to re-assess its position in order to maximise future returns. They use a 3 stage Customer Value Management (CVM) system – it helps busy MDs to ensure they invest time, money & resource in the most lucrative areas of their business.

"Big Picture helps get the client telling us what their problems are without us asking!"

2010-12-15T23:23:00.002+01:00

Starting out as a family business writing things down was never really their thing- do when it came to working out how they were going to develop the organisation they needed a help to work out what they really needed to focus on. They called on a local business advisor with a background in finance to help them through a day of Big Picture thinking.

Whilst haulage was the name of the game the business prided themselves on reducing the time to market for their customers goods. They had invested in their customer database which told them all about what and who was important to their clients and as a result scheduled deliveries to fit. The associated satisfaction scheme provided key measures they could track how well they were doing and how they could tweak the customer database.

This was not going the way of the suggested script but when the information is flowing from the customer and it's relevant we suggest flexibility of approach in recording it- with the template and symbols you'll always be able to return to a part of the system or feature to complete the picture.

We were back on track with a rundown of the key people and what they did, following up with the key products and services at the centre of the page tieing in the 'whats' the business there to do' at the top. The business was really taking shape but if things were so rosy why the need to call out for help.

So where was the pain? Back to technology and the investment in Sage as an accounting tool a couple of years back. If the customer database is so good surely a link between it and the accounting system but apparently not. The in-house accountant made the point that we don't really know which customers make the business the most money but we do know which are the happiest. Let's note that challenge.

The marketing director is bothered that Angie has found herself in getting the message out there without any formal training or experience and as a result of this and the focus on current customers the proportion of referrals is higher than you might expect. Another surprise is that the close monitoring of customer satisfaction is not mirrored for the suppliers.

Each of the directors have had their say and a plan is drawn up around the 3 main areas of concern. Having it all on one place on the wall is a great way of keeping focus between this and the next session. An agenda is set for next time around looking at the relative contribution the different products and services make to the bottom line- with a suggestion it's their short-haul customers that are the more profitable.

2010-11-25T16:26:00.004+01:00

As a fully-funded visitor attraction getting people in the front door is the as close to sales as this non-profit making organisation gets. Combined with a focus on the many and varied areas in the building it made sense to combine the Sales and centre areas of the template.

For now the only Marketing are the adverts that Dave puts in the local papers and the material he put on the website a year ago. There are no measures of how effective either of these are so these are areas that can be looked at going into the next funding review.

To secure it's funding the next five years the management have been asked to demonstrate they have a handle on where they are now and what their view of the opportunities the future holds. Not being the most organised of management teams keeping it all on one page and having some help make sense of the different views has been a practical and creative process.

Understanding more about the visitors and their experience was a surprising bonus of laying their thinking out in this way. Giving even a small percentage of their visitors a reason to return with friends and family will further cement them at the centre of the community they provide. As they form their plans to put to the funding committee they focus on their role in the committee introducing a series of weekly programmes such as art classes and family tickets. The thinking is locked down and hung in the office as a reminder of what they need to doing day-to-day.

2010-11-06T19:56:00.006+01:00

When it comes to merging their business with new kid on the media block a clear head is called for. The studio itself is sub-contracted but the marketing and sales side is where Wendy, Phil and Simon spend their times so it's a good place to sit down and show their prospective new partners how their business works. With a helping hand from their Big Picture coach they spend an hour talking through how it all works.

Once they have their handle on their part of the business they go on and note the role of Eric in purchasing their partners in the modelling and beauty businesses. They know their corporate sales have reduced and linked with their lack of strategy the directors know they have their work cut out to their prospective new team they mean business. They decide to use the next 6 months to tighten some key measures to demonstrate the direction they need to be heading- leads, conversions and customer satisfaction.

Honesty being the best policy they decide to declare where the business is now, then again in a few months as the contracts are drawn up to merge the businesses. Using Big Picture they have a clear and concise approach to describing their business so at least the language should be clear- even if for now the hard work needs to be done to resolve their issues.

2010-10-23T20:38:00.005+02:00

This lady loves to go into a business and make things better- she has twenty years experience in corporate life specialising in the growth of medium sized family business into national enterprises. Ten years ago she set up her firm with her secretary. Today she does the work she wants only a part of the time but is unclear as to what other parts of the business she needs support with.

Time for some self-help.

Sat in a coffee shop with Sandy, her secretary turned virtual PA, Anne reminds herself what she's in business to do. Picking up the pen she makes her notes at the top of the page. With a bouncing board in Sandy she turns to the centre of the page and notes that 'Providing Consultancy' is the engine room of the firm and the part she likes to do. She thinks of the different flavours of support she provides and uses the boxes to sort them into some kind of order.

Remembering that the client is at the centre of everything she does Anne places the client sticker down and used the yellow customer flow to keep them exactly where she likes them- a day-to-day relationship which can go on for weeks and months.

And there lies the issue, that's the stuff she likes doing but there's a lot of page left to fill and Sandy's now pouring her hands over that reading what the boxes are prompting them to think about. Hmmm.

Most of the work has been through referrals but they worked with Phil once who gave them some ideas about their marketing but that was a few years ago. Maybe time to give him a call. The website needs looking at to reflect the new thinking. Sales-wise Anne feels if the marketing is right then she would still like to take the initial meetings as she's not ready to let go just yet until the business has grown.

Sandy points out that maybe keeping count of the leads and conversions more formally might be a start to understanding how well they're doing. Sandy looks after all the admin. The conversation turns to workload and they decide to use the management part of the template to bring this out- noting the risk.

They use the top section to position all the relationships they have with partners and remember that they don't really keep in touch with clients they have provided services to in the past. Anne can only do so much, maybe she needs help there.

Anne and Sandy leave the coffee shop with a fresh new feel to their business, an action list and something to go back to. They decide to sign-it, frame it in the office and do the same again in 3 months. If that same period Anne has used the same approach with all her clients- her office is decorated with all her good work.

2010-10-20T10:54:00.002+02:00

A client of ours packages suppliers contracts for the construction industry. Their sales team is across the county- 9 people, ultra busy, mobile, no time to stop and all with their own ideas of what a client looks like and how they are sold to.

Performance across the team is difficult to pin-down and predict. The approach is haphazard and as they found out recently when one of their best sales rep leaves they take with the knowedge and approach that this business cannot do without. Time to do something about it.

Understanding a typical client is the first agenda item on the companies off-site strategy meeting. Most clients have the end-to-end service from land acquisition, preparation and build using a range of subcontractors- the picture starts to build from the centre outwards.

The team are engaged, they all have ideas of how a client works and on the Big Picture pads in front of them they all start showing off their knowledge of the market. Most clients have suppliers and partners, fewer have anything in terms of client care and marketing is less easy to pin down. With a few exceptions the team finish the session with a view of their typical client.

Noting the risks within the partners area- to improve the long-term contract provision the MD brings together the various views on one 3m version on the wall using the best parts and key themes from the team. Immediatly everyone is on the same page- hands waving and views shared suddenly the sales outfit has a method all the sales team can follow and refine. Best practice means more business.

2010-10-07T21:23:00.007+02:00

You've been asked in to help an Accountancy firm sort out their business- they've heard a bit about what you can do as a colleague of theirs who runs an estate agent has recomended you. One of the things they know is you have a great way of finding out quickly and clearly how their business works now. This should save time and put you in a position to win the business then deliver the improvements.

Starting with a blank template the partner tells you customer care and flexibility are what they are all about- note that at the top of the template 'what the business is there to do'. Ask about the services they deliver and complete the central box of the template normally reserved for operations or production- in this case 'Provision of Services'. Note that they provide accountancy, legal and financial advice.

Starting from the centre and working out you find out about how they understand client needs before the provide them with the service- mark that to the left and include Craig who is the key person in that area.

Naturally working around the template using it as prop to guide the convsersation find out about their marketing, partner relationships and client care. This firm needs to be organisated and strategy set so understand about the management and administration.

Using the symbols to record the different information after 45 minutes you've delivered, with written evidence, that you've listened, understood what you've been told. The information is structured, clear and ready to be used as a foundation to describe how you're going to be able to help.

The partner thanks you very much and is pleased they took the recomendation of their estate agent friend. Two days later the contract is signed the relationship is set to deliver benefits, communication and improvement.

You're ready to go again with your next hot lead.

2010-07-08T22:06:00.016+02:00

From the heady corporate world on city life we were asked by Cheryl to help her establish her nursery as providing the best possible service with the resources she had. Cheryl isn't the most organised of people but she has drive and a vision to make the world of child care a better place.

One thing is clear- her motives are not just financial. A reminder in the entrance hall talks about helping children be successful learnings, confident individuals who are responsible and go on to contribute to society. A grand and noble vision- ideal for the top of the Big Picture page.

This is an example where the template needs to flex to to business in hand. Introducing new families into the fold is the equivalent of Marketing and Cheryl didn't really talk in terms of sales- but she did tell me a lot about the way the education is delivered through a series of structured classes. To reflect that we used the centre of the template to capture all that detail.

We worked through partners and suppliers, leadership and administration and her worries and concerns around the head retiring and the upcoming Ofsted inspection. It somehow seemed better just seeing the issues laid out in front of us supporting a discussion around what could be done to turn the risks into opportunities.

Cheryl is proud of her nursery and was able to present back to the Head a series of opportunities and suggestions to take it forward. The head agreed and we have a session in 6 months to plot progress and set out the next steps.

2010-07-08T00:50:00.010+02:00

Not your traditional business in the sense it's using the web to provide to it's customers- but a business none the less that Big Picture couldn't wait to get it's hands on. The MD wanted to use an uociming management team meeting to focus the direction of the company and not being a fan of reports he wanted something to hang on the wall of the 18th century manor house in 2 weeks time. So we set to work.

We opened up talking about a concern he had regarding the lack of information available to him around the investment in Search Engine Optimisation. It was burning up the time of his 4 web designers and it was time to set some focus around the results it was delivering .. note that for later.

Sales were converted through Ebay and supported by his call agents using Skype to reduce call costs. The warehouse needs attention- the roof is on it's last legs and it's time to decide whether to stay or go when the lease next comes up. Goods have been damaged and it's playing on the mind.

Stock control and Customer Care are areas of strength for this business and he wants to make a deal of this at the away day. Maybe some lessons learned of control and customer focus that could be brought to bear elsewhere in the business.

45 minutes in and the information is captured, photographed and off to the printers for a 5m wide PVC hanging set for the manor house. The team spend the day with Big Picture hanging in front and behind them recording, sorting and grouping the issues they have and the opportunities they present. Maybe we'll do it all again next year?!

2010-05-21T14:25:00.021+02:00