Some of you may want more details. Here I thought to outline the core elements of our framework for you... Within each of these sections, we have a host of tools and ideas to help you progress and implement what are... plain and simple good business practices that make businesses more successful and more profitable.

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Part 1: The Core Business Functions

Around the core of every business are five essential functions. Together, they help you maintain focus, alignment, and performance—anchored by measures at the heart of the business.

1. Guiding Your Business

The foundation for all decisions and behaviour:

• Guiding Principles: Values, purpose, loyalty, beliefs.

• The Business Mindset: Engagement, ownership, attitude, honesty, passion, and your/the business's relationship with time.

• Personal Why: Your motivations—legacy, impact, wealth, success. Your business should serve you.

• Vision & Mission: Define where you're going and how you’ll get there.

• Culture & People: Attract and retain those who align with how you do things—your rules of play.

• Leadership: Show the way forward through clarity, behaviour, and communication.

2. Find Your Customers

More than just marketing:

• Ideal Customer: Who they are and what matters most to them.

• Pain Points: What problem are you solving?

• Value Proposition: What do you offer, and why does it matter?

• Targeting: Identify and reach the right audience.

• Messaging: Be compelling and clear (AIDA, outcomes).

• Communication: Use the right tools and channels to connect.

3. Secure Their Business

It’s not just sales—it’s building lifetime value:

• Sales Process: Clear, aligned with your brand, and consistent.

• Helping People Buy: Build trust and move from interest to decision.

• Customer Service: Manage expectations, resolve issues, communicate well.

• Relationship Building: From first contact to long-term loyalty.

4. Deliver Your Service

Where your promises become a reality:

• Exceed Expectations: Deliver consistent quality, reliability, and service.

• Customer Feedback: Ask, analyse, act.

• Continuous Improvement: Always look for better ways to enhance the customer journey.

5. Run Your Business

Stay in control of operations and performance:

• Processes & Systems: Define how things should work—and make sure they do.

• Financial Awareness: Monitor cash, revenue, profit, and costs.

• People & Performance: Structure and manage teams to perform under pressure.

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At the Heart of Every Strong Business: Measures That Drive Performance

“What gets measured gets managed.” – Peter Drucker

Measurement is the heartbeat of this framework. Without it, you’re flying blind.

Why Measure?

• Gain control over the five core areas: Guiding, Finding, Securing, Delivering, and Running.

• Spot opportunities and risks before they become problems.

• Drive confident, informed decisions.

What to Measure

• Financials: Cashflow, margins, profit, business worth.

• Activities: Calls made, emails sent, meetings held, proposals delivered.

• Results: Conversion rates, customer feedback, retention.

• Forecasts: Predict future needs and plan accordingly.

The Impact

• Measurement brings clarity.

• Forecasting brings confidence.

• Together, they drive change and smart decisions.

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Part 2: The Change Cycle

Surrounding the core functions is the Change Cycle—a disciplined, practical approach to implementing intentional improvements.

Step 1: Identify What Needs to Change

• What outcome needs improving?

• Examples: Profitability, lead quality, team engagement, work-life balance.

Step 2: Explore Options & Select Strategy

• Brainstorm all potential solutions—including doing nothing.

• Choose what’s both meaningful and realistic to implement.

Step 3: Build the Action Plan

Break down the strategy into clear actions across three layers:

• Long-term (3–5+ years): Vision and direction.

• Mid-term (12–18 months): Structure and focus.

• Short-term (90-day): Specific, practical momentum.

Step 4: Action the Plan with Discipline

• Stick to your commitments—even when time is tight.

• Success comes from consistent execution.

Step 5: Review the Measures

• Are you moving in the right direction?

• Are the actions making an impact?

• If not—restart the cycle. Change is a continuous process.