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Electrical Contractor

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Issues Identified:

• Need to systemise operations and admin
• Need for KFIs and KPIs
• Need to set targets and strategic direction
  

Outcomes:

• Identified owners medium term ambitions
• Completed a review across all areas of the business
• Reviewed the company structure to report on two divisions as separate profit centres
• Implemented a budget management tool to identify and compare KFIs and KPIs to appropriate targets
• Growth of 32% in sales in Year 1 and 294% in EBITDA
  

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Retail Company

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Issues Identified:

• Under-performing retail division
• No co-ordination across the company
  
• Divisional under-performance
  

Outcomes:

• Took retail division (£6 million turnover) from £80,000 annual operating loss to £1.5 million profit in 12 months
  
• Identified £4 million of obsolete stock, selling this to release £1.8 million working capital
• Implemented a routing and scheduling system in the transport division, now maintaining a 99%+ OTIF record
• Identified key middle managers for strategic development
• Reviewed sales methods, securing a 37% increase in sales call conversion rates

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Child Care Co.

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Issues Identified:

• Need to develop company and define an exit strategy

Outcomes:

• Developed Key Marketing system
• Developed KPIs and documented procedures
• Introduced budget management
• Implemented cashflow forecasting system
• After 2 years, EBITDA growth of 1580%
  

IT Services

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Issues Identified:

• Define objectives and exit strategy for the shareholders

Outcomes:

• Defined medium term strategy to achieve growth targets without increased gearing
• Implemented budget system to manage performance
• Complete strategy review annually
• Assisted in establishing governance procedures
• Doubled in size over period of contract
  

Software Co.

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Issues Identified:

• Owners reluctant to recruit expensive permanent staff

Outcomes:

• Developed clear Cashflow process to identify crush and opportunity points
• Linked Cashflow with sales targeting
• T/O rose from £625,000 at commencement of project to over £2m two years later
  

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Catering Company

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Issues Identified:

• Leaders totally hands-on
• No systems in place
• No real time away from the business for the owners
  

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Outcomes:

• Business plan completed
• Digital marketing strategy strengthened
• Implemented supervisory structure to reduce reliance on the owners
• 13 week rolling cashflow forecasting system
• Created and documented operating procedures to increase productivity and reduce service errors
• Growth of 57% over 2 years
  

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Plumbing Contractor

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Issues Identified:

• MD totally hands-on
• No systems in place
• No marketing strategy
• Staffing structure insufficient
  

Outcomes:

• Designed and implemented systems and processes
• Grew from 2 vans / 3 engineers to 7 vans / 7 engineers
• Implemented all required company policies / handbooks
• MD undertook leadership training
• Developed a business model now suitable for franchising
• Grew turnover by 119% in two years, increased profitability by 48%
  

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Quantity Surveyor

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Issues Identified:

• Scatter gun pursuit of clients
• No growth strategy
• No administrative systems to support technical prowess

Outcomes:

• Increased staff base by a factor of 2.5
• Implemented all required company policies / handbooks
• Secured two prestigious industry awards
• Moved to larger office premises
• Secured substantially increased sector profile
• Identified and developed target market strategies, securing higher volume of most profitable clients
• Reduced costs of least valuable work, increasing profitability
• Grew turnover by 490% with improved margin
  

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E Commerce Company

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Issues Identified:

• No proper division of responsibilities
• Low average contract value of £6k
• No systems
• MD completely hands-on

Outcomes:

• 26 staff
• Average contract value £60,000
• Sophisticated project management system in place
• KPIs identified and monitored to maximise profitability
• Won significant industry award
• MD keynote speaker at major international conferences as a result of growth
• Secured market-leading contract of £250,000
  

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The BHH Better Business System - Comprehensive, Engaged, Practical

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