Small Biz Matters: People, Policy, Purpose.

FinTech Success, how GoCardless grew from splitting a restaurant bill to a worldwide solution for small business

Small Biz Matters – a half hour program each week where you can work ON your business rather than IN it.
with Alexi Boyd, broadcaster, advocate and small business owner.
Date: 19 November 2019

What is it about successful Fintech companies that makes their evolution so exciting and inspiring? Is it because in an industry of stale, boring business models anything new is considered innovative and so we find it fascinating? Or is it because of that fabulous term, Unicorn?

That being said, no one can argue that FinTech companies solving the problems of small business is a refreshing change to the dinosaur behaviour of Finance. Take GoCardless for example who recently launched the first global network for recurring payments. They describe it as a totally new way of collecting international payments without the hassle and admin. It means you can now collect international recurring payments through one bank account.

Here to share with us a unique journey from idea to global company is the CEO and Founder of GoCardless, Hiroki Takeuchi.

Welcome to the show Hiroki.

Topics we’ll be covering:

• Tell the listeners about your personal GoCardless journey and the problems you’re trying to solve for Small Businesses around the world
• As a Fintech company what comparisons between entering the Australian market and somewhere like the US?
• Why are payment terms such a pain point for small businesses all over the world and how do solutions like GoCardless support them?
• Why are advisors the best partners for payment services?
• What solutions are out there for cashflow problems and what has changed in the Fintech space that has made companies like GoCardless so successful in recent years?

To find out more go to their website: https://gocardless.com

In Celebration of Global Bookkeeping week - why does my business need a bookkeeper?

Small Biz Matters – a half hour program each week where you can work ON your business rather than IN it.
with Alexi Boyd, broadcaster, advocate and small business owner.
Date: 12 November 2019

As a small business owner we all wear many hats but there’s one hat out there, for lots of small businesses, that REALLY doesn’t fit. And that’s the bookkeeping hat.

So with the evolution of cloud accounting, AI and better data entry automation do I really need a bookkeeper? Well, last time I checked the compliance side of running a small business in Australia isn’t going away. In fact, with GST, STP, Super Regulation and Fair work mandatories, I don’t think the red tape beast is dying anytime soon. Plus do you really know HOW to get the most out of all that efficient software or should you really have some help along the way?

So who’s the best advisor to wear this compliance, data entry, regulation hat on behalf? A qualified BAS agent, that’s who. Here to tell us why is Matthew Addison, the Executive Chairman & Director, Institute of Certified Bookkeepers who has for many years been the champion of the industry and the small business champion too. Let’s find out how…

Welcome to the show Matthew.

Topics we’ll be covering:

• How has the emergence of technology affected small business’ record keeping, requirements and the way you comply with tax law when running a business
• Tell us about the role of the bookkeeper and the bookkeeping community and how it has evolved over time?
  • Payroll
  • Super compliance
  • Bookkeeping
  • GST
• Does a good bookkeeper offer an advisory service as well as bookkeeping?
• Why is it so important for any organisation to join a professional network and association? What sort of advice and service does a good professional org offer any small business?
• What does ICB do to represent BAS Agents, bookkeepers and to life the standard of bookkeeping in Australia?
  • Representing to government, regulators, policy makers, Tax Practitioners Board
  • Constantly assessing the members
  • Advocacy, consultation and collaborating role of ICB
• Why is a good bookkeeper in the perfect position to understand the be a great advisor for every small business?
• What do you see for the future of the BAS Agent and Bookkeeping industry?

To find out more go to their website: https://www.icb.org.au/About/Welcome

Surviving Through Sustainability and Gaining the Edge over your Competitors

Small Biz Matters – a half hour program each week where you can work ON your business rather than IN it.
with Alexi Boyd from Boyd Office Management Services
Date: 5 November 2019

Sustainability in your small business is more than just a buzz word. There are other factors to being sustainable. One could argue you actually need to be first economically sustainable to have the capital and funds to then be environmentally and socially sustainable. And so, what does that even mean?

One government funded program we can all access is the Better Business Partnership. Through a tailored, strategic program of education and practical suggestions your business can achieve true sustainability - of the economic, social AND environmental kind.

Here to tell us more about the BBP program and all it can do to improve, grow and sustain your business is it’s Program Coordinator, Amanda Choy. She has over over 20 years experience in the both corporate and legal spheres, as a transformative leader and change agent and she’s here to help you change your business for the better.

Welcome to the show Amanda.

Topics we’ll be covering:

• Introduction about Better Business Partnership
  • Online sustainability assessment tool supporting local businesses to help them thrive through sustainability
  • How is it funded
  • Where it is available in Sydney?
• How businesses are chosen to be part of the program
• The three levels
  • Business & economic sustainability
  • Environmental sustainability
  • Social sustainability
• Spread out amongst those three levels are 9 areas of assessment:
  • Procurement & purchasing
    • Sustainable & social (ethical) sourcing, supply chains
  • Business health - setup/startup or established. The WHY, the Mission, The purpose and linking that to business growth & marketing strategy
  • Community, staff
  • Energy Water Waste
  • Sustainable transport
  • Bye Bye Plastic
• The link with other Govt programs
  • Biz Connect & Netstripes
  • BBP connecting with rebates, advice support
    • Give examples
  • How does the overall program help the general small business community as a whole?
    • Creating a sustainable business, better business being more attractive to your clients
    • Networking events which lead to B2B opportunities
    • Examples of local businesses who have accessed the program
  • What is the circular economy and how can we tap into that?
  • How does my business access the support?

To find out more go to their website: http://www.bbp.org.au/ 

What is the Small Business Funding Guide and how can it help my business to access much needed capital injection?

Small Biz Matters – a half hour program each week where you can work ON your business rather than IN it.
with Alexi Boyd from Boyd Office Management Services
Date: 29 October 2019

Back in July, I interviewed Kate Carnell, Lielette Calleja, Director of All That Counts and Peter Langham, CEO of Scottish Pacific who collectively launched the new Business Funding Guide. It was refreshing to see industry heavyweights Scottish Pacific using their data collected from years of small business reporting for the power of good. When the office of the Australian Small Business and Family Enterprise Ombudsman noticed a trend they decided to work with Scottish Pacific to develop a framework to support small business in becoming financially fit.

It’s a great guide; assisting small business to understand the how, the why and the practical strategies to prepare for funding applications – no matter the funding you’re seeking.

So what is the Small Business Funding Guide and how can it help my business to access much needed capital injection?

Today we bring together three experts in their fields to help you the small business owner to understand what a guide like this one can do to educate you about being financially fit, the different types of small business funding out there and what it can do to really grow your business.

Lielette Calleja from All That Counts is a seasoned finance professional and accounting advisor who knows at the front line what it’s like to see business rise and fall. David Rose is here from Scottish PAcific to tell us about how and why the guide came about and we also welcome Harry Grewal, the co-founder of Hiller’s Transport to share with our listeners the journey he’s been on as a hugely successful small business owner.

Welcome to the show Harry, Lielette & David.

Topics we’ll be covering:

• David, tell us about how this funding document came together and why you’ve partnered with Kate Carnell’s office to deliver this guide
  • About the Guide
  • Why Kate’s office?
  • What Scottish Pacific’s research into small business funding was telling you about the collective needs of small business?
  • Why partner with business advisors to get this message out?

• Lielette, you often ride the waves with small business owners and can see first hand what a lack of funding expertise and access to capital can do to
  • In practical terms, what does it mean for a business to be financially fit?
  • How do you as the business advisor deliver this guide?
  • In your opinion what can this guide deliver to the typical small business owner

• Harry, tell us about your small business journey and what a guide like this would have meant to your business as you were growing
  • Did you always consider yourself to be financially fit?
  • What’s the best advice you can give a small business growing too fast?
  • What’s the biggest mistake you made when in a growth phase?

• All
  • When is the best time to seek funding?
  • When should you NOT be seeking funding?
  • Why is it important to be mindful of your mental health fitness in this process?

To find out more go to their websites: https://www.asbfeo.gov.au/resources/business-funding-guide

BIOS:

David Rose is a senior member of Scottish Pacific’s executive team. Since arriving in Australia from London, David has more than 25 years of experience in the Australian financial services sector and has held senior management roles with Commonwealth Bank Group (CBA), National Australia Bank and PricewaterhouseCoopers.  

Prior to joining Scottish Pacific in November 2016, David was Head of Finance for the Technology and Operations Division of CBA and before that was CFO for Bankwest Retail during their national expansion. 

David holds a Bachelor of Science from Manchester University in the UK and is a qualified ACA and member of Chartered Accountants England and Wales.

Lielette Calleja is the 2019 Accountants Daily Editor's Choice Winner & a Small Business Accounting Advisor with All That Counts.

A real Australian Small Business Success Story with a voice that is a fierce advocate. We welcome Tom Griffin, founder of Emma & Tom’s.

Small Biz Matters – a half hour program each week where you can work ON your business rather than IN it.
with Alexi Boyd from Boyd Office Management Services
Date: 22 October 2019

What better way to support small business month than to actually listen to the triumphs, failures and the journey from one of Australia’s success stories in the food & beverage industry.

Tom Griffith is not only the founder of one of Emma & Toms Foods (an all-Australian success story supporting Australian fruit, vegetable and botanical producers and use their products as often as they can) but also a fiercely outspoken advocate for all small businesses out there. He’s got power in his legacy of a great Australian company and a voice for small business we all need to hear.

Welcome to the show Tom.

Topics we’ll be covering:

Tell us about your small business journey and why you’re passionate about supporting and speaking for small business?

Who are the experts and tools you surround yourself with as you grow?

• What cash flow is tight how do you choose between the best

Advice on having with integrity

• Longevity of supply relationships
• Paying over award
• Behaving with integrity

What would you like to see Federal and State Government do to support small business better?

• Concessions around small business
• Paying taxes through our nose, no recognition through the stock market
• Capital gains concession are very successful to drive business growth in UK – why isn’t that being considered?
• Better consultation with businesses on the ground – what does that look lie?
• Supporting the sectors rather than individual businesses

Let’s talk about your sector of food & beverage and an example of where Govt supports small business…. And it backfires?

• Return and earn – what’s the impact on small business?
  • new product, new batch, new bar codes, new packaging
  • The whole system isn’t transparent
  • Who earns it the 10c and where does it go??
  • The reality this is a good example of where small business 90 days is bankrolling large business

To find out more go to their website: https://emmaandtom.com/

What could hiring a remote worker mean for your business growth?

Small Biz Matters – a half hour program each week where you can work ON your business rather than IN it.
with Alexi Boyd from Boyd Office Management Services
Date: 15 October 2019

So what is a remote worker and how do you as a small business owner tap into the wealth of talent right here in Australia? The NBN is being rolled out across more and more remote communities, and with this brings opportunity for talented, highly skilled workforce to tap into the so-called shortage in the Australian small business community.

There’s a matchmaker in all of this and her name is Jo Palmer… For those who don’t know about Jo Palmer, she’s the Founder of pointer Remote Roles and a rural powerhouse who’s passionate about remote developing a relationship between the city and bush through onshoring (a word she’ll explain later).

Welcome to the show Jo.

Firstly can I congratulate you for being awarded the Australian National Rural Women’s Award - a title well deserved!

Topics we’ll be covering:

• Tell us about your experience which led you to love the bush and the power of remote working
  • What is it like to work really remotely; is it lonely? Quiet? Inspiring? Tough? Is it harder being so far away?
• Aside from the financial benefits why is it important for professionals in rural areas to stay connected with work?
  • Technical understanding needs to evolve
  • Remaining connected with professional development requirements
  • Maintaining relationships and skillsets
• As a champion of connecting remote professionals with companies based in the major cities; how do you change the mindset that its all too hard to hire remotely? What are the main mindset changes you need to change?
  • THE MYTHS:
    • What are the typical barriers you face - technical misunderstanding, connectivity, education
    • The timezone differences are really going to affect my ability to communicate with my team.
  • THE SOLUTIONS
    • The reality of NBN improvements
    • Increased flexibility for both parties
    • A lot of online certification platforms to stay in the game
  • What are the advantages of working with a remote worker for the employer?
    • Regional understanding/Geodiversity
    • Lower costs for the out of city location
    • Statistically lower staff turnover
    • Accessing a different pool of talent
    • Lower commuting times = higher productivity & happier employees
  • What are the advantages to their community?
    • Stimulating the local economy
    • Improved mental health for the worker and their family
    • Contributing to the drought-proofing of the economy
  • Being a remote worker may Assisting those who may be remotely working due to physical impairments - is it the same process to pair them up with an employer?
    • What environmental/infrastructure changes affect your ability to reach the right workers out in the community?
      • Drought/NBN/floods

To find out more go to their website: https://www.pointerremoteroles.com.au/

How technology enables human empowerment

Small Biz Matters – a half hour program each week where you can work ON your business rather than IN it.
with Alexi Boyd from Boyd Office Management Services
Date: 8 October 2019

Generally when presenting and someone combines the terms artificial intelligence and jobs into one sentence (particularly in certain sectors) people run for the exits. For years and across numerous industries we’ve associated AI with robots taking our jobs, downsizing staff numbers and general misery to small business. And for some people, Terminator.

But over the last few years the fear has turned into curiosity and now, excitement. Hope that for most of us and our businesses technology might actually support, enable and ramp up the efficiency in our business to help us get back to what we love.

Today’s guest is Jeremy Biggs; an expert in Intelligent Process Automation & Customer Relationship Management (CRM). And we’re going to learn how to make AI and tech our friend to enable and empower us as humans, not simply take over.

Welcome to the show Jeremy.

Topics we’ll be covering:

Empowering humans, helping humanity with technology enablement - what we see in the world already:

• Common examples on how Technology already helps you be more productive with your time
  • Technology enablement for health
    • Fitbits and step-counters
    • Future enablement through body sensors: Example Advanced health sensors Ketogenics– burning fats instead of sugars – knowing when your body is doing what & switching between the two. This goes into everything from hydration to the correct balance of nutrients for optimal living.
    • I also think that this ties into technology enabled shopping - Using Google/Alexa to create shopping lists that automatically ship groceries to your door means that we will shop on purpose.
    • Not so far off future will be fridges ordering the best food to meet your specific nutrition.
  • IN the workplace we already have tons of technology enablement that helps us do more with less. The Simplest example would be to Access to email and digital workplaces:
    • Work remotely, from home or anywhere - this means less travel time to (Sales reps example)
    • Significant benefit to environment (less paper = less trees used)
    • More time to spend with Family & doing the things we love
    • Addresses a big issue in Australia around skills shortage

Technology for efficiency & building happy teams, the age of in individual

• Empower people with tools and systems at the lowest common denominator, understand the pain points and scale up to management.
• The priority for businesses is to enable people with systems and tools that help to save time and drive more value for the company. This is not done by the carrot and stick method - but rather one of empowerment so that an individual enjoys a happier work environment and the financial rewards for the business are a by-product of positive business culture. TEAM PERSONAL GROWTH & ACHIEVEMENTS = COMPANY GROWTH
• Help staff achieve personal goals - technology enables advanced remote learning, time freed from work hours invested into development.
• Avril Henry - If individuals aligned with a business culture - then they are more likely to grow (Keynote last quarter)
• Example of a Sales Rep - using tech to capture all data onsite (note: voice to text for data capture)
• 80 / 20 RULE - The minority of work delivers 80% off the output - we can use AI and advanced technology to assist with the mundane.

The future: how technology enablement enables human potential for your business

• At the core - Data is the new Gold for business, Put your customer in the centre! You need to aggregate everything into a central core of information. No matter what your industry the future of the world is moving more and more to a global economy. For you to leverage this opportunity you will need to be able to connect into multiple systems that will help take you to a larger audience
• Unique client information is another critical step when investing into innovation. As an example if you run a plumbing business and recorded all the houses with tree root problems for a period of time then you can do predictive sales calls on houses that are likely to require roots to be cleared out in the future. Secondly, you can also leverage this data in a Joint Venture with an Arborist to manage tree growth.
• Acquisitions historically are driven by the Net Profit multiple, but when you consider that the purchaser is looking for a future value return on investment the Data layer and access to a larger market becomes more of a priority and can increase the business valuation.
• Connecting to international markets = all data led. Ultimately I see a future where we are connected to a more global market that will help the redistribution of wealth in the world.

Barriers to technology adoption

• Cash - businesses should be investing 20% of Net Profit into innovation
  • Government programs (R&D, EMDG, EP Program etc…)
  • More cash from efficient operations driven by innovation
• Skills shortage - another reason to leverage technology
  • Unemployment rate currently at 5.2% - could drop towards 4%
  • International talent

Practical tips

• Setup a CRM - automate customer data capture, emails, texts, calls, onsite images, videos… (Really cost effective Core data repository)
• Schedule recurring tasksS to stay ontop of important dates (Birthdays)
• Go digital - change to paperless (use CRM data to populate forms & contracts, use digital signature)
• Build a Key Performance dashboard - customer insights, days to complete work
• Net Promoter Score: Internal & External - make this public (Google reviews)

Efficient use of using technology & down time! (A good and bad side)

• The challenge is that we are fixed in a connected world with the average household now having over 18+ internet connected devices. This number is likely to grow.
• Impact of technology on sleep cycles
• Impact to kids - ipad, antisocial behavior
• Bottom line: we should technology to empower ourselves and others to our best potential but always remember to take time away to connect with family, friends and enjoy life.

Alexi Extra questions:

1. What do you see happening at government level to enable innovation, are businesses embracing the tools available?
2. What are some of the other barriers to technology adoption?
3. Outside What are some of the other priorities from small business?
   1. Where would you say technology adoption and innovation rank?

To find out more go to their website: https://karroo.com.au/

Mental Health Awareness - How to pick yourself and dust yourself off in the bad times

Small Biz Matters – a half hour program each week where you can work ON your business rather than IN it.
with Alexi Boyd from Boyd Office Management Services
Date: 1 October 2019

Small business can be an incredible ride: exhilarating, rewarding, fulfilling, exhausting, challenging, and sometimes depressing. How do you ride the highs and lows without completely burning out?

October is both Small Business and Mental Health month and today we’re combining both of these to bring you a very special program to give you, the small business owner, some strategies and support when you’re going through tough times.

In the studio we welcome Tim Hoopmann, Founder of Spinn Business Solutions & Beyond Blue Speaker & Patrice O’Brien, General Manager Workplace, Partnerships & Engagement for Beyond Blue. They are going to share where you can get help and what to do if you’re in a position to help other small business owners.

There are some great resources produced by the team at Beyond Blue and Tim, our regular guest on mental health for small business will share his own experiences and how he’s supported others.

Welcome to the show Tim & Patrice.

Topics we’ll be covering:

• Why is Beyond Blue looking to support mental health for small business?
  • Info about broadly why Beyond Blue feels this is an aspect of mental health which needs attention
• Why are small business owners developing a high level of psychological distress?
  • The current pressures of being a small business owner in Australia currently
  • What are the trends behind this and why is it rising?
• Why target small business advisors?
  • What are some of the signs advisers should look out for?
  • What are some things business advisors can do?
• What are some things small business owners can do to improve their mental health?
  • What are the signs you might be under stress - at home or at work
  • Tips on how you can know learn and understand your triggers
  • How to seek help and where to go (leading into the below point)
• Tell us about the Beyond Blu e's Free Mental Health Guide for Small Business Advisors
  • About the Small Business Campaign

How to use it as an advisor

To find out more go to their website: https://www.headsup.org.au/healthy-workplaces/for-small-businesses

Also see Ahead for Business - https://aheadforbusiness.org.au/.  This is a great website/app which has been developed by a NSW mental health organisation called Everymind.  It is a great complement to the new Beyond Blue guide for advisors

Bios:

Tim Hoopmann – Founder of Spinn Business Solutions                                                  

Tim Hoopmann has owned and operated a bookkeeping practice specialising in cloud services for over 10 years. He transformed his business from a desktop and paper based practice to a cloud bookkeeping practice, 100% online and paperless with streamlined and automated processes.                                                             

Tim utilised technology to change the way he serviced his customers by moving them online and streamlining their bookkeeping and finance. Showing them how to take back control and sit in the drivers seat of their business thus allowing them the freedom to focus on key revenue generating areas of their business instead of being buried in day to day processes.                                       

Tim is passionate about helping businesses make the transition to being fully automated and cloud based though enabling the power of todays technology. This will allow for greater freedom and the ability to enjoy a powerful work/life balance.

Tim is a speaker for beyondblue helping to increase the community’s understanding about mental health. He knows the importance of mentally healthy workplaces and shares his experience in how to create an environment that values mental health.
               

Patrice O’Brien, General Manager Workplace, Partnerships and Engagement

The General Manager Workplace, Partnerships & Engagement is the executive leader of both beyondblue's Workplace program and Partnerships & Community Engagement program. The Workplace program aims to create mentally healthy workplaces across Australia by reducing the stigma associated with mental health issues, improving business leaders' capacity to create mentally healthy workplaces and providing information and resources to managers and frontline employees. The beyondblue Partnerships and Community Engagement Program focuses on promoting mental health in the Australian community through beyondblue’s corporate and community partners, events, and through beyondblue’s ambassadors, speakers and volunteers.

Why your Fitness, Health and Wellbeing should be part of your business growth

Small Biz Matters – a half hour program each week where you can work ON your business rather than IN it.
with Alexi Boyd from Boyd Office Management Services
Date: 24 September 2019

It’s the curse of the small business owner. We always leave ourselves till last when running a business. Our families, employees, clients and even the community are often at the forefront of our minds whilst our health and wellbeing languishes in the background. And yet we are told so many times in our lives that we can’t help others without first helping ourselves.

We all know we feel better when we exercise regularly and no one can possibly argue that physical fitness is directly linked to mental health and yet with so much focus around small business mental health at the moment are well really making that connection? What we need are practical targets (beyond counting steps) to meet those personal targets to get back into the swing of things?

David Bowman is a small business owner himself. He owns several Step Into Life businesses and was recently awarded the Step into Life State Ambassador of the year. He’s passionate about inspiring every individual in the local community to take responsibility for their own health and fitness and to be a role model for their family and circle of friends. He is passionate about helping small business owners feel healthy and well and today brings us his expertise and practical suggestions for being healthier, fitter and therefore happier small business owners.

Welcome to the show David.

Topics we’ll be covering:

• Why is it so important for we as small business owners to look after our own health, fitness and wellness when running a business
  • Link to mental health
  • Looking after yourself before others
• It’s not just about counting steps. What are your top tips for staying Fit and Well for small business owners?
  • Healthier Ways to look after your physical fitness during the working day
  • Regular Stretching, changing positions, avoiding remaining static when working
• What is a healthy level “regular” exercise for a typical small business owner outside of the office
  • Different ages, stages of life
  • What to do if you’re already feeling like it’s too late?
• How can a personal trainer help you to get back into good practice when it comes to your physical health and where do you start?

About David:

Hi there, my name is David Bowman, head trainer and owner at Step into Life Lindfield and Turramurra.

6 years ago, I decided to escape the corporate world. Being a little older than 30, my challenge was to find what could I do that was going to provide meaningful, rewarding work.

I’d had some success with weight loss, having started walking and then jogging in my mid 40’s. What I quickly realised was that, even as an older person, it was possible to train safely and get fit from a very low fitness base. I also became aware of how awesome it was to feel and look healthy again and the positive difference that the commitment to my health made to my overall outlook on life.

So, I made the decision to become a qualified personal trainer. Having delivered over 6000 sessions, what’s amazed and inspired me is the number of fantastic people who’ve joined our wonderful fitness community, the varied backgrounds they come from, the different ages of people I’ve trained the different challenges they’ve faced and overcome, and the many ways I’ve been able to help them improve their physical and mental health outcomes through tailoring fitness programs to help them achieve their fitness and health goals.

If you’d like to find out more, I’d love to hear from you. Perhaps you’d like to try our Free Fun Fitness Week, where you ease your way into your new fitness journey, try our different programs and see for yourself if our fitness community is a great fit for you.

To find out more go to their website:

http://www.stepintolife.com.au/locations/australia/NSW/lindfield

http://www.stepintolife.com.au/locations/australia/NSW/turramurra

Thinking of Selling your Business? You need to think ahead...

Small Biz Matters – a half hour program each week where you can work ON your business rather than IN it.
with Alexi Boyd from Boyd Office Management Services
Date: 10 September 2019

One aspect of running a small business we should but generally don’t think about is succession planning. We run our business on a day to day level; struggling to think ahead to our so-called 5 year plan (what’s a 5yr plan, I hear you ask). So the thought of thinking about the end is very much a foreign concept. But with a bit of strategic thinking and of course practical strategies we hope today’s show will help you understand the How To rather than the I’m Not Thinking About That Ever in this delicate small business topic.

Michael Kerr is a senior business development strategist,spending a career driving & delivering tangible change for start-ups, large & small corporations, by contributing expertise in business development, business relationship management, project management, commercial evaluation, financial analysis & strategic consulting.

Welcome to the show Michael.

Topics we’ll be covering:

• What is the outlook for SME owners selling or thinking of selling in the years ahead?
• Is Business Exit Planning all it’s cracked up to be? What difference does it make to your sale prospects? Can you sell without formal Business Exit Planning?
• An overview of the different ‘exit options’;
  • Selling with a broker, to
  • DIY, to
  • Selling to staff or competitors, to
  • Bringing in a business partner and exiting in stages
• Who is buying businesses? And why it is important to understand why they all have different reasons for buying and how you as a seller can use this to your advantage
• Is it a good time for employers to become employers by buying a business?
• How do potential business buyers find and buy the right business? Where do you find businesses to buy?

Further notes:

• The retirement plans of many baby-boomer business owners are at risk from relying on (1) a really outdated process and (2) their traditional, trusted advisors for selling SME's.
• Most owners will only ever sell one business - easy to understand why it often goes wrong
• The traditional Business Broking Approach (i.e. list, prepare (minimally only), advertise and wait) has been the default method for owners to sell
• Owners (and many trusted, traditional but out of date advisors) assume that this approach still works
• IT might for cafes, retail, hospitality etc businesses BUT not for the hundreds of thousands of other professional, scientific, technical, financial, insurance, IT, manufacturing, wholesale etc businesses
• The cost to owner’s of not getting out is both;
  • Time - wasted years (i.e. have to stay running the business and putting off post business life plans), and
  • Money - less or no retirement dollars
• For sale planning Owners need to switch their thinking from months to many years (easily 5 years)
• And, other than a straight sale Owners need to actively consider and understand alternative ‘exits’;
  • staff buy-outs (and vendor finance),
  • progressive sales (sell down over time),
  • partial sales (sell 1 part of multi-part business)
  • merger’s (1 + 1 = 3 maybe)
  • downsizing (scaling back)
  • employing a General Manager
• Owners need to be ready for unplanned approaches to merge, to sell

Issues

• Traditional, trusted advisors not necessarily who you need for a sale but often the default advisor
• Owner’s too busy running the business so ‘outsource’ and/or underinvest in what’s needed to sell well
• With near full employment and finance constraints who is buying?

Data

• 2m + small & medium enterprises (private businesses) comprised of;
  • 5-19 employees - 180K
  • 1-4 employees - 560K
  • 0 employees - 1.2M
• 70% owned by baby boomers (last of whom turned 50 recently)
• Many (up to 75% by one estimate) plan to sell in next 10 years
• PWC 2017;
  • 83% still don't have a succession plan
  • &0% of business transfers fail
• Biggest ‘business for sale’ listing site has only 20K advertised businesses – however a large percentage (over ⅔’s) are retail, hospitality, franchise - a small percentage of those businesses

Some ‘insider’ observations

• Many 0 employee businesses are saleable with preparation
• Many small businesses don’t have large profits BUT are still valuable and saleable
• Owner’s need to take more ownership of / role in the sale process
• Owner’s need to invest in good advice and preparation now for an ROI (comprising an increased prospect for selling, a higher price and a quicker sale timeframe)
• Owner’s and their advisors will get better outcomes by looking at their own business through the eyes of a buyer
• Every buyer, if they had to put in an offer based on the same information, would put a different value on any business
• Small business valuation more art than science
• The start-up culture (which BTW I think is great) combined with low start up costs does result in some wannabe business owners completely overlooking less glamorous existing businesses as an option for business ownership
• Owners and advisors completely underestimate how complex and emotionally taxing a business sale is
• Owners assume micro / small business sales are less complex than medium / bigger business sales - this is completely wrong
• Too many assume selling a business is like selling a house
• If I’m a business buyer there are many good opportunities - rather than look at the business for sale listing sites ring Owners directly - you’ll uncover many more good opportunities

To find out more go to their website: https://www.kerrcapital.com.au/