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Find Your Voice

Effective communication can make – or break – a leader.

Pat Anderson

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Effective communication with your own staff, with potential and existing customers is not just vaguely necessary….it is imperative! And it is imperative that you communicate confidently and effectively. These are the essential traits of a great leader!

Your appearance, your eye contact and your verbal communication are all aspects of ‘you’ as an entrepreneur, a business owner, that go a long way to contributing to your very success in your chosen field! Your appearance, how you dress, and how you carry yourself is a powerful advertisement to both your staff and your customers or clients.

That’s your first line in ‘walking your talk’, dressing both appropriately and professionally, silently conveys to your staff, and the people to whom you supply your products and services, that you take yourself and your business seriously! So, now that you have the recipe for ‘silent’ communication down to a fine art, let’s take a look at the skill necessary to impart your message verbally to all those you deal with, both in-house, and ‘out there’, in your chosen trade.

Stand up and speak

Standing up and speaking in front of an audience is a vital part of being both a leader and running a business. You need to communicate effectively, powerfully and with the confidence expected from somebody in charge, somebody who knows where he or she is going, and somebody who knows where they are taking their business.

There are many skills required in the various aspects to speaking or delivering presentations, and developing these skills will give you the edge to carry out your tasks and empower you with effective tools to market your business!

Getting started

To start off with, once you have gathered or researched all the information (content) for your speech or presentation, you will need to plan some time aside to prepare the order in which you will communicate the information to your audience.

  • Your talk needs an opening, a body, and a close, in other words, you need to firstly give your audience an idea of what you are going to speak about, then in the body of the speech, give them all the interesting details, and then, in the close, sum up what you have told them.
  • If you are going to speak with notes, write them out on relatively small hand size cards that you can refer to when necessary. Write your words out neatly and clearly, so that you can see them at a glance, and highlight any words or sentences that you regard as important or that may need emphasis
  • You must practice only referring to the cards when necessary. Familiarise yourself with the handling of the cards, read your speech through several times, or as many times as is necessary until you are comfortable with the layout of your information, and practice manoeuvring the cards from the front to the back as you speak.

The difference between an average presentation and a great one is in the delivery. prepare, prepare, prepare. And then practice, practice, practice!

Be prepared

As with most tasks, when talking to a few or more people, you need to be adequately prepared! Know your subject, and know that you know your subject; this will provide you with a necessary bit of confidence! While preparing the content of your talk, make sure that your facts are accurate, and that you have some interesting input that your audience will be interested to hear, something that they can remember, learn from, and take away with them!

Once you have your material ready in front of you, now you can really start to practice your talk. Now you have your material, you now need to work on your delivery, (this is the how of what you are going to say).

Take some time out, lock yourself away, and practice your speech out loud at least a dozen times over. The more you practice, the more confidence you will gain, and the better you will feel. The more effort you put into your preparation, the more impressive the result, so be sure to invest some time and effort here.

Once you have practiced your speech out loud, you need to add a bit of your own style to the talk… Add in a few pauses at appropriate places for effect, for example, after you have stated an interesting fact, simply pause for a few seconds to let your audience digest what you have just said… add in a bit of humour… humour breaks the ice, both for you (the speaker), and for your listeners… keep it clean, and appropriate to both the occasion, and your audience.

Setting the stage

Eye contact is hugely powerful, and a very effective way to connect with your audience. This takes a lot of practice; however, once you get it right, this skill will serve you enormously. Having eye contact with your listeners will convey both your confidence and your sincerity to them!

When members of a multitude of audiences were asked what the one most important quality of a speaker was, the answer was enthusiasm. Be enthusiastic, act enthusiastic while talking, be interesting and show some passion for your subject!

No matter how well prepared you are for your presentation it is perfectly natural to suffer from a bout of nerves! However, don’t think negative thoughts such as ‘I’m so nervous’. Remember that our bodies respond to our thoughts, so rather ‘up’ your positive self talk by saying to yourself, ‘I’m ready and confident to do this!’

If necessary, try some deep breathing exercises to calm you down, this always works for me. Inhale deeply through your nose, make a slow count to ten in your mind, and then exhale slowly and completely through your mouth. Do this exercise three or four times and you’ll feel yourself settling down a bit. Just before you get up to speak, have a few sips of water to remove dryness in your mouth.

Have a glass of water handy should you need it. Remember, when presenting to an audience, it is not about you, it’s about the audience. If you have done a great job of preparing and practicing your talk, and you are giving them great information, (some interesting stuff from which they are going to benefit), then you have succeeded in doing your bit!

Practice makes perfect

Remember how challenging it was the first time you attempted to drive a car? It does get easier with practice, and the more you practice and apply some effort, the more adept you will become at speaking in front of an audience. Put in the time, put in the effort, and know that in time, you will stand out amongst your peers with what will be regarded as a highly admirable skill!

Pat Anderson is a public speaking coach and the founder of Skyborne Motivation. With a background in sales, she is also a qualified life-coach, an accomplished Toastmaster, and an internationally certified Public Speaking Coach who offers courses for individuals and well as corporates. Visit www.skybornemotivation.com or email pat@skybornemotivation.com for more information.

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Leading

What’s Your Number? How To Unpack Company Valuations

Business is booming. Investors want in. But how do you put a price on the value of the company you have built with your own hands?

Louw Barnardt

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Company valuations is such a hazy part of the scale-up journey of a private company. Putting a price tag on a business is both art and science. At the end of the day, the number that makes the headlines (if ever disclosed) will be where willing buyer and willing seller meet.

But how do you , as business owner,  go about setting your asking price? Before approaching investors, it’s a good exercise to determine your own valuation range for the business. Choosing the right valuation method is the first big question. The answer has many parts to it, but the most important driver is the stage of the business.

Let’s look at some of the most commonly accepted valuation methods in our market:

Earnings Multiple

Applicable stage: Established, profitable companies

Listed companies, institutional players and private equity investors normally invest in a company for its cash flow profit that can contribute to their portfolio income. More often than not, companies will be valued based on their current earnings (bottom line profit after tax).

This method can only be used for companies that consistently make a profit. A multiplier will be chosen based on the company’s perceived risk. Younger, more risky businesses will likely have lower multipliers (as low as 3 and 4) and high growth, well established, lower risk companies will get higher multipliers (8-15).

Sometimes small adjustments are made to current year earnings (like non-standard, non-repeating income statement items) after which the valuation is set at Earnings times multiplier equals company valuation.

Related: 7 Factors That Influence Start-up Valuations

Discounted Cash Flow (DCF)

Applicable stage: Post-revenue start-ups, growth companies and established businesses

The most commonly used method in practice, the DCF method argues that a company’s value is determined by the future cash flows that it will yield to investors.

The starting point is creating a five to ten year cash flow forecast for the business. This is no small feat. In order to create a full financial model – income statement, balance sheet and cash flow statement – for the next decade requires a lot of work, both from a strategic and technical perspective.

Investors love this model because if forces the owners to put a clear strategy and expansion plan for their business into numbers. It will include dozens if not hundreds of assumptions – all of which can be scrutinised for reasonability. The result of financial model will be five to ten years’ worth of projected cash flows. These amounts are then discounted to present value at a discount rate that reflects the company’s risk and expected cost of capital.

The sum of the discounted future cash flows plus a terminal value (that represents the value after the five or ten year period of the model) then represents the valuation of the company after some final small adjustments for things like existing debt in the business.

Revenue Multiples

A revenue multiple valuation approach is focused on the market for similar businesses and is underpinned by your company’s current turnover. It seeks out the sales price of other similar companies in the country or worldwide, adjusted for size, stage and market differences.

A company that sold for R100 million at a turnover of R50 million would have a two times revenue multiple (valuation/revenue). If the average revenue multiple for similar companies is in a certain range, this multiple is then slightly adjusted and applied to your business.

If the average sale in your industry has been two times revenue but you are growing much faster than the average with a better competitive advantage, you can argue that two and a half times revenue is a more applicable number for your business. Revenue multiples are often used as a reasonability check in the market for the current asking price.

Related: Why Start-ups Like Uber Stumble When They Scale

Other methods

Most established companies are valued using one or a combination of more than one of the above three methods. At start-up stage, there are a number of other methods like Cost to Replicate or the Scorecard Method that early stage investors look to. When a company is simply in too early stage to practically value it, seed stage investors would also consider SAFE Agreements (Simple Agreement for Future Equity) – an instrument that determines that the percentage of the company the investors are buying with their investment. This is only determined when the Series A round is raised at a future date and under certain conditions, generally at a discount to the price the series A investors are paying.

Company valuations are complex. Many of the above technical factors play a role. A lot of it also comes down to the salesmanship of the owners and the negotiating capabilities of the parties. In ‘How Yoco Successfully Secured Capital And The Importance Of A Pitch’, the Yoco team speak about the importance of the right approach in their recent R248 million fundraising

Don’t go into this process without seeking some kind of expert advice. The price of the wrong valuation is simply too high. Make your numbers and your arguments bulletproof and you will be on your way to defending a strong and exciting valuation for your next raise!

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Leading

3 Keys To A Vision Others Can Own

Trying to get others to buy into a vision that is all about you getting more money is not going to excite people.

Zech Newman

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I get really excited about my dreams. Over the years, as I have led my team, I have realised that they aren’t as excited about my dreams as I am. I own two restaurants and employ minimum wage employees. In the early years of owning my restaurants, turnover killed me. I used to fight for them to have the same passion for my goals and dreams as I had and as a result I had extremely high turnover. Confused and frustrated, I knew I needed to change the way I was leading a team.

A few little changes have created a committed team and extremely low turnover. If you don’t have a passionate, committed long-term team, check these simple vision casting strategies.

Deeper Vision

Often our vision that we cast is shallow and self-serving. A vision that is all about you getting more money is not going to excite people. Take some time to uncover what you are trying to accomplish. When you can cast a vision beyond your selfish desires, others can sink their teeth into the vision. For my company, I wanted to raise up leaders to change the community.

My focus changed to my crew and they could feel the shift in perspective, which also helped me to earn a bi-product of more money, my original desire.

Related: 30 Top Influential SA Business Leaders

Their Vision

Our deeper vision helps us keep and build a team, but it’s still our vision. We need to really understand the goals and dreams of our team to find untapped potential and loyalty. No one will ever care as much about our vision as us because it’s ours. The more focused you get about helping your team and their wants and desires, the more they will care about yours. In my restaurant I had a young lady who wanted to be a teacher. I thought about what it takes to be a great teacher and how I could help her toward that. Find out what they care about and dig deeper to see what is behind that desire.

Marry the Two

If you have a team running around caring only about their vision they may be loyal and passionate, however, they will not be united in one direction. Magic happens when we combine our vision and their vision. At the points of intersection, our interests and theirs are united to accomplish more. I want to encourage leaders who can change the community.

Related: Business Leadership – Learn How To Embrace Change

As for the employee I mentioned above who desired to be a teacher, I trained her toward being a better teacher so that she could raise up young leaders to change the community. Now she is one of my top supervisors and teaches many other crew members. She will be an awesome teacher someday, but in the meantime, she is a valuable team member.

Caring for a team and helping them see how your vision and their vision can help each other will change everything. Growing people is the business no matter what business we are in. Care for others and they will care for you. Care only for your own wants and you will never get the most out of your team. Find a deeper vision, figure out your teams’ vision, and combine the two and your business will transform.

This article was originally posted here on Entrepreneur.com.

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Leading

3 Signs You Are Your Own Worst Business Enemy

It’s hard to be objective about ourselves but if we really pay attention our colleagues will reflect how we are perceived and what it means for the business.

John Boitnott

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Sometimes, it’s hard to get out of your own way.

Entrepreneurs and business owners have to keep all the trains running on time, as well as figure out the next place they’d like those trains to go, metaphorically speaking. It’s a huge, complex job. So it shouldn’t be a surprise to realise that in many cases, the problem behind an underperforming company is the boss.

How do you know when it really is “just you,” though? We human beings have a notoriously difficult time being objective about our own behaviour and choices.

So, try looking for the following signs in the people and circumstances around you.

1. Your employees seem unusually tense or flat lately

Has the camaraderie vanished? Is the workplace one big collection of really bad moods, most of the time?

Of course, the boss’s mood can infect the entire office. As the leader of your team, you set the example and the atmosphere, and your employees follow your lead.

Getting along with others, both inside and outside your company, is imperative for success. If your employees and customers sense a negative change, then it’s worth examining your behaviour. These signs could be symptoms that you’re becoming a toxic boss.

To address this, first make sure you’re acting with integrity and in accordance with your personal values. Next, make an effort to demonstrate empathy with your employees. You don’t have to agree with every single point they make to do this. Respect their boundaries and try to see the issue from their perspective.

Finally, make sure you listen deeply. Employers who simply command and demand compliance find themselves stuck with the “toxic” label all too quickly. Instead, be curious about your employees’ perspectives and problems. Ask open-ended questions to get them to tell you more, and listen to what they say.

2. You feel deeply frustrated with your employees

employee

Are you feeling unusually impatient around new workers? Do you find yourself snapping at experienced workers over small annoyances or accidents?

If so, there could be some deeper issues at play.

Insisting on perfection, or even just on competence in an unreasonable amount of time can eventually sour your entire workforce and drive away valuable employees. You’ll have a hard time attracting and retaining talent if you create an awkward, uncomfortable or outright hostile environment.

Instead, try practicing a “talk-down” method on yourself. When you feel your impatience or annoyance growing, mentally talk yourself down from these emotions to a state of greater calm. Here are some questions to ask yourself:

  • On a scale of one to 100, how bad is this, really?
  • What’s the worst that can happen here, realistically speaking?
  • If that happened, how would we respond?
  • Is this more important than my relationship with my employees? Or my reputation?

In most cases, reflecting on these questions helps you keep small issues in check. You’ll also want to give some thought, however, to whether there’s a bigger issue just beneath the surface. Using smaller problems as a diversion from the bigger ones provides an effective distraction from tackling life’s larger challenges, but doesn’t do much to help us solve underlying issues.

3. Minor projects are infinitely refined and “perfected” but your company hasn’t come up with a strong new idea in ages

One of the most common ways entrepreneurs become their own worst enemies is by focusing too heavily on things that don’t deserve so much attention. For whatever reason – be it fear of failure, fear of success, or something else altogether – people fall into the habit of spending too much time perfecting existing projects when they should be thinking about what’s next.

Not giving yourself enough time to create and innovate is one of the biggest ways to become your own worst business enemy. Your primary job as the business owner is to create that overarching vision for your company, and then work with your team to figure out how to achieve that vision. If you’re not even allowing yourself the time to do so, you’re fighting an uphill battle without reinforcements. After all, no one else can really do this kind of work for you.

To combat this tendency, try keeping a log of your time for two weeks. Track your time in fifteen minute increments to help figure out where you’re spending the majority of your attention and energy. Then carve out uninterrupted “CEO time,” and schedule it as if it’s a firm appointment you cannot reschedule or miss. Give yourself at least three hours a week to work on new ideas for your company.

Takeaways

It’s hard to be objective about our own behaviour and surroundings. Instead, use your colleagues, employees, and environment as a mirror to reflect back to you the reality of how you are perceived and the ways that perception is impacting your business. Then take the appropriate action to mitigate those challenges.

This article was originally posted here on Entrepreneur.com.

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