Blaise Brosnan presentation from DCEB Networking Event - 11th December 2013

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Change.Change.
It is never too late to
become what you
might have been
George Eliot.

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Bubbles ????

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Tulip

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“Hindsight is the
foresight of
a ???????”.

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“Be careful when others are
greedy and be greedy when
others are fearful”.
Warren Buffett.

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“History teaches us that
men and nations behave
wisely once they have
exhausted all other
alternatives”.

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Natural Process of Grief.Natural Process of Grief.
Denial.
Anger.
Bargaining.
Acceptance.

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Change stages.Change stages.
1. Divergence
All over the place
2. Convergence
Getting your head together
3. Emergence
New beginning

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We can't shape what we
don't understand and
what we don't
understand and use
ends up shaping us.

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Attitude.Attitude.
Your success =
( Inherited + acquired attributes)*
Attitude
Attitude is the big one.
If you change your attitude, which is
controlled by your mind, then you
change your life.

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Mathematics.Mathematics.
Hard Work (98%).
Knowledge (96%).
Attitude (100%).
Bullshit(103%)
Ass-kissing (118%)

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Caution.Caution.

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“The greatest threat is not
from our competitors, but
from our own success
making us lazy and afraid of
loosing”

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“ Some people make thing
happen, some watch while
others make things happen
and some wonder what
happened”.
Anonymous.

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Eagles don't flock.
Birds of prey.

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Challenge.Challenge.
“ If you do what
you've always
done, you will
have what you've
had”

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YourYour
BusinessBusiness
Inputs
Output

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Relative Performance.Relative Performance.

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Why do businesses fail?Why do businesses fail?
Poor management
NO CASH
Too high facilities costs
Over reliance on one customer
Inability to get paid
Incorrect pricing of work
Poor control procedures
Over-expansion
Poor Capital Structure
Inability to change with changed
circumstance

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Entrepreneurs are.Entrepreneurs are.
Clarity of purpose.
Confident.
Charismatic.
Focused.
Energy.
Impatient.
Assertive.
Smart at getting the planned output.

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“You must learn from the
mistakes of others. You
can't possibly live long
enough to make them all
yourself”.

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Stretch.Stretch.
“Ones mind, once stretched
by a new idea, never
regains its original
dimensions”
Oliver Wendell Holmes.

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Don’t put your head in theDon’t put your head in the
sand!sand!

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To Succeed you need:To Succeed you need:
Enthusiasm
Energy
Determination
IDEA
(Discipline)

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Noticing.Noticing.
“The range of what we think and do is
limited by what we fail to notice. Because
we fail to notice, what we fail to notice,
there is little we can do to change until we
notice how failing to notice shapes our
thoughts and deeds”.
R D Laing.

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Make your mark.Make your mark.
Find a hard
problem and
solve it.

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Value added contribution?Value added contribution?

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Environmental Changes?Environmental Changes?
"The stone age
didn't end
because they ran
out of stones."

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Feelings.Feelings.
Passion.
–Feelings
attached to
your
PROJECT.
Emotions.
–Feelings
attached
to my
EGO.
Important to be passionate but not emotional about your

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SuccessSuccess
1. Passion.
1. Do it for love and the money will
follow.
2. Work.
1. Output.
3. Be the best at your patch.
4. Push yourself beyond your
comfort zone.
1. Mothers were invented for this.
5. Focus.
6. Serve others.
1. You serve others with your value
proposition.
7. Ideas.
Listen, observe, challenge.
8. Persist through the CRAP.
C= Criticism.
R= Rejection.
A= Assholes.
P= Pressure.

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Stephen Covey.Stephen Covey.
(Seven habits of highly effective people)(Seven habits of highly effective people)
7. Sharpen the saw.

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Project Definition.Project Definition.
Who ?.
How.
Idea
Energy
Action
WHY --what function ?

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Message.Message.
Doing business without advertising /
promotion is like winking at a girl in the
dark, you know what you are doing, but no
one else does.

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Grow your business.Grow your business.
Move those on your Data base up the
loyalty Ladder.
Advocates
Clients
Customers
Prospects
Suspects

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SalesSales
It is a contact sport.
Pipeline.
– Like keeping fit, you know its good for you,
but are you prepared to put in the daily
routines?
Nibbling at it in a forward direction.
Prospecting is a daily nibbling exercise.

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Timid salesperson.Timid salesperson.
Will have
skinny

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Exercise.Exercise.
Identify someone in your circle whom you
think is very successful.
Write down 5 reasons why.
Look at yourself and score yourself under
each.
What is your score out of 50.

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Sequence.Sequence.
1. Thoughts.
2. Words.
3. Actions.

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We are creatures of Habit.We are creatures of Habit.
We are creatures of habit.
– 95% of our behaviours occur automatically.
– Only 5% are consciously taken.
Rituals.
– Specific actions at specific times until they
become a habit.
Unconscious reaction / action.
ivation is what gets you started. Habit is what keeps you go

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P-- probe.
A-- Analyse.
I -- Isolate.
R--Resolve.
Issues?Issues?

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Conventional Wisdom.Conventional Wisdom.
Theories make their way, seemingly
without question, from supposed experts
mouths to journalists ears to the public
mind. In short course they become
conventional wisdom.
The only problem is that they weren't true in the first
place.

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Conventional Wisdom.Conventional Wisdom.
More likely to develop if
– The issue is easily understood.
– Degree to which it impacts on our lives.

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Be careful.Be careful.
What most people know about
the economy and other such
items is what they are told by
announcers;
– which is mostly bull***t.

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Fear thrives now.Fear thrives now.
Possible terrorist attack (Mad cow) will get
a reaction quicker than death via heart
attack caused by eating fatty foods.
Risk = hazard + OUTRAGE.
– People under-react when HAZARD is high and
outrage low.
– People over-react when hazard is low but
OUTRAGE is high.

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Stop telling others about your problems.
20% don't care and the other 80% are glad
you have them

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Any Questions…Any Questions…