Summary 30 minute presentation to small businesses and start ups re key factors in growing a business It was based on an article - Finding Unicorns, and How to build a $1B business, in two easy steps. https://www.linkedin.com/pulse/finding-unicorns-how-build-1billion-business-two-easy-jason-dunstone?trk=mp-reader-card

1. How to build a business
(In two easy steps)
Jason Dunstone - Founder + MD Square Holes
Twitter / LinkedIn @jasondunstone

2. Shoshin ( )
"In the beginner's mind there are
many possibilities, in the
expert's mind there are few."
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3. “On a state by state basis, NSW and
Victoria remain the most resilient in terms
of business conditions, while conditions in
WA and SA remain negative.” NAB 3

4. “The Online Shopping industry is in
the growth stage of its life cycle. Over
the 10 years through 2020-21, industry
value added is expected to increase
by an annualised 10.2%, compared
with real GDP growth of 2.6%
annualised over the same period. This
suggests that the industry is growing
at a significantly faster rate than the
Australian economy.” IBISWorld
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5. 5

6. 6

7. After decades of consumer research and
helping businesses big and small to grow, I
have discovered the secret.
The two steps to building a business …
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8. 1. You will need a product (or service) a
sufficient number need or want.
2. You will need to sell a sufficient dollar
value of product (or service) profitably
8

9. Step 1: The product
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10. Value
Product
Quality clarity
Brand reputation
Customer experience
Overall value
Price and bundling
A good product clearly articulates its value
10

11. Step 2: Selling the product
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12. Relationships
Sales
Brand visibility
Value demonstration
Overall relationships
Lead conversion
Customer advocacy
Selling is about good relationships
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13. Visibility
Demonstration
Usage
Advocacy
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14. 14

15. 15

16. 4
Growth
Innovation
2 3
5
Improved products / services
Tribe / community building
New ways to convert sales
Self-selling product
Broader context / trend understanding
1
4
5
2
1
3
Innovation is about growth
Sales Product
16

17. 5
Does your product sell itself?
Freemium models
Referral programs
Repeat purchase
Review sites
NPS scores
Innovation
Sales Product
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18. 4
Do you have a ‘tribe’ willing to back you?
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19. So, where are your priorities?
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20. Value
Growth
Relationships
Innovation
Sales Product
Brand visibility
Value demonstration
Overall relationships
Improved products / services (3)
Tribe / community building (4)
New ways to convert sales (2)
Quality clarity
Brand reputation
Customer experience
Overall value
Price and bundling
Self-selling product (5)
Broader context / trend understanding (1)
Lead conversion
Customer advocacy
Maximum 150
Total:
Insert score into each circle (and star) out
of 10 as to how you believe your business
is performing. Sum 5 numbers and insert
into associated small square. Sum three
small squares into large yellow square.
2 3
5
1
4
1800 038 257 squareholes.com

21. How to use market research
to build a business
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22. Value
Growth
Relationships
Brand / media health
Comms dev + testing
Customer need studies
New product development research
Product + sales innovation
Path to purchase mapping
Product dev + testing
Reputation audit
User experience mapping
‘Value’ mapping
Choice modelling
Customer innovation studies
Primary and secondary research
Sales conversion studies
NPS modelling
Market research insight tools…
Ethnography
Semiotics
Focus groups
Surveys
Data and analytics
Market analysis
Problem solving
Evidence based stories
Demand modelling
Financial modelling
Innovation
Sales Product

23. 1.Problem
2.Insight3.Ideas
4.Agility
How
to grow a
business
Grow reputation
Grow revenue + profit
“It’s tough!”
Market
research
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24. Fail fast - and move on.
Learn quickly - and evolve.
AgilityA
D
C
B
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25. Thank you :-)
0411 421 722
1800 038 257
www.squareholes.com
www.twitter.com/jasondunstone
www.linkedin.com/jasondunstone
jason@squareholes.com
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