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Business owners: 3 proven steps for setting achievable goals
Andrew Stubbs • Jun 17, 2018

A: "My goal is for my business to win more new clients."

B: "My goal is for my business to take on 12 new clients by June 30 th next year."


Which of the above goals is more likely to be achieved?                        

If you chose B, you'd be right. It shows serious intent about achieving a goal by placing numbers and dates on it. If you chose A – well, hopefully by the end of this article you will have changed your mind.

So, what are the goals for your business in the next 30, 90, 365 days? And how can you go about setting goals that are more likely to be achieved?

With the turn of the year or during a slower period in business, it's a good idea to take stock of where you are now, recalibrate, and set new goals for where you want to be.

But whether you actually achieve those goals will depend largely on whether you are doing three things that many business owners are not currently doing…

If you're not following the three guidelines revealed below, your so-called 'goals' may simply be a collection of wishes.

The difference between wishes and goals

Non-specific goals that are not written down and cannot be broken down into definite actions are essentially wishes.

Wishes are fine – for children. They can be wild and wacky, unbound by logic. But they should occupy no space in the minds of business owners. It's no use saying:

"I wish my business could achieve a million-dollar turnover."

"I wish my business had more competent sales staff."

"I wish my business had fewer competitors."

If you haven't set proper goals, you are pinning your hopes on wishes. You can't plan your business around them. You can't commit to them.

When asked what their goals are, almost everyone will say "I want to be happy, healthy, and prosperous." This is fine and sounds good on a New Year's greeting card - but they are general wishes rather than actual goals.

Similarly, almost all businesses want to either increase revenue or reduce costs; or both. These are not goals either. They are just business realities.

Well-considered goals should be the basis of every business plan. They create the foundation of your work activities over the coming days, weeks, and months. They are what spur the necessary actions. They should shape your daily activities and provide the direction for where your business is heading.

You commit to making them happen and this commitment needs to be taken seriously.

Shape your goals correctly and all this is possible. By committing to doing the three things outlined below, you will start creating actionable, achievable goals that help your business to thrive…

  1. Create S.M.A.R.T. goals

There is a lot of information out there on goal setting. You can go and try to read it all or you can cut to the chase.

Make SMART goals : that's not just a convenient or clever name. It's a really simple acronym to remember and apply every time you create a goal.

It means the following:

  • S PECIFIC – your goal should be no longer than 15 words and be aimed at something very specific;
  • M EASURABLE – you must know when you've achieved your goal: that means you need to make it measurable by including numbers;
  • A CHIEVABLE – make sure that the goal can be achieved in the timeframe you set (see the final point);
  • R EALISTIC – make sure you have the right tools and resources to complete the goal;
  • T IMED – include actual dates rather than a timespan. With a date, you are more likely to commit and work towards that specific day and take the action necessary.

Simply by focusing on the above with every goal you set, they will be easier to commit to and to achieve.

But there are two other guidelines you should follow to really create perfect goals…

  1. Write each goal down

If you did a snap survey of the population and asked them what their written goals were, most would stare back blankly at you. Around one percent might be able to show you a set of written goals.

With business owners, they might pull out a business plan…but unless that includes a set of goals that are clearly defined, specific, measurable, achievable, realistic, and timed, they are also falling short.

Those who write down their goals have over an 80 percent higher success rate of achieving them than those who don't.

In a much-referenced Harvard Business School study of MBA students in 1979, it was found that three percent of the class had both written goals and a plan. When they were resurveyed 10 years later, this three percent was making ten times more than the remaining 97 percent of the class!

The bottom line is that to be truly effective, goals must be written. Only then will you commit to the necessary actions.

  1. Focus on the activity – not the goal

If you're a rugby union player lining up a conversion kick after a try, is it best to focus on the scoreboard or the goalposts?

Ultimately, the goal is to win the match by getting the highest amount of points on the scoreboard. However, if you focus on that (the end goal) you'll miss the kick…and be less likely to achieve the end goal!

To achieve a goal, you need to focus your sights on the specific actions necessary to complete it. Only then will you kick the goals.

Now apply this to your own business: break each goal down until all that is left is the action required.

For instance, say it's the end of December now. If your main goal is to generate 10 new sales by 30th March, what does that mean in terms of activity?

When you consider the end goal, that may seem tough; a real challenge.

But start breaking it down:

  • How many proposals do you have to write to get 10 sales? 40?
  • How many sales meetings do you need to have to generate 40 proposals: 80?
  • How many calls do you need to make to set up 80 meetings: 240?
  • How many business days are there between now and the target goal date: 80?
  • How many calls do you need to make each business day to arrange meetings: 3?

The goal that once seemed so far off (10 new sales) now seems far more achievable because you know the precise daily action required to accomplish it: three calls to prospects per day is not scary at all. And you know that by taking this activity, you will reach your target.

See how this works?

Remember – without following the three guidelines above, your so-called 'goals' may be no more than wishes.

By setting real goals you have positive, purposeful, reachable signposts for the future of your business; rather than simply being reactive, you are in control of your own direction and destiny.

This is important stuff! Follow the steps outlined and you can make a big difference to your business in a relatively short space of time - if you are prepared to commit to the actions.

Why Your Business Needs to Invoice Using the New Peppol Network

By Andrew Stubbs • 05 Jun, 2022
Here's some good news if your business sends invoices to business or government customers. Peppol* is on its way. (That's Peppol, not Peppa .) Ever had this conversation in your business? You or one of your team: "Hello, I'm calling to follow up the invoice we emailed to you last month. It hasn't been paid yet." Customer: "Really? We didn't receive that invoice?" In addition to the time and expense of following up, the cash flow delays create stress for you and they hurt your business. Thankfully, the adoption of Peppol will solve this problem. What is Peppol? Peppol is an obscure acronym for Pan-European Public Procurement On-Line. What's more important than what it stands for, is what it enables. Peppol is an international 'eProcurement' framework for the electronic exchange of information. It creates a standard approach for governments and businesses to structure and exchange information such as invoices and other documents. What Peppol means for you and your business Peppol makes electronic ordering, invoicing and shipping between governments and private companies faster, simpler and more secure. This means your business will get paid faster when dealing with government and larger businesses. In 2019, Australia and New Zealand adopted this platform for e-invoicing which, when implemented, will make 'we never received your invoice' issues virtually impossible. The new e-invoicing system is more secure than email and provides many other benefits. Which countries are adopting Peppol? There are currently 40 OpenPeppol member countries: 32 countries in Europe plus Australia, New Zealand, USA, Canada, China, Japan, Mexico and Singapore. Each country has a Peppol authority. For example, in Australia that's the Australian Tax Office (ATO). Is Peppol already in use? Yes it is. For example, the SuperStream system in Australia-which many businesses are currently using to automate the payment of employee superannuation contributions-is based on the Peppol protocol. How does e-invoicing work? The system connects the accounting systems of all businesses and government departments via the secure Peppol network.  Suppliers generate sales invoices in their accounting systems which are sent to Peppol.

Company Director? Why You Need to Apply for Your DIN

By Andrew Stubbs • 04 May, 2022
If you're a director of an Australian company-or you plan to be-take 5 minutes now to read this article. All existing directors (and intending directors) of Australian companies need to be aware that the Australian Government has announced the introduction of a new mandatory Director Identification Number (DIN) system. (You'll notice the term director ID is also used for DIN.) This system is the initial step in the Modernising Business Registry (MBR) Program which has been established under the Treasury Laws Amendment Act which was legislated by the Australian Government in 2020. More information on the MBR program can be found here . What is the DIN system trying to achieve? The DIN aims to provide accountability and traceability of a director's relationships over time, across all companies and will provide information on a director's involvement in what may be repeated unlawful activity, including illegal phoenix activity. It should also solve the problem of false or fraudulent director identities. What are the key features? It is mandatory for all directors, foreign directors and alternate directors of Australian companies to hold a DIN. The DIN is a unique 15 digit number. The first 3 digits will be 036 which is the identifier for Australia. The last digit is a check digit to help with accuracy when quoting your DIN. Like your tax file number, you will only be issued with one DIN which you will hold for life - even if you cease acting as a director for any period. To obtain a DIN, you will need to prove your identity so you will not be able to hold multiple DINs. Other office holders (e.g. company secretaries) are not required to register. The director is responsible for updating the DIN records for any changes in personal information within 7 days of the change. The director must apply personally. The process cannot be completed by your accountant, lawyer, spouse or executive assistant. There are significant penalties for non-compliance. How do you apply for a DIN? Directors have 3 options for applying. You can apply online from 1 November 2021. To use this method, you must first establish your identity via myGovID (an app you download on your smart device which is different from myGov). Once set up, your myGovID will make accessing a wide range of government services easier. (It's not just for your DIN application). For information on how to set up a myGovID please go to https://www.mygovid.gov.au/set-up During the DIN application process, you will need additional information such as your tax file number (TFN) and your residential address as per ATO records. It would also be advisable to have other personal details such as bank account details, medicare card or a recent income tax assessment available in case these are required. You can also apply by phone ( 13 62 50 ). During the call, the operator will ask for the identity documents you would have used to obtain your myGovID (passport and driver licence) as well as the additional information listed above. These details will be confirmed with the records held on existing government databases and, assuming the details agree, your DIN will be issued. Or you can apply by mail, but this is not recommended because the process for doing this seems vague ("Write to us") which means you can probably expect a lengthy process of certifying documents and coping with the vagaries of the postal system. One of the other two methods would be a better choice. When will you need to apply for a DIN? Transitional arrangements will allow directors to become familiar with the new requirement. When you need to have a director ID will depend on when you were appointed as a director.

7 Best Practices for Setting Your Small Business on the Success Track

By Andrew Stubbs • 07 Apr, 2022
If you're a small business owner, you're always on the lookout for better ways to go about routine tasks to boost growth and underpin reliability. So, yes, you have the will; now, what are the ways? What are those consistent routines you can instill that will have the most benefits? This article looks at the top 6 things you can do to help your business thrive. We're going to cover finances, goals, marketing, technology and you ! So, let's take a look… 1. Your finances are a scorecard … and a predictor Boil it all down and dollars in the bank are the report card on the health of your business operations. Surprising then that so many people don't really pay much attention to how much they've earned, nor how much they're likely to earn. As much as it might feel like a chore, reviewing your sales and financial projections and then using them to ascertain if you need business financing is a discipline worth cultivating . If you suspect that your cash flow is precarious, you should be checking out your options today. First metric to check: your credit score. If it is too low, you need to take steps to shore it up. Next, check in with your bank or finance broker about what loans are available. 2. Goal setting, goal achieving, goal celebrating So, if you're using current and future dollars in the bank to keep score, the next thing is to do something about it. This is where goal setting comes in. If thoughtfully set and persistently pursued, goals help you orientate your willpower and your energy at each moment of the business day. This is the hidden power of goals: giving you a good sense of direction and a way to channel your instincts towards wise objectives. Constantly checking in with your goals makes them a benchmarking tool to keep your business pointed in the right direction. Yes, just having goals helps. Actually achieving a goal helps too, of course! 3. Increasing the impact of your marketing Marketing is not magic. It is not a mystery. It is not an art. However, many less-than-reputable marketers will try to claim that it is. They do so to gain wiggle room to pad their invoices and cover up their lack of skill. What this means is that it is easy to waste money on ineffective marketing. The good news is that there are many low-budget marketing strategies that actually work to help grow your brand and reputation. Scout around on the internet and choose one or two new tactics. Deploy them and test them. If they work, double down. If they don't, try something else. If you can't tell if they're working, also try something else. Social media is the obvious starting place for these low-stakes experiments and the old classics of LinkedIn, Facebook and Twitter are where to trial them. 4. Bringing your business up to date technologically The ability of modern productivity and project-management tools to give small players the same capabilities as the big boys simply cannot be ignored. Harness them properly and they'll let your small businesses operate with the same productivity as the titans of your sector. And, if your business is in the services sector, the increased controls that business technologies can yield also lets you be highly agile - that's something the big boys can't do. So, ask yourself: are you taking full advantage of what's out there? Don't worry, the answer to this question is always 'no' - the field is simply moving too fast for anyone to be able to take full advantage. However, if you have a realistic view of your needs, then you have a yardstick to help assess all the solutions out there. When you know what you need the technology to do, then you can wisely choose what hardware, software, platforms and techniques to introduce. 5. SEO has changed and it is going to change again Google - indeed all platforms offering broad search functions, from Youtube to Facebook - are constantly altering and optimising their algorithms. This, in turn, means SEO practice must constantly evolve to keep pace. So, if your SEO approach hasn't been overhauled in a few years, the time has come to give it some attention. Do a review of best practice and score how you cater to SEO in your online presences. Yet, because the underlying concept of SEO has not changed, the corrective actions you need to take may not be major. Then again, they might be! It is better to know unpleasant news sooner than outright bad news later. 6. Download the right new apps The remote work trend has gone mega and this means mobile productivity apps are very much of-the-moment. See, you can get a surprising amount done with just your phone and tablet. And apps are how it all happens … plus connectivity and a full battery, of course! Usually, apps are best for keeping an eye on things, boosting effectiveness on the "busy" tasks and enabling you to give your stamp of approval to work that needs your say-so to progress. In general, these are not value-adding tasks, just the value-neutral tasks that get in the way of the value-adding tasks. Now, there is no end of apps out there. So, as always, don't bother looking until you have some idea of what you need. 7. You are the ultimate business tool Health is the single most important aspect to consider for anyone running a business. It's the non-negotiable factor that governs everything else you are capable of. To adapt a quote from Arnold Schwarzenegger, being fit and healthy is "a status symbol. It reflects you worked hard for it; no money can buy it. You cannot borrow it, you cannot inherit it, you cannot steal it". This means that you must get enough sleep every night (most people need 7 hours or more). This means a healthy diet must become your preferred way of eating. This means that you should exercise every single day (except when sick). This means you must give your mind a rest too . Meditation isn't some mystic monkish thing, it's simply the practice of letting your thoughts come and go while you - the observer - stay peaceful and undisturbed by them. Think of it like this, meditating is mediating your mind. Take stock, choose wisely, make small steps in the right direction In this article, we've talked about some improvements you can make to what you're already doing. You don't have to do all of these at once. Start with the one that seems easiest and then stick with it to see if it works. Remember, it's not always about big changes. Often, you can make major improvements in outcome by making small changes to input. Doing the little things better. So take stock, choose wisely and be sure to make those small steps in the right direction for success today, tomorrow and the next day.
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