I am sure your business and sales will fluctuate with the seasons (and the British weather). Most of the creative clients I work rush through autumn, in a manic flurry of making and promoting for the pre-Christmas gift market, to then find spring slow; buyers and clients are less willing to spend money. It can be hard to be positive when sales are thin on the ground. However, this down-time is ideal for planning!
But the outlook isn’t bleak! No! This year you are focusing and streamlining and moving the business forward. Like many of my clients you are probably using this period as reviewing or thinking time. And my Creative Planning – Next Steps blog series can help guide you.
So, last time, in Taking Stock of Sales and Costs we looked at your Revenue Streams and Cost Structures and now, tax return behind you, you are on top of the financial side of your business! Let’s continue to review the other areas of your business. This post will now help you audit all of your business and develop action points. But do refer back to my last post if you need to.
If you have armed yourself once again with the Business Model Canvas, Post-it notes, pens and a cup of tea, I will take you through what to review and some action points for you below, step by step.
How to fix your business problems
You may have different groups of customers/buyers with different needs and relationships (more on the latter later). Some will be more or less profitable and price sensitive. Different segments may have differing distribution channels – where and how you sell. You may have distinct product or service offers for distinct groups e.g. private commissions vs. trade or retail.
Action point: Consider how you can cut back time, investment, and involvement on the less profitable and reach more profitable customers – you may need to put some customers or types of work on hold for now if they are not earning their keep. Plus, is there any way you can reduce your time and money on the profitable customers throughout all your activities without it being apparent?
This is where you offer something different that the customer wants, your unique mix of elements catering to meeting their needs. This can be price based, or speed/ease of service, or design – perhaps the originality (or breadth) of your creative process or finished piece(s), or the customer experience of your offer.
Action point: Is there a part of your offer that deep down you know isn’t quite good or original enough, or needs a refresh or update? Is there a new feature or innovation that you want to build in? Do you know if your customers would want this? Try honing your offer, but ensure through some research that it is actually desired and also doesn’t dilute the brand or confuse the customer!
Channels (of Distribution, Marketing, and Sales)
As mentioned before, this is how and where you sell your offer to your customers, clients and buyers. You may sell directly to the end customer through your own website, stall or shop, or you may do this indirectly through other retailers, online or offline, or wholesalers. You may also have individual clients.
Action point: Do you have too many channels, stockists, marketing bumpff or not enough? Is it all manageable or taking up too much of your time for not enough profit? Do you need to simplify, or to improve your efficiency with each one? Perhaps wind down your involvement with less profitable and lower commission channels if your sales and income aren’t great.
This is where and how you acquire new customers and retain existing ones, encouraging them to buy again (and again) from you. Some customers you will invest more time in because they are, or you hope they will become, more profitable such as a new bespoke or trade client or a new department store buyer. Depending on how you sell to each group of customers, you may need to offer different service levels to each.
Action point: Consider each group of (or individual, if bespoke) customer. How can you better manage your time with them? Should you pull back from less profitable ones, and seek out new customers instead, and do you have time for this? Can you nurture the slower or lapsed customers to buy from you again – are they worth keeping. How can your best customers be encouraged to buy more? Pareto deemed that 80% of your sales will come from 20% of your customers, so cull and spend time wisely!
These are the ‘assets’ that you need and use to create, distribute and reach your customers. These might be physical resources such as machinery, packaging, kit and stock, or intellectual such as your brand identity, copyright and licensing agreements, plus technological such as your website, e-commerce and social media platforms. There are also human resources – you, your co-director, your staff or ad-hoc freelancers. Lastly, there are your financial resources such as investment, grant funding, cash, capital, reserves and buffers, and credit. Without all of the above you would not be able to produce your work.
Action point: Is your money tied up unnecessarily in any of these? Can you sell or hire out your machinery or space? Can you re-work your existing stock and packaging rather than expend on new? Is your website hosting and transaction process cost effective for you? Can you afford to take on freelance staff to help you increase your productivity? Where can you secure additional funding from? Streamline those that are eating up your cash or capital and put on hold what you can to build up reserves.
The actions and functions that your business takes to operate successfully to create, distribute to, and reach customers. So, for example, design, production, distribution, marketing, PR, IT, plus outside teaching or consultancy, and networking etc.
Action point: Similar to key resources, what functions and activities can you trim or pull back on, what do you need to invest more in to improve your productivity or ability to reach customers? If you currently outsource some functions, or is it cheaper to have an ad-hoc freelancer or do it yourself? Do you actually have the skills to do in-house functions, or would it be more efficient and achieve better quality to start to outsource these?
These are alliances that are vital to running your business: your relationships with your suppliers and buyers, your reliance on your investor or partner. Perhaps also support networks and grant-giving bodies.
Action point: Are you engaged in networks and clusters with other similar businesses, and can you share knowledge and expertise? Do you attend networking events, to raise your profile and forge new relationships? Do you spend time nurturing your existing relationships to iron out glitches? Do you need to dedicate time to finding grant funding or gaining free/subsidised skills or business support? Likewise, what can you reduce or say goodbye to? Is it better to work at solving existing issues rather than moving on?
And here is where I congratulate you on having completed your review! Now, warm in the glow of accomplishment, you have your head firmly around your business, and have taken control of what isn’t working, and can plan to build on your strengths and successes and what areas to streamline. Now, you need strategies to focus this down and take it forward.
Over my following blog posts, I will show you where to start with creating strategy, then how to map this out through distribution strategy, marketing strategy, and social media strategy.
Next time: Creative Planning – Next Steps 3: The Right Strategy for Your Business
If you have any questions after reading this, or would like me to work with you on your creative business, then feel free to email me on firstname.lastname@example.org, or drop a comment on the blog.
 Osterwalder and Pigneur’s Business Model Canvas, from their book Business Model Generation, 2010, Wiley and Sons.