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Business
Management

The Next 100 Days Podcast

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Business
Management
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Long Running UK Weekly Business Podcast

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Long Running UK Weekly Business Podcast

iTunes Ratings

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Average Ratings
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Great Podcast

By Roman Prokopchuk - Oct 04 2019
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Great guests and interviews. You can really learn a lot

iTunes Ratings

2 Ratings
Average Ratings
2
0
0
0
0

Great Podcast

By Roman Prokopchuk - Oct 04 2019
Read more
Great guests and interviews. You can really learn a lot

Best weekly hand curated episodes for learning

Cover image of The Next 100 Days Podcast

The Next 100 Days Podcast

Latest release on Jan 22, 2021

Best weekly hand curated episodes for learning

The Best Episodes Ranked Using User Listens

Updated by OwlTail 1 day ago

Rank #1: #195 Ken Keis – Personality and Purpose

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Ken Keis - Personality and Purpose
What's your personality like? Today, we are discussing how your personality and your purpose effects your business team, customers, staff, and so on. Ken Keis is a bit of an expert when it comes to personality. He is keen to help others:
"Increase [their] capacity to make a difference!"
So then, how do you increase your capacity to make a difference?

Personality and purpose in business
It's a good question. Research on development is increasing on such things as mindfulness, self-awareness, emotional intelligence and so forth. Kens' business works on helping people to be conscious, awake and aware. In other words, self-aware. The real question is, what do we need and want? It's something we don't often have the answer to. Graham, Kevin and Ken have all come out of corporate and this question needs answering - what do you need and want? When you set up a small business, you set it up to serve your strengths and your purpose. This is calculated through asking this question of personal needs and wants.

When Ken wrote the book, "why aren't you more like me", he was wondering how he could create a really deep awareness about "who I am, what my strengths are and then make intentional decisions on my business, my team and my vision".

Click to buy the book.

The idea is, you don't create a small business from a self-centred point of view but a self-honouring point of view. You play to your purpose.

So, personality is one thing to think about as part of thinking "this business starts with me". Because really, your business is you and then you expand out from that and think what that means for everybody else. How do you hire the right people? How do you put the right people in the right seats, doing the right things?

Another thing to think about is the personalities of who you hire? Graham has recently hired Ellie - someone who is completely opposite to him. She's a young female.

http://thenext100days.org/wp-content/uploads/2019/10/Personality-Difference.mp4
By using other people's differences, you can progress the business; they may compliment the business or address issues you as the creator do not. These are all strategies to think about.
Leadership and work environments
Kevin points out that he couldn't work under a Chief Executive who wouldn't listen to feedback or allow the challenging of management decisions.

Now, there is a shift, as Ken suggests. The challenge is that most people are not equipped to be in management positions despite their being promoted there. So, it may be your tenacity hat has caused you to be successful, but when promoted it comes to how can you bring out the best in others.

A lot of times, leaders get into these management positions and haven't been skilled and people haven't challenged them because of things happening and it just perpetuates itself.

One question to ask is, how conscious, awake and aware, and how do you view your self and is that how others view you? 95% of people say that they know themselves and how they view their selves is how other people interpret their presence. However, only 10% of people do actually see their selves in the same way as others see them. This shows self-awareness isn't as acute as is needed; self-awareness is the meta skill for the 21st century.
For the business environment, self-awareness can be found through actively engaging with feedback and also seeking it. This can help increase the capacity of others.

http://thenext100days.org/wp-content/uploads/2019/10/Feedback.mp4
Self and others: finding the middle ground
Now, we've just discussed being true to ourselves (effectively) and now we're talking about how to consider and facilitate relationships with others. How can you serve your own needs and yet be seeking to serve others? If there is a tension between the two, how can you optimise personal situations without 360 degree-awareness?

Well,

Oct 25 2019

49mins

Play

Rank #2: #165 Deepak Shukla – SEO

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Search Engine Optimisation (SEO) with Deepak Shukla
Improving the SEO of webpages is how Deepak Sukla makes his living with his friends at Digital Estate New Zealand. We may have an idea or two about this topic, but it was refreshing to be guided by a real expert. Deepak joins The Next 100 Days Podcast to discuss SEO.

He kept us waiting a few minutes, so this was his welcome:

http://thenext100days.org/wp-content/uploads/2019/03/Deepak-Shukla-Welcome.mp4
Deepak Shukla from Pearl Lemon Discusses SEO on The Next 100 Days Podcast
Deepak is the founder of Pearl Lemon. It was his partner Daniela who introduced Deepak to lemon dressing. This was a revelation. It was about the time he was thinking of a brand name. It appears Daniela is also a fan of pearl necklaces, so it came to pass that Pearl Lemon was named.

Search engine optimisation SEO is about helping companies rank on Google. As things are moving so quickly online, it has become a big enough specialism for Deepak to focus solely on SEO as a business, despite starting life as full service. Deepak found he had one area of preference ad that was SEO.
Magic Secrets Revealed By Deepak
What are the key things about SEO?

Here's two to start with.

Producing really really good content is better than producing loads and loads of content.
Secondly, if you can re-purpose that content by turning a video into a podcast, into a blog post, into a sheet of key take-aways.

He advises business owners to focus on one system at a time. By that he means, how can I affordably and practically get one excellent piece of content? Like a blog post written a couple of times a month. Can you offer a summer intern a role in your company?

As an SEO, Deepak knows that if you have excellent content then he can do all kinds of things with it. Such as "Guest Posting", "Acquiring Links", "Being on Podcasts".
Here's Deepak Discussing SEO Tips
http://thenext100days.org/wp-content/uploads/2019/03/Deepak-Shukla-SEO-Tips.mp4

This is the number one opportunity for most business owners. Create quality content. Doing this is the key way to becoming an authority website.
Should Kevin Give Away His Knowledge in His Blog Posts?
Is there a conundrum? Will Kevin lose out to those people who want his advice, but don't want to pay him for it?

Here's what Deepak advises..

The ideal business owner that Kevin wants to work with is the kind of client who says "Kevin, you know what you are doing, I'm too busy to do that, so you do it for me." By giving the game away you separate those who don't have the ability to afford Kevin over a longer period of time. Or, some may try to implement based on the ideas given, but invariably the same thing will happen. After two months they will have a particular question which they don't have the knowledge themselves to answer or implement. This repels the tyre kickers.

Work with the business owners who recognise your expertise.
Filter Out People You Don't Want
So, Deepak encourages you to give the house away. If someone wants to pinch your content, they won't become your clients anyway. You are looking for clients who recognise you as an authority. You raise your head about the parapet. A 2,500 word content piece is impressive. Those with the budget will be impressed.

People want experts who know what they are doing, so your thorough blog post is a sophisticated calling card.
How long should your blog post?
1-2,000 or 2,500? Is there a harder rule on length of copy? Over 70% of posts on page one, that ranks well, it will be 2,500 words plus. Why that length?

The blog itself becomes a content authority. Some people will bookmark it. Others will spend a lot of time digesting its content. Most importantly, people will link back to the content.
Outreach
http://thenext100days.org/wp-content/uploads/2019/03/Content-and-Outreach-Makes-SEO-Success.mp4

This is about having a good product and then marketing it.

Mar 28 2019

47mins

Play

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Rank #3: #193 Kevin Appleby – Create a YouTube Channel

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Create a YouTube Channel with Kevin Appleby
This podcast is about setting up a YouTube channel. Kevin Appleby has recently set one up and is going to tell us what this experience has been, why he is doing it, what the purpose is and what his hopes for it are.
21st century business accountant
Kevin's YouTube channel targets accountants (hence the name!). More specifically, it aims at the sort of accountant that works inside a company and advises the business team running the organisation.

The content is very much based on what Kevin teaches as part of his course called 21st Century Finance Business Partner. Now, you may be wondering why there is such an emphasis on the 21st century. We've been in the 21st century for 19 years now! But, with the 21st century has come a lot of change. When Kevin first started his career, he did virtually nothing using a computer. As time went on, Excel and other software became his friend.

However, we're in a time that is so much in the finance world that it's becoming automated. This impacts the accountant because the routine work has well and truly disappeared through computer efficiency.
Be vital rather than functional
Daniel Priestly talks about being vital rather than functional his book, Key Person of Influence (click the picture for a link). Essentially, the functional will disappear, will be automated, will be replaced by IA, for example. The vital remains.

For these accountants then, it doesn't seem so sunny-side up! However, Kevin thinks it is. The first episode on his YouTube channel talks about being VITAL.
V - Vision strategy. This is all about the accountant being involved in the strategy of his business.
I - Insight around the financial numbers (product profitability, customer profitability, and activity-based costing).
T - Team. Do you understand what the rest of your business team needs of you? What insight are they needing from you as the accountant?
A - Agility in change. An accountant's role is to be right in the middle of business change. Change is about doing some things and stopping others; about culture and attitude so, within the numbers, there's actually a lot to learn about people.
L - Learning. There's always something new to learn.
In fact, the first six videos are dedicated to what it means to be VITAL.
How did the YouTube Channel come about?
http://thenext100days.org/wp-content/uploads/2019/09/How-did-this-come-about.mp4
With a YouTube channel, Kevin realised a series of material can be built across time, much like our podcast, The Next 100 Days. However, unlike a podcast, he decided that people's attention to a video isn't that great. 30 minutes of 40 minutes would be too long. It would be a quick dip into the classroom, 5 to 10 minutes being just right.
Short and Sweet...
In effect, Kevin replaced a webinar strategy with a YouTube strategy, through which clients can be driven toward 'tasters'. That way, if watchers liked the idea of the YouTube videos, then they would know a place to go to get a more detailed course.
YouTube as Strategy
You want to attract regular watchers so that they subscribe to your channel. Then they get notifications every time a new video comes out. Much like our podcast, the aim is to get out content once a week.
Refer to the channel in marketing posts for courses. As Kevin sets up a new course, you can use YouTube channels to give a taster of what you are up to as the manager of the course.
Blog post. Each video about VITAL will be embedded in Kevin's blog post.

Producing content
When you look at it, the strategies used to optimise YouTube channels actually come within the scope of content strategies. Recently, we had Mark Taylor on the show, discussing how Google focusses on content.

Think of the type of things that are on people's minds. You need to start thinking what are the questions your target audience are thinking - about business,

Oct 11 2019

43mins

Play

Rank #4: #170 Guy Tolhurst – Mindful Investor

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The Mindful Investor with Guy Tolhurst
Guy Tolhurst is an accidental entrepreneur, by his own admission. But, his focus on being a mindful investor is helping change the way investors behave. Yes, they want returns, but mindfulness is all about making sure the entrepreneur can cope.
If you are planning to take on external capital, is it going to be debt or equity? With equity you relinquish control and debt you are putting a potential noose around your neck.

Entrepreneurs are everywhere. That's good. It is precisely these people who will create future prosperity for the people in our economy.
100 Stories
100 Entrepreneurs were interviewed by Guy. The results of these conversations were captured in his book: 100 Stories of Growth
Importantly, these stories delved into the problems not just the successes of these entrepreneurs. How had they grown their businesses? And, how had it impacted their mental health?

http://thenext100days.org/wp-content/uploads/2019/04/Guy-Tolhurst-vid-1.mp4

Guy discovered that lots of entrepreneurs had been suffering in silence about their mental health. His interviews turned into impromptu therapy sessions. They wanted MORE SUPPORT from the investment community.
The Concentric Circles of Support
Entrepreneurs can become very isolated very quickly. Imagine 3 concentric circles with the entrepreneur sitting right in the middle.

They are looking for buy in from each set of people...

When they start their business, they may look to their family and friends for support. Am I crazy? Should I be starting this business? How do you feel about me biting my job? Risking our security?
They also ask their potential employees. Do you want to follow my vision and come and work for me?
And at some stage, they might go out to speak to investors.

But when things start to go wrong, the support from each of these groups is difficult to get. You don't want to admit things are going wrong.

You need a support group OUTSIDE those 3 groups. Peer groups.

http://thenext100days.org/wp-content/uploads/2019/04/Guy-Tolhurst-vid-2.mp4
Mindful Investor
Guy wants investors to be responsible with their capital. Are they being responsible with their investment?

Mental health is a major issue for entrepreneurs. You cannot just fix it. It is about a cultural change in the investing industry. That's why Guy developed FVE key principles of what makes a mindful investor.

CHECK acronym 

Communication
Health
Equality
Connections
Knowledge

Bias exists in investing. Female founded teams get less funding. Also, they are more likely NOT to go looking for funds.

Unless you give people a framework and roadmap for change. He will have a Kite mark and accreditation for Mindful Investor. This also the investment industry to measure itself.

These are softer skills.

With lots of capital around, it is getting handed out readily. So if you are not going to be a mindful investor, what kind of investor are you going to be?
Example: Human Capital
One of the stories in Guys book. The entrepreneur who found that it was his team's fault! They were the wrong team for his business.

http://thenext100days.org/wp-content/uploads/2019/04/Guy-Tolhurst-vid-3.mp4

A very difficult place to be. Mentally.
Top Tip on Tech for Mindfulness?

no notifications at all. Turn them all off.

Do You Know Who is in Your Support Network?

first, second or third removed people
Supper Club for founders of growth businesses
Weare360 - circles for founders.
Online Slack community delivered by Mindful Investor - financial capital and emotional capital.

Contact Guy
Mindfulinvestor.co 100stories.co.uk

May 03 2019

49mins

Play

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Rank #5: #169 Julie Johnson – Entrepreneurial Mindset

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Entrepreneurial Mindset with Julie Johnson
Julie Johnson helps female business owners with their entrepreneurial mindset which helps them fall back in love with their businesses. Some of her work also involves corporate executives and leaders in bigger organisations too.
Her approach is very holistic. That means, Julie looks at them and their lives as well. Success is personal!
A Background in Personnel
An early career in the NHS, where she quickly moved into PERSONNEL. Or HR as it became. But, Julie was not suited to a large bureaucracy. She moved to Berghous, and she set up their personnel function. Also she started a training school. This was the beginning of a love for helping people through training and development.

Julie was uncomfortable with bureaucracy and paperwork. It saw Julie working stupid hours. One of the nights she got home late and kept working, she caught herself thinking this work was not for her.

That type of work didn't light her up. So, she wrote a one line resignation and then went to bed! The work was making her unhappy and she was getting stressed. The expectation was self-inflicted - have you been there too?

Julie then worked as a HR consultant and did further qualifications. Her field was leadership and management.
The 3 Key Elements to Business Success
http://thenext100days.org/wp-content/uploads/2019/04/Julie-Johnson-1.mp4
Julie Helps Light You Up
This is Julie helping you to fall in love with your business again. Many of her clients stick with the business. They don't up-sticks. She helps people explore their thinking and perspective.

What questions does she ask?
What do you want for your life going forward.
Exploring values and main frustrations,
What are you like when you are at your best.

So, Julie helps you understand yourself better. How you respond to things. Why you have frustrations. The other part is the rest of your life. So, if you are running on empty, you might value understanding who you are.
Merging Dance with Her Development Work
Julie is a guide. She shines a light to explore. As a 50 year Irish dance veteran she uses it as a system and metaphor.

Stage, Audience, Performance - ones that touch you. It's not the technical aspects, it's the CONNECTION. That is what Julie is talking about.

Her dance related questions take you out of your normal patterns:

if your business is your stage, what kind of stage do you want?
An international audience or close or to home?
How do you become the lead dancer.

The language of dance is more feminine and about flow.
Two Avatars
Julie helps 2 types:

in business a while and going through the motions
also in corporate, but thinking of starting on their own.

Julie works together with her clients for 3 months. Similar to the next 100 days.
Confidence
http://thenext100days.org/wp-content/uploads/2019/04/Julie-Johnson-2.mp4

The Success Club
Julie delivers entrepreneurial mindset support to help you get out of your way and open yourself up to more fun, more impact and more income.
Contact Julie Johnson
LinkedIn: https://www.linkedin.com/in/juliejohnsonstepintosuccess/

Website: the-successclub.co.uk

Apr 26 2019

45mins

Play

Rank #6: #171 Colour County Giggleswick School – Young Enterprise

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Young Enterprise with Colour County from Giggleswick School
Young Enterprise team entrant Colour County scooped top prize in the Craven and Harrogate Company of the Year Award. Graham Arrowsmith was one of the 3 judges. On the podcast we had Colour County team members Theophile Chenel, Michael Robinson and  Sacha Pauzner. Theo and Sacha both hail from France (Nice and Paris respectively) and Michael is from Skipton.
The team are in Year 12, which is the Lower Sixth.
Young Enterprise sets schools against each other. Teams from local schools compete locally, with the winners and runners-up competing regionally, nationally and even internationally! It is some opportunity for them.

Colour County won through the first round, where Graham Arrowsmith with two others judged their entry the best of the day.
What are Colour County Selling?
They created a colouring book. The drawings inside depict well known places in Yorkshire. Colour County offers them an opportunity to market a local variant for Lancashire and other counties throughout the country.

The pictures were drawn by students and teachers at Giggleswick School. Their first book is Colour Yorkshire, as the school is sited in North Yorkshire.
Their Market
Colouring in is not just for young children, but they also recognised other age groups like the soothing qualities of relaxing by colouring pictures. Theo mentioned middle aged, by which he probably means people in their thirties! And old people (Kevin).
Sacha is the Financial Director of Colour County
He explained that the team has made a big profit of £300 on £700 sales. The Average price was £5.

What other roles are there?

http://thenext100days.org/wp-content/uploads/2019/05/Colour-County-vid1.mp4

They share the roles - like sales director. Finance have two roles - banking and sales.

Are there prima donnas amongst them? Yes. They have done well, so they have overcome these issues. They have stayed true to their agenda.

Have there been serious arguments? Only at the start really. Then there was a split vision. They examined alternatives.
Where can people buy one of the colouring books?
Local stores and they have a deal with Welcome to Yorkshire too. They had a school contact.

There are 32 pages in the colouring book. Priced at £5, it is made of recycled paper.

How did they pick the things to draw. They did research. But, importantly the team ensured they had the rights to the drawings.

E.g. the five rise locks - additionally they added 'fun facts' about each location.

They added Whitby. Known for Count Dracula living in Whitby Abbey.
Planting a Tree for Every Book
County Colour were thinking about planting a tree for every book sold. That's probably not possible, but a tree planted for every 20 books sold might be. This commitment has the benefit of helping environmentally, but supporting the rationale for purchase too. The buyer not only gets a colouring book, but assists in a tree being planted. It seems the best way to do this is to make it a retail/shop offer. Buy 30 books at £3.50 and we'll plant a tree in your name.
How did the Team do in the next round of Young Enterprise
The team's teacher Kyle Holland will keep us informed of the team's progress in the Young Enterprise competition?
Microsoft Teams and Snapchat
These services were used to connect the team members for sharing documents. And they cannot miss out on using Snapchat.
SilsdenTownHall.org.uk
This website was mentioned. here is the interview about the Jigsaw Festival. Click "YouTube" for the interview on You Tube: 
What Did they Get Out of the Young Enterprise Experience?
http://thenext100days.org/wp-content/uploads/2019/05/CC-Vid2.mp4
All Managed By Kyle Holland
He wanted to provide a real life application, but in the classroom. The applications stretched across lots of abilities - artists, drama students for presentations, marketers.

12 students sell the shares,

May 10 2019

52mins

Play

Rank #7: #167 Paul Slater – Business Growth

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Business Growth Strategies with Paul Slater
Paul Slater joins The Next 100 Days Podcast to discuss business growth strategies. Don't miss out on his free download too, offering 21 Proven Business Growth Strategies.
Paul admitted that as a Didsbury lad, he grew up a Manchester United fan. We were tempted to end the podcast on this foul admission, but fortunately we stuck with Paul and allowed him to share his ideas about business growth. He does live in Yorkshire, after studying in Leeds, so on that basis he got a temporary pass.
How Can I The Growth Shed? (Click this image)
Paul has been focusing more on small businesses recently. He likes their agility and spirit to drive their businesses.
In Uncertain Times What is the Best Antidote?
Business Growth. If you can drive consistent solid revenues, with good profits and grow that business it is a great place to be. That is what attracts Paul to business growth and why he wants to help small businesses to achieve growth.
Consulting Career
Whilst still at university, Paul managed to get a consulting gig with a local brewery. Here's a short video as Paul recalls the experience.

http://thenext100days.org/wp-content/uploads/2019/03/Thesis.mp4

...Paul's thesis was all about coping mechanisms for stress and the differences between blue collar and white collar workers. Paul was studying psychology and had a keen bent for occupational psychology. White collar managers became micro-managers under stress and effectively passed their stress onwards.

Out of university Paul joined and worked for Accenture for 9 years. That's when growth became interesting.

He took an MBA in Leeds, In a multi-cultural team, Paul won the Barclays Annual Business Plan Competition. This looked at starting a small business and how it could grow, at least on paper.
Young Enterprise (tune into a future podcast)
A future set of guests. The winners of the North Yorkshire and Craven Young Enterprise awards will join The Next 100 Days podcast. Graham was asked to judge this regional final and admitted to it being very difficult, but in the same way that Paul excelled in his respective competition, these young students were absolutely first rate and we can all hopefully learn things from their experience.
Sweat Equity
Whilst at Accenture, Paul noted that a lot of consultancies including and alike them, "lost their minds". They started doing projects with hi-tech high growth companies on the basis of 'sweat equity'. Part fees, part equity. Many projects did not work out. There were a number of errors Paul saw during that time. It was another reason he was interested in business growth.

The defining moment for Paul, having finished his MBA and decided he wanted to move on from Accenture, he took a break.
We Love Snow
He went travelling with his girlfriend. She's now his wife. The first part of their trip was a skiing holiday in Japan for a fortnight. He noticed an opportunity. It was an hour on the bullet train from Tokyo and he thought there should be a whole of event sky business. Using the lessons of his MBA and Accenture, he launched We Love Snow. The business survived a few years and then alas failed. Their ex-pat targets didn't want to ski in Japan.

What was the main reason for the failure? Spending far too much money upfront. Too much gold-plated use of the investment. There was a euphoria and they emulated other tech business. There was a practical alternative. Paul realises this to his credit.

Otherwise is was also about having the right people. He had recruited capable friends rather than competent.
Paul join Oakland Consulting
Oakland was a proponent of TQM in the 1980s. Paul stayed there for 11 years. It was a small family business. Ultimately as a partner, he looked at the win-business (from a invisible to clients) and people (establishing a quality group of consultants).

When Paul consulted, what was the client engagement like?

Apr 12 2019

59mins

Play

Rank #8: #172 Our Final Straw – Young Enterprise at South Craven School

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Young Enterprise Team "Our Final Straw" Joins the Podcast
Young Enterprise competitors Our Final Straw join us on this week's podcast. Last week, we had another team in the competition, County Colour. They come from the same school that Graham attended, just a few years back! Welcome to Jasmine Keith and Natalia Basaraba from South Craven School!
Our Final Straw sell bamboo straws which come with a type of pipe-cleaner and they throw in smoothie recipes to use the straws with! Additionally, they sell bamboo toothbrushes, which we heard a lot about on our podcast with Chris Fous or Woobamboo - episode 96.

Jasmine and Natalia are part of a 6 person team, whittled down from an original 14! They are the stayers! The team has 5 girls and one boy. The boy is HR director, so by the looks of the staff reduction, he's had his work cut out!
Young Enterprise Competition
Our Final Straw will be competing at York on Wednesday 8th May 2019. At the time of the original competition the team hadn't got off the ground in terms of sales. However, they have now. They have joined plastic free Facebook groups, and they have since sold 20 straws online.
What is a Bamboo Straw
An ordinary straw made from environmentally friendly. Thicker than a normal straw. The last a long time. You can also put them in dishwashers. The pipe cleaner helps you clean it regularly.
The Idea
8.5bn straws are used every year in the UK. This inspired the team. It is a small change and that's better of nothing.

They added free recipes. A perfect way to use the straw. They promote a healthy lifestyle. They are all smoothie recipes. The recipes were made up by the team. In fact, the customers really like the recipes.
The Team
Natalia is finance director controlling inflows and outflows. Jasmine is secretary. Charlotte is MD, Nya is Marketing and Max is HR and Pippa in Customer Services.
The Product
They buy the straws from different wholesalers and cleaners from other sources. Then they package everything up.

Our Final Straw won the Young Enterprise trade stand competition. Nationally!
What are the Benefits?
Confidence, professionalism. Knowing how to speak to the public, and how to run parts of the business. Year 12, Lower Sixth.

So here are a few images of former South Craven School pupil Graham Arrowsmith around the time...!!
Too much?

Probably, but I enjoyed seeing myself thin and with hair again!

South Craven school teacher Mr Light also gets a mention. He allows the team use his room for meetings. And he took a driving test to be able to take the team to the next round in York! Well done him.
Are the Girls Vegan?
Watch the video to find out!

http://thenext100days.org/wp-content/uploads/2019/05/Our-Final-Straw-Vid1a.mp4
Publicising Our Final Straw
They have access to a shopping mall in Skipton called Craven Court. How did people respond? Local people were really supportive. Something has to be done about plastic. This commitment really helps their sales.

A small change makes a huge difference.

The team has also sold a large order with Skipton Building Society for their sustainable shop in their canteen.

Thank you to Jasmine Keith and Natalia Basaraba from South Craven School.
The next 100 days podcast is brought to you by Kevin Appleby and Graham Arrowsmith

May 17 2019

36mins

Play

Rank #9: #168 Miti Ampoma – Effective Communication

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Effective Communication with Miti Ampoma
Miti puts her heart and soul into helping companies create and sustain effective communications. All you have to do is listen to this wonderfully uplifting podcast to see what an impact she is making in the field of effective communications.
What is Miti All About?
http://thenext100days.org/wp-content/uploads/2019/04/Miti-Vid1.mp4
The Backstory
Miti was brought up in Ghana and the UK. She says it was a privilege. In her early career, Miti was a journalist for BBC, ITV and Channel 4. Encouragingly, Miti's first job was with the BBC in Yorkshire.

Words, reading and people were the centre of what Miti did.

Later, Miti ran global change communication programmes. And as technology has become more sophisticated, especially in the last 15 years, Miti noticed that change programmes were getting more and more complicated.

When she started, there would be people at the centre of things. And they were the priority. Then process became more of a priority. After that, technology became the absolute priority. Then technology, process and people. People last and least!
Change Programmes
People had stopped being the priority of change programmes. Leaders were thinking what people could do for the technology, rather than the other way round. Miti noticed that profits for these organisations were declining and people were leaving.

Miti was fascinated with relationship between people, process and technology.

So, that's the problem, but it is not all doom and gloom. People ought to be back at the heart of everything we do. That is the solution.
Fat Rascal's at Betty's Tea Rooms
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What Does Miticom Do?
Miti has created a whole raft of effective communication programmes. They are based on a term she uses called "Innovative Communications". This means that the communication is fit for purpose for the 21st Century. It is relationship centred communication in a world driven by process and technology.

The focus is on using the process and technology aspects of communications to enhance human relationships. Miti sees this as the sweet spot that drives performance.

They help leaders, manager and next generation leaders to develop effective communication. Staff get communications skills into the muscle and become ambassadors.

DON'T leave the how of communications to the HR team. Every member of your team should be a communicator.
Example of Miti's Work
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The initial newsletter that triggered, and how did you write it and to whom?

Miti's journalism skills taught her to write simple words and bring energy to them. She wrote to project managers, programme managers and business analysts. She understood what the model would DO, then she used an ANALOGY and applied the problem at hand to the analogy.

This brought the issue alive.

Once on the roadshow, people got involved. Each section knew what everyone else was doing. And they had met each other. They had relationships. They phoned each other.
Hand Written Letters
Celanos, a successful start up to $1bn in 7 years, decided to target CEOs and wrote hand written letters to the companies they wanted to deal with. These letters were personal. It opened the doors to some of the biggest companies in Europe. The recipient felt connected as it was personal.

Miti has noted how companies are failing their clients with poor communication. She trains people for whom English is their second language, but who are expected to communicate as if it was their first. Graham provided the example of some 'provocative' email communications from 1&1 IONOS.

Her programmes are focused on the EMEA area, because many suffer from poor communications.
IONOS - The cultural difference in communication skills
Miti advises businesses can lose customers and contracts because of the culture diff...

Apr 19 2019

47mins

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Rank #10: #222 Kevin Appleby – New Abnormal

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The New Abnormal with Kevin Appleby
What do you think the new normal is going to look like? Will there be another new abnormal before things settle down properly? From a month into lockdown, Graham thinks it's been a good time to benefit getting to know neighbours and become more sociable than we would normally be. That might just be part of the new normal. Also, in business we have shown it's possible for many to work from home. However, the inability to escape the 4 walls we live in and the village is something most people, we presume, will be relieved of.
Kevin read an interesting statistic saying only 9% of the population want things to return exactly to how life was before lockdown.
The new normal
As listeners know, Kevin is a trustee for is local sports centre. There's an organisation called The School for Social Entrepreneurs and they have an annual grant for non-profit organisations to improve their trading position. The sports centre achieved it. And, the training began the day before this episode was recorded (online, of course).

What challenged all participants was the question, "what is the new normal?" Achieving social distancing may remain a problem for some time to come. The challenge here is, rather than think about what we do, let's go back to the why. Why do you do what you do within your organisation. The training challenged all to go back to their mission statements and think about individual motivations for getting involved in non-profit organisations.

It occurred to Kevin that this thinking applies to all businesses right now. As we come out of the crisis, think why do we do what we do. Start with why.

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What rather than why
We have got locked into a what rather than why. It's a lot harder to fulfil the why question but it's more worthwhile if you know that why. It's not the easiest pathway for any organisation/company. However, it's not something you can swerve. It helps you think outside the box. The changes we have been through has forced a different way of thinking - a new normal abnormal. If you can set the right 'why' and the right focus on what you're going to do within that why, the people behind you will recognise it's a mission worth following.

The issue is we must accept these new normals will emerge every now again and after big shifts in the globe. Having a 'why' can be constant. It might be altered in its realisation but the core 'why' should continue.

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Culture
There are certain things in life that you can't throw away. One of them is your culture. We should be proud of our culture and the way the British live, as Graham says. Swinging this round to the next 100 days, we've come out of a period where most of us have been managing from our homes. We've coped with furloughing people, trying to claim grants, and looking to how we can help.

The time has come now to take the next 100 days model and say 'how am I going to live in the new normal?'

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A lot of what's key here will happen in the first 10 days of this time. It's time to sit back and:

review where you're at as a business
go back and challenge your why
challenge your values
look at some basic, rapid strategy
understand the new world
put the plan in place
and implement.

What do your actions look like beyond the next 90 days of that planning period? What do you have to implement and what do you have to change?
The new abnormal...
This lockdown is the current abnormal. How we're living just isn't normal at the moment. It's the implications on the way we live that is the point of the new normal. For example:

do we use Zoom-like technologies more?
do we travel less?

We have to start thinking how this is going to change society and the way...

May 08 2020

49mins

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Rank #11: #217 Erik Seversen – Language

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Language with Erik Seversen
Today, Erik Seversen is speaking to us from lock down in Los Angeles about language. He's got fingers in all kinds of pies. He's a guest speaker and he has a company that helps people who speak English as a second language.
Where a love for teaching languages began...
Back in the nineties, Erik joined an American campus in Japan. He was a liaison between the students and teacher because, though they all spoke English, there was a cultural barrier. Erik's job was to help students feel comfortable with Western teachers.

It was an excellent introduction to education and the ability to change lives. It gave an intercultural experience which he loved and gave him an experience if teaching.

After a detour into kickboxing in Thailand, Erik returned to Richmond, Virginia to spend more time with a girl at home. He ended up working at some community colleges and then got hired at a university as an instructor of English as a second language.
Teaching to business
After marrying said girl, Zip, and starting a small family, Erik enjoyed teaching. Great colleagues, great family, great life. But he found he couldn't raise his family on his teaching salary. As a result, begrudgingly he moved into business...

...and loved it.

He became part of a company in international development. Through business he was using all of these strategies of success to inject into motivation, practical skills and inclusivity. But he realised no-one was using these in education and so wanted to get back to his first love.

But, he wasn't going to be a teacher. Erik had a vision to teach teachers and students how to be successful with all of the business formulas he has learnt. That was the start of Language Linq.

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What's the main ingredient of helping somebody to learn English as a second language?
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The more that we are scared, the worse our ability to communicate naturally is. Therefore, the more relaxed we are, the better communicators we are. One of the first things Erik asks his clients to do is to dream in English.

What are the last 5 minutes of your day? Do it in English. Whether that be praying, meditating, thinking about breakfast for the next day. Just do it in English. It won't take very long for you to tend up dreaming in English as a result! Once you dream in English, your English is great and you might not remember what you say but your confidence has lifted. Why? Because you realise that English is inside of you. It's all there for you to use and you don't need to be nervous.
Confidence, pursuing passions and the coronavirus
Erik did a LinkedIn post regarding this. His routine is shattered and speaking events postponed and cancelled. We can focus on these things and wallow in our sorrows, or we can do something different. Reset your mind and think about what you can do with what you have got. What's your Covid-19 next 100 days going to look like?

Focus on helping people
Make lists of what is working, what's not and where we need to focus - lists make reality
Inspiration is nothing without action. Act.

What terror taught about business
Erik has had the unfortunate experience of having a gun to his head (argh!). But it taught him a very valuable lesson about business.

To back track a little, Erik was at high school and had an average record until he realised he wanted to become a professor. Having a goal set in his mind really helped him motivate energy to learn and work hard.   He applied to UCLA and was rejected but went to community challenge and was doing very well. However, he needed to set himself apart from all the other A students and went to Africa. He was crossing the border in Nigeria and going through checkpoints when something went wrong and he had a gun to his head - even in his mouth. He was accused of being a spie!

Apr 03 2020

50mins

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Rank #12: #216 Kealan Doyle – Financing New Tech Companies

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Financing New Tech Companies with Kealan Doyle
Another returning guest today - the charming Irishman Kealan Doyle talking to us about financing new tech companies. Living in London, things are a bit haywire as Covid-19 rules the roost. We're hoping Kevin will be safe though, being in the folds of the deep North in Northumberland!
Kealan has just-about finished anew article to publish. We're in a remarkable time of self-isolation and quarantine. It's all very new and we are seeing very different reactions. Financial markets will probably fall further. However, there are some signs that we can see the light - no new cases of coronavirus in China and the death rate in Germany is only 0.2% in contrast to 7% in Italy. There are glimpses of light. Kealan thinks the market will start coming back before too long. A nasty recession but it'll be short and we will bounce back.
Trump and the 'China Virus'
Going off track for a little while, Kevin marvels at the cleverness behind Trump's use of words and, in particular, nicknames. Though all politicians are due to lie, he called his opponents names that focussed the mind: crooked Hilary, lying Ted. They all generate a keen eye to find the lie in political campaigns.
Financing new tech companies
What we like about Kealan is his in depth and sound assertions in regards to finance. And of course we trust what he says as he is indeed working in the world of finance at the heart of London. In particular, he helps finance new tech companies.

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Must have technologies often sit within must have products such as insurance. Kealan and his colleagues are solving must have needs.
How does Kealan help people?
Kealan's company has an EIS fund. But how does that work? Enterprise Investment Schemes has helped the UK from having little to no enterprise market to having an abounding selection of SME investments that have been generated and invested in.

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Kealan's opinion is that we're close to a great time to buy. We can often talk ourselves down and, when you turn on the tv, it's talking about the crisis 24/7. It's, quite frankly, depressing. The only thing that the media is putting out is negativity.

Kealan thinks its right that there are eminent scientists being interviewed, and researched news be broadcast. There's good debates going on. However, people need to stop buying toilet paper. The actions of the few are affecting the many when it comes to those stock piling resources. It's been a reaction completely to the antithesis of those of earlier generations where people worked together and enjoyed a collegiate community. In contrast, we're riding on the survival mode of 'bugger you, I am getting what I want.'
Brexit
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Graham's disappointed that Brexit is most likely going to be delayed because all the brain power is being funnelled into dealing with coronavirus. However, there's no choice really. This is a bigger priority. Everything else is currently receding in light of the Covid-19 outbreak.
What kind of consideration would we have if we checked EIS funds out now whilst the world is a mess?
A lot of people are going to be looking at opportunities to invest once the dust has settled. There's good value to be had because prices will be low (for a reason, obviously) and that will provide opportunity. People should be looking at the potential in financial markets and going against the grain when it comes to timing, not going with the herd. When you start running with the herd, you get stamped upon.

When it comes to investing in an EIS fund, is it logical that you can buy at this stage and benefit or is it a much longer play?

Well, investing in an EIS fund is a much longer play anyway.

Mar 27 2020

41mins

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Rank #13: #214 Dan Wells – Connecting Chief Finance Officers

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Connecting CFOs with Dan Wells
Dan Wells is talking to us about connecting CFOs. He founded two collaborative portals: growcfo and growceo. He's spent 20 years as an advisor to lots of high-growth, entrepreneurial businesses. Additionally, he was an equity partner in a big four firm. Now, he's making his own path with his new venture.
Entrepreneurial spirit
Dan's passion has always been to become an entrepreneur. His family have had experiences as entrepreneurs' as a result, he wanted to follow suit.

When Dan was younger, his parents worked hard with a catering equipment company. He used to spend his time keeping out of trouble by helping deliveries to local businesses. Also, his uncle ran a successful catering business. Looks like being a business professional runs in the blood!
Connecting CFOs with portals
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How do you connect CFOs through portals? What's the business idea?
When Dan looks at a lot of the tech businesses that have done well, he sees that entrepreneurs apply technology to a good skillset in order to create their own business. It's a great business model to apply technology to field which you are passionate about and already have a solid network in.

What Dan's done is get some software and joined with a tech company in order to create a big collaboration zone. That way, there can be a great platform for shared ideas and resources. In fact, this is how Dan and Kevin met! They connected on LinkedIn and Dan offered Kevin a place on the CFO portal.

Once you get into the portal, you set up a profile and then you would have access to all the content and you can message any other members. You can either use the different threads of the information that has been posted; or you can filter all of the content according to what is most relevant to you. For Dan, it's about making what's relevant to people. You can get lost information overload and so this service gets people in front of a community and the information you want. He provides support.
Where did it start?
What Dan has found is that people can often be lonely and isolated within their roles. They try find solutions themselves and get their head down. Invariably, they waste a lot of time and cost. What Dan encourages them to do is find others in similar situations and try and learn from the things they have worked out. This also applies to learning from their mistakes too! It sort of links to our conversation with Engel Jones - sharing our experiences can be such a powerful thing.

The portal that's set up at the moment is purely online. Dan and his team were keen to get a good number of members so there was a solid critical mass in each location. He has about 1000 members now, which means they have enough people with common interest to start thinking about events and getting people together face-to-face.
Income
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With gathering people together, there are lots of opportunities for generating income. However, the importance is to maintain and manage the user experience of the portals. It needs to be an attractive place for users to come to.

Dan's recently departed the world of big organisations. He left back in June last year. Since then it's been a rapid journey and the uptake of the portals have been really high. What's really encouraging is the level of referrals - it's a big indicator of how people are finding the user experience.
USPs for connecting CFOs
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Chief Executive Officers
It's not just all about numbers. It's about humans as well...isn't that right Kevin?! On a more serious note, what's the difference between CFO and CEO portals? Is there any?

To start with, Dan found that the business leaders on the CEO forum were more open and much more likely to post on the forum. Over time, however,

Mar 13 2020

45mins

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Rank #14: #213 Tabitha Jayne – Sustainable Development Goals

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Sustainable Development Goals with Tabitha Jayne
Tabitha Jayne joined us  to talk about sustainable development goals (STGs). But what is sustainable development? What are sustainable development goals?
An overview of sustainable development goals
Sustainable development is about business not being just about profit. It's about looking after people and looking after our planet at the same time. In business, most of us will be doing some of this.

The sustainable goals have taken this idea and developed 17 ways that we can create a world that works for everybody. It's a huge, aspirational goal. How do we make this transition successfully? These goals are steps to help us achieve this and have come out of the United Nations.

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Sustainable business is a language that goes beyond barriers, beyond culture and beliefs, etc. It's a language we can all understand. As a result, these goals are something Tabitha would keep at all costs. If she could save one thing from the UN, these goals would be it!

Kevin follows a guy called Daniel Priestley, who wrote Key Person of Influence. He talks about a person of influence, attaching them to one or more of the sustainable development goals. He sees it as the way forward for businesses. But how do you go about doing that?

Walking through the goals is not about picking up all 17. Otherwise, you'd be running around like headless chickens! It's about finding one or more goals that speak to you. They're designed to be interconnected. Therefore, by picking even just one, you are making an impact on other goals and a wider, good influence than you think.

17 United Nations Sustainable Development Goals

What are you most passionate about? That links into how you pick your goals. It also links into another theme of the show. This is that you need to decide your passions in order to b successful. Follow what grabs your imagination otherwise you're going nowhere.
Industry, innovation, infrastructure
The world is changing. Going deeper into these goals within your business can spark more creativity in what you do and how you run your company.

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Why do we have division? Can sustainability influence this?
What a question! First of all, if you're not part of the STG conversation, you can't shape and direct and impact what is happening. If you truly want a world that works and you have a strong opinion on what it is, being part of this conversation is essential to you.

When it comes to if sustainability can bring about peace, this goes back to looking at inner nature or sustainability. There's a perspective that what is happening in the world at the moment, is a reflection what is happening within us. It requires us to look at ourselves and ask where are we not at peace with ourselves. We must first look at that in order to  start creating peace in the world.

Interestingly, the football clubs in Scotland are taking on all 17 STGs in order to ensure football is giving back to its communities.

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Gender and sustainability
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Kevin thinks we miss the point when it comes to gender. There aren't just physical differences. There are genuine differences of character that make men and women better at some things than others. However, that doesn't mean one gender is better than another!

This has us moving onto political correctness as a whole. Tabitha thinks there is an aspect of political correctness that has got out of hand. Political correctness shuts down conversations that need to be had in order for us to be able to work together.

This is the biggest downside of the sustainable development business goals.

Mar 06 2020

52mins

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Rank #15: #211 Miha Matlievski – The Fail Coach

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Being a Fail coach with Miha Matlievski
Miha Matlievski calls himself the Fail coach. Why? Firstly, because he learnt most of what he knows about running and scaling a business through failures. Also, after bouncing back from his negative reactions to his own failures, he realised failure happens when you push yourself outside of the comfort zone. Now, he still fails but has systems in place to recognise and bounce back from failures sooner. As a result, he believes having a good relationship with failure is the key element to succeeding faster.
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The fail coach: how did you realise you could talk about failure as a business?
When Miha was 17, he dropped out of high school. He started his entrepreneurial journey at 18 but he thought, because he was good at sales, he was a good entrepreneur. He never took the time to look at what makes a good, solid foundation. Where he was riding a good economic wave, he didn't actually understand business. He lived a luxurious life without really knowing what a good entrepreneur was.

Then, suddenly the crisis came. His life looked like the house made from straw in the three little pigs story. The bank said his ventures would not be profitable and they were out! Miha owed lots of money, he got divorced and lost people he thought were friends. Unfortunately, Miha became depressed and suicidal.

There was a turning point in Miha's thinking where he stopped blaming outside factors and took charge of his own actions - his own failures.

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Miha used three and a half years to bounce back before he could take all those lessons from the failures to create a new start up. It was incredibly successful and he managed to pay a large portion of his past debts. As a result, he had the luxury of time, money and choice. He loved spending time being surrounded by entrepreneurs and decided helping others was so much more productive than creating yet another company.
Why did your mindset change?
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Looking back, Miha sees that no-one wanted to kill him. However, those threats were still made. Miha was young and fresh in the business world. So, these threats were taken seriously.
What were the key lessons you learnt from bouncing back?

The first foundation starts with you: the entrepreneur. Who are you? What do you want be and achieve? What are your passions?
Mindfulness allows you to step away from the moment and turns off autopilot.
Emotional intelligence. We use emotion where logic is needed and use logic where emotion is needed. Consequently, entrepreneurs must use emotional intelligence as a compass to balance yourself. Be grounded.
Don't fear regret - push outside of your comfort zone and do it!

The beauty of Miha is that he has authority to coach others. He has endured hard and dark times. Therefore, as a fail coach, he can truly empathise. Also, he offers hope because his presence shows you can get through dark times.

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Most entrepreneurs are the creative type; we come up with crazy ideas, we see problems and we see solutions. However, we don't want to deal with the boring stuff. Nobody wants to go through making strong foundations. Entrepreneurs want to get running and forget the walking!

Yet, the only right way to a sustainable business is to balance the two. Most have no systems in place so they rely on people, but then you are hostage to that person. There's little freedom.
Miha - the fail coach - in your pocket
Let's stop talking about business for a second. If you rarely cook and someone wants you to cook a risotto, you might grab a cooking book a tutorial. But, the most valuable act of learning is to find someone who can  an excellent ri...

Feb 21 2020

52mins

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Rank #16: #210 Engel Jones – Narrative and Networks

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Narrative and Networks with Engel Jones
This week we have something of a podcast expert on The Next 100 Days, talking to us about narrative and networks. Our guest is Engel Jones. He's a superstar at talking to people from around the world.
The Next 100 Days has celebrated it's 200th episode and it's 4th year. But, Engel has actually released 2700 episodes across just under 4 years. What an amazing achievement.
After the podcast, Engel was actually going to interview Kevin for his most recent 12-minute podcast episode. Graham has actually been a guest twice now. But what was the meaning and drive behind 12 minute conversations?
Behind the scenes of narratives and networks through podcasts
Engel wanted to get to know people better and ask questions that were relevant to the people he was speaking to. He was interested in narratives and networking came about because of that.

Long story short, Engel went after a narratives and network skillset through conversations.

That idea of connecting to people links to Engel's business Amazel Enterprise. Engel has created a marketing strategy where he brought himself into the centre. This means you look at the pillars of spirituality, family, career, physical, political and financial. Then you dive into the wheel of business - you look at CEOs, management, marketing, finance, etc. 12 Minute Convos was supposed to be the funnel that gave some leads and coaching. But, it became the funnel for everything. It has been very popular.
12 Minute Convos
The vision for 12 minute convos is to share narrative and create networks. The mission is to build bridges through meaningful conversation over the next 3 years. Engel wants to have another 9000 conversations this year.

Ultimately, Engel wants to immortalise the voice of humanity. You get onto the podcast platform and it is taken for granted. However, it is part and parcel of immortalising the voice of someone at a particular time in their lives.

Engel ties his conversations to 'Your Own Unique Real Self'.
Y.O.U.R.S
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Engel didn't want to write a book. He created a work book that asked the questions that would hopefully inspire others in how they can start their own brand.
What's the process your clients go through to get the outcomes you hope for them?
That's a great question. The intuition approach that says 'you need to do this for x' only works up to a point. Engel finds that when an individual sees it for themselves, there's a different drive that occurs. If you know yourself and your unique, real goals then consultancy becomes a lot clearer and better to plan.

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Curious questions
Kevin's been doing a bit of research for his appearance on Engel's podcast. He noticed that the questions asked are covered in the workbook you can download from Engel's site.

Where did some of those questions come from?

Engel likes digging into the younger you. He says this is because he feels the younger you doesn't get enough credit. It's always:

"If I knew then what I know now then I would have done things differently!"

However, for Engel he marvels what his younger self had to deal with. It is a challenge to think we need to give our younger selves more grace.

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Amanda, Amanda...
What a selfless lady. Engel took off on a trip around America in 2018 - virtually every single state and Canada. And Amanda was there through it all. It's the kind of road trip most of us only dream of.
What was that all about?
That wasn't just Skyping people or calling them. That was meeting with people and speaking face to face. Engel interviewed and recorded 349 people.

The journey was remarkable. These things seem huge at the end of it but it really started with small conversations and consistency.

Feb 14 2020

42mins

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Rank #17: #207 Matt Clark – The Rainmaker System

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Matt Clark - The Rainmaker System
We're recapping a topic we've talked about lots on the podcast: LinkedIn. It's a brilliant platform for networking and we've had some great speakers on the subject. Today, we have someone who might take this a step further - Matt Clark - with the rainmaker system.
Matt's company is called the Virtual Edge and they've created a programme called the rainmaker system. This is all about how to gain 2-5 high value leads per day, from LinkedIn...without paying for ads.
So, what were the beginnings of the rainmaker system?

First of all, what is a high value client?

High value is all about it being B2B, anything above $2000. For Matt, he wants to be the most effective he can be, with the time and energy he is putting in. It's about working smart.

Typically, what are the products or services Matt's clients are selling?

A huge range. Coaching, consulting, advisors; construction and IT services - it's all across the board. However, Vital Edge is now putting an emphasis on coaching, consulting and advisors.

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Matt helps shut out all the noise and get more leads. The more people you can have a dialogue with upfront, the more people you can bring value to.

Is there a way you can regulate the amount of leads you get? Matt says, how much you put in is how much you're going to get out.
A bit of background...
Matt started out in door to door sales in the UK. For him, marketing was very new. When he came back to South Africa he started selling door to door again. But, what he wanted was more leverage; to do something where he didn't need to go door to door, all day every day.

He has gone down the road of Facebook and being Google partners. All of that works but there's a massive learning curve and it changes all the time. If you're a master now, in 6 months time everything will change. Matt knew how to create a network with people and build a real relationship fast; he wanted to somewhere or something that would help him do that.

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Matt's introduction to LinkedIn
Like most people, Matt knew he needed to be on LinkedIn and created a profile. You add friends and family and then you never look at it again.  Then, he decided to look at it and dig deeper. As he started doing that and work with and connect with people, he realised there was more to be done. This is because the traction was amazing and he was receiving lots of engagement.

Working one on one, however, wasn't; scaleable. So he had to create a different method whereby people could get the same results, if not better results, but in a much more leveraged way. That's when Matt and his team created the RAINMAKER SYSTEM.

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What can be done to make LinkedIn work? ...and why do people not make it work?
First of all, you need to answer questions. What's the product or service or training; why is it being provided; who are you targeting; what is the outcome?

When you're dealing with LinkedIn, you've got to remember that it is a tool that will give direct access to the people you want. What you need to be doing - which is the difficult part - is ask the questions that help you get laser-focused on who your client is. This client profile needs to be based on the one that's going to give you more bang for your buck!

Then, you need to create your pick-up line. This is usually where you'd have "MD of Virtual Edge" or something along those lines. The problem is people would think 'what on earth is Virtual Edge?' It has no relevance to them. Break it down, make it clear what you do - offer the promise and value of what you can do and not the job title or jargon.

Essentially, think of this:

What's the problem you're going to solve?
What value can you deliver?

Jan 24 2020

52mins

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Rank #18: #206 – Victoria Pooley – Data Marketing

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Victoria Pooley - Data Marketing
This podcast episode is exploring the world of data marketing. Victoria Pooley has 20 years of experience in the field. She runs a company called TDP Agency, which is short for The Data Partnership. Initially the business offered direct marketing services through data-lead files and now provides the full shebang to save clients' headaches. It sounds like Graham is a direct competitor!
Data marketing - the data partnership
TDP started brokering data from different data providers. But in the industry there was a lack of transparency. You could put your credibility on the line because things were not as they were said to be.

At one point, Victoria moved into providing her own data so she could claim full accountability for what she was selling to customers. This wasn't long lasting because TDP had to evolve with GDPR and how people wanted their data being dealt with. However, that cemented the value of transparency within the company. What is integral to a business within data marketing are the relationships you build with clients and suppliers, and having their interests as well as your own, at heart.

http://thenext100days.org/wp-content/uploads/2020/01/Integrity-and-transparency-in-the-industry.mp4
Email campaigns
Email marketing is cost-effective. However, it is the least performing. Often, the multichannel approach is the best kind to gain maximum response. So, you might email a client, follow it up with a telephone call,  follow that up with a direct mail piece. That three-pronged 'attack' will get you in the psyche of the consumer.

In B2B, email is the most preferable form of marketing. In contrast to Finely Fettled, TDP offer support for email campaigns.

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The core is the analysis of the data. It really isn't a surprise that businesses have an idea of who their client is - after all, they are appealing and marketing to and working with clients. However, it really is often wrong. Target audiences are more nuanced than people often realise.
Target audiences
We have biases in terms of who we think our customers are. When you have a specific client-base, you've got to think 20% of this customer base brings in 80% of revenue. Who are they?

If you do some data analysis on these people then you can properly understand it. Then you'll make better decisions for the company and who you're targeting as prospectives, or follow ups for regular clients. It shouldn't be money first, understanding second. Let's understand first and then we can make the money.

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Analysis
Analysis will also give you an idea of how to write your copy as well. It tells you the types of customers that you've got. Copy is something Victoria outsources but will help streamline it for the customer. TDP has, in 80s terms, a rolodex of various different people that they work with.
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What was your entry into the data industry like?
Victoria started in a call centre. It was an interesting insight because she didn't realise the industry existed until she'd actually entered it! She saw there was such a lot of insight in how people are marketed. If you get calls or direct mail that doesn't fit you, or you feel harassed, then marketers and data marketers just aren't doing their job properly. Data marketing is all about finding the right people for the right marketing so that receivers should benefit or at least appreciate the offers they are getting.
Data cleansing
http://thenext100days.org/wp-content/uploads/2020/01/Data-cleansing.mp4

Direct marketing is very expensive - albeit the most responsive marketing - so making sure you are sending your marketing to businesses or targeted prospects that are actually there is vital. Therefore,

Jan 17 2020

50mins

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Rank #19: #205 Bola Abdul – Investing Education

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Investing Education with Bola Abdul
Bola Abdul has plenty to say about investing education, financial education and advice, and foreign exchange. In a nutshell, Bola is a self-starter and has learnt a lot about the financial market and the foreign exchange market.
Investing education: starting as a young 'un
Bola started learning about the finance and foreign exchange market when he was 18 - 8 years ago. He's still a kid! How did he get into it?

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Surprisingly, it's quite a low entry point to get into this market. Bolo says it's because the brokers introduced LEVERAGE. That enables you to trade on a higher volume, relative to your count size. The low end is 1 to 30.

For example, you might have a $10 million account and you're trading 1:30. If you wanted to buy pounds versus the US dollars, and have a stake of £10, for every single point that the market goes up or down you would either gain or lose £10. How it works is, with a 1:30 leverage, you're capped as to the stake size that you can do.

Now, this is a bit tricky to understand so here's another example.

If you opened an account NOW, with a 1 to 30 leverage, there is a maximum you can stake. Let's say you cannot stake anything above £10. Contrastingly, if you opened up an $10 million account with a leverage of 1 to 400 a point, you would be able to do a significantly higher stake size.
Points and pips
Pip - this is a term used in the foreign exchange market. "It moves in pips". This is an abbreviation for Price Increment Point. Now, we're talking about the pound-dollar exchange rate. It's quoted in 4 decimal places. For example, let's say it was quoted at 1.3001 - if it changed to 1.3002 it would have moved one point. If it moved to 1.3003, that's two points.

However, the brokers have their spreads - how the brokers make their money I based on the spread they give people like Bola (retail traders).

E.g. Let's say you are earning £10 a point and the spread is 2 pips. Instantaneously, the broker makes £20 pocketed, regardless if that trade is a winning or losing trade. If it was £100 a point, and the spread was two pips, the broker would make £200.

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Ultimately, the trick is to figure out that, regardless of what you're paying a broker, you're betting that the outcome of the trade will appreciate considerably because of some event.
Is this trade about events then?
Bola says you must think about what the demand for currency is today. Because the market works by supply and demand. If we were on an island with US dollars and pound sterling, and there was a high demand for USD, you would have to give away sterling to acquire the USD.

There are sporadic events - for example, Nov. 2016 where Trump was inaugurated - that can make an impact. You've always got to think about what the market participants expect. If the market participants expected the USD to go up in value, that will make a difference to the foreign exchange rate.

So, to answer the question, yes the market can be impacted by big events in society...most likely political. However, these are SPORADIC. What the market is based on, and what is most important and influential, is supply and demand.

There are many ways in which market participants base their trade ideas:

Supply and demand
Technical analysis
Sporadic events (thinking political shifts in power).

More on technical analysis
Within the market, there is also something called support and resistance, which fits in with demand and supply. Essentially, supply sits within the support zone and demand sits within the resistance zone. Where supple = demand, is what is called equilibrium. Equilibrium is where market participants like the put their orders in - it's where a fair value is placed.

How technical analysis works is price gravitates f...

Jan 10 2020

55mins

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Rank #20: #204 Graham & Kevin – 2020 Vision

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2020 vision with Graham Arrowsmith and Kevin Appleby
What's your vision for the first 100 days in 2020? 2020 vision is all about planning for the new year ahead. If you're starting out on a new project, have business plans in mind or have already started a new business, 2020 is the year to persevere and live out those plans.
On this podcast, Kevin and Graham will be chatting about the past, present and future in regards to business and life!
2020 vision and the next 100 days
So, what does Graham have planned for the FIRST 100 days of 2020?

Graham hopes to have launched his new business by March. Then he will have achieved stage one at least! That is the priority.

The other thing is, with bringing Ellie into the company, Graham will be relaunching the website. Additionally, he is focussing on new ways that Finely Fettled can help people - particularly regarding affluent data. With the advent go Ellie coming along, Finely Fettled has looked into affluent data. In particular, he's been looking at how to access those when you don't have their name and address. So, Finely Fettled will be launching the UK Affluent Address Database, and that will be an address database of the most affluent people in the UK.

It's very similar to the service Graham talks about in episode 164 - Partially Addressed Advertising Mail. Address only data is the gap in the market Graham and Ellie see. The results people are getting from this type of data are really quite impressive.

In summary, and so you can all keep Graham to his Business resolutions (!):

Launching the new business.
Reinstating what Finely Fettled is and stands for.

The start of the podcast
It was on the 10th January 2016 that The Next 100 Days podcast released its very first episode. 4 years of the podcast and over 200 episode - what an achievement.

It's quite a nervous thing to start a podcast and to speak with the possibility someone is listening to you! The thoughts of "I'll sound like like a bozo!" do run through your head. However, once you get into conversation with the fabulous guests that have been on, it all flows.

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Find the episode Graham and Kevin are talking about, here.

Unfortunately, Rosemary passed early 2019. However, she's there on the podcast and will be remembered for the great things she said on it. As well as the other things she did in her life.

Kevin's favourite was Dave Dee! Interestingly, this was Graham's favourite. His content was awesome. Listen here id you haven't heard it.

Initially, Dave worked as a magician. As a result, once of the things he does is PSYCHIC SELLING. Dave really started giving the magic about selling products and how to get into the psyche of the seller. That means he really knew how to appeal to the minds of others. Pure gold episode!
Many a guest, many a topic
The truth is, the podcast has become so varied as the episodes keep being recorded. We've covered finance, Human Resources, marketing, personal growth. There are so many people on the podcast who have been outstanding.

Another favourite of Kevin's was John Lamerton and his discussion of his new book, 'Routine Machine'.
The next 100 days for Kevin
The next 100 days will see him continue a business reshape. Kevin wants to move away from trading time for money. The lessons in 'Routine Machine' and those learnt from the podcast episode with Ken Keis - talking about playing to your strengths - should help.

Also, Kevin has been reading a new book called '168 hours' which challenges you on what you do during the working week. These things combined will help Kevin to think about how he is spending his time, is he doing the right things so that he can move to a more product-based income.

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Kevin's background is consultancy and he specialises in things around  ente...

Jan 03 2020

56mins

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