Market Gap Investments
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  • September18th

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    I have found it difficult to get the rhythm and discipline of regularly posting. How to say something original and provide value rather than add to the volume of noise already on the web.

    Earlier this week I spoke to a group at RMIT  studying entrepreneurship, and found the experience rewarding, and insightful.

    The slides from the presentation are attached. Growth – RMIT 14 September 2010 Final

    The insight that I have gained by sharing my experience was very powerful. Yes, I did talk about the things that worked, however the best discussion and most meaningful part of the presentation came when I shared what didn’t work.

    That allowed me to talk about the personal experience and how the teams I worked with then began to develop strategies to overcome the obstacles that had caused the “failure”.

    The personal conversation became an engaging discussion with the people in the audience.

    The world operates in ways that are generally predictable at the macro level, with a whole range of micro variations that often catch you and your team out of position. It’s how you respond to the variations that develops overall growth.

    Sharing the experience allows other people to understand that success is a product of hard work and overcoming adversity and failure. There is no easy way to achieve success, and it is important to constantly assess what success looks like to you. As your goals change, so does  your definition of success, and so does your path to achieve it.

  • August5th

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    The value proposition for any business is defined by what value is delivered to the customer.

    12 micro caps presented to a room full of investors earlier this week, and the customer proposition was clearly defined in only one of those presentations.  I understand the pitch was focused on returns to investors, yet I was intrigued that only one company provided insight into the value they delivered to customers, and coincidently that company seemed most investment ready to me, a somewhat scary proposition,  given that all companies are listed on the stock exchange.

    I don’t recall any sensitive information being divulged that would provide competitors with any advantage, though that may be why 11 of 12 companies didn’t talk about their client value proposition.

    Every business acknowledged their customer, the source of their business value, yet only one clearly linked the customer value proposition to the value of the business.

    When you understand the value you deliver to a customer, you understand the value of your business, and so do your customers, staff, investors and prospective purchasers of your business.

  • July23rd

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    I recently reviewed my accounting software, and thought it time to upgrade both my process and software.

     As I started looking around, I became aware that the best solution for me existed in the “cloud”.

     I have heard of cloud computing, however my experience has been relatively limited. I explored the options around application service provider (ASP) some time ago, and found the value proposition unattractive. The ASP value proposition has been developed significantly, and the current wave of Software as a Service (SaaS) providers have established a great business model that is cost effective and a great value proposition.

     In relation to the accounting package, I pay a monthly fee, the software is maintained off site and is always current, the data is backed up and secure, the solution is good and the price is over 60% lower than traditional software.

    The solution has been available for several years, however there now seems to be a really strong trend to these types of services and the solution seems new.

    I raise this, because I am noticing that the majority of businesses are still waiting for some form of lead from government to start taking action to manage carbon. Innovators are still leading the herd in managing carbon and creating a new business model, yet they comprise about 10% of all businesses and I suspect many of these leaders will develop a significant advantage over time.

     It is interesting to note that one of the leaders in “cloud computing” Salesforce.com – the current new thing – started the business model in 1999.

  • June10th

    1 Comment

     – how are we assessing investment proposals?

     Recently I was advised that a proposal to install solar generation to replace existing power just didn’t stack up economically, and the question posed was how will renewable energies ever replace current technologies for power generation when they aren’t economical?

    My initial response was that the business model we are using to assess these proposals needs to be questioned. The two alternatives were assessed as if the outcomes were considered identical (i.e. a certain number of kilowatt hours of power generated for a certain cost).

     However the outcomes aren’t the same.

     Power acquired from the existing technology and purchased from an electricity retailer was being assessed at the current cost, with no accounting for the carbon effect of the generation.

     The solar generation was assessed at the cost of panels, installation, etc., a recognition that it was likely some power would still be acquired from a retailer, and yet there was no assessment of the cost of carbon in the equation.

     The way some businesses are making this decision now is that they are choosing the solar option because they feel it is the “right” option from an environmental point of view, there may be the opportunity to generate renewable credits either in a formal or informal market, and there may be a further range of positive impacts created from looking at innovative alternate sources of energy. These intangible benefits are then assessed as offering sufficient benefit to outweigh the economic cost.

    The point is that if there was some form of emissions trading scheme (ETS) in place, these intangible benefits could be assessed as an “offsetting” renewable benefit, and matched with the carbon cost of traditional methods, and potentially the economic argument would start to match the environmental argument.

    I have previously said that innovative businesses I have met with are acting and investing ahead of legislation, and while this is true, the majority of businesses won’t act unless there is some economic advantage or compliance regime where they are obliged to consider the cost of carbon in their investment decisions.

     In December 2009 there was significant momentum in place in Australia as businesses were preparing for the introduction of an ETS.

    It seems that lack of political will has stalled this momentum significantly, and many businesses are now waiting for a signal from government (of whatever persuasion that may now be) before acting.

     We shouldn’t forget that NGER is in place, and there is already a form of carbon reporting happening.

     I understand that there is still bipartisan support to reduce carbon emissions by 5% of 2000 emissions by 2020.

     It is generally accepted that the only way to achieve this agreed target is to have a pricing mechanism for the cost of carbon (and arguably the most effective mechanism is some form of ETS).

     The current level of delay will make the cost of achieving the target in a delayed timeframe much higher than if we began taking action today.

     I suspect the innovators and the early adopters will be in a much better position both environmentally and economically in the next three years.

     What do you think?

     Thanks to those who attended the presentation in Melbourne yesterday. The copy of the presentation is here:

     Web version Climate_Project CPA – Centering on Excellence Melbourne 9 June 2010

     The code for the software offer is “CPA Melbourne”. Talk soon.

  • June1st

    1 Comment

    Just updating the current presentations available for you to download.

    If you were attending Centering on Excellence in Brisbane the presentation is here :

    Web version Climate_Project CPA – Centering on Excellence Brisbane 26 May 2010

    If you were attending PAC in Lorne, the presentation is here:

    Web version Climate_Project CPA – VIC PAC Lorne 28 May 2010

    If you are interested in the software offer I discussed the code is “CPA Lorne” and the link to the software is via the following URL:

    www.eqlomg.com/ease.html

    Thanks for engaging in the discussion and participating.

  • May25th

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    Thanks to the participants at CPA Centering on Excellence in Perth on 13th May for engaging in an interesting discussion and providing two very challenging questions.

    The first question asked if I had seen any government departments provide meaningful sustainability reports.

     My response was that I was aware of a good report from the Victorian government from 2008 (released in November 2009), and that can be found at the following web site:

     http://www.dse.vic.gov.au/CA256F310024B628/0/16B5DC07267852D8CA257679000CEE68/$File/DSE+SER+Response.pdf

     The report is very comprehensive, makes a series of recommendations about dealing with environmental issues and gives a number of references for future reporting.

    I have also discovered a great sustainability report published by Toyota that identifies a number of issues and incorporates environment with economic performance that I’d like to share with you.

     This report is very focused, comprehensive, commercial and can be found at:

     http://www.toyota.com.au/toyota/events/environment/2009_sustainability_report

     I encourage you to have a look at both reports.

     From a business perspective, the Toyota report provides an excellent model of incorporating environmental sustainability within the economic framework we operate in. It also provides a level of insight into how environmental issues will impact on the supply chain.

    I have attached an abbreviated copy of the presentation with this blog.

     Web version Climate Change and Sustainability CPA -Week Perth WA 13 May 2010

    The second challenging issue raised was about the economics of solar power specifically (and renewables in general) when compared with existing methods of generating power. While we discussed that the economics will change when we incorporate a price of carbon in the equation, there is more to the business model that warrants discussion in the next blog.

  • May12th

    3 Comments

    Web version – Climate_Project CPA Centering on Excellence Sydney NSW 12 May 2010

    A great title for an excellent program  CPA Australia are hosting over the next few weeks in several centres around Australia.

    This morning I had the privilege of speaking to a group of CPA’s in Sydney on climate change and sustainability.

    The PowerPoint slides that generated some conversation are attached to this post.

    A couple of things that we did discuss:

    • The use of language – what does sustainability really mean? There seems to be a push for sustainability to mean financial viability, social involvement and a range of other things that obscure the real intent of sustainability, which is environmentally focused. One definition of sustainability is “development that meets the needs of the present without compromising the ability of future generations to meet their own needs” (Report of the World Commission On Environment and Development: Our Common Future, The Bruntland Commission, United Nations, 1987)
    • The price of externalities. One participant raised the point that the reason we don’t value or recycle water or indeed assess carbon contributions fully is because there is no real economic price on either. How do we transition to an economy that prices these resources effectively?
    • Every bit helps. We have to look at our businesses and understand what our carbon footprint is as a start to the cultural change required to drive behavioural change. We all have a role to play in developing awareness and understanding the issues.

     Thanks for contributing to the discussion today.

  • May4th

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    I heard it again today, and you’ve probably heard it a hundred times as well. The adage/definition – a consultant is someone who uses your watch to tell you the time.

     I’ve nodded agreement and wondered about the truth underlying the humour.

     And I wonder if that truth is a bad thing.

     How often do we make time to look at our watch, not only to tell the time, but to maximise the functionality we get from the watch?

     I am currently doing a lot of work looking at businesses in the sustainability space, and while almost all are doing things that are unique to their businesses, there are a number of initiatives that apply to all businesses.

     How do we share what is best practice from a sustainability perspective, while developing that unique market innovation that will improve our own bottom line? 

    Businesses that are applying the lens of sustainability to their practice also seem willing to share their stories – the successes and the failures, to help all businesses improve their environmental footprint.

     As an example, follow the link and have a look at the initiatives being applied by Linfox

     http://www.linfox.com/Environment.aspx

     The noticeable common traits:

    -                     Corporate will to change practices – and a clear governance structure to monitor performance

    -                     Changed business practices

    -                     Changed behaviours

    -                     Organisational focus on the environment

    -                     Managing the bottom line

    While the cultural change must come from within, sometimes it is external eyes and forces that help focus on the innovations needed to both drive change and improve profit. Sometimes we are so busy wearing the watch that we don’t bother to look at the time.

     Maybe now is the time to stop, have that all important look and ask for help if we decide that’s what we need.

  • April27th

    2 Comments

    I understand from a range of press reports that the current Australian government has shelved plans to introduce a proposed Carbon Reduction Trading Scheme (CPRS or ETS (Emissions Trading Scheme) depending on the reporting journalist) and any scheme is unlikely to be introduced until 2013.

     So what does this mean for business?

     There has been talk in the media that business is unable to act because the legislative framework is too uncertain for business to act.

    Since when did business need certainty to act?

    While a clear CPRS may drive all businesses to take carbon accounting seriously, there are many innovative businesses that are changing their business model now to reduce carbon emissions for the good of the planet and to create a profit centre for their business.

     So what if nothing is introduced for another four years?

     Now is the perfect time for all businesses to review their business cycle and understand carbon emissions at a micro level.

     Once a business understands the cost drivers behind carbon emissions they can change their business practices and be ahead of any scheme and competitors.

     Major emitters are already reporting under the NGER (National Greenhouse and Energy Reporting) Act http://www.climatechange.gov.au/reporting  , while more businesses have adopted sustainability reporting under the GRI (Global Reporting Initiative) http://www.globalreporting.org/Home .

     There is opportunity in uncertainty that innovators and leading organisations are already pursuing. Getting ahead of competitors and staking a claim to our future. Isn’t that the role of business?

     Now is the time to act.

  • April19th

    1 Comment

    I believe that depends on where you sit from the customer’s point of view.

    While there are many different value points along the way to delivering a service or product to a customer, it is the customer that will determine the value by what the customer is prepared to pay.

      I’ve looked at several business plans in the last week.

      The plans are great on describing the business idea – the technology, product or service that will be taken to market. The analysis seems right, the descriptions of how things work and will be delivered are passionately explained. The strategic thinking behind the offering seems thorough.

      The major focus of each of the financials is revenue and then profit, with a reasonable explanation of the cost structure.  The financial strategies to turn the idea into profit seem to make logical sense.

     Cost structures seem clear, mainly because they have a price and an invoice attached to them.

     What is more difficult to explain is the value proposition and how dollars flow in the value chain that delivers the benefit along the way to the customer. While it may be relatively easy to develop financial projections, the strategies can only be implemented when enough customers see value in the idea and are prepared to pay for that value.

      If we buy something for $10 is it because that is the cost, or do we buy something for $10 because we get some intrinsic benefit or value we can attribute to the purchase that is equal to or greater than the price?

      It is important a business thoroughly understands the value proposition from the customers’ perspective when determining the appropriate pricing model and developing the strategies to take the offering to market.

      The strategy should be developed on the understanding that the customer must receive at least the value they are paying, or there will never be a long term relationship.