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An Interview with Jim McLaughlin - The Directors’ Centre’s Business Growth And Marketing Expert

Who Are You?

“Jim McLaughlin, Senior Associate Consultant with The Directors' Centre.

 

What Do You Do?

I work with high growth or high potential businesses to help them imagine, develop and execute growth plans.  This is a cross-cutting activity and can include product development, team recruitment and development, marketing planning and collateral development and coaching of senior managers. 

I use a variety of methods of work: coaching and mentoring, consulting and advice, facilitation, research and training.

And Your Style?

To spare my blushes, here is what some clients have said of me:  'enthusiastic, supportive, intuitive', 'energetic and focused', 'attentive to detail', 'challenges you to aim higher and do more', 'very knowledgeable and resourceful', 'high integrity and very easy to work with'.

What Have You Done?

Originally in sales – the sharp end or prospecting in highly competitive publishing world, then into sales management.   Next, into marketing and commercial direction, then into general business consulting. 

In the past decade, much of my work has been on people performance as it relates to the hard-edged business plan.  I came to believe that the best laid plans only come to life if the organisation has inspiring and motivating people management processes. 

I have worked closely with some 50 organisations since I started in consulting and more generally with almost a thousand through workshops.  I see myself as a cross-pollinator, learning and carrying good ideas and highly condensed experiences from one place to the next.

Why Should I Care?

Business growth occurs where a capable, adaptable team finds or creates an opportunity.  A good analogy is a well-steered raft in a fast-flowing river. The trick is in moving quickly, decisively and capably to take advantage of the current.  I help you do that.

What Can You Do For Me That I Can’t Do For Myself?

You can do anything for yourself.  But will you? 

I can help you to develop the ambition you once had or the plan to take advantage of an opportunity.   I will also help you to find quicker ways of achieving your objectives – accelerated growth.  I will help you to avoid blind-spots.  I will help you to take the decisions you need to.

What Mistakes Would You Stop Me Making?

Some of the “mistakes” I have helped people avoid in the past are:

• Lack of rigour and feasibility in a plan
• Investing in “dog” products or markets
• Under-selling (over-hopeful)
• Over-focus on today and neglect of tomorrow
• Not taking the big progressive steps
• Getting involved in something that does not really motivate you

How Else Would You Save Me Money (Or Make Me Money)?

The biggest step a company can often take is investment in a major new product or initiative.  I will help you bring that to a successful end.

Give Me An Example Of One Business You Worked With Recently?

A manufacturer with 25 staff was growing very quickly.  However, the business was suffering from 'growth stress' that was potentially destabilising and was not a firm foundation for continuing high growth.   Working with the MD, we identified the key growth steps – creating a management team through external recruitment and development of a comprehensive sales and marketing plan and market targeting strategy.  I helped in all elements of this process. 

I continue to work with the company in a general advisory capacity – mentoring of the MD in management and strategy, helping them to develop new Marketing activity such as PR and vertical sector sales campaigns.

Why Should I Trust You?

Ask clients who have worked with me. 

How Much Will It Cost Me?

Nothing.  I aim to deliver a positive financial gain from my involvement.  In the short term, you will be looking at fees of £1200-£1500 per day.  Not being short of work, I choose only to work on exciting opportunities with those who are committed to their own success.  I also offer a fee guarantee:  if you don’t feel you are getting value, end our relationship and pay nothing.  I’m happy to say it has never been invoked.

Jim's Articles

SWOT Analysis How to make a SWOT Analysis work for you. (Business Hotline Publications).
A Lot Can Happen in 68 Minutes - What makes a good first meeting between business adviser and client?
An article Jim wrote from his experience with Business Link.