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Time Running Out: John's Story

The Challenge:

John was 21 years with his own business and loved it.

Working 70 to 80 hours a week didn’t seem out of the ordinary. John fully accepted that he was a workaholic, but his only focus was on keeping his haulage business: 20 trucks and 26 staff members up and running.

Then John had a massive heart attack. The doctor told him that if he didn’t reduce the stress in his life, and work less than 40 hours a week, he would be dead within six months. Change became a life or death scenario.

How I Worked With John:

A number of immediate tactical changes were made to place John, and his business, on a stronger footing:

  • The GM was relieved of his post and reinstated as Logistics Manager (his previous role) as he didn’t give John an accurate picture of the state of the business (this was well intentioned, but had negative results).
  • The Accounts Administrator was promoted to the GM position as she was prepared to deliver truthful updates about the company. She also challenged John to make better and quicker business decisions she would implement.
  • John was banned from the office and workplace outside the hours of 9am to 5pm, Monday to Friday.

Processes were also put in place to reduce stress and increase operational excellence:

  • John received a simple text each day before 9am and another no later than 6pm confirming: “All in Order: Depot Open/Closed. All vehicles scheduled for the next 12 and 24 hours”.
  • A weekly management review meeting was scheduled to discuss operations, staff and finance.
  • Closer attention was paid to cashflow to fully ascertain profit and performance.

The Results:

Within six weeks, John was regularly working a 20 hour week.

This transformation inspired John to take coaching on Sales and Business Development after six months. Simply put, he didn’t have enough to do in his allocated working week of 20 hours.

Within two months, he had acquired three new key accounts. This increased the number of key accounts from 16 to 18, adding more than €600k Revenue and €120k Contribution/Margin. Of particular pleasure to John was the opportunity to cull his most challenging and unprofitable account. Giving them three months’ notice was a career highlight for him.

From a profitability perspective, prior to John receiving the wake-up call from his doctor his company had made a €50k loss in the first six months of the year.

After implementing the strategies we worked on together, the business made €30k profit for the full year. Furthermore, future projected profits and positive cash flow amounted to €150k for the following year.

Feedback

‘I’ve never been happier or fitter or had more time off. I never realised what people were talking about when they spoke of a work life balance and my relationships with my wife and son have improved immeasurably.’

John

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