Purpa: Toowoomba Business Blog

Relationships vs Transactions in Business

Tue, 22 Apr 2025 01:18:14 GMT

Are You Building Loyalty or Just Filling Orders ?

There’s an old saying in business: “People do business with those they know, like and trust.” Simple, right?

But in practice, most businesses are too busy trying to close deals to stop and ask the bigger question— am I being the kind of person, or more importantly is my company one that people will know, like and trust.

That’s the difference between a relationship and a transaction. One builds loyalty. The other just fills a slot on a spreadsheet.

PEOPLE DO BUSINESS WITH THOSE THEY KNOW, LIKE AND TRUST .

The Problem with Transactional Thinking .

Too many businesses fall into what I call “vending machine mode.” A client pushes a button, you deliver the service or product, money drops in, and off they go. No connection. No care. Just a neatly executed exchange.

It’s efficient, sure—but it’s forgettable and unsustainable.

Transactional thinking focuses on speed, convenience, and short-term wins. It’s about getting through the job, not getting to know the person. When the only thing you’re offering is efficiency, you’re competing on price—and someone will always do it cheaper.

Businesses built on transactions can survive for a while. But the ones that thrive, grow and create something meaningful? Those are built on relationships.

Relationships Are the Real Competitive Advantage .

When someone knows you, likes you, and trusts you, price becomes less of a sticking point. They're not buying a product. They’re backing a person. They’re investing in a relationship where they feel heard, supported and understood.

That kind of loyalty isn’t earned with a slick pitch or a flash website. It comes from being consistent, honest, and human.

One of our clients here at Purpa once told me, “We didn’t go with you because you were the cheapest. We went with you because you listened—and it felt like you actually gave a damn.”

That’s the power of relationship over transaction. The deal didn’t hinge on dollars. It came down to trust.

The deal didn’t hinge on dollars . It came down to trust .

What Relationships Look Like in Business .

In a town like Toowoomba, this stuff really matters. You can’t fake relationships here. Word travels fast, and reputations are built over years of consistent behaviour, not legal contracts.

A prime example was last weekend. My brother from Brisbane was in town and we went to repair a bike chain at the Giant Toowoomba store. The store owner promptly fixed the chain with a special tool, put it on my sons’ bike and refused to take any money for the repair (just the cost of a new chain). He said he’s happy to simply see more kids riding bikes. It prompted my brother to chime in and ask if he used to sell Redline BMX bikes from a different store location in 1997. He said “yes” again. My brother remembered that same generosity and warmth from nearly 30 years ago. And guess where all future bike purchases and services will happen now?

That kind of customer experience doesn’t come from a user manual. It comes from a culture that values connection.

Building relationships in business can look like:

Remembering a client’s name—and their story.
Asking about the person behind the job, not just the deadline.
Following up even when you’re not chasing work.
Telling the truth when it’s uncomfortable.
Celebrating their wins as if they were your own.

These aren’t massive gestures. But they create trust—and trust is the currency of long-term repeatable and sustainable business.

Networking Without the Robot Routine .

This all plays out at networking events too. You’ve seen the ones who get it wrong—the “meet, greet, hand-over-business-card-and-move-on” crowd. No real listening. No curiosity. Just a thinly veiled sales pitch and a mental checklist of how many people they can “connect” with in under an hour.

That’s transactional thinking in a suit.

True networking—the kind that leads to long-term partnerships—starts with slowing down. It’s about asking good questions, listening closely, and seeing the person before the opportunity. Those who get it right walk away with relationships, not just leads.

Why This Matters Right Now .

We’re in uncertain times. Interest rates are up. Budgets are tight. People are questioning every dollar they spend.

In a climate like this, relationships don’t just matter—they’re the difference between resilience and decline.

Clients are looking for steady hands. They want advisors, partners, and suppliers they can count on. They’re not just looking for a good price—they’re looking for peace of mind.

If you’ve built your business on genuine relationships, you’re already ahead. If not, now is the time to shift gears.

BUILD TRUST – ONE REAL CONNECTION AT A TIME

So, How Do You Move From Transaction to Relationship ?

Here are five simple steps to start building deeper connections with your clients:

Lead with curiosity. Ask better questions. Dig beneath the surface. Show that you care about their goals—not just the project at hand.
Be consistent. Trust isn’t built overnight. It comes from showing up the same way, every time—reliable, respectful, and present.
Follow up without an agenda. A quick check-in or note of encouragement goes a long way. It tells them you’re thinking about them even when there’s no invoice in play.
Be human. Share a little about who you are. Show your values. Let people connect with the real you—not just the polished business version.
Do what you say you’ll do. It sounds basic, but follow-through is where trust is either made or broken. Be the person who delivers—on time, every time.

Final Thoughts .

Every business makes transactions. That’s how we keep the lights on.

But if that’s all your business does, you’re just another option on a list. When clients can get the same thing elsewhere, what reason are you giving them to stay with you?

The businesses that last aren’t chasing transactions. They’re building trust—one real connection at a time.

If you're ready to shift from transactional service delivery to building meaningful client relationships that drive long-term growth, get in touch with Purpa for a no obligation assessment. We’d love to help you strengthen the trust at the heart of your business.

Written by Chris Black

Chris is a self-confessed business nerd and the brains behind Purpa. He lives for helping businesses and businesspeople find their purpose, uncover their potential, and then provide the systems, processes, and accountability to make it happen.

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Cyclone Alfred: The Unnecessary Shutdown of Our Brains

Mon, 17 Mar 2025 04:18:05 GMT

As Cyclone Alfred approached, humans did what they do best : they panicked .

Two days before a single drop of rain fell, shutters were down, doors were locked, supermarket shelves were empty, and the "Closed" signs were up around our business community. It was as if the cyclone had already hit, but the only thing swirling around was the collective anxiety of the community.

Accountants, lawyers, and other professional services firms in Toowoomba's footprint also shut down, sending a contagion through others who followed suit. The real impact was on the small businesses that form the backbone of our local economy. The flow-on effects were immediate: confidence plummeted, panic shopping ensued, and the herd mentality took over. The CBD was a ghost town.

On that Wednesday afternoon, it was like a domino effect. Email update after email update, social media post after social media post, businesses followed each other in a frenzy. It was as if everyone was waiting for someone else to make the first move, and once they did, the rest followed suit without a second thought.

Promoting the shutdown felt like a badge of honour .

So, what went wrong ?

Why did so many businesses shut down prematurely? Yes, I get it’s easy to say this in hindsight!!!! The answer lies in a lack of leadership and a failure to back internal risk management processes and remain agile. Instead of taking a proactive approach to disaster management, many businesses opted for the safe way out: close up shop and use risk management as the excuse. Now, this may sound highly critical, and there are reasons businesses should make that decision with flooding exposure. Staff living in high-risk areas like Grantham, ROWES were sandbagged up and with good reason. I completely agree that it was the correct decision for some.

But here's the thing :

Leadership isn't about taking the easy way out. It's about making tough decisions and standing by them. It's about having a disaster management plan in place proactively and trusting it. It’s about making the right decision for you, your team and your stakeholders.

We are not having a crack at weather predictions or the focus on human preservation. The massive flow of information from so many sources can be overwhelming. However, imagine if businesses had taken a leadership position instead of shutting down. They could have reassured their customers, maintained a sense of normalcy, and kept the local economy ticking over. They could have shown that Toowoomba is a resilient community, capable of weathering any storm.

Of course, this isn't to say businesses should ignore the risks. Far from it. But there's a difference between being cautious and being paranoid. A well-thought-out disaster management plan can help businesses navigate the challenges without resorting to knee-jerk reactions.

Leadership is about making tough decisions and standing by them .

In Summary .

Let's critically examine how we handle these situations. Let's support our internal processes, trust our plans, and show leadership in adversity. We want to be prepared the next time something unexpected happens, but let’s learn from our behaviour and be better.

This proactive approach will ensure that we are better prepared and more resilient in the face of future challenges.

Written by Chris Black

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Cash Flow Planning

Tue, 11 Feb 2025 23:07:31 GMT

Yes , We Are Talking About Christmas Already : Planning for the January 2026 Cashflow Crunch .

It might seem a bit early to be talking about Christmas, but trust me, it's never too soon to start planning for the financial rollercoaster that January can bring. Many businesses in Toowoomba we've spoken to since Christmas have been underperforming this past January. The holiday season, while joyous, can also be a yardstick for the cash flow challenges that follow.

This article is focused on businesses that shut down or are slow over the Christmas period. Think construction, trades, manufacturing, professional services, education etc.

adopt a proactive strategic approach for January cash flow problems .

Understanding the January Cashflow Crunch .

Picture this: the festive season is in full swing, businesses are bustling, and then suddenly, everything comes to a halt. Suppliers, manufacturers, labour, and professional support services shut down for two to four weeks (yes it’s normal across most industries now). This pause creates a ripple effect, leading to delivery delays, halted production, and unavailable services. The result? A significant cash flow crunch in January.

During this time, businesses face reduced cash inflows but still need to cover fixed expenses like salaries, rent, and utilities. It's like trying to keep the Christmas lights on with a dwindling power supply. Without proper planning, this imbalance can strain a company's financial health. This is further exacerbated if your own staff have taken leave over the shutdown period…

Planning for Cashflow Management .

To navigate the January cash flow crunch, businesses need to adopt a strategic approach. Here are some practical steps to consider:

Forecasting and Budgeting: Accurate forecasting and budgeting help anticipate cash flow needs during January. By analyzing past data, businesses can identify patterns and create realistic budgets that account for potential shortfalls. You should always seasonalise your cashflow budget (not just divide the total by number of months). Use data from previous years as a starting point.
Building Cash Reserves: Just like saving up for holiday gifts, building cash reserves throughout the year can provide a financial cushion. Setting aside a portion of profits during peak periods ensures businesses have enough funds to cover expenses during slower months. I also don’t mean to be the Grinch here, but paying juicy directors' dividends as a Christmas present may be better served in February. I’m in favour of staff bonuses in time for Christmas though (due to the benefits for culture and their enjoyment).
Negotiating Payment Terms: It's like asking for an extension on your holiday credit card bill. Negotiating favourable payment terms with suppliers and customers can help delay cash outflows and accelerate cash inflows. Clear communication and strong relationships with key stakeholders are essential for these negotiations.
Diversifying Revenue Streams: Relying on a single revenue stream is like putting all your holiday eggs in one basket. Diversifying revenue streams by exploring new markets, launching new products or services, or expanding customer segments can help stabilize cash flow and reduce dependence on any one source of income. If you are considering this option, start planning now, so you have implemented by Christmas.
Leveraging Financing Options: Sometimes, you might need a little extra help, like a holiday loan. Exploring financing options such as short-term loans, lines of credit, and invoice financing can bridge cash flow gaps. However, it's important to evaluate the cost and terms of these options to ensure they align with your financial strategy.
Boosting Online Sales and Pre-Orders: For online stores, the holiday season is a prime time to ramp up sales and secure pre-orders for January. Think of it as stocking up on holiday goodies before the rush. Encouraging customers to place pre-orders can provide a steady stream of cash flow into the new year. Offering special promotions, discounts, and incentives for early purchases can help drive this strategy.

The better prepared we are , the smoother the ride through January will be .

In Summary .

Planning for the January cash flow crunch requires a proactive and strategic approach. By forecasting and budgeting accurately, building cash reserves, negotiating payment terms, diversifying revenue streams, leveraging financing options, and boosting online sales and pre-orders, businesses can confidently navigate this challenging period.

So, yes, we're talking about Christmas already, but with good reason. The better prepared we are, the smoother the ride through January will be. And we don’t have to play catch-up for the rest of the year. It’s crucial to learn from the lessons just lived and ensure we make smarter financial and business decisions as history will repeat in 12 months' time.

Written by Chris Black

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Creating a Business and Personal Vision

Tue, 17 Dec 2024 01:47:50 GMT

As we prepare to say goodbye to 2024 and roll into 2025, I encourage you make the most of your break. In the last blog, we worked on ‘slowing down to speed up’. This allows us to step aside from the normal white noise of busyness that we all encounter throughout the year, and hopefully have some deep-thinking time.

When our life slows down, our thoughts become clear and we can then start to work on the bigger picture priorities of life. Things like ‘purpose’ and ‘vision’ which are integral to the core values of our being. Vision is also key to a strategy plan which we spend time developing with our clients.

Having a clear vision for both your business and personal life is essential for achieving success and fulfillment. A vision serves as a guiding star, helping you stay focused on your long-term goals and navigate through challenges.

In this blog, we'll explore what a vision is, how to create your own, and provide recommendations for doing it yourself, including the option to draw your vision.

drawing your vision can be a powerful exercise

What is a Vision ?

A vision is a vivid mental image of what you want your future to look like. It encompasses your aspirations, values, and goals, providing a sense of direction and purpose.

In business, a vision statement outlines the long-term objectives and desired impact of your company. Personally, a vision reflects your dreams and ambitions for your life, including your career, relationships, health, and personal growth.

How to Create Your Own Vision .

Creating a vision involves introspection, creativity, and strategic thinking. Here are some steps to help you craft a compelling vision for your business and personal life:

Reflect on Your Values and Aspirations: Start by considering what matters most to you. What are your core values? What do you aspire to achieve in your business and personal life? Reflecting on these questions will help you identify the foundation of your vision.
Envision Your Ideal Future: Imagine what your ideal future looks like. Where do you see yourself in five, ten, or twenty years? What does your business look like? How do you spend your time? Visualize every detail, from your daily routines to your major accomplishments. What does it feel like and who are you with?
Write Down Your Vision: Once you have a clear mental image, write down your vision in a detailed and inspiring way. Use present tense to make it feel more real and attainable. For example, "I am leading a successful company that makes a positive impact on the community" or "I am living a balanced life, surrounded by supportive relationships and pursuing my passions."
Create a Vision Board: A vision board visually represents your goals and aspirations. I personally don’t have one, but Alisha really aligns with this presentation method. Gather images, quotes, and symbols that resonate with your vision and arrange them on a board. This creative process can make your vision more tangible and serve as a daily reminder of what you're working towards. It also becomes a great reminder if its in a prominent place like next to your desk.
Review and Revise: Your vision is not set in stone. Regularly review and revise it to reflect any changes in your goals or circumstances. This flexibility ensures that your vision remains relevant and aligned with your evolving aspirations.

Drawing Your Vision .

For those who are visually inclined, drawing your vision can be a powerful exercise.

For those interested, this is my vision (I know how terrible the artwork is, but the story is clear to me and that's the purpose).

The drawing represents a few key elements that are core to my life:

Family: Our family is part of a broader network of friends and community (represented by a big cricket game)
Exercise: Life is an adventure and should be lived to the fullest (represented by the bikes and caravan with a winding road)
Business: My business work is recognised as a leading contributor and voice in our local community (with an audience of people I can help and covered by the media)
Legacy: Leaving a legacy that will outlive me (represented by Black House with the charitable work with organisations like Momentum Mental Health)

Note I don’t have all the answers on ‘how’ I will make this vision become reality, but that comes with goal setting, operating plans and actions (that become the doing).

My Vision Board .

For those interested, this is my vision (I know how terrible the artwork is, but the story is clear to me and that's the purpose).

(Click the image to enlarge it).

Tips for Drawing Your Own Vision .

For those who want to draw your own, here’s some tips:

Sketch Your Ideal Future : Use a blank sheet of paper or a digital drawing tool to sketch scenes from your ideal future. This could include your dream office, a happy family gathering, or a milestone achievement. Be specific and include people and places to help you make it relevant.
Incorporate Symbols and Colours : Use symbols and colours that represent your values and goals if your creative. For example, a tree might symbolize growth, while a heart represents love and relationships. Stickman also work ��
Display Your Drawing : Place your drawing somewhere you can see it every day. This visual cue will keep you motivated and focused on your vision. Mine is above my computer screen and a consistent reminder of where and how I spend my time.

Creating a vision involves introspection, creativity, and strategy

In Summary .

Creating a business and personal vision is a transformative process that can guide you towards a fulfilling and successful future. By reflecting on your values, envisioning your ideal future, and setting specific goals, you can craft a vision that inspires and motivates you. Whether you choose to write it down or draw it, your vision will serve as a powerful tool for achieving your dreams.

I hope you find this guide helpful as you create your vision for the future. If you have any questions or need further assistance, feel free to reach out. Let's make 2025 a year of growth and achievement!

Written by Chris Black

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Slowing down to speed up in 2025

Wed, 27 Nov 2024 01:23:56 GMT

2024 has been the fastest year of my life, and speaking to others, we can’t believe it’s nearly December. As a former colleague would say, the days are long but the months and years are quick.

Burnout, stress management and general overwhelm feature strongly when working with clients, so how do we manage this sneaky beast that pulls us down?

disengaging from work over the holidays can feel challenging

How Can You Manage Burnout in Business ?

Longer-term strategies and processes exist, but I want to give you a surge of energy in preparation for 2025 With Christmas just around the corner I want to give you permission, dare I say it, a REASON to disconnect.

I want to acknowledge though as a business owner, disengaging from work over the holidays can feel challenging. The constant pressure of managing your business, the need to always be ‘on,’ and the never-ending to-do list makes it hard to truly switch off.

However, the key to thriving in 2025 lies in taking the time to step back now. Here’s how you can disconnect from work over the holidays, stay present with your family, and return to your business stronger than ever.

1 ● Plan Ahead to Set Boundaries

The first step in disengaging from work is setting clear boundaries. This includes shutting the doors, which is common practice (I don’t know any local business that isn't taking at least a full week closed).

Whilst you are ‘shut’, it may be tempting to keep checking emails or taking calls, it’s important to remember that your well-being and your relationships with loved ones should take precedence during this time. Start by planning your time off well in advance. Block off specific days or weeks where you are completely unavailable to work, and inform your team, clients, and collaborators ahead of time. Let them know you’ll be taking a break and how they can reach out in case of an emergency.

By giving people plenty of notice, you can alleviate any potential work-related stress and avoid feeling like you're constantly on-call. Be proactive about setting expectations for your availability and stick to them.

2 ● Delegate and Trust Your Team

One of the most difficult parts of taking time off as a business owner is the fear that things will fall apart in your absence. However, a successful business is built on a team you can rely on. Prior to your break, delegate tasks and responsibilities to trusted employees or collaborators. This will give you peace of mind and allow your team to operate without you.

Trusting your team is an important part of business ownership. It empowers them to take initiative, and it reinforces that your company can thrive without you constantly overseeing every detail. Knowing that your business is in capable hands will help you disconnect and enjoy your time with loved ones without feeling anxious or guilty.

3 ● Disconnect from Digital Distractions

In today’s world, it’s easy to get caught up in the digital flow of work. Emails, messages, and social media notifications are always at our fingertips. But this constant connectivity keeps your mind engaged in work even when you're physically present with your family.

During the holidays, make a conscious effort to turn off work-related notifications and avoid checking your devices unnecessarily. Set up an "out-of-office" auto-response for your email and social media accounts. If you’re really committed to disconnecting, consider putting your phone on "Do Not Disturb" mode, or leaving it in another room while you spend quality time with your family.

Better yet, turn off the TV and get out the board games. Nothing screams holidays like a family fight over non-paying of your Monopoly money!

By limiting digital distractions, you create space for yourself to recharge, and you give your loved ones the attention they deserve.

4 ● Be Present (not just physically)

The holidays are about more than just resting — they’re about reconnecting with the people you care about. To truly recharge, practice mindfulness. Be present in the moment, whether you’re sharing a meal with family, going for a walk, or simply enjoying the quiet of the season. Mindfulness helps you shift your focus away from work and into the here and now. It’s about fully experiencing the joys of the holiday season without worrying about what's going on in the office or with clients.

You can also incorporate meditation, deep breathing exercises, physical activity, or light stretching to help you stay grounded. Taking time to focus on your mental and emotional well-being can do wonders for reducing stress and preventing burnout.

5 ● Recharge Your Batteries

The goal of your holiday break is to recharge. Use this time to engage in activities that nourish you physically, mentally, and emotionally. Whether it’s spending time outdoors, indulging in a favorite hobby, reading a book, or simply resting, allow yourself to truly unwind.

Incorporate some self-care into your daily routine. Get plenty of sleep, eat nutritious meals, and take walks to clear your mind. This time off is about replenishing your energy reserves so that you can return to your business in 2025 with renewed vigour.

6 ● Reflect and Set Intentions for 2025

While the holidays are meant to be a time of rest, they also provide an opportunity for reflection. Take some time to look back on the past year: What worked well in your business? What challenges did you face? Reflecting on these questions can help you set clearer goals for the new year.

Set aside some quiet time to write down your business intentions for 2025. This will allow you to return to your business with a sense of purpose and motivation. The clarity gained from this reflection will make it easier to dive back into your work with passion and a renewed commitment.

it’s essential to step away from the daily grind to avoid burnout

The holidays are an invaluable opportunity to rest, recharge, and reconnect with what matters most. As a business owner, it’s essential to step away from the daily grind to avoid burnout and come back to your business with a fresh perspective. By planning ahead, setting boundaries, and prioritising self-care, you’ll be able to disengage from work, enjoy the season with your loved ones, and return to your business in 2025 full of energy, passion, and commitment.

If you are still struggling once you get back, don’t bury your head in the sand. Put your hand up and ask for some help. Purpa has 2 Clinical Psychologists ( Dr Clive Williams and Alisha Black ) who can come in and work with your team to build emotional resilience through workshops and training to help you and your people. Once you have developed better self-awareness, and a toolbox of strategies to assist, its amazing how the small things don’t affect you as much, and your head stays clearer.

So enjoy your break, turn off to the world, and we wish you and your family every success and happiness in 2025.

Written by Chris Black

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Celebrating Success: Why It Matters in Business

Thu, 24 Oct 2024 00:18:48 GMT

We recently attended Toowoomba Business’s night of nights at the Toowoomba Chamber Business Excellence Awards. The night highlighted the amazing local companies and the people driving their accomplishments.

It’s not just the big milestones but the small wins too. Here’s why taking the time to celebrate matters, along with the inspiring winners from this year’s awards.

recognising achievements fuels excitement for the next challenge

Building a Positive Culture

Celebrating achievements helps create a positive workplace. When wins are recognised, it boosts morale and makes employees feel valued. A simple “thank you” or team celebration can lift spirits and encourage everyone to work together.

Boosting Motivation

When businesses celebrate success, it motivates employees. Seeing their hard work acknowledged inspires teams to aim even higher. Whether it’s a shout-out during a meeting or a small reward, recognising achievements fuels excitement for the next challenge.

Strengthening Customer Relationships

Celebrations shouldn’t just be for employees. Acknowledging milestones with customers, like project completions or anniversaries, builds trust and loyalty. Personalised thank-yous or special offers during these celebrations can make customers feel appreciated and more connected to your brand.

Encouraging Reflection and Growth

Taking a moment to celebrate allows businesses to reflect on what worked well and what can improve. This reflection not only helps teams learn from their successes but also highlights the unique qualities that led to those achievements.

Chris Black & Shirley-Anne Gardiner from Momentum Mental Health. Momentum Mental Health won the Health & Wellbeing Category at the 2024 Little Pig Consulting Business Excellence Awards!

Standing Out from the Competition

In a competitive market, being different is a major advantage. Creative ways to celebrate success can help a business stand out. Whether through fun awards or unique recognition events, showcasing what makes your company special can leave a lasting impression.

Creating a Legacy of Success

Celebrating success helps build a culture that values achievement. This positive mindset will continue with future employees, creating a legacy of success that benefits the organisation long-term.

2024 Toowoomba Chamber Business Excellence Awards Winners

Here are the winners from this year’s awards, showcasing the incredible talent and dedication within our community:

Tourism – Sponsored by Excavation Equipment: The Empire
Agriculture – Sponsored by Mort & Co: Feed Central
Innovation & Technology – Sponsored by RSM Australia: Feed Central
Hospitality - Food & Beverage – Sponsored by Blooming Gorgeous: Bone Idol Brewery
Professional Services (10 employees or less) – Sponsored by TAFE Queensland: SWQ Training
Professional Services (11 employees or more) – Sponsored by FX Technologies Toowoomba: CoBright Marketing
Retail – Sponsored by JMK Retail: Ryley Jewellery Creations
Community & NFP – Sponsored by Southern Cross Austereo: Hope Horizons
Industry – Sponsored by Bishopp Outdoor Advertising: Joe Wagner Group
Health & Wellbeing – Sponsored by Bank of Queensland Toowoomba and Rangeville: Momentum Mental Health
Property, Construction & Development – Sponsored by Specialised Property Consulting: McAdam & Turnbull Realty
Gerry Doumany Export Award – Sponsored by Toowoomba Surat Basin Enterprise: Gears Mining
Arts & Culture – Sponsored by The Empire: Shoebox Theatre Company
Best Regional Business – Sponsored by Toowoomba Regional Council: Feed Central
Businesswoman of the Year – Sponsored by The Chronicle: Tiffany Spary
Future Leader of the Year – Sponsored by Classic Recruitment and Human Resources: Dominique Gillespie
Toowoomba Chamber CEO Award – Sponsored by Toowoomba Chamber of Commerce: Red Sand Sisters
Sole Trader of the Year – Sponsored by Russell Mineral Equipment: Clever Bugs
Micro Business of the Year – Sponsored by CDI Pest Management: Ryley Jewellery Creations
Hall of Fame Inductee 2024: Wippells Autos
Little Pig Consulting Business of the Year 2024: Feed Central

A simple “thank you” can lift spirits and encourage working together

Conclusion : Pause and Celebrate

The recent Toowoomba Chamber Business Excellence Awards remind us of the power of celebration. Recognising successes boosts morale, motivates teams, and strengthens customer relationships.

So, before moving on to the next project, take a moment to celebrate what you’ve accomplished. It’s a key step toward a successful and sustainable future!

Written by Chris Black

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Building Your Business Moat: Lessons From Australia and Toowoomba’s Most Successful Companies

Mon, 16 Sep 2024 03:07:18 GMT

Lessons From Australia and Toowoomba’s Most Successful Companies

The economic and financial sands are shifting quickly. Local Toowoomba businesses have more complexity and competition than ever before – and not just from other locals due to globalisation of supply chains and our increasing comfort with online shopping.

So how do we stay relevant, protect our client base and business a sustainable competitive advantage. I personally love the concept of a business moat. This concept, popularised by investor Warren Buffett, is about creating barriers that keep competitors at bay. It's like having a moat around a castle, protecting it from invaders.

To illustrate this, let’s look at a local Australian example: Woolworths.

“A truly great business must have an enduring 'moat' that protects excellent returns on invested capital,” - Warren Buffett

Woolworths, one of Australia’s largest supermarket chains, is a prime example of a company with a strong business moat. Here's how Woolworths has built and maintained its moat :

1 ● Brand Loyalty and Scale : Woolworths has been a household name in Australia for decades. Its extensive network of stores across the country means that customers often choose Woolworths for their convenience. The brand’s long-standing reputation and the sheer size of its operations create a moat that’s hard for new entrants to breach.

2 ● Supply Chain Efficiency : Woolworths has invested heavily in its supply chain management. Its sophisticated logistics and distribution systems allow it to keep shelves stocked with fresh products and offer competitive prices. This efficiency lowers costs and keeps prices attractive for customers, making it difficult for competitors to offer the same value.

3 ● Loyalty Programs : The Woolworths Rewards program is another key component of its moat. By offering points and discounts on future purchases, Woolworths not only encourages repeat business but also collects valuable customer data. This data helps them tailor their offers and improve the shopping experience, further cementing customer loyalty.

How Can You Build and Maintain a Moat ?

Building a moat like Woolworths’ doesn’t happen overnight. It requires a combination of strategic investments and consistent efforts:

1 ● Ongoing Investment : Woolworths continually invests in technology and infrastructure to improve its operations. From advanced logistics systems to digital tools that enhance customer experience, these investments help Woolworths stay ahead of competitors.

2 ● Customer Focus : Woolworths keeps a strong focus on customer needs and preferences. Regular updates to its product range and store formats ensure that it remains relevant and appealing to shoppers.

What are the Challenges and Adaptations ?

Even a well-established moat like Woolworths’ faces challenges. Market conditions, changes in consumer behaviour, and new competitors can all impact its advantage:

1 ● Competition : The rise of online shopping and the expansion of discount chains like ALDI have posed challenges. Woolworths has responded by enhancing its online shopping experience and improving its pricing strategies to stay competitive. In saying that, it doesn’t necessarily try and compete for all customers, it stays in it’s lane executing on those customers they want to attract and retain.

2 ● Economic Fluctuations : Economic downturns can affect consumer spending. Woolworths must adapt its strategies to ensure it continues to attract customers even when spending is tight.

What Can We Conclude From This ?

Woolworths provides a clear example of how a business moat can help a company maintain its market position and profitability. Woolworths has created a strong competitive edge by leveraging brand loyalty, supply chain efficiency, and customer-focused programs.

However, the company’s ongoing success also depends on its ability to adapt to new challenges and changes in the market. For other Australian businesses, Woolworths’ approach offers valuable insights into building and maintaining a moat that can stand the test of time.

Building a 'moat' doesn't happen overnight and will face challenges.

How Does This Apply to Local Leaders in Toowoomba ?

If we bring this closer to home, who are some great local businesses that have built an economic moat around their company. These are just the ones I love, but hopefully these examples prove that any business with a conscious and sustained focus can build an enduring moat.

1 ● Bakers Duck : Leading with premium bakery products, exceptional high-end customer experience and now entrenched in their ‘weekly shop’ of sourdough bread or the visit to Farmers Markets. Loyal clients go for the experience as much as the products.

2 ● Fitzy’s Toowoomba : The consistent, experienced professionals in hospitality in Toowoomba. The longevity and everyone's collective experiences here mean it’s a staple go-to. Combined with continually re-inventing their offering through repeated refurbishments, they remain modern and relevant across so many demographics from the business luncher to the 18 year old on a Friday night.

3 ● Hogans Family Jewellers : The leaders in creating a connection of love to the experience of purchasing jewellery. Everything about their new showroom oozes client centricity, triggers excitement, reinforces quality and premium value. They are the leaders in turning a purchase into an memorable event.

4 ● FKG Group : This building company has unrivalled capability across the construction industry. Whatever the project, whatever the sector or trades needed, FKG have built the deserved reputation to deliver. Doing this through vertically integrated companies collaborating with one client relationship means competitors face layering subcontractors and multi-tiered offerings. So, in some complex cases, they own the local space.

So start to consciously identity and then work on your own business moat, or what we also call your “sustainable competitive advantage”. It’s a great investment in your business's repeatable success.

Written by Chris Black

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Not Me, Mate! - Why People Deny Responsibility When Under Threat

Tue, 20 Aug 2024 01:34:42 GMT

Recently, I had some renovations done, and as usual, some unanticipated mistakes arose. When I spoke to the first tradie, his immediate reply was, "Not me, mate. It was so-and-so." So, I approached 'so-and-so,' another tradie, and his response was exactly the same: "Not me, mate. It was the first guy."

This dynamic went round and round for about two months until I organised (maybe demanded? lol) a tête-à-tête with both. I asked them for a solution, but both were preoccupied with telling the same old story: "Not me, mate." I asked them to stop mentioning what had happened and focus only on solutions. Within a minute or two, a solution was found.

" Not me , but you " is a defence response . It means we feel under threat .

This situation reminded me of something I often see in sessions. Whether it’s in personal, social, or professional relationships, it’s the ‘not me, it’s you’ response, usually followed by finger-pointing. People can waste a lot of time—sometimes decades—in this no-win practice of blame.

Whenever I encounter this problem, I keep returning to one question, especially if I hear the same words coming from my own mouth:

What makes it so difficult for us to consider that we might have made a mistake ?

In these situations, those involved often rely on their memory for proof of the facts: "I didn’t …," "you always …," "it was a Tuesday …," "I couldn’t have because I was somewhere else …" But if you take a minute to browse the research on memory, you’ll quickly see it’s probably our most unreliable cognitive ability. We tend to remember things that are attached to strong feelings, and everything else is forgotten. Yet, in situations where a mistake is identified, we insist our memory is perfect, faultless.

One of the best examples of our flawed memories and difficulty in owning up to a mistake comes from a writer, not an academic. Mary Carr is a New York Times bestselling writer who teaches memoir writing at Syracuse University. Each semester, she stages an argument between herself and another professor in front of her class, secretly video-recorded. After the argument, she first asks her students, as an exercise in writing memoirs, to write down what they observed. It’s rare for a student to remember the true facts. Most attribute the wrong words to the wrong person, can’t remember how it started or finished, and some even suggest the opposite of what was said. What’s even more astonishing is that after she reveals the staged nature of the argument and shows the video, some students still hold to the belief that their version is true and that the video has been tampered with!

Why do people deny responsibility when under threat ?

‘Not me, but you’ is a defence response. It means we feel under threat. Under threat, our cognitive abilities—problem-solving, decision-making, comprehension—are diminished. No organisation can function effectively without robust relationships, and problem-solving is crucial to daily functioning.

Take a minute. Is it possible that you can’t really remember every specific detail? Maybe the mistake was partly yours?

This approach seems logical – but how do I embed this in my work team? How do we get buy-in on this attitudinal approach?

People forget things all the time , yet in situations where a mistake is identified , we tend to insist that our memory is perfect .

At Purpa, we love the simple framework of operating “above the line” versus “below the line.” When faced with any scenario in business or our personal lives, we can respond (rather than react). This framework is easy to adopt, can be communicated clearly, and most importantly, gives everyone in your team ‘permission’ to set the expected team standards.

So, if everyone shifted from an automatic response of ‘not me, mate’ to ‘how can I solve this,’ what would that do for your business?

Written by Dr . Clive Williams

Clive is our Psychologist. With over 40 years of experience, Clive helps business people navigate through the complexities of change. Key to his work is a fundamental belief that life is change and, in this respect, most of his career has focused on identifying the key aspects of the change process.

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Not all Growth is Good

Mon, 15 Jul 2024 02:07:40 GMT

We have a client who is outwardly successful. They are growing all the main financial metrics, such as customer profitability, revenue, staffing, etc.

However, internally, they are falling apart. Due to their significant growth, their systems are now incapable and broken. They have red flags: owners are burning out, staff are frustrated, and satisfaction is trending the wrong way; errors and miscommunication are rising, along with defects and reworks.

I want to share what I’ve learned about managing change, maintaining momentum and the alignment of capable systems with frictionless growth.

It's Important to have a Solid System that is Prepared for Growth

When is it Time to Shift Gears in Business ?

I’ve seen many businesses thrive and then face challenges as they grow. One key lesson I’ve learned is that before you can successfully expand your customer base or increase your orders, your business systems must be ready for that growth.

If your systems—your order management software, customer service processes, or supply chain logistics—aren’t up to the task, you might be overwhelmed as you try to scale up. I’ve learned that stopping, reflecting, reviewing, and addressing these underlying issues is essential before progressing with MORE growth. This might mean updating your technology, streamlining processes, or improving team training.

1 ● When Growth Slows Down

If growth slows, it’s time to reassess your current operations strategically and potentially find new opportunities. Instead of just pushing harder, take a moment to look at what’s working and what’s not.

Maybe it’s time to explore new markets, offer new products, or improve your services.

2 ● When Facing Challenges

Every business faces challenges, from increased competition to unexpected economic changes. I’ve seen how local businesses handle these ups and downs.

Stay calm and adaptable during tough times. It’s not just about sticking to the old ways but being open to new solutions and ideas. Turn obstacles into opportunities, which has helped me approach challenges as chances to grow and find creative solutions.

3 ● When Team Dynamics Change

Team dynamics are constantly shifting, from welcoming new staff to adapting to role changes. Adjusting your leadership style in response to these changes is crucial. Sometimes, you need to be more hands-on, and other times, you need to step back.

You need to let staff make their own mistakes, giving them space to learn, permission to experiment, and ultimately, some resilience and initiative—this is so powerful for building empowered teams.

4 ● Golden Tickets

If you find/see/create an opportunity that aligns with your strategic plan, you have analysed it diligently, and you are convinced it’s a winner, then commit fully. Go into overdrive and execute. Invest the time, energy, and resources into making it a winner.

These moments are important to jump up a few levels in your business journey – don’t miss them due to your normal operational busyness. Yes, it may come with risks, but you’re a business owner, so you should have a decent risk tolerance. These are golden tickets so don’t miss them. If you don’t have the confidence, get professional support to help you commit to the decision.

If you are convinced it’s a winner then commit fully

So if you need help identifying the state of your business, if you have some growing pains, see some red flags or want to find those golden tickets, you need to create the strategic time to execute.

If you need help with any of these , get in touch and we can give you a few t ips and strategies to improve your performance.

Written by Chris Black

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Busy Vs. Productive Leadership

Tue, 18 Jun 2024 22:39:31 GMT

Stop , Reflect , Strategise .

Everyone is busy and it seems like it’s spoken about like a badge of honour. It’s the first thing most people say when you ask them ‘how are you going’? Is it something we should strive for, or should we focus our efforts on outcomes and productivity? Is being busy a great message to lead with when talking to prospective clients, business partners and colleagues? Whilst it may be true, it conveys the message that you’re overloaded or even potentially closed to new opportunities.

So when you are meeting someone, I challenge you to answer that default busyness question differently. Try to answer directly and make yourself more interesting – try ‘we are going well but challenged with some interesting work’ or ‘focused on really executing well with our clients’ or ‘really invested in making our staff more engaged’ or ‘focused on business growth’ as examples. Obviously it goes without saying to be truthful.

How you respond ripples through the organisation from a leadership perspective. How you act also impacts your team. In my experience, there are distinct traits that separates busy versus productive leaders show.

To continue this theme, Forbes wrote an article on productivity in 2016 which is completely relevant today. Forbes state there are 15 secrets of productive people which are:

They focus on minutes, not hours.
They focus only on one thing.
They don’t use to-do lists.
They beat procrastination with time travel.
They make it home for dinner.
They use a notebook.
They process email only a few times a day.
They avoid meetings at all costs.
They say “no” to almost everything.
They follow the 80/20 rule.
They delegate almost everything.
They theme days of the week.
They touch things only once.
They practice a consistent morning routine.
Energy is everything.

Your behaviour has an impact on your team .

So I challenge businesspeople to reflect on your own behaviour. Are you productive or busy? Do you openly promote busyness, or should you focus on AND reward those in your team that are productive?

To help create this strategic thinking, check out our last blog which will enable you to have your ‘ideal week’. This enables leaders to move from operational busyness to strategic clarity and creates time for your priorities.

If you need help improving your leadership and strategic direction, get in touch with Purpa for a no obligation assessment.

Written by Chris Black

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Creating Time to Work on Your Business

Thu, 30 May 2024 02:34:08 GMT

Create time to build the strategic muscle of your business !

Working with local businesspeople in Toowoomba since 2008 in different capacities, there is a clear difference between those highly successful businesses and those that simply don’t grow.

One key distinction of successful businesses is the conscious investment in strategy followed by ruthless execution of that strategy. The adage of working ON the business, rather than in it. But the common excuse is always linked to time (or lack of time).

You should have a concept of what your perfect week looks like .

So how do you create more time ?

Firstly you need move from being reactive with your time to proactive – you need to control your time. You need to say no sometimes. You need to prioritise tasks. You need to have un-interrupted time to do deep work. You need to have a positive operating rhythm. All of this can come together by using the concept of an ideal week.

Using the attached blank template or the example attached of my own ideal week , you can see I am controlling where I spend my time. Now this is ideal and should be used as a starting point.

I know things happen, clients call with urgent jobs, staff issues arise, fires start and the rollercoaster of operational busyness WILL happen. I acknowledge that. BUT you need to have the ‘ideal’ starting point and be ruthless with some non-negotiable time creation for the most important aspects of your business, namely strategy and execution of important projects.

Some best practice guidance on how to build your ideal week:

Win the morning and win the day. Start with positivity like exercise, coffee, meditation, or whatever works for you. The earlier the better.
Have self-awareness of your most productive or highest value times. Face to face client work is best for me early in the morning and towards the start of the week. By Friday, my battery is running low and preparation and relationship building takes over.
Allocate personal time, family time, ‘life logistics’ of kids etc so that your normal day is practical.
Leave plenty of unallocated time for the normal operational busyness that will happen. You need slack.
For anyone with an office job, close your emails and ONLY check a maximum of 3 times per day. Urgent issues don’t get emailed, but emails are a great way to lose your time.

be ruthless with time creation for the most important parts of your business .

There are only 168 hours in each week. Using this strategic approach to those hours, you will be more productive, complete more and help give you permission to say NO to things that don’t add value to you or your business.

If you need help improving your time management or business strategy, get in touch with Purpa for a no obligation assessment.

Written by Chris Black

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Leading with Authenticity: ‘Working with Me’ Document

Tue, 07 May 2024 23:48:44 GMT

The Toowoomba businesses I am working with all have very similar challenges. One of the themes is the emphasis on improving culture (no quick fix but so valuable), and all need help building teamwork. One of the focuses of achieving this is through authenticity and transparency.

Authenticity is the cornerstone of effective leadership, fostering trust, and transparency within teams. As a leader, being authentic means embracing your true self, vulnerabilities, and strengths alike. It's about being genuine in your interactions, decisions, and communication with your team.

Authenticity is the cornerstone of effective leadership

To exemplify authenticity, consider sharing a "working with me document" with your team. This is not a new concept, but it was introduced to me by Claire Hughes Johnson on the Tim Ferris Show podcast. This insider's guide offers insights into your leadership style, preferences, and expectations, providing clarity and fostering understanding among team members. It can include details about your communication style, preferred methods of feedback, and even personal quirks or habits that may impact your interactions.

You can listen to the whole podcast , or just from minute 44:20 for the explanation. Afterwards an example template you could adopt can be found here . If you would like to receive my personal ‘working with me document’ which includes the Word template, get in touch personally.

By sharing this document, you invite your team into your world, promoting transparency and open communication. It demonstrates a willingness to be vulnerable and invites reciprocal authenticity from your team members. Ultimately, this leads to stronger relationships, enhanced teamwork, and a more cohesive and productive work environment.

Create faster engagement as a leader, your team deserves to know you

If you need help improving your teamwork to ensure you achieve your high level business goals, get in touch with Purpa for a no obligation assessment.

Written by Chris Black

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Gary Gardner – Lessons in Business and Leadership

Wed, 27 Mar 2024 04:25:04 GMT

Gary Gardner is an incredible Toowoomba business leader and newly elected TRC Councillor. He is the Executive Chairman of FKG Group and noted by IBIS World as being in the top 500 largest private companies in Australia. They have 900+ staff and group revenue of $700M+. Not only is he at the helm of the family run FKG Group, he and his brothers, and their families have built many other successful businesses such as Ezyquip Hire, NRG Services, GFG Projects, Anaman, Total Hydraulic Services, Hexeis, Pulse Data Centre, Obadare Group, Auscoil and so many more.

I recently interviewed Gary as part of our Purpa Fireside Chat Series. He shared the secrets to his success, but also the lessons learnt from 52 years in business. At Purpa, our aim is to empower businesspeople to achieve success, so by sharing these lessons, we hope you can bring to life in your business.

Think Big and Solve Tomorrow’s Problems Today ●

Long term, big picture, macro thinking about issues leads to identifying opportunities. Then to solve those opportunities by building sustainable, profitable solutions that have a greater chance of increasing demand and therefore repeatable cashflows that last longer. Gary seems great at solving the problems of the next 10+ years and isn’t scared to commit resources on analysis but also a gut feel of knowing / thinking ‘what is coming’. Don’t get bogged down in the small stuff, rather think big and be bold.

Work Ethic ●

You must work hard if you expect high results. Its great to work smart, be efficient, productive, and strategic, but none of that compares to working hard, being committed through consistent effort, and getting your hands dirty. As the business grew, it would be very normal for Gary get up in the middle of the night, do invoicing then head of to a site to pour concrete.

Invest in Your People ●

Pretty self-explanatory, but Gary firmly believes to run a successful company, you need to invest heavily in people. Invest through trust, belief, and delegation to ensure as the owner, you don’t ‘get in the way’. Empower your people to take initiative, make decisions with an ‘ownership mentality’, and importantly hire people that are smarter than yourself, and let them execute with high level guidance when needed.

An example of his commitment to his staff is shown through the head office in Toowoomba. Complete with a gym, indoor pool, childcare centre, green space, cafeteria and so many other perks that make FKG such a great place to work. This long-term culture and loyalty goes both ways with an average employee tenure of 6+years and over 110 staff with more than 10 years of service.

Family Come First ●

Gary’s biggest priority and proudest achievement is his family. Initially working with his parents and siblings and now to his own children, nieces, nephews and even grandchildren. Everything he does now is for them. Relationships are formed around the kitchen table as well as being in the fortunate position to see his family grow around the board room table too.

I believe in looking after my staff. Invest in people and property.

Gary has certainly created a legacy for our community, and we thank him for his approach to business, but also in his commitment to improve our region through his role as TRC Councillor.

If we can assist in your business journey, don’t hesitate to reach out to Purpa for a no obligation assessment to see how we can help.

Written by Chris Black

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What is a Growth Mindset?

Thu, 14 Mar 2024 05:10:52 GMT

I’m a business nerd, but I married a brain nerd (or she prefers I call her Clinical Psychologist). One of the biggest advances in my business skill isn’t necessarily business related, rather it’s having a growth mindset.

This concept is mainstream and is spoken about regularly, but not a lot of people understand its benefits or origins here in Toowoomba. The Growth Mindset concept developed in part by American psychologist Carol Dweck revolves around the belief that abilities and intelligence can be developed through dedication, hard work, and resilience.

Unlike a Fixed Mindset, which assumes that intelligence and talents are static traits, a Growth Mindset thrives on the idea of continuous learning and improvement. In the business realm, cultivating a Growth Mindset can be a game-changer. It fosters a culture of adaptability, where challenges are viewed as opportunities for learning rather than insurmountable obstacles.

One key aspect of a Growth Mindset in business is the emphasis on embracing setbacks as stepping stones to success. Rather than shying away from failures, individuals with a Growth Mindset see them as valuable lessons, fuelling innovation and improvement. This mindset creates a workplace where employees are more likely to take on challenges, experiment with new ideas, and persevere in the face of adversity.

abilities and intelligence can be developed through dedication, hard work, and resilience.

Case Study : Microsoft

One notable case study that exemplifies the impact of a Growth Mindset is Microsoft's cultural transformation under the leadership of CEO Satya Nadella.

When Nadella took over in 2014, Microsoft was facing challenges and needed a shift in mindset to stay relevant in the fast-evolving tech industry – put bluntly it was falling behind competitors and was on track to losing market share and relevance. Nadella actively promoted a Growth Mindset within the company, encouraging employees to embrace learning and innovation.

The transformation was evident in Microsoft's approach to product development. They moved from a rigid, product-centric mindset to a more agile and customer-focused one. The company shifted its focus from Windows-centric strategies to embracing a cloud-first, mobile-first approach. This required employees to adapt, learn new skills, and collaborate across different teams.

By fostering a Growth Mindset, Microsoft created an environment where employees were more open to taking risks, learning from failures, and continuously improving. This cultural shift played a crucial role in Microsoft's success in areas such as cloud computing with Azure, a platform that has become a significant revenue driver for the company.

a Growth Mindset can foster a culture of adaptability, where challenges are viewed as opportunities for learning rather than insurmountable obstacles.

The question that must be asked you now: do you have a fixed mindset, stuck in your ways, only listen to history to show us the future, conservative with your views and attitude towards progression and change? Or are you willing to stretch and grow? Successful organisations have the self-awareness to be uncomfortable and identify these gaps and put strategies, learnings, and development courses in place to stretch.

So if you need help with changing your mindset, want to help prepare your team for positive change, build your resilience and grow, we have the capability at Purpa to support you. Dr Clive Williams and Alisha Weston are clinical psychologists ready to work alongside the ‘business’ team at Purpa to improve your organisation.

Written by Chris Black

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What my Junior Cricket Coaching has Taught Me About Leading Effective Teams

Tue, 12 Mar 2024 05:00:15 GMT

Easily the favourite part of my week is Saturday mornings. For the last 4 years, I have had the privilege of coaching the University Cricket Club Bush Chooks. What started as corralling a group of cute little kids to hold a bat and throw a ball has developed into a bunch of noisy, stinky and downright brilliant young men who love playing cricket, having fun and coming together as a team.

The boys range from 9 (my son Harry who plays up) through to 15-year-olds given the competition is based on skills rather than age. I’m really proud of what they have taught themselves, and along the way taught me about leadership and teamwork. Whilst junior cricket has nothing to do with business, it actually has EVERYTHING to do with managing people, building effective teams, accountability, having fun and continual improvement.

So it has everything to do with business, and I’d like to share the lessons these boys have taught me which you can use to manage your own teams:

coaching Cricket has Taught me a lot about managing people

1 ● Having Fun

Everything we do has an element of enjoyment. It’s a core value to the team and it's amazing how much their performance improves when they let go of the outcome, stay present and smile. They are less nervous, more encouraging, and supportive, bring energy and they build better connections with each other and the opposition. The hugs, banter, bum taps, wicket celebrations, practical jokes and parent involvement (the boys love bowling at their mums and dads at training) all form part of this approach.

So in business, do you foster a culture of fun or enjoyment? Can you destress, energise and build loyalty and enjoyment by being a bit less serious? In my experience, this typically builds a stronger team that enjoys coming to work, focuses on the team before self and ultimately is a longer-term sustainable approach to less turnover, absenteeism, and productivity.

2 ● Standards

I’ve set very high standards of behaviour for the boys. Everything from bad language and negativity, encouraging each other, warmups, attitude, timeliness, training, and overall approach to the game and each other. The beautiful part is that I set and enforced the standards for the first 3 years, but this year I’ve stepped back and let the boys enforce these standards within the group. We don’t always get it right, but they are definitely getting better.

So in business, as a manager of a team, the most powerful evidence of an engrained culture, is when colleagues enforce standards and make each other accountable – rather than a leader or manager doing this formally. If it happens organically, regularly and without fear of reprisal, it becomes engrained and ‘normal’. All high-performing teams have standards.

3 ● Respect

This is a simple one. We respect ourselves, our teammates, our parents, the opposition, and the umpires. Whilst we celebrate a wicket, a nice little habit has formed (by the boys) that they clap off the outgoing batsman – I didn’t start or promote this, but I’m extremely proud this has naturally progressed from the basic starting point of respect. The other thing I absolutely love is the boys thanking me after each training and game AND shaking my hand. It’s so simple but powerful.

So in business, respect is earned by doing the little things consistently right. Treating each other with dignity and taking the time to understand why everyone is different and may react to the same information very differently. Doing things like personality profiles, building up trust, being vulnerable and actively listening are all ways to show respect in business. There is no quick result here, but it’s extremely tangible when done consistently and openly. When is the last time you proactively (and for no reason) thanked or showed outward respect to a stakeholder, supplier, customer, staff member or leader? Guess what, its free and the long-term ROI is enormous.

4 ● Feedback and Results

After every game, we do a postmortem which INCLUDES the parents. The agenda is based on a download of the stats and a summary of the team and individual performance. I always try and remain positive and focus on what went well. I then hand it over to the captain to give their summary, again focusing on the positives, who played well, any funny moments, and finally their player/s of the day (which we celebrate). No rules here and last week it was the WHOLE team…

Finally, we ask everyone for their feedback and comments, including what we need to improve (which then sets the focus of training the next week). Everyone has a chance to speak, typically the boys are spot on with their analysis, and I add in the technical components to help them improve and use my experience to rationally explain ‘why’ things sometimes don’t go to plan and how we improve. We do this because the boys own it – it's not forced upon them and self-reflection is powerful.

So in business, you should always provide consistent feedback before during and after performance periods or when results are known. Open the floor and be honest. Let the team self-assess and come up with recommendations or solutions on how to address poor performance to ensure you get better tomorrow. On the flip side, don’t waste the wins – use them to galvanise the team to ensure the wins are repeatable because you understand WHY you won.

5 ● Leadership

The boys choose their captain for the day. The captain decides the batting order, bowling order, field positions and rotations. They set the tone, give the pre-game speech and direction and are in charge for the day. Sounds hectic and it is, especially when all the boys have their own input, order preference and ideas. The captain makes so many mistakes (from my perspective as a 38-year-old cricket tragic). But I let them make them. I only (try) and intervene if it’s unfair, unsafe or there is a lesson that can be explained for the betterment of their own development (and it needs to happen in real time). Typically, my opposition coach (and we both umpire the games) will run the game for them which is fine, but doesn’t teach the kids to think for themselves and develop their own skillset and leadership abilities. It doesn’t teach the kids to think for themselves or show initiative.

I am extremely aware of this because I was always a young cricket captain in a team of men – I had the same chances, made the same mistakes, and learned hard lessons around managing men, egos, abilities and trying to get results. This made me the leader I am today and prepared me for the corporate world where I very quickly as a 26-year-old was managing a banking team of 50 people and most of the managers I led were twice my age.

So in business, let your leaders fail. Teach them to take risks and back themselves. Don’t make your ‘best’ performer the leader because they might not be a natural leader, nor might they want to do it. That is a HUGE mistake I commonly see with businesses we help. As an example, the highest earning salesperson becomes the team leader, but it’s a recipe for disaster given ego has driven the decision or their leader believes they must promote them to keep them.

Leadership is not about being the best technical staff member of a team. It's so much more – it’s why Pat Cummins is the captain of Australia – he’s not the best player, but he’s the best leader. I don’t necessarily want to turn my boys into the world’s best cricketers, but I do want to make them slightly better humans, and leaders, and let them love the game.

let your leaders take risks and back themselves

My hope is that by sharing these concepts, you can consciously approach how you interact with colleagues, lead teams, and ultimately influence those around you – especially the next generation of who will take over your business and lead our community.

If you need help with building effective teams, get in touch and we can give you a few tips and strategies to improve your performance.

Written by Chris Black

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Building Brands: Unraveling the Red Bull Phenomenon

Mon, 11 Mar 2024 00:34:38 GMT

I was fortunate to recently have breakfast with Jen Davis who is the Marketing Manager for Red Bull. Firstly, as an ex-Toowoomba girl, she is awesome. But I was intrigued by her insights to what makes Red Bull such a powerhouse and iconic global brand. These insights are hopefully relatable back to anyone in business that are building a brand uniquely.

Red Bull, a global energy drink giant that has not only become a household name but has also established a powerful brand associated with adrenaline and high-performance lifestyles. Yes that’s right, a soft drink / energy drink spends the huge majority of the marketing spend on the ‘feeling or association’ you can expect to receive, rather than the product itself.

For small businesses, effective marketing is the key to reaching a wider audience, building brand recognition, and ultimately driving sales. In a world inundated with choices (which will only get worse with AI generated content and social media), the importance of standing out cannot be overstated. This is where marketing comes into play, acting as the bridge between a product or service and its potential consumers.

Red Bull's success story is a testament to the impact of strategic marketing.

The brand has not only penetrated the highly competitive beverage market but has also created a distinct identity that goes beyond just being an energy drink. The secret lies in the emotional connection it has managed to establish with its consumers, making them feel a certain way when they consume a can of Red Bull. Think Extreme sports, like Red Bull F1 team (the current world champions), Red Bull World Rally, Red Bull Cliff Diving, Red Bull Air Racing, Red Bull Rampage, Athlete sponsorship, Red Bull Stratos (yeah google that), and so much more like the ‘content pool’.

One of the core elements of Red Bull's marketing strategy is its association with adrenaline-fueled sports and activities. By sponsoring events like the Red Bull Racing Team and hosting livery launches in unique locations like Toowoomba Airport, the brand taps into the thrill-seeking nature of its target audience. The choice of high-energy and extreme sports aligns perfectly with Red Bull's messaging, creating an emotional connection with consumers who aspire to live life on the edge.

When individuals crack open a can of Red Bull, they aren't just consuming a beverage; they are indulging in an experience carefully crafted by the brand. The association with adrenaline sports creates a sense of excitement, adventure, and empowerment. The ‘high’ you can only get through adrenaline, endorphins, and physical movement. This emotional response is what sets Red Bull apart from its competitors, turning a simple drink into a symbol of an active and dynamic lifestyle.

Furthermore, Red Bull doesn't just sponsor events; it curates and creates them. This was evident in their livery launch held at the WellCamp Airport recently which was supported by thousands of fans from across the Country.

By taking an active role in shaping these experiences, Red Bull solidifies its position as a lifestyle brand, not just a beverage provider. Consumers aren't just buying a drink; they're buying into a culture and mindset.

So how do you bring that marketing mindset into your own business?

I understand that not everyone (or anyone here in Toowoomba) has the marketing budget of Red Bull. So here are a few things to consider as you build your own brand:

● Understand Your Audience

Identify the emotions that resonate with your target audience. What matters to them? What are their aspirations and challenges? If you don’t know, ask your ‘ideal’ client and try and clone them.

● Tell Your Story

Share the story behind your business. Explain why you started, the challenges you've overcome, and the values that drive your business. Personalise your narrative to make it relatable and human. People connect with stories, and a compelling story can create an emotional bond. Above all else, people want to deal with people, even in this digital AI infused world.

● Create a Unique Brand Personality

Define your brand's personality and voice. Are you friendly, professional, quirky, or caring? Ensure consistency across all communication channels. Infuse your personality into every aspect of your business, from customer interactions to marketing materials. Really importantly, don’t be scared to be different OR standout!!! Toowoomba is ready for more of that.

● Engage in Community Initiatives

Support local causes and events. Sponsor or participate in community activities that align with your brand values. Showcase your involvement through social media, local press, and on-site promotions to demonstrate your commitment to the community.

● Customer Testimonials and Success Stories

Share customer testimonials and success stories. Highlight the positive experiences of your customers to build trust and emotional connections. Use real customer quotes and stories in your marketing materials to make your brand more relatable.

● Create Emotional Content

Develop content that triggers emotions. This could include storytelling videos, behind-the-scenes glimpses, or content that evokes nostalgia. Use social media to share authentic and heartfelt content that resonates with your audience. A local business that does this well is Hogans Family Jewellers.

● Offer Unique Experiences

Provide unique and memorable experiences for your customers. This could be through exclusive events, loyalty programs, or personalized services. Engage all the senses, including sight, sound, and taste, to create a holistic and emotional experience.

● Listen and Learn

Actively seek feedback from your customers. Listen to their opinions, concerns, and suggestions. Show that you value their input by making improvements based on their feedback.

Effective marketing creates an emotional connection with the audience

In conclusion, for small businesses aspiring to make a significant impact, the lessons from Red Bull's success are invaluable. Effective marketing goes beyond product promotion; it creates an emotional connection with the audience. By associating itself with high-adrenaline sports and events, Red Bull has elevated itself from a mere energy drink to a lifestyle brand, making consumers feel a certain way when they engage with the product. The Toowoomba livery launch is just one example of how Red Bull strategically weaves its narrative into the fabric of a thrilling and dynamic lifestyle, showcasing the power of marketing in creating lasting brand impressions.

So when you’re at the servo, thirsty and tired, have a think about how you ‘feel’ when you crack the lid of a Red Bull can… there are billions of dollars riding on the fact they have influenced that feeling…

Chris Black

If you need help with your business, unsure of the steps to take, reach out for a confidential obligation free chat.

Written by Chris Black

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Business Leaders Including John Wagner Share Their Secrets and Give to Charity

chris@purpa.au (Chris Black) — Fri, 19 Jan 2024 05:59:33 GMT

Toowoomba businesses will have direct access to expert business and thought leaders through new local enterprise Purpa.

The brainchild of local businessman Chris Black, Purpa has been created to help local businesspeople thrive, show them how and why to keep investing in their business, themselves and the community and ultimately leave a legacy for their families and our region.

Mr Black said Purpa would provide any business owner in Toowoomba with the experience, wisdom, and connections of corporate leaders like John Wagner, Jo Sheppard, Andrew Douglas right through to experts in human behaviour like Dr Clive Williams and Alisha Weston guiding as psychologists.

“John Wagner has also kindly donated his time to the business community with all funds raised going to It’s A Bloke’s Thing. This is a once in a lifetime opportunity to be mentored by John who is one the most accomplished businesspeople in Australia.”

“Our experts all have purpose. That purpose is to see you succeed,” he said.

“Toowoomba has a secret sauce, an innate superpower to establish and grow sensational businesses with global scale using local talent.”

“We have a growth mindset and those that think big create companies that become the fabric of our community - FKG, Wagners, Hannas, Berghofers, Rowes, Russell Mineral Equipment, Hogans Family Jewellers and more recently Excavation Equipment.”

“I was fortunate to be the emcee for It’s Bloke Thing last year which raised over $1.5M and saw from the stage how generous our successful business leaders are.”

“I also noticed those aspirational businesspeople who haven’t quite made ‘it’ yet but have the desire to become greater. I realised at that moment, I had the ability to turn their dreams into reality and started Purpa.”

Mr Black said the great companies create emotional connections with staff, customers and the community which live and breathe through the culture they have created – they have purpose.

“Purpa has the aim of empowering our people to follow the path of our local titans and create their own success, which we hope gets reinvested back into our region to improve the lifestyle we all love for generations – leaving a legacy,” he said.

“We are all responsible for our community, and running a successful and profitable business creates an opportunity to amplify your ability to do good”.

He said Purpa offered programs ranging from mentoring, executive coaching, business coaching, advisory boards, and business workshops to help the entrepreneurs in the region increase their chances of becoming successful.

“These are designed specifically for businesspeople but also integrate personal improvement and development through the availability of psychologists,” Mr Black said.

“The top performers not only work actively on their business, but on themselves to create a sustainable and positive foundation of resilience to achieve difficult things.”

If you would like to know more about our experts, follow this link .

Business Coaching, Mentoring and Advisory Boards for businesspeople with purpose.

About Purpa

We know Toowoomba, we know business and we are experts in helping business and businesspeople achieve a greater level of success. We have the best independent business minds available that engage you and your business to take you to the next level.

We deliver our programs and partner with you in several ways that are customised for your big picture goals, but with practical consideration that you still have a business to run. We focus on your return on investment, tangible outcomes and building your business acumen to ensure what we deliver is sustainable, repeatable, and importantly great value to you and your team.

Our clients benefit by using our systems to improve their revenue, get crystal clear strategy and vision on what and how to achieve success, build resilience so when hard times come, they can thrive. Our processes help build a team of high performing and aligned leaders, becoming employers of choice which means they attract and retain the best people possible.

About It’s a Bloke Thing

https://www.itsablokething.com.au/

Photo Opportunities and Media Enquiries

Chris Black: 0483 843 129 (Purpa)

Dan Dwan: 0418 799 792 (It’s A Bloke Thing)

Photos and video available for use upon request.