TGA Anne Legg

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TGA Anne Legg

Deep Dive Notes

Notes from our calls

🔖 The Way Forward Call (Call #3)

Agenda

Checkin

Agenda-setting for today —

Product families “putting it in boxes” - P&L’s

Unpacking prospect list — next steps here.

Social Media Mgr - functional job description + leads

$1,000-1500/month

marketing execution -what does the Promo for Luminary look like

Notes from interim:

I need to create a profile of who are idea partners and make better choices

⁠

Sales Pipeline Notes⁠

and 🔗

gSheet itself⁠

⁠

90 Day Project Planner⁠

Systematization Ideas:

Funneling a lead towards the right product & assessing urgency. (

see here for an idea⁠

)

Have

actual pipelines⁠

, maybe one for each product/area of the business/maybe combined

Chipotle the proposal process (

here is an example⁠

)

Handle Objections Up Front: Are any of these top reasons for No (or slow decision-making)?

the decision-maker wasn’t in the room (got info second-hand) - NO

budget was nebulous and you didn’t hit it

they were tire-kickers more than buyers

🔖 Deep Dive #2

Agenda

Overall Direction

⁠

Quick & Dirty Rev Forecast⁠

⁠

KPI Recommendations⁠

⁠

Team Growth Strategy⁠

(near-term) +

Staffing Roadmap⁠

(longer-term)

⁠

Growth Plans⁠

— Let’s project plan.

⁠

The Growth Success Lab⁠

recommendations

Other recommendations

Homework!

⁠

Notes

Overall Direction

Move from doing ALL THE THINGS to focusing on THE BIG LEVERS. So:

We need to suss out which levers ARE big — and drop the rest.

Collect & analyze what data we have to determine where the efforts should go.

We need to focus your time on the big levers — and delegate (or drop) the rest.

Systematize so we can delegate and/or have it take up less time

Get smarter on which prospects pan out, so we can focus on converting the likeliest ones and we can go find these kind of folks vs taking what comes.

Move towards a more predictable conversion cadence, if possible. Once we systematize and make sure the pedal is always being pushed, this can happen.

⁠

Rev Forecast

Rev Forecast

Rev Categories

2023 $

From 2022

Notes:

Education

$100,000

50%

This is 190-200 students. 150+ of them should come from 3-4 Big Partners. Open Calendars - anyone can sign up any date.

Market Awareness

$40,000

20%

same

Need to start instigating now. Promo pice is done.

Consulting

$40,000

20%

10x

Have big proposals out right now. Luminary Promotion pitch to get folks to commit. Demo next week! Each 10 nets us $25k (and $25k again later)

Consulting

$20,000

10%

Need 1 of the 3 Partnership ideas to pop.this is enfolded into consulting

Misc

nix

After Feb, this goes away. Need ^^^ to take up slack by end of Q1.

There are no rows in this table

$200,000

Sum

100%

Sum

⁠

Given this mix, we need to:

Create project plans + expected rev forecasts for each of the options in play.

So that we know the relative value of each against each (and can prioritize).

So that we know if we’re “behind” and can make adjustments.

So let’s spend some time project-planning.

⁠

Other Recommendations

⁠

Quick & dirty rev forecasts⁠

for these new opportunities.

Specifically how to systematize prospecting

Big Partner research, outreach templates

⁠

Homework

⁠

The Growth Success Lab⁠

⁠

Educ: Big Fish prospect list — who, how many, etc

Speaking - who will I bundle into Educ

Partners -

Alums - roll into social content calendar

⁠

KPI Recommendations⁠

— homework is here too.

⁠

🔖 Deep Dive #1

GROWTH MAPPING

In 2022, we are projected to make $131,000 in annual revenue and educate 236 students

Through end of July - 66 // New annual # is 80

In 2023 we would like to earn $200,000 in annual revenue and educate 300 students. 1.5x rev growth YOY

In 2024 we would like to earn $350,000 in annual revenue and educate 600 student 1.75x rev growth YOY 2.6x rev growth from 2022

Quick & Dirty Rev Forecast

Quick & Dirty Rev Forecast

Rev Categories

2022

2023 $

Education

$49,000

$100,000

Market Awareness

$31,000

$40,000

Consulting

$4,000

$40,000

Consulting

$4,500

$20,000

Misc

$42,000

There are no rows in this table

$130,500

Sum

$200,000

Sum

⁠

find BIG partners for Education - who can supply the students.

160 > marketing machine and/or a Big Partner 50+ students

get ONE of the partnership things to hit

Consulting: big jump - have big proposals out right now. Luminary Promotion pitch to get folks to move.

⁠

WHAT’S THE WORK

Rev Gen Work - 63% of time

Lead Gen Work - 35% of time

Blogs - I blog weekly and push it out via email to 600 of my closest cu/league/partners as well as push out on LinkedIn and Twitter. — 20% open rate, no data for conversions. Wix hosts website & email. Reuses content a lot, new content is a bear. They also go out on linked in and twitter + smaller snippets too. Batches for 3-4 weeks at a time. Next to google. LI is my biggest driver to website activity.

Mostly this is the person-to-person prospecting. Esp at conferences & post-conferences.

Admin/Ops Work - 6% of time

Finances: QB for accounting and time-management piece. Productivity Planner (Kirk gave it to her)

Scheduling herself - prioritizing the week; travel, travel time.

Work that does not get done

A. Student Engagement Hub > leverage new opportunities, keeping the relationship going, there’s a gap in the market for community. Safe place where they can collaborate. NEW PRODUCT IDEA - a lot of insights that can make content creation much easier.

I now have 240 lovely potential clients that I would love to build an alumni page for/ gain insights into their needs and keep my finger on the pulse of this group.

B. Update my website

I need to highlight the educational offering and let the market know I am trying to educate 25% of the market.

C. Create a formal sales funnel. So much more we could be doing

Students - very opportunistic and not systematized, 131+faculty students.

Lead Magnets exists - but no hits

Partners - put them into a lump and solve problems categorically. CRM - spreadsheet, loves Asana but doesn’t use it.

D. KPIs & reporting - what’s meaningful and what’s actionable

Future Work - not yet accounted for

⁠

WHO DOES THE WORK

Who is this Anne Legg person, she sounds like a great worker...

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