Who we are:
Creators and innovators of viable strategies and solutions linking people performance to business performance.

What we do:
Using common sense, industry experience and knowledge of people performance strategies, we create direct links between business strategy and peoples actions resulting in real revenue line increases.

We offer specialist consulting and resource services in two key areas:

• Barrett Sales Consulting:
  Leading experts and pioneers in sustainable sales growth, performance and culture strategies and solutions.
  
  
• Barrett People Resources:
  Creators and innovators of contemporary and leading edge selection, performance and retention resources, strategies and solutions.

1. New product launches
2. New market directions
3. New research

Barrett Consulting Group has been undertaking an intensive business review and strategic planning process which began in late 2002. This process was designed to clearly define and present our strategic direction and business offerings. Please find following a summary of our business group, its respective divisions and our service offerings. We will keep you posted with detail about our new initiatives over the next few months.

Barrett Consulting Group, an Australian based consulting firm, specialises in linking people performance to business performance. We offer specialist consulting and resource services in two key areas:

• Barrett Sales Consulting:
  Leading experts and pioneers in sustainable sales growth, performance and culture strategies and solutions.
  
  
• Barrett People Resources:
  Creators and innovators of contemporary and leading edge selection, performance and retention resources, strategies and solutions.

Our clients and partners understand that to be successful in the market place and secure their future, they must continually surpass their competitors, challenge market paradigms and proactively meet and exceed their customers' expectations. An organisation's ability to achieve its goals revolves around how well it can translate strategy into action. We are creators and innovators of viable strategies and solutions linking people performance to business performance. Using common sense, industry experience and knowledge of people performance strategies, we create direct links between business strategy and people's actions resulting in real revenue line increases.

At Barrett Consulting Group, our first step is to listen to our clients, understand their problems and identify their needs. How well we identify and solve our clients' problems is the true measure of our success. Using our strategies, tools and customised solutions organisations can take immediate action to lift sales performance (average revenue increases of 20-50%) and people performance yielding real and sustainable revenue results.

Established in January 1995 and winner of the 1997 Telstra Small Business Award, Barrett Consulting Group understands the importance of working in a collaborative manner and is not afraid to challenge the mindset of our clients and partners to reassess old ways and bring in new ideas.

Barrett Consulting Group counts a number of Australia's and New Zealand's public and private corporations as clients as well as some of the most effective and entrepreneurial SME's in Australia. Clients include: ANZ, Esanda, Chubb, Illawarra Mutual Building Society, RACV, Visy Packaging, Spectrum Personnel, Prolift, Australia Post, Alexander & Spencer, Blake Dawson Waldron, Tobin Brothers, Westcoast Industrial Controls, Vision Systems, The Salvation Army, Boehringer Ingelheim, IPC, Shell, Allied Finance, Signum, Premier Technologies and GN Netcom.

Each business brings its own unique style and needs. We work at a strategic and tactical level to ensure that a real return on investment is achieved as a result of our work.

For more information please contact us on 03 9532 7677 or via this form.

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Leading HR and Sales Productivity consultants Barrett Consulting Group has secured the services of Tim Jones, former Regional Manager Sales and Marketing (Asia Pacific) for Betz Dearborn /Hercules, to bolster their already successful consulting team.

We are most fortunate to be able to offer Tim's knowledge and expertise in international business and sales and marketing management to companies seeking to maximise their sales performance or enter into new markets here and overseas. Tim boasts a high level of cultural sensitivity from his overseas experiences. These people-management skills have enabled him to gain the best from teams in several countries including: India, Indonesia, Singapore, Malaysia, South Africa, Australia, New Zealand and Thailand. He is a great asset to our growing business.

And its official! Demitra Emmanouil is now a Consultant and Facilitator for the Barrett Sales Solution business. Over the last 2 years Demitra has proven a valuable asset to or clients and our team in her capacity as Training Coordinator. Amongst her many duties she is best known by our clients for managing the administration and feedback of SPQ*Gold and helping design and coordinate large scale sales training projects.* Our aim as a business is to give our people the opportunity to advance their careers, Demitra is no exception. Recently, Demitra (certificate 4 accredited trainer) started delivering training in sales and customer service with great results and will now combine her facilitation with sales and consulting. Given her talent, determination and exceptional approach to client service, we are sure she will succeed and prove a valuable asset to our and our clients' businesses.

Until a suitable replacement is found for Demitra, Liz Neilson our Business Manager, will take on all SPQ administration and project management.

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Here are some of the results from a recent survey*

What do you think are the biggest barriers to women getting ahead?
The results:

• 37.9% said lack of self promotion
• 19.4% said having children
• 18.8% said outside work commitments
• 18.6% said gender discrimination
• 5.4% said other women

• Female managers often give credit to their teams when praised for a job they, themselves, have done well.
• Women are more tentative about putting out an idea for review.
• They don't "push their own barrow" enough instead holding onto that archaic view that simple hard work will get them there and we all know that is not reality.
• They tend to network amongst themselves and not in the broader business community missing valuable opportunities. For example "Women in Business support networks" .... at worst, these groups risk promoting separatism, fear from male colleagues.
• Women network less often than men
• Women may be are happier or more satisfied with the status quo as they juggle multiple life roles. They can see career as but one of many aspects of life - not the only aspect.
• Women do not treat self promotion and networking in the manner to which it needs to be regarded. If they don't push for what they need/want, then no one else will.

So what can we learn from this?
Learn to Self Promote!

If you make your competency VISIBLE

You will get RECOGNISED for what you do well

Then you can get REWARDED

So stand up for your own good work. Sing your own praises! If you were responsible for a win within your company let the higher-ups know about it! Take responsibility for the VISIBILITY MANAGEMENT of your career! And remember It's not what we say its what they do with what we say that's important ... Women need to learn to communicate with men in language they understand. The reverse also holds true. But don't wait for them to make the first move take the initiative, get your message heard, get noticed and get rewarded!

For more information please contact us on 03 9532 7677 or via this form.

* sourced from Candy Tymson

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Article Perspective:

The Team at Barrett Consulting Group using the science of selling and self promotion to help outplaced and unemployed people get work - 12 month project nearing launch date.

Over the past 12 months, Barrett Consulting Group (through its Barrett People Resources division) have been validating a psychometric assessment specifically for the Job Network.

The Job Seeking Index measures contact inhibiting behaviour and forms part of an online job seeker analysis and job search program called ACTIVATE your jobseekers. Australian Bureau of Statistics (ABS) data tells us that 50% of jobseekers find their own job by networking. ACTIVATE will focus Job Network Members on those aspects of jobseeker behaviour most likely to help jobseekers tap into the hidden job market.

ACTIVATE allows Job Network Members to assess job seeker behaviour, analyse barriers and develop effective job search strategies to increase outcomes.

Through 2002/2003, Barrett Consulting Group has been administering the Job Seeking Index to Job Network jobseekers. While the initial pilot study sample is relatively small, it has produced very high reliability co-efficients in addition to significant correlations between the JSI's overall scale Brake (resistance to contact) and known outcomes (-.29*), duration of unemployment (-.54**) and jobseeker belief (-.55**).

Jobseekers reported high face validity (is it relevant to job search?) and enjoyment in completing the assessment. Through ACTIVATE, the Job Seeking Index will allow Job Network Members to:-

1. improve assessment of jobseekers;
2. allocate resources to those jobseekers most at risk;
3. determine individual activity strategies for job seekers; and
4. support the activity expectations of DEWR in a more informed way.

Improved assessment and individualised solutions for jobseekers is an important expectation of DEWR and government. The ACTIVATE system meets those expectations and can be funded through the Job Seeker Account. We have identified four key entry points, within the Active Participation Model, for its use.

Barrett Consulting Group have established 10 reasons Job Network Members would want to ACTIVATE their organisation. Please contact Sue Barrett (03) 95327677 for further information and/or an appointment to discuss how Barrett Consulting Group can ACTIVATE your organisation.

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Sue Barrett will be speaking at an Australian Institute of Company Directors (AICD) Executive Briefing Forum on the science of selling. The topic is titled "The rules HAVE changed. Now everyone lives by selling something! So ... are you and your business earning what you're worth?" it promises to be a lively presentation with opportunity to discuss people's approaches to building and sustaining professional sales and service cultures in business.

For more information see this brochure

Fear Free Prospecting & Self Promotion Workshops Public Programs: 25 September & 19 November 2003

How to Overcome Sales Call Reluctance
Despite content or quality, no sales training can earn back what it costs until and unless you initiate contact in sufficient numbers with prospective clients. Make sure your training earns back more than it costs you.

The Fear Free Prospecting & Self Promotion workshop helps people increase their sales revenue by an average of 20-50%. Try calculating your own return on investment. Use the following example as a guide then do the math:

• Your average sales/fee is $1,000;
• Your current production rate is 20 sales per month per person;
• The training investment per person is $1,398.15 pp
• Extra sales needed to cover cost of program = 1.4 over current rate
• Average increase in sales is 20% = 4 extra sales per month
• Payback period to break even is approximately 1.5 weeks

For more information see this brochure

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• Be passionate and courageous about what we do
• Keep a firm eye on the bottom line
• Be disciplined in thought and action
• Be committed to our firm's business success
• Explore ideas, be innovative and create practical real solutions
• Develop healthy, productive relationships with co-workers and clients
• Let others know about our firm
• Take responsibility and ownership for our work
• See our work as part of a holistic environment
• See the link between our job, our clients' and our organisation's success
• Help set and implement organisational goals
• Take personal responsibility for client service

All Companies have a culture, some companies have discipline, but few companies have a culture of discipline. When you have disciplined people you don't need hierarchy. When you have disciplined thought you don't need bureaucracy. When you have displined action, you don't need excessive controls. When you combine a culture of discipline with an ethic of entrepreneurship you get a magical alchemy of great performance.

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