The ISO Show

This episode Mel is joined by the CEO and Founder of SalesEnabla, and part-time Adventurer Matt Garman to talk about creating an awesome Sales Process. Sales are an intrinsic part of any business, and while you may be happy with your current way of working, there is a lot you can do to optimize your process to increase the quality of your leads. Today, Mel and Matt dive into Matt's book 'Learning the Ropes' to explain the four pillars of Sales and how you can use these as a basis to improve your Sales Process. You'll learn Matt's previous endurance challenges and preparing to undertake the World's toughest row - 3000 miles across the Atlantic - The Talisker Whiskey Atlantic Challenge Why Matt wrote 'Learning the Ropes' Matt's past experience in Sales and his main pain points The four pillars of Sales - Vision, People, Process and Management Why creating a Process for sales is so important The importance of the 'Discovery' meeting What does a good Discovery look like? Other key qualities needed for an awesome Sales Process What is SalesEnabla and how can companies use it Resources OceanDadVenture Learning the Ropes Book SalesEnabla In this episode, we talk about: [03:02] Matt's past adventures and his latest challenge 'Ocean Dadventure' [06:42] How Matt's epic challenge is supporting two incredible charities -Prostate Cancer UK and WOLO (We Only Live Once) foundation [08:45] The reason why Matt wrote 'Learning the Ropes' [09:07] Matt's past in Sales and his takeaway from experience [11:50] An explanation of the four pillars – Vision, People, Process and Management [17:00] The purpose for creating a Sales Process or 'Playbook'– and why it's especially important for smaller businesses [18:28] The importance of having an effective 'Discovery meeting' to ascertain the viability of opportunities [19:27] What a good 'Discovery meeting' looks like [21:15] What skillset and mindset are needed for an awesome Sales Process [23:30] An explanation of SalesEnabla and how it can be utilised [25:49] How to avoid a high turnover in sales representatives We'd love to hear your views and comments about the ISO Show, here's how: Share the ISO Show on Twitter or Linkedin Leave an honest review on iTunes or Soundcloud. Your ratings and reviews really help and we read each one. Subscribe to keep up-to-date with our latest episodes: Stitcher | Spotify | YouTube |iTunes | Soundcloud | Mailing List

This episode is the final part of our 3-part series on Management Review, and this time Mel is joined by Rachel Churchman to explain how to best conduct Management Reviews and what's best to include in them. Rachel Churchman is a Managing Consultant at Blackmores where she assists clients to implement, maintain and continually improve their UKAS certified ISO Management Systems. Mel and Rachel discuss the different ways to conduct a Management Review, how to improve the Management Review process, and who should be involved in your Management Review. You'll learn The purpose of a Management Review. Different ways to approach your Management Review. The importance of using data. Who you should involve in your Management Review. How to deal with non-conformities and corrective opportunities. Resources isology Hub Blackmores In this episode, we talk about: [07:30] The purpose of a Management Review. [11:15] The Management Review carried out at Blackmores and the issues we came across. [13:06] The ways Covid has shifted from being viewed as a risk to an opportunity. [14:14] The importance of reviewing your company's subscriptions in your Management Review. [15:30] The benefits of involving more people in your Management Review. [17:52] Why data analysis is so essential in a Management Review. [22:35] The importance of considering your outputs as well as your inputs in your Management Review. [24:47] Areas you should monitor and measure in your Management Review. [30:53] The most beneficial ways to review your objectives. [34:43] How to deal with non-conformities and corrective opportunities at Management Review. [37:20] Types of resources you should review in your Management Review. [41:50] Our top tips for Management Review. [47:24] The three different ways to conduct a Management Review and the benefits of each one. For members of the isologyhub, we have a few Management Review templates available for download We'd love to hear your views and comments about the ISO Show, here's how: Share the ISO Show on Twitter or Linkedin Leave an honest review on iTunes or Soundcloud. Your ratings and reviews really help and we read each one. Subscribe to keep up-to-date with our latest episodes: Stitcher | Spotify | YouTube |iTunes | Soundcloud | Mailing List

This episode is part 2 of our 3-part series on Management Review, explaining how to conduct Management Reviews and what you should include in them Today, Mel looks at the three different ways you can deliver a management review, what you need to consider when planning a management review and the key aspects of what to include in your management review report. You'll learn How to plan your management review. What information you need to include in your management review. The different styles of a management review. Key aspects of what to include in your management review report. How frequently you should have a management review. How to inspire confidence when chairing a management review meeting. Resources isology Hub Blackmores In this episode, we talk about: [01:30] What you need to consider when planning a management review. [03:20] The different ways to deliver a management review. [06:10] Facilitating a management review and emphasising continual improvement. [06:47] Different inputs you can include in the management review. [07:45] Chairing a meeting and how to inspire confidence during management review meetings. [08:55] Key aspects of what to include in your management review report. [10:05] The purpose of a management review. [10:34] The importance of transferring agreed actions into deliverable continuable improvement. If you need assistance with implementing ISO 14001, ISO 27001, or another standard – Contact us! We'd love to hear your views and comments about the ISO Show, here's how: Share the ISO Show on Twitter or Linkedin Leave an honest review on iTunes or Soundcloud. Your ratings and reviews really help and we read each one. Subscribe to keep up-to-date with our latest episodes: Stitcher | Spotify | YouTube |iTunes | Soundcloud | Mailing List

This episode is part 1 of our 3-part series on Management Review, explaining exactly what Management Review is and how most companies carry them out. Today, Mel looks at what the Standards require from a Management Review, the different areas Management Review addresses, and how companies can carry out a Management Review for the first time. You'll learn What a Management Review is. How to get started with a Management Review for the first time. Why Management Review is so important. How to do Management Review the right way. Management Review best practice dos and don'ts. What the Standard requires from a Management Review. Resources isology Hub Blackmores In this episode, we talk about: [00:44] Which ISO standards have a requirement for Management Review. [02:50] Why Management Review is important. [03:53] Different areas Management Review addresses. [04:26] The importance of being flexible with your objectives and when to look for trends. [05:40] The main reason for carrying out a Management Review. [06:10] What the Standard requires from a Management Review. [06:55] What you should include in your Management Review. [08:08] What the Standard says about inputs. [09:42] How often you should review your objectives and trends. [11:18] How the Standard helps you understand what the outputs of your review should look like. For members of the isologyhub, we have a few Management Review templates available for download. We'd love to hear your views and comments about the ISO Show, here's how: Share the ISO Show on Twitter or Linkedin Leave an honest review on iTunes or Soundcloud. Your ratings and reviews really help and we read each one. Subscribe to keep up-to-date with our latest episodes: Stitcher | Spotify | YouTube |iTunes | Soundcloud | Mailing List

This episode is the final part of our 7-part mini-series explaining our Carbonology service, a 7 step methodology to help companies become Carbon Neutral. This time, our resident Carbonologist David Algar is talking through the seventh step of the Carbonology process, 'Declare'. David explains the purpose of a formal declaration, different ways companies can make their declaration, and the different ways you can promote your achievement of carbon neutrality. You'll learn The purpose of a formal declaration. The key outcomes of the 'Declare' step. The different ways you can make a declaration. The pros and cons of doing your declaration internally. How long your declaration is valid for. Ways to promote achieving carbon neutrality. Resources Davids Calender isology Hub Blackmores In this episode, we talk about: [01:56] A recap of the 7 steps to carbonology. [04:02] The purpose of having a formal declaration. [04:57] What the formal declaration involves. [06:55] Different ways to make a declaration and which one's most popular. [08:31] How long your declaration is valid for. [09:20] The importance of having an unambiguous declaration. [10:07] The key outcomes and deliverables of the 'Declare' step. [10:43] How publicised your Qualifying Explanatory Statement should be. [11:27] Ways to promote achieving carbon neutrality. [13:42] What companies tend to do after achieving carbon neutrality. [14:23] Why it's easier making a declaration in the second year. [15:15] How to find out more information about the 7 step methodology. [16:02] The importance of data. If you need assistance with implementing ISO 14064, PAS 2060, or another standard – Contact us! We'd love to hear your views and comments about the ISO Show, here's how: Share the ISO Show on Twitter or Linkedin Leave an honest review on iTunes or Soundcloud. Your ratings and reviews really help and we read each one. Subscribe to keep up-to-date with our latest episodes: Stitcher | Spotify | YouTube |iTunes | Soundcloud

This episode is Part 6 of our 7-part mini-series explaining our Carbonology service, a 7 step methodology to help companies become Carbon Neutral. This time, our resident Carbonologist David Algar is talking through the sixth step of the Carbonology process, 'Offset'. David explains what companies can do to offset emissions, how offsetting works in relation to PAS 2060, and the importance of picking the right Offset provider. You'll learn Different types of Offsetting. How Offsetting works in relation to PAS 2060. How long Carbon Offsetting Credits last. What to consider before buying an Offset. The importance of picking the right Offset provider. Resources UK Woodland Carbon Code United Nations Offset Platform The Gold Standard Greenhouse Gas Protocol ISOlogy Hub Blackmores In this episode, we talk about: [01:43] The five steps before you go down the route of Offsetting. [02:12] Why Offsetting is a controversial topic. [03:03] How Offsetting works in PAS 2060. [03:41] What Offsetting is and how Carbon Credits work. [04:59] Credible Offsetting schemes in the UK. [07:58] Key considerations you need to consider when buying a Carbon Offset. [10:48] How PAS 2060 helps companies prove they really are carbon neutral. [12:20] How Carbonologists help their clients know which schemes meet the requirements of PAS 2060 and which don't. If you need assistance with implementing ISO 14064, PAS 2060, or another standard – Contact us! If you'd like to book a free consultation with our Carbonologist, David Algar, feel free to book a slot Here. We'd love to hear your views and comments about the ISO Show, here's how: Share the ISO Show on Twitter or Linkedin Leave an honest review on iTunes or Soundcloud. Your ratings and reviews really help and we read each one. Subscribe to keep up-to-date with our latest episodes: Stitcher | Spotify | YouTube |iTunes | Soundcloud

This episode is Part 5 of our 7-part mini-series explaining our Carbonology service, a 7 step methodology to help companies become Carbon Neutral. This time, our resident Carbonologist David Algar is talking through the fifth step of the Carbonology process, 'Re-quantify'. David explains why it's important to recalculate your emissions after measures have been put in place from the Reduce stage, what to do if you're not hitting your targets, and how the 'Re-quantification' stage can help your public image. You'll learn What 'Re-quantification' is. Why 'Re-quantification' is so important. Ways to identify how specific areas of your business have performed. What to do if you're not hitting targets. How to follow a carbon reduction plan while in a state of growth. How the 'Re-quantification' stage can help your public image. Resources isology Hub Blackmores In this episode, we talk about: [01:05] The seven steps of carbonology. [01:32] Why it's so important to 're-quantify'. [02:31] The real purpose of the 're-quantification' stage. [05:16] How to feel if you're not hitting your targets. [05:50] The importance of consistency, accuracy, and transparency in ISO 14064 and PAS 2060. [07:20] How to follow a carbon reduction plan while in a state of growth. [08:34] The key outcomes and deliverables in your 'Re-quantification' stage. [09:30] Our free carbon neutral checklist. Download your free Carbonology Checklist here If you need assistance with implementing ISO 14064, PAS 2060, or another standard – Contact us! We'd love to hear your views and comments about the ISO Show, here's how: Share the ISO Show on Twitter or Linkedin Leave an honest review on iTunes or Soundcloud. Your ratings and reviews really help and we read each one. Subscribe to keep up-to-date with our latest episodes: Stitcher | Spotify | YouTube |iTunes | Soundcloud

This episode is Part 4 of our 7-part mini-series explaining our Carbonology service, a 7 step methodology to help companies become Carbon Neutral. This time, our resident Carbonologist David Algar is talking through the fourth step of the Carbonology process, 'Reduce'. David explains how we can put our Carbon Reduction Plan into action so we can see clear tangible results in our reductions, and the benefits this brings to organisations and their employees. You'll learn How the 'Reduce' phase in the Carbonology process works. How to monitor how successful your initiatives are. The importance of communicating your reduction plan to your staff. How to get your staff excited about your carbon reduction plan. The value of externally communicating your commitment to carbon reduction. How having a sustainability group can help your business. Resources Energy Savings Opportunity Scheme isology Hub Blackmores In this episode, we talk about: [03:05] The 'reduce' phase of the Carbonology process. [04:36] The need to make your staff aware of your carbon reduction plan. [05:13] How to best manage communications with staff around carbon reductions. [06:36] How a carbon reduction plan can be beneficial for an organisation and their staff. [07:26] How to best monitor the success of your initiatives and the benefits this has. [11:11] The benefits of reducing your carbon footprint rather than offsetting it. If you need assistance with implementing ISO 14064, PAS 2060, or another standard – Contact us! We'd love to hear your views and comments about the ISO Show, here's how: Share the ISO Show on Twitter or Linkedin Leave an honest review on iTunes or Soundcloud. Your ratings and reviews really help and we read each one. Subscribe to keep up-to-date with our latest episodes: Stitcher | Spotify | YouTube |iTunes | Soundcloud

This episode is Part 3 of our 7-part mini-series explaining our Carbonology service, a 7 step methodology to help companies become Carbon Neutral. Our resident Carbonologist David Algar is back to talk through the third step of the Carbonology process, Commitment. David explains how organisations can identify the type of targets to put in place, the importance of having a launch and communications plan, and shares some popular ways organisations can reduce their carbon emissions. You'll learn How organisations can set targets for their Carbon Neutrality. Why it's important to make a formal commitment. Popular ways organisations reduce their carbon emissions. The benefits of changing your vehicles from diesel to electric. Some of the incentives to achieve emission reductions. The importance of having your staff involved with your plan. Resources isology Hub Blackmores In this episode, we talk about: [02:19] How to begin the commitment stage of Carbonology. [04:00] Why organisations need a plan to achieve PAS 2060. [05:27] Popular ways organisations can reduce their carbon emissions. [06:40] The approach you need to take when setting targets. [09:30] Typical targets organisations can put in place. [11:31] The importance of having a launch and communications plan. [12:06] The typical outcomes and deliverables organisations will be provided. [13:31] The expectation of businesses to have a carbon footprint management plan. [14:19] The importance of having your staff involved with your plan. If you need assistance with implementing ISO 14064, PAS 2060, or another standard – Contact us! We'd love to hear your views and comments about the ISO Show, here's how: Share the ISO Show on Twitter or Linkedin Leave an honest review on iTunes or Soundcloud. Your ratings and reviews really help and we read each one. Subscribe to keep up-to-date with our latest episodes: Stitcher | Spotify | YouTube |iTunes | Soundcloud

This episode is the second of our 7-part mini-series explaining our Carbonology service, a 7 step methodology to help companies become Carbon Neutral. We're joined by our resident Carbonologist David Algar to talk through the second step of the Carbonology process, Quantify. What does the Quantify Step entail? Calculating your emissions : This will be carried out for Scope 1 2 and 3 emissions. Scope 1 refers to sources you own, and are direct emissions from combustion or fugitive emissions from systems that contain GHGs, so gases that have escaped from somewhere they shouldn't have such as an AC system. Scope 2 are emissions from imported energy, this refers to electricity for most organisations but can also include steam, heating and cooling. For ISO 14064 and PAS 2060 you'll need to quantify 100% of the Scope 1 and 2 emissions within boundaries Scope 3 refers to all other indirect emissions from sources you don't own or necessarily have control over. For example business travel in vehicles your staff own. Scope 3 makes up the majority of emissions for most organisations and is generally more complex to gather data for. What information do you need to quantify your emissions? You'll need to collect and process data. This can be: Activity or financial data on a specific source. Common examples include utilities bills, meter readings and expense reports for business travel or fright Interviews and surveys. For instance a survey to better understand how staff commute to work, or the proportion of staff that work from home. Why is Transparency so important? There are 6 key principles of ISO 14064, but one David is particularly mindful of is Transparency. Ultimately your work will be made publicly available, and not everyone may agree with your methods, but you'll need to record all estimates, assumptions, exclusions, and uncertainties associated with your methods. As well as generally being good practice, being transparent allows the end user of the work you produce to make informed decisions with a reasonable degree of confidence. So what's the purpose of quantification? As well as giving you a total footprint for a specific time period, calculating your carbon footprint will enable you to do a few things: Firstly you'll be able to see what are the most emission-intense areas of your organisation, i.e. where the emissions are coming from, whether this is a specific location, or activity or even department Secondly, by using this information you will be able to prioritise the areas that need to have their emissions reduced. This will form the basis of your Carbon Footprint Management Plan which we will go into more detail on in the next few episodes. What are the Outcome and Deliverables? One outcome of this exercise is a GHG Inventory. This is a requirement of ISO 14064 and put simply, is a big list of categorised emission sources, and the specific GHGs they produce. Here you'll also list all emission conversion factors you used to turn activity data into tonnes of specific GHGs. Another useful outcome is that you'll be able to instantly and credibly respond to any tenders that require you present green credentials. As we've mentioned in previous podcasts, in the UK it is now a requirement for most large public sector contracts for the tendering organisation to outline its emissions. Being able to easily present your carbon footprint to a potential tender could help in winning new business, particularly if you've completed this in line with an international recognised standard Join us next week as we move onto the next step, Commit. If you need assistance with implementing ISO 14064, PAS 2060, or another standard – Contact us! David Algar is also available for a free Carbonology consultation until the end of March – Book your slot Here We'd love to hear your views and comments about the ISO Show, here's how: Share the ISO Show on Twitter or Linkedin Leave an honest review on iTunes or Soundcloud. Your ratings and reviews really help and we read each one. Subscribe to keep up-to-date with our latest episodes: Stitcher | Spotify | YouTube |iTunes | Soundcloud