Latest News


London Conference 2017 – thank you!

We would like to say a big thank you to to everyone who attended the 3rd Annual ABM Conference on the 14th March 2017.  It was a fantastic day and we enjoyed seeing you all. We would like to say a special thank you to all our sponsors, workshop experts and supporters including;     Read more

View all news

Member Articles

An Entrepreneur – What?


What makes a successful entrepreneur?   For starters, most famous entrepreneurs make their own luck.  While talking with Simon Cowell about how he became so successful, Oprah Winfrey, herself a successful and innovative celebrity entrepreneur, said “Luck is a matter of preparation meeting opportunity”.

Knowing that you won’t be the next Bill Gates or James Dyson on luck alone, the next question is –

what is an entrepreneur?  Webster’s Dictionary defines an entrepreneur as “one who organises, manages and assumes the risks of a business or enterprise.”

And what are the characteristics of a successful entrepreneur? There is a plethora of ideas about what skills and abilities you need to make your business work, including being creative, being able to describe situations with numbers, and even being “an OCD sufferer with an obsession towards something profitable” (Steve Fowle.)  But let‘s keep things simple – setting aside making your own luck, the common traits needed for becoming an entrepreneur include:

Self Belief

Entrepreneurs find their need for status is met through achievement rather than how big their house is or how many holidays they take each year. They believe in trying things out, following their ideas, and their self-belief builds through their experiences. They are also able to deal with things not going to plan and can assume responsibility for their own failures and successes.


A successful entrepreneur who feels in control of the situation will be persistent in the pursuit of their goals. Confidence is bred from a positive attitude towards a challenge.

Determination and Persistence

We’ve all read the stories of successful entrepreneurs showing they never give up. But they also get going, they don’t sit around, rather they have a sense of urgency to get up and do something…

“The critical ingredient is getting off your butt and doing something. It’s as simple as that. A lot of people have ideas, but there are few who decide to do something about them now. Not tomorrow. Not next week. But today. The true entrepreneur is a doer, not a dreamer.”
Nolan Bushnell, founder of Atari and Chuck E. Cheese’s

Desire for Challenge

This entrepreneurial characteristic is about grabbing opportunities.

“An entrepreneur tends to bite off a little more than he can chew hoping he’ll quickly learn how to chew it.”
Roy Ash, co-founder of Litton Industries

Although most people think entrepreneurs are huge risk-takers, invariably they have assessed the situation and they are taking on the challenge not just the outright risk. They are alert to the entrepreneur opportunity.


Good entrepreneurs lead.   They assume responsibility, direct and organise. As they need to be creative while they are doing this, their objective is not to wield power, but to drive forward.

Decision making

This is the balancing act, the juggling characteristic of the entrepreneur. The bit that helps the serious entrepreneur to identify the relationship between parts and the whole, the bit that helps them conceptualise order, be a successful leader, set goals and make the right choices.


Without this there is no successful entrepreneur……

“Vision without action is daydreaming and action without vision is a nightmare”.

Chinese Proverb

Read more

There are 5 types of salesperson…..


When we divide-up the sales population it looks something like this. The circle represents all of those who are in the sales profession.The space between the pyramid and the inside of the circle indicates all of those in selling who are there for all of the wrong reasons. Some examples of those ‘wrong reasons’ are:. Read more

Read more

Good questioning — great sales (part 2)


In part one we concentrated on key areas of sales preparation – with the aim of building a real appreciation of what is happening on the customer’s side of the desk. Now we turn our attention to how we can capitalise on this as the dialogue progresses ahead of the presentation. Solutions and problems Revelation. Read more

Read more

Good questioning — great sales (part 1)


First, a short and true story….. I accompanied one of our client’s Account Managers (“one of our best guys – great at managing relationships”, according to the Sales Director) on his first visit to a customer he had just inherited from a departing colleague.  Our client has one of the most instantly recognisable brands in. Read more

Read more

The Fried Egg process: Maintaining focus on the issues that will drive your business.

  How often are you faced with a situation where you have too many options or too many decisions to make but can’t see where to go next? I’d imagine that happens quite a lot. It happens to me. The old saying,” Can’t see the wood for the trees”, has never been truer than it. Read more

Read more

The trouble with recruitment in sales….

The art & science of recruitment (as seen through a sales pair of binoculars…) By: Steve Jessop Background. I’ve worked at all levels of the sales discipline – mostly in business services – for well in excess of 30 years. A large proportion of that time has been as a business consultant advising and directly. Read more

Read more

Sage Mentoring Research

Kerrie Dorman, Founder of the ABM, was recently invited to take part in a dinner debate hosted by Sage, to discuss how to make mentoring accessible to millions and ensure a confident and prosperous future for the UK’s startups and small businesses. Sage conducted some recent research, asking businesses a range of questions across a. Read more

Read more
Sage event

Anti-Social Media

There is no doubt that the advances in mobile technology have greatly improved our ability to function and communicate ………….. or have they ? Yes, we are able to transmit data and inform each other where we are but are we really communicating in the terms we did, say ten years ago?  I don’t think. Read more

Read more



Whether you are just starting out or are an established business, you need to know how you are performing. In a very simple term, the strategic plan is a document that should tell you Where are we now? Where do we want to be? How are we going to get there? Without a plan every. Read more

Read more

Mentors are key to helping entrepreneurs reach next stage of development

By Anthony Browne, Chief Executive of the British Bankers’ Association, published in City A.M. IT SEEMED Julie Waddell had all the ingredients for success when she set up Moorish, which sells Britain’s only smoked hummus products. Orders were pouring in, a leading supermarket had expressed interest in her wares and she had been nominated for. Read more

Read more