TJL Marketing Ltd
It's 20 years ago this week that I started TJL Marketing. Yes, before you ask, the Internet had begun, but it was pre LinkedIn (that started May 2003!) Facebook wasn't born for another year and other socials such as twitter and Insta were not even thought about until 2006 and 2010. I have to be honest, the fact that I've reached this 20 year milestone, has stopped me in my tracks!
How did TJL Start?
I started my business in 2003 by taking a leap of faith and leaving full-time employment and responding to an advertisement on a freelancer website for a Marketing Manager position. I won the work and quickly set up a Limited company and decided to just go for it. My first customer was an IT company looking to grow their business and they did grow - very well. TJL worked with them for 10 years, and at the same time, I grew my business, eventually growing a team of flexible marketing and communications freelancers and associates, all working remotely. It seems we were way ahead of our time working remotely and even won a Blackberry Remote Workers award - I never actually used the Blackberry we won and stuck to my Nokia! To raise the profile of TJL, I worked out of a fantastic flexible hub for start ups and small businesses where you could hot desk - The Hot Office. I met some brilliant entrepreneurs there and my business thrived for years and we saw off a recession or two.
How did you grow?
I networked - a lot! I took permanent offices for a couple of years and it worked well especially as it was on the high street and we had lots of visitors and built up a really good reputation locally. We did well, still growing the team and working on a real variety of exciting projects and helping many new companies and organisations to grow. I had such vision and energy and plans to go huge! But, juggling the cash flow, a child under 5 and trying to have another, life in general and the pressure of work was realistically too much and I scaled back to just me and a couple of trusted associates. Although frustrating, this was the sensible thing to do as the whole point of starting the business was to give me the flexibility to fit in with my family commitments. The business carried on at a slower pace on purpose and I continued to work with some amazing customers. To date, TJL has worked with over 150 businesses and charities, including IT companies, angel investment networks, sports organisations, energy companies, sustainability organisations, automotive and entertainment. It has mainly been start ups and small businesses but also some larger organisations who were targeting the small business sector. I have learnt an enormous amount about the world of business and continue to learn as each customer brings a new set of challenges and different market sectors.
Flexibility
I was lucky, despite the lack of government support to keep most of my customers during the pandemic, which meant that I kept the business going. During that time though, I did take the opportunity to take part-time work with a local football club - doing something I had been passionate about for many years - leading an inclusive section for over 100 pan-disability football players. Since then, I have kept the business going, working for customers who need flexible marketing and comms support. I still want to keep sharing the knowledge I have built up over the years to help other businesses.
20 years milestone - Reflection
It's only natural to look back when you reach such a milestone to reflect on what went well, what could have gone better or what I could have done differently. Below are some notes which new business start ups may find helpful:
Starting the business - Going for it - I have no regrets - starting the business gave me the ability to choose the work I wanted to get involved with and, at the same time, build something that fitted with my home life. It wasn't always easy as the work load was often high and juggling capacity with demand was a learning curve.
Networking - this was the most valuable piece of business growth work I did. Building a local network meant that most of the time, I had regular referrals and I didn't every have to do very much lead generation. Eventually I didn't need to go to so many networking events, and I over the years, chose only those that worked for me. LinkedIn played a bigger part later on too.
Agile - having the offices was a commitment that in hindsight we probably shouldn't have got into but I was able to revert to working from home and continue the business without changing the model too much. Working out of my kitchen with a group of freelancers was fun at first, but not recommended for more than a few weeks, but once it scaled back it was much more manageable and more profitable in the long run.
Flexible Freelancers - I would review how I did this if I did it again as I often ended up finishing projects or covering which added to my workload on top of running the business. Using associates who take ownership of the project has been a better model.
Partnerships - when working for small businesses, often there is more than one director. Establish who is giving you the direction and avoid your customer's company politics and having to facilitate lengthy discussions amongst business partners when you really just want to get on with the project in hand. I spent far too many hours in lengthy board meetings that I didn't need to be in.
Pick your projects and customers - although it's tempting to say yes to any business especially if you need the work urgently, pick your customers carefully, look up their accounts and don't rush into taking something on. I learnt the hard way with a few. If anyone offers you a lower rate with commission for introductions - think carefully and get a contract signed.
Don't under estimate your worth - what has taken you years of experience and knowledge to build up is so valuable. It might be a throw away comment to you, but it's often worth a lot to the business you are working with and often underestimated the difference you have made. Make sure you are confident in your ability and charge your value.
Trust your Instinct - if something doesn't feel quite right, it probably means that it isn't. Take a step back and think it through, put it on hold or don't get involved. The right work will come along.
Thank you to all those organisations I have worked with along the way and to the trusted associates too. I'm not going to say here's to the next 20 years, but for now, it's still exciting to see where we go from here. I think possibly it will included working with more sport organisations, but lets watch this space!
Happy to chat. Get in touch via LinkedIn or @tracylight - insta & twitter.