• To MOVE the needle, you’ve got to SEE the needle

    28 February 2016
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    Wellhead Pressure Gauge

    Crafting a dashboard that works

    I’m going to be talking about dashboards on the Rising Leader webinar in March, and as I prep for that session, I’m reminded of why you should create a dashboard in the first place.

    It may seem obvious on the surface, but a dashboard keeps visible and helps you track two things:

    • What in your business will “move the needle” for success
    • What you want to focus your attention on

    Companies with fewer than about 25 people often don’t need a dashboard (which doesn’t mean they wouldn’t benefit from one). At that size, the team instinctively knows what’s important, and the leaders are close to the action.

    Bigger than 25 people, though, and a dashboard is useful. Unfortunately, a dashboard is also harder at that size, for several reasons:

    • There are simply more parts of the business – more things that the company is doing, many of which seem important. What is really important to put on the dashboard?
    • There become several levels of “frames” that can be used to understand the business. There’s the tactical/trenches level (returning a customer’s email), the “strat-tactical” level (customer service), and the strategic level (the customer experience). Once you identify a part of your business that’s important, then you need to figure out if you measure it at the 100-, 1,000-, 10,000- level, or 50,000-foot level.
    • There often is no immediate, easy source of data for issues that are important. For example, most people would agree that employee engagement is important to most companies – but how do you measure that? [Note: there are some pretty simple ways.]

    So, crafting an effective dashboard takes thought.

    Many companies have an annual budgeting process – they recognize that coming up with financial plans is complex enough that they should spend time figuring it out.

    Well, you should also have an annual “dashboarding” process that figures out what’s important to your business and what you want to focus your attention on. Some things will always be important; others will come and go.

    If you’re a middle manager or a high-potential employee, you can join the Rising Leader Program and hear more about dashboards this month in our webinar. Visit phimation.com/start to find out more.

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  • Important hire? Here’s the strategy…

    1 February 2016
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    You don’t need to hire every position with the same approach. Sure, some companies have the same hiring process for everyone, and it often involves spending 6 months on each hire and only hiring A+ people. In theory, that’s what you should do, but in practice, there are some hires that deserve more effort and some that deserve less.

    How do you tell when to invest more or less? I’ll be talking about that on my webinar this month – the 3 different approaches to hiring, and when each one is appropriate.

    For this column, I want to focus in on the highest-investment approach.

    When does a hire deserve a heavy investment? The primary drivers are (a) the impact the position can have on the organization, and (b) the experience your company has with hiring that specific type of position. In other words, you should invest more heavily in your recruiting process when you’re hiring:

    • Executive or key manager positions – because the impact of that position will be a multiple of the costs of even an elaborate hiring process
    • New positions – because you don’t know what you’re looking for, and because you need to train your organization on what the new position will do

    What does it mean to invest heavily in a hiring process? You should spend more time…

    • Planning the position before even starting the recruiting process
    • Choreographing the hiring process – who to include when
    • Building a bigger candidate pool
    • Interviewing candidates
    • Confirming your final choice

    It’s OK not to go all-out on every hire. What’s important for growing companies is having the wisdom to know when a more extensive recruiting process is needed, and having the discipline to invest the time needed when it is required.

    If you do that, you’ll avoid the costs of a bad hire, which can be dramatic – around 2-3x the person’s compensation for a manager, and 5-10x the person’s compensation for an executive.

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  • My Goals Can Beat Up Your Goals

    Making Better Goals with a Strong Annual Planning Process

    Although it seems like just yesterday that the days were hot and we were at the local swimming hole, this is the time to start thinking about annual planning.  Some of my clients have small, simple businesses and handle their planning in an afternoon.  Others are larger and more complex, and we spend 4 days over the course of 3 months.

    No matter the extent of the process, they all have the same underlying process:

    –          Assess the environment and identify areas that have potential to improve the performance of the business

    –          Select the areas that have the best potential impact, and create initiatives to address those areas

    –          Define and justify the investments needed for the initiatives

    –          Develop action plans

    –          Launch the initiatives with managers and staff

    There’s a rich set of best practices and tools for each of those steps.  For example, many people like to use the SWOT framework to assess their situation.  But I’ve found that reviewing hits and misses often provides better insight into areas of improvement.

    On my Monthly Strategy Slice webinar, we’ll be looking at a small slice of the annual planning process – how to make sure you have a strong set of initiatives to focus on.  On the webinar, we’ll talk about tools to evaluate your initiatives along 4 dimensions:

    –          Are you focusing externally (e.g., developing new markets), internally (e.g., reorganizing), or a combination of both?

    –          Are you focusing on initiatives with short-term payoff (e.g., a marketing campaign to existing customers), medium-term payoff (e.g., hiring an important new position), or long-term payoff (e.g., launching a new product)?

    –          Do you have a mix of initiatives that will have a big (transformative) payoff and smaller (incremental) payoffs?

    –          Do you have a mix of initiatives that have different investment profiles – some requiring relatively little investment, and others needing heavy investment?

    We’ll talk about how to evaluate annual priorities, and how to apply the evaluation tools to your business on my webinar – please join us if you want to see these in action.

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  • The Simple Formula of Value Propositions

    3x3

    Stage 2 companies must already have a clear and compelling value proposition if they’re successful enough to have grown out of start-up, right?

    Well, yes and no.  They do have enough traction in the marketplace to show that they have a value proposition that works.  But it’s actually unlikely that the company has a systematic way to communicate the value proposition.  And if that is the case, it will find that revenue growth is harder and harder to achieve – and in a competitive market, the company may start to lose ground to other companies who are communicating their message better.

    What should a value proposition look like?  When I started out in marketing, I worked with an excellent marketing agency, who explained that the “brand positioning statement” should follow a classic formula of, “For [market segment], Our Brand is the [product category] that [customer benefits] by [points of differentiation].”

    So, for a clear and compelling value proposition, you need:

    –          A clearly defined target market segment or customer profile – is it marketing directors who work with global brands, or owners small businesses in cities, or…

    –          A definition of the product category – the marketing agency I worked with explained that orange juice could be defined as a breakfast drink or as a health drink, so picking the product category has a big impact on how the product itself is perceived

    –          A description of the customer benefits – what are the pains you alleviate (lost revenue, production downtime, etc.) and gains you enable (new revenue sources, talent retention, etc.)

    –          The points of differentiation – choosing from all the ways that your product works or the ways you deliver your service, what are the ways that set it apart from the competition?

    Once you have your value proposition, make sure you reinforce it with everyone in your company, and you use it to focus your marketing and sales messages.

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  • The Surprising Fact About When Your Price Is Set

    26 March 2012
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    Chess

    As your company grows in Stage 2, you should use your sales process to drive more value – yes, for your company…but also for your customers.  The only sustainable growth comes from win-win sales, so your sales process will benefit you and your customers.

    One of the most important ways that your sales process can increase the value you bring to and get from your customers is by uncovering what the real need is.  Oftentimes, customers don’t know what they don’t know, and by managing the sales process well, you can help them realize what they really need.  In doing that, you also make sure that you’re paid for any premium value that you give them.

    Price is a function of value, and the surprising fact that you need to know is that value is established when the need is defined, not when the solution is defined.  If a customer comes to you and tells you what they need, then they have already set the price in their mind.  On the other hand, if a customer comes to you and asks you to help define what they need, then you create the value together.

    If you’re like most Second Stage companies, it’s hit or miss whether you’re talking to customers about the answer or the problem.  It takes a clearly-defined market strategy, and a disciplined sales process, to ensure your conversations consistently focus on the need.  That takes some work, but it’s also the best way to grow your small business in Stage 2.

    I’ll be talking more about this on my Stage 2 Secrets call this month – click here to register.

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  • Does Your Small Business Have A Sales Process?

    19 March 2012
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    As a small business emerges from the start-up phase, and becomes a Second Stage company, the sales process can and should be formalized.

    It can be formalized because you now have enough experience with sales to know some standard steps that you usually follow.

    It should be formalized because you need to start building consistent expectations with your customers, you need more consistent information for your team, and you need to start to build up systems around your sales that will need some standardization.

    I’m not suggesting you go overboard on this – just some general guidelines or steps that you’ve learned help you.

    How do you create a (somewhat) standard sales process?

    As a first step, think about the customers or orders that your team handles smoothly.  What usually happens when those orders come in?

    Then, think about the customers or orders that are a hassle.  What usually happens with those orders – and what do you notice doesn’t happen with those.

    When I asked these questions of a 20-person manufacturer last year, they realized that most of their sales followed 4 basic steps – but also that complex, unclear orders (which happened to be their highest-value work) needed a different process.  They outlined the two different processes, and when I met with them 3 months later, they said, “We’re handling all of our orders much, much better.  And the customers are a lot happier.”

    If your small business has grown into a Second Stage company, your team and your customers will appreciate you starting to understand and standardize your sales process.

    I’ll be talking more about this on my Stage 2 Secrets call this month – click here to register.

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  • Account Plans Will Drive Big Value For Your Small Business

    11 March 2012
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    Once you have segmented your customer base, the question is, “What can I do for my best customers that will drive value for them and us?”

    The answer to that question should be captured in an Account Plan, which outlines the relationship and opportunities you have with a key customer.

    Here’s what I recommend you include in the Account Plans you write for your Second Stage company:

    –          History and highlights of the relationship

    –          Background on relevant people you know at the company

    –          Description of why they work with your company and why they think you’re valuable

    –          Immediate and next-year opportunities that you’ve identified, as well as the 3-5 year potential for the relationship

    –          Likely relationship and engagement for the coming year

    –          Plan for additional activities to expand or enhance the relationship and engagement in the coming year

    You’ll be surprised at how much you learn about your customer and yourself when you write an account plan.

    I’ll be talking more about this on my Stage 2 Secrets call this month – click here to register.

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  • A Shortcut for Your Compensation Planning?

    21 February 2012
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    I’m working with a $2MM firm right now to build in a performance-based aspect to their compensation program.

    Usually, I would follow a process of compensation strategy (guiding principles for how we make comp decisions) > compensation framework (the components that go into comp decisions) > performance framework (the specific definitions of performance).  (If you want a full description of the process, you can get it from my book, The Stage 2 Owner’s Manual.)

    But with a small firm, we’ll be able to skip the comp framework step.  That’s the step where “What does it take for you to stay in the game?” changes to “What is the right amount to pay you?”  It looks at things like market pay rates, and what the role of the person is.

    If you’re a small Second Stage Company, the most important things to address when you upgrade your compensation program is why you pay people what you do – the overarching principles that are at play, and the specific performance drivers you look at.  When you get bigger, or when compensation starts causing you problems, you can fine-tune your pay program based on some more sophisticated thinking about what makes up employee compensation.  But that’s a short-cut that, in most cases, is fine to take when you’re smaller.

    I’ll be talking more about compensation on my Stage 2 Secrets call this month – click here to register.

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  • Why Getting Compensation Right is Important to Your Growing Business

    10 February 2012
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    Stage 2 management focuses on getting approximate answers, not precise ones – and then using judgment to realize when an answer can be more approximate, and when it needs to be more precise.

    Have you ever thought about the impact of over-paying, or under-paying, the staff in your Second Stage company?

    If you are over-paying, then you are taking resources away from other parts of the business that would give you a higher ROI.  Over time, you’ll under-invest in the areas of the business that make your company stronger, and the result is a company that is paying its employees relatively well while weakening the business.

    If you are under-paying, the opposite is true.  You are “mining” your employees for the value they create, and if they don’t feel rewarded, you will be faced with a triple-whammy – you’ll lose someone who was providing more value to the company than you realized, you’ll have turn-over costs, and you’ll have to spend more than you expected to replace that person.

    Compensation is about aligning the rewards that employees get with the value that they create for the business.  As your business gets more complex in Stage 2, that alignment gets harder, and more important.

    You’ll never pay someone exactly the right amount, but making sure you’re close is important for you, your business, and your employees.

    I’ll be talking more about compensation on my Stage 2 Secrets call this month – click here to register.

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  • Top Compensation Mistakes Second Stage Companies Make

    8 February 2012
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    I was reading the blog post Top Compensation Planning Mistakes (And How to Avoid Them) and there were a couple that stood out as particularly important for Second Stage Companies:

    Saying one thing and doing another, which the blog says can be avoided by “avoiding secrets…and reducing exceptions.” The particular challenge for Stage 2 is that most leaders who are emerging out of the start-up phase don’t have expertise in compensation, and don’t realize how complicated it gets in Stage 2, and so they hide how they make compensation decisions in a “black box.” This usually works fine for some period and then starts to break down as they add people. In Stage 2, it’s especially important to think through a comp strategy so that you can avoid secrets and reduce exceptions.

    Not preparing managers to talk about compensation, which the blog says can be avoided through training and scripting answers to key questions like “How does the organization set salaries?” and “Why did I only get this much money?” The particular challenge is that most Stage 2 managers don’t have expertise or experience dealing with compensation – and in fact what experience they have is with the start-up phase’s “What do you need to stay in the game?” approach. One of the most important aspects of a compensation program for a Stage 2 company is the messages that it communicates about how the company creates value and how performance is measured. If those messages don’t make it to employees – or, worse, if the wrong messages are communicated – much of the power of the compensation program is lost.

    I’ll be talking more about compensation on my Stage 2 Secrets call this month – click here to register.

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