Accountability is Key

February 22nd, 2010

Working with our clients to build systems to make their companies more efficient and profitable, we take existing and sometimes broken systems and mold them into what works best for that particular company.  What we find however, is that once the changes have been decided upon, the most difficult part for the business owner or manager of that unit is keeping their people accountable to the changes.

There are a myriad of reasons that managers don’t hold their staff accountable.  Sometimes they don’t know how, they aren’t around enough, they haven’t delegated enough responsibility to their staff, or they have the wrong people on their team.

No matter what the reasons are, managers need to realize that process improvement requires building in accountability for the staff and then making sure that they are building in a process to track it.  You’ve heard the saying, “you can’t improve what you don’t measure.”  Managers and employees alike need to know what’s expected of each of them and perform accordingly.  They also need to know that someone will be measuring their progress.  As a leader, you need to ensure this is taking place.

Planning ahead and preparing for accountability issues at the beginning of your process improvement initiative is crucial.  Discuss it with your team and give it a permanent seat at the table.

Follow the process and enjoy the ride

February 8th, 2010

With the SuperBowl last night and the Olympics coming up soon, professional athletes and their strategies have been on my mind.  Over the weekend I flipped on the TV and saw an Olympic trainer being interviewed.  What she said was counteractive with what we’ve heard in recent books such as The Secret.  She said that she trains athletes not think of the crowds cheering and seeing themselves on the gold medal stand, but instead to concentrate on the process, doing the same things over and over again and continuing to do our best to improve each day.  This is what creates success. 

A colleague of mine teaches this same concept using Michael Phelps as an example.  His argument is that what made Phelps successful was, of course natural ability (which we all have in some form), and then his process of each day practicing the same things over and over and pushing himself to do better.

As business people we imagine the next big deal we are going to land or if we could only hit $xxxxxx in revenue this month.  But isn’t it really the practice of making a certain number of calls that help us land that big deal or increase our revenue?  Determine what these practices are and turn these practices into habits.  Build a process for creating the success you want.  In the meantime, listen to your employees, have fun with your family, and read that book you’ve been wanting to read.  After all, once we hit our goal, we will only have more.

Lessons from a cruise ship

February 4th, 2010

I have good news and bad news.  The bad news first.  I recently turned 40.  Yes, better than the alternative, but being in my 30’s was pretty cool.  The good news is that I celebrated this milestone on a cruise.  

The interesting thing about this vacation is that I thought a lot about work.  Not in a stressful way such as worrying about clients or how I would get everything done when I got back.  More in a thoughtful way about systems.  What systems did it take for this cruise ship to run so well that I would feel relaxed, comfortable, and happy enough with the service to want to come back?

If you know us or work with us, you know that customer service is a hot button for VisionBridge.  In working with our clients to improve and document their systems, the customer is always at the heart of it.  What I noticed about our cruise line was that everywhere I went the staff made a specific point to speak to me and tell me good morning or ask if I had a nice breakfast or a wonderful day at one of our port stops.  Even if I wasn’t looking at them they would make a point to speak to me and ask if there was anything they could do for me.

Our cruise line developed a simple, cost-free system that emphasizes kindness - the root of customer service.  They teach their employees to speak to every passenger and empower them to help them in any way they can.  It’s not a complex system and I’m sure it’s one of many, but it made a big impression on me. 

As I go about my day back in Indianapolis heading to business after business and store after store, I notice that I don’t still get that kind of attention. Of course, we’re not on a cruise ship everyday.  But what about the business I walk into that does treat me that way?  Wouldn’t that make a big impression on their customers?  So why isn’t it done?  It’s simple, it’s free, and it’s just nice.

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I Heart Systems

January 28th, 2010

By:  Pam Killman, Project Manager

When I began working for VisionBridge, I knew I had found my calling. In every organization I had been in, I had created written procedures (or my personal operations manual) for my job responsibilities. It was never asked of me; I did it for my own sanity. I knew I could take a day off without worrying.  Every process was documented if an emergency arose.

What I didn’t realize is how much I systemize in my personal life. Recently, I moved from one end of Indianapolis to the other. I had lived in my home for three years and had accumulated much more than I ever thought possible. Then add in the additional “stuff” my boyfriend moved in last year and it was overwhelming.

Without realizing it, I was packing and stacking boxes in a systematic way. Office, books, kids, crafts, even my kitchen – I went cabinet by cabinet. Then, because I’m pretty awesome (and neurotic), I even numbered those kitchen boxes with #1 being the most important to unpack first. I placed all of the boxes in the garage, nice, neatly, just as the moving company suggested.

I did have a slight panic attack when the three movers took a stack of boxes from three different sections of the garage completely dismantling my beautiful system. But, I eventually talked myself down and was pleasantly surprised when I could find my pillow for a quick siesta once everything was delivered to our new home!

Now, my boyfriend, on the other hand, would have been happy to throw everything in a box and figure it out later. I guess that’s why I was in charge of the move!

The Cost of Turnover

January 22nd, 2010

By:  Pam Killman, Project Manager

“So I just hit the lottery and I’m leaving for Tahiti on my new private plan in an hour. It’s been a pleasure working with you. Good luck!” says your top employee.

The odds of hitting the winning jackpot numbers are slim - actually 1 in 195,249,054. But how would you react if your superstar employee left you this voicemail message on Thursday morning?

If you’re a manager that thinks, “They’d give me more notice than that” - think again. Even an employee who loves their job who becomes a multi-millionaire overnight is no longer considering working as their top priority.

But your business must continue. Payroll is due. Press releases need to be written. Positions need to be filled. Clients need to be contacted.
How quickly could you recover from losing your superstar? Yes, every employee is replaceable. But how much does it actually cost?

The cost of losing one employee is typically 150% of the employee’s salary (higher for management positions). If your superstar employee was making $50,000 per year, it would cost $75,000 just to replace them. Costs include: who will do their job in the interim, hiring costs, advertising costs, time to review resumes, time to interview, lost productivity time getting someone up to speed, loss of knowledge. The ramifications are endless and costly.

How can these costs be decreased? This is where operations manuals come in. Developing standard operating procedures, training manuals, hiring guidelines and procedures, and cross-training all help reduce the costs of losing an employee.

Turnover is inevitable. How much it costs is entirely up to you.

Managing Myself

January 18th, 2010

“You can’t manage what you don’t measure.”  You’ve heard the quote before, haven’t you?  Although we’ve heard it how many of us actually think about it and put it to use in our businesses?  How do we manage ourselves?

This week I had a LOT of lofty goals.  Some of them were related to sales, some to projects, and some were personal.  As a working mom, accomplishing these can be a challenge.  For example, my daughter has recently joined her school’s math bowl.  This has shifted my schedule to have me leaving work to pick her up by 3:30pm on Tuesdays and Thursdays.  I love the flexible schedule I have with owning my own business, but it makes it difficult to make sure that I’m accomplishing all of the things I need to do to keep the business running.

In order to counteract my random schedule, each week I break down my larger goals into smaller, manageable chunks.  I write what I need to accomplish on my whiteboard and meet with my project manager each week to make sure that I did it.  It doesn’t matter what the kids are doing, or if a friend asks me to lunch, I know I have to have 40 sales touches this week and complete two major projects.  Measuring this and sharing these things with someone else (an employee, boss, coach, mentor) keeps me accountable.

My project manager does the same thing.  We map out her goals for the week (we even have little check boxes next to them…we are nerds) and it helps to keep her accountable as well.  Having a visual representation of them on the whiteboard really helps.  When we get distracted, we just look at the board again and are reminded to get to work!

How do you do it?

Could What Your Employees Tell Your Customers Hurt You?

January 7th, 2010

Yesterday, we were at the office of one of our favorite clients, a local law firm.  We have been working with them to develop and improve systems for the areas that support the attorneys: business development, marketing, accounting, customer service.  One key area is addressing potential clients in a professional, sensitive, respectful way. Today, one employee is assessing all potential client calls, 10-20 per day, and the managing partner feels this is an area where all other support employees could help but need training.

 

In order to do this, we broke down exactly what happens in a call.  This is complex because in order to screen the call effectively, there are several questions that need to be asked and some of those questions lead to other questions depending on the answers received.   We are now in the process of developing a checklist for the several different types of calls so that anyone in the company can answer client calls effectively and according to company vision.

As a business person, you can see why having this in place would be important, but did you know that it can protect you legally as well?  (Of course, I would learn this at a law firm!)  They informed me of the doctrine of respondeat superior which states that “the employer is liable for the injuries caused by an employee who is working within the scope of his employment relationship.”  The firm must be very careful to not give legal advice in the assessment stage. If advice is given, an attorney can receive disciplinary action by the Indiana Supreme Court Disciplinary Commission.  Now, this same commission will not go after a non-legal business; however, the doctrine of respondeat superior could still apply to your company in the case of a lawsuit.  It’s another reason putting systems in place and appropriately training your employees to use them is crucial.

 

Your Championship Formula Seminar

January 5th, 2010

Your Championship Formula:
3 Keys to Increasing Your Bottom Line
Tuesday, February 9, 2010

You Are Invited
What is it that led the Indianapolis Colts to Super Bowl victory in 2007? How can we as business people apply those winning concepts to our own companies? Join us on February 9 to learn the secrets former Indianapolis Colts coach Tony Dungy used to create a championship team. Howard Cox of Somerset CPAs and Nicole Bickett of VisionBridge will provide a roadmap for you to develop your own championship formula and playbook for success. We will cover the three fundamental building blocks necessary to create focus and proactively execute on an optimal formula to maximize profit, cash flow and return on investment. Please join us for this complimentary presentation.

Who Should Attend?
The Somerset Success Strategies occasional breakfast series is designed to cater to high energy entrepreneurial leaders. These leaders desire an early morning continuous learning environment that provides a brief but focused look at success principles that are both relevant and actionable. Therefore, this series is intended for CEOs, Presidents, Plant Managers, Division Managers, anyone with direct profit and loss accountability for an individual business unit and anyone in the line of succession for any of these positions. Please share this invitation with your appropriate colleagues.

Details and Registration
Date:  Tuesday, February 9, 2010
Time:  7:15 a.m. to 7:30 a.m. - Registration/Continental Breakfast
             7:30 a.m. to 8:30 a.m. - Presentation
Location:  Somerset Conference Center (Map)
Speakers:  Howard Cox and Nicole Bickett
Cost:  None

About the Speakers
Howard Cox is Somerset’s Director of Business Consulting and is a member of the firm’s Entrepreneurial Team. He focuses on business consulting engagements, corporate training sessions and public speaking. His consulting projects are customized to the exact needs of each client situation through the use of the Somerset 7-Needs Questionnaire. Howard provides corporate training on a wide range of subjects including business development, customer service and management and leadership. He speaks regularly on a variety of topics that help businesses reach their full potential and created the Somerset Practical MBA Program and Somerset CEO Series. Howard is a member of the Indiana CPA Society and the World Speakers Association. He was recognized as a Business Consulting Super CPA by the Indiana CPA Society in 2008.

Nicole Bickett is the Founder and President of VisionBridge. She has a diverse background in project management, human resources management, product development and solutions implementation. In her 15+ year career, she has worked in the industries of information technology, marketing and travel–including managing major accounts and human resources for a national consulting firm. In 2003, she started her own consulting company dedicated to helping businesses increase their productivity and profitability by streamlining processes and increasing efficiencies. Nicole received her BA in Psychology from Indiana University and her MBA from IU’s Kelley School of Business. She is the author of Organize Your Office for Life and a contributing author to Focus.Organization. Productivity, Ideas for Improving Success in the Workplace.

‘Twas the Night Before Christmas

December 24th, 2009

‘Twas the night before Christmas and all through the town,
Not a creature was stirring and the workshop shut down.
Last year, an Operations Manual had been written with care,
In hopes that St. Nicholas would be less stressed this year.

The elves were nestled all snug in their beds,
While visions of efficiencies danced in the heads.
And Nicole with her whiteboard and Pam with her laptop
Were preparing for their holiday and closing up shop.

When in front of the office there arose such a clatter,
We sprang from our desks to see what was the matter.
We thought about sneaking right out the back door,
But curiosity got the best of us and we could not ignore.

We could see the reindeer reviewing their plan,
Which was prepared so diligently by the VisionBridge clan.
We were a bit confused since it was only noon,
That they were packed, organized and already on the move.

And there was our client perched high on his sleigh,
He was so far ahead of schedule he stopped by to say:
“We’re much more efficient this year and so clean,
We have gifts for everyone, even the old and the mean.”

“The org charts prepared and the procedures for toy making,
And the job descriptions, marketing and field procedure training;
From the top of the flow charts, to the very last detail,
This business owner knows he can take a vacation without fail.”

“Our town is happy, healthy and in better spirits,
The elves are more jolly and in their songs you can hear it.
And we joined him in saying as he flew out of sight,
Happy Holidays to all and to all a good night!”

Happiest of holidays to you and your family!

The VisionBridge Team

Assessment Tools

December 18th, 2009

By: Pam Killman, Project Manager

This week Nicole and I had the opportunity to take the Predictive Index assessment to gain insight into what drives us on a professional level. It was actually very enlightening and also verified things that we already knew about each other and our work habits.

The Predictive Index is a managerial assessment tool that was created by Arthur Daniels in the 1950’s and is used to improve performance within businesses. The actual assessment took about 10 minutes. Through an online link, the first task was to select words that represent how you think others perceive you. The second task was to select words that represent how you see yourself. The results were processed fairly quickly and we then met with Dana Harrison of Advisa to discuss our results.

The assessment showed that Nicole is very results-driven, typical for a successful business owner. I tend to be more people-driven. As a project manager, I try diligently to make our clients happy and exceed expectations. The one thing that Nicole and I had in common is that we are both detail-oriented. Yes – we love the details. Which is good because our business is all about the details.

I think assessment tools are important because they help people understand what drives others and provides insight on how to best work together.  If you know that someone is oriented one way, then providing them with opportunities to use those skills will help you to get better results from all of your employees.

Do you use any type of behavioral assessment in your company? Do you feel it is beneficial? Feel free to leave a comment to let us know!