Posts tagged as:

performance consultants

Working Smart: Focusing on the Vital Few

May 22, 2009 · 0 comments by Larry Comp

in Business Strategies, Management, Performance Development, Supervisory/Leadership Training

paretochart1 We all see so much wasted time at work, that I am always amazed to hear that the U.S. is one of the most productive nations in the world. Busy-ness seems to be replacing effectiveness as people go to endless meetings and spend hours sending and receiving emails.

Every once in awhile, I have to remind myself of the Pareto (80/20 Rule) Principle that states that 20% of what you do contributes to 80% of your effectiveness. You can apply this principle to various aspects of your business. For instance, 20% of our customers yield 80% of our revenue and 20% of our customers yield 80% of our profit, but not necessarily the same 20%.

We have a small group that meets at our home on most Sunday evenings. Last week, we all admitted that we seem to get wrapped up in busyness and are far less effective than we could be.

How are you spending your time? Are you focusing on the vital few areas that make the biggest impact…or on the trivial many?

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What is Your Unmatched Customer Value Proposition?

May 21, 2009 · 0 comments by Larry Comp

in Business Strategies, Economy, Management

Have you noticed that it is getting harder and harder to compete in today’s marketplace? As customers demand and expect more, we must ensure that we offer an unmatched value proposition to our target customers. In the book, “The Discipline of Market Leaders,” the authors explain that there are 3 key value proposition models and each of us must focus on one and only one of these propositions, while, at the same time, giving appropriate attention to one or both of the other two. The three propositions are described below:

Operational Excellence - If we serve a broad audience, we must ensure that our products or services are delivered in the most cost-effective manner. We don’t necessarily have to offer the lowest possible price, but should be perceived as the lowest total cost provider; e.g. “hassle-free” service. Southwest Airlines and Wal-Mart are two of the best examples of “Operationally Excellent” companies.

Customer Intimacy - Perhaps you cater to a very narrow segment of the population; your emphasis here must be on developing deep, lasting relationships and providing tailored solutions. Nordstrom is an excellent example of a “Customer Intimate” company.

Product Leadership - You may operate a highly innovative organization that thrives in a dynamic, ever-changing market. This type of organization must continuously create new products or services that meet the rapidly changing needs of its target audience. Disney, for example, was already working on its next blockbuster shortly after introducing The Lion King. Another organization, Intel, tries to make its own products obsolete before its competitors do.

Again, the trick is to focus on one of these key customer value propositions without ignoring the other one or two. One of the reasons Southwest Airlines has been exceptionally successful is that it is not only operationally excellent, but that their people go out of the way to make their customers feel welcome.

Have you determined your unique value proposition? Would your staff agree with the model you’ve selected?

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Getting Everyone on the Same Page

May 15, 2009

Over the years I have noticed that most companies do a pretty ineffective job of strategic planning. We all know how important strategic planning is to the long-term viability of an organization, but what’s really going on here? Well, many organizations never seem to get around to tackling this critical function. Others take a handful [...]

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Peter Drucker Nailed It!

May 13, 2009

Several years ago, I had the privilege of hearing Peter Drucker, the “Father of Modern Management,” speak. At the time, he was already very old and nearly deaf, and didn’t seem to realize he was almost speaking in a whisper. The audience, however, was in total awe…and you could have heard a pin drop. I’ve [...]

Be a Value Builder

May 8, 2009

Several years ago, I was reviewing some Audio Tech Book Summaries and learned that organizations tend to fall into 4 operating profiles. These profiles are largely influenced by the Chief Executive.
The first profile is Underperformer and this is the worst. In this case, the organization lacks adequate focus on revenue growth or cost savings.
The second [...]

Key Business Strategies to Fuel Your Growth

May 6, 2009

Some organizations seem to operate without a business strategy, while others have way too many. We have guided many of our clients to focus on a half dozen, specifically:

Focus on profitable growth. Seems pretty basic, but it’s amazing how many companies experience declining profits, while their businesses are actually growing!
Start with the market and work [...]

What Can the Grateful Dead Teach Us About Business?

May 4, 2009

Each morning, when I turn on my computer, I am greeted by a new inspirational quote. Most of these are thought-provoking and I have saved hundreds of these gems over the years.
Surprisingly, one of my favorite quotes comes from Jerry Garcia of the famous 60s Rock Band: The Grateful Dead. I’ve seen a number of acts over [...]

People over Projects

April 22, 2009

In times like these, we sense that the natives are restless in Corporate America. It seems that most everywhere, employees at every level are afraid to exhale. Many say that they are experiencing paranoid thoughts each time they see managers and execs meet behind closed doors, or hear tidbits eluding to bad sales numbers or [...]

Sink or Swim

April 16, 2009

Companies do it across America every single day. We repeatedly spend large sums of money to advertise, identify, recruit, select, and hire the talent that is needed to staff jobs in positions at all levels. Then, we not-so-ceremoniously bring the new individuals in, welcome them to the organization, and invite them to figure it out [...]

No Damn Clue!

April 13, 2009

Some time back, we were conducting employee focus groups in preparation for the development of a new base salary program for a client company. As sort of an ice-breaker or warm-up, we posed the question: What is XYZ’s mission and purpose as an organization? Stunned silence for a moment, and then one blatantly honest [...]

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performance consultants

What is Your Unmatched Customer Value Proposition?

Peter Drucker Nailed It!

What Can the Grateful Dead Teach Us About Business?

People over Projects

Sink or Swim

No Damn Clue!

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