Posts Tagged ‘Business Coaching’

Learning “on the fly”…Five best practices that will help you get on track

Monday, August 16th, 2010

 

eti1So what did Gary Reggiani and his team learn “on the fly” this past year as they participated in the Greater Reading Chamber’s Business Excellence program?  Here’s five “business best practices” that helped them affect change and get them on track for the future.

 

1)      First things first – he and his team attended a Habits Boot Camp and developed their One Page Strategic Plan

 

“We never really planned for our future in a systematic way,” says Gary. “Now, we’re planning using a sustainable approach and updating it as necessary.”

 

2)      Implemented regular meetings including daily huddles and weekly tacticals – with their plan in front of them to keep them focused and on track.

 

3)      Developed a business “dashboard” to track key indicators - and - they’re working to figure out what their leading indicators need to be to help them get to their goals. 

 

3)      Started working proactively with their customers to find out their needs and issues and are making adjustments to their strategy because of what they’re finding out….and finally…

 

4)      Evaluated their people to make sure that they had the right people doing the right things.  In the process, they identified the need to hire a Purchasing Manager and used biographical interviewing techniques to bring on the right person to manage their supply chain and their vendors, which is already making a difference to their operation.

 

The Results?

 

“Now”, says Gary, “We’re doing things “on purpose” and getting them done through a more formal approach that enforces personal accountability and commitment.  Our management team is aligned.  They’re bought into the plan.  Responsibilities and expectations are better defined and people know what each others’ goals and targets are as well as the company’s.”

 

And revenues and profits continue to grow…what could be sweeter?

 

Want to learn more?  Email us at info@ceothinktank.com and learn how to “learn on the fly” too!

 

 

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How do you create an “engaged employee”?

Monday, May 24th, 2010

“It’s the small daily brush strokes that create the painting, no matter how large the canvas.”

That’s the quote that I continue to remind myself of as I work with our Marketing intern Alessandra.  Bringing a new person into a company takes time, commitment and planning - but not everything can happen at once - so…one brush stroke at a time.

I wrote a couple of weeks ago about the need with new employees - with every employee actually - to be clear about expectations.  Now we’re working on the next part of the canvas. 

So what are three Key steps to creating an “engaged employee”:

1) Making her my priority - Too often new hires aren’t given the time that they need with their hiring manager.  I’ve worked hard to clear my own schedule since she came on board - at least a 1/2 day a week - more at the beginning to have the meetings and answer the questions that all new employees have. 

Spending time with her each week is one of my top 5 priorities each week.  And touching base at least once a day - even if it’s just a quick email - when we don’t meet.  Not necessarily easy - but absolutely necessary if I want to get the most from my investment!

2) Helping her to clarify her priorities - I’ve only got Alessandra for 20 hours every week.  She’s naturally organized - something that I looked for when I hired her - so I asked her to come up with monthly goals and priorities (which we reviewed) and then we’re breaking them down by week. 

The benefit of this to me?  She’s staying focused and on track and knows what she needs to do even if she gets ahead.  Last week she got done everything that she was supposed to do in two weeks in one week - so we came up with another list!  Very cool!

3) Asking her what she’s learning - and having her document it too!  This is a Gallup question by the way that will help you to measure the level of employee engagement in your company. 

“In the last year, have I had opportunities at work to learn and grow?”  And there’s another one too about having someone at work who encourages an employee’s development.   

Have your employees set learning goals for themselves and debrief with them about what they’ve learned and how they’ve grown.  And if you have them document the information, you have a ready-made training manual for the next person who comes along!

Intrigued?  

If you’d like to meet Alessandra, she’ll be at our next “Dining with the CEO” event on June 8th with Philadelphia University President and Jiffy Lube co-Founder Steve Spinelli!   Plan on coming and I’ll introduce you!  Click here for more info and to register! 

Hope to see you there!

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And now for Steve Spinelli…

Friday, May 14th, 2010

Why am I so excited to have Steve Spinelli at our next “Dining with the CEO” on June 8th?

1) He’s got a wealth of knowledge and experience… 

From his early days (he was just 24) when he co-founded Jiffy Lube International and went on to become the chain’s largest franchisee to his tenure teaching future business leaders entrepreneurship at Babson College (he’s even worked with Verne Harnish) to his current role as President of Philadelphia University.

2) He’s a great example of someone going for the gold - throughout his career.

After Jiffy Lube, he went on to get a PhD in Economics at the University of London.  Then, during his entire tenure as the Director for the Arthur M. Blank Center for Entrepreneurship and the Chair of the entrepreneurship division at Babson College, U.S. News and World Report ranked Babson number one in entrepreneurship.

3) He’s also willing to share his mistakes and his lessons. 

In an interview last year with Bloomsberg Business Week, he shared the following thoughts:

Steve Spinelli·           What has he learned about being an entrepreneur?

 

     Never get cocky!   “We were doing so well [at one point], we started having this mentality: “This is easy. If we build it, they will come.” If you start thinking that way, jump in a pool, cool off. That is a huge mistake.

 

         How important is education – and a good business model - to an entrepreneur?

     

           “I don’t think you necessarily need to be in college to do this.  But you need to be a lifelong learner to survive.  I think you will have to evolve your business model five times - and maybe five times in 5 years!”    

   

 

Intrigued?  Me too!  So join us on Tuesday, June 8th to hear him – from 5:30 to 8:30pm at the Union League in Philadelphia.

And get a chance to ask your question!

p.s.  And if you missed our last “Un-Marketing” event with Kevin Daum, checking out his presentation, Creating the Awesome Experience”.

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So what’s this thing called “Intentional Marketing”? And how can it help you drive Revenues?

Wednesday, March 24th, 2010

money-sign1Well, it’s been a big two weeks.  We finalized our value prop for CEO Think Tank® and had a sell out crowd at our Growth Strategies Breakfast on March 9th.  It was definitely an “Awesome Experience“!

But now that we’ve got the message, we’ve got to get it out to the marketplace - using the next step in Kevin Daum’s process - Intentional Marketing - a phrase I’d never heard before.

And, to understand what intentional marketing is, according to Kevin, you first need to understand the difference between sales and marketing.

Kevin defines “sales” as the pure, direct person-to-person process of how a sales person transacts business with a customer.

Marketing - on the other hand - is the application of efficiency tools to the sales process to help it scale.  The tools, according to Kevin, can be strategic stuff like market research and segmentation OR tactical such as designing a website or creating collateral.

The trick?  You’ve got to have forethought!  That’s the first step in Intentional Marketing.  And that means considering the 105 Questions that will be answered in your sales process - either by design or default.

Here’s just a sample to consider in all of your marketing strategies and tactics for how you’re Generating Leads:

* What are the attractive emotions?
* What are the attractive aesthetics?
* Where can buyers be found?
* What will pique their interests?
* What is the recognizable pain we can identify?
* Where do buyers congregate?
* What is the best opening line?
* What is the identifiable fear component?
* What is the identifiable greed component?
* What are the identifiable logic components?

There’s more of course…check out the website if you’re curious - - or, if you want to use the process that Kevin recommends to get your message heard.

I’ll be talking more about what we’re doing as we continue thru the year and what we’re learning.  In the meantime, drop me a line and let me know if you’re applying these concepts in your business - and what results you’re getting!

 

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Leverage Your Best Customers

Friday, September 4th, 2009

Who are Your Best Customers?

When asked the question, so many marketers respond with basic demographic information that profiles hundreds of  your ideal customers.   A typical marketing response - “companies who need our services and are located in our market.”   I want to know - “Who are your best customers?”  “What are their names?” 

Want More Customers?

If you’re seeking word of mouth referrals, then you should know your best customers by - name.   You should be asking them for their opinions about your company’s products and services, educating them with valuable information, and finding out how they think to build your company’s  marketing copy.   Get online testimonials from them.   Provide online places  for comments, communications and opinions such as Facebook pages, forums,  reviews and ratings - all to be shared and viewed. 

Get Socially Clever

Perhaps some of your best customers  have a problem with your company.  What if you found them,  reached out, and resolved their problem individually and efficiently?   How much is an enthusiastic  customer worth?   Consider this clever strategy -  focus on the individual not the mass  just like @comcastcares?   Now, that’s leverage your competitors don’t have.

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