Take Care of Your Leadership Tree
Make sure that your leadership tree is holding up during times of transformational change and uncertainty. While there are many metaphors about trees and leadership, I’ve focused on a simple overview. I believe that there are three key branches of your leadership tree which include sales performance, operational excellence, and your financial imperatives. They are held in place and fueled by your vision and core values, and the culture of your organization. A fairly straightforward outlook on this matter.
Your sales performance should be as good if not better today than it was yesterday. Make sure to account for client retention and growth, as well as client acquisition. You may consider a segmented market approach to new business as a way to further differentiate your company. Change creates opportunity for those with their eyes and ears wide open. There might not be a better time to pick up new business as well as introduce expanded products and services to your existing accounts.
Operational execution includes capacity balancing, as well as having good performance metrics. Make sure that the metrics you review are not only helpful to management but are also helpful to your team so that they can learn and continuously improve. Metrics and key performance indicators aren’t any good if the product doesn’t meet the client expectations. Ensure that you're delivering a quality product within the service level agreements you’ve signed up for – consistently, reliably and profitably.
You should expect timely, accurate, and useful financial information to help run your business. Make sure to include the key ratios that are pertinent to your industry segment, and that will be helpful and making critical and timely decisions. Also don’t overlook the strength and importance of your banking and lender relationships. Give them good reasons to want to do business with you.
During times of transformational change and uncertainty, it’s easy to get caught up in the day-to-day firefighting. Don’t overlook the need to continually feed your leadership tree by reinforcing your core values and celebrating a culture that allows your business to bloom.
Work at it. Your competitors won’t do these things because they think it’s too hard. Finally, choose your actions wisely and with confidence.
Mike Philie can help validate what’s working and what may need to change in your business. Changing the trajectory of a business is difficult to do while simultaneously operating the core competencies. Mike provides strategy and insight to ambitious owners and CEOs in the Graphic Communications Industry by providing direct and realistic insight, not being afraid to voice the unpopular opinion and helping leaders navigate change through a common sense and practical approach. Learn more at www.philiegroup.com, LinkedIn or email at mphilie@philiegroup.com.
Mike Philie leverages his 28 years of direct industry experience in sales, sales management and executive leadership to share what’s working for companies today and how to safely transform your business. Since 2007, he has been providing consulting services to privately held printing and mailing companies across North America.
Mike provides strategy and insight to owners and CEOs in the graphic communications industry by providing direct and realistic assessments, not being afraid to voice the unpopular opinion, and helping leaders navigate change through a common sense and practical approach.
