Involve Your Team in Setting Goals

Regular team meetings with employees are needed to ensure that everyone is on the same page and to involve them with setting company goals. Here is a suggested agenda to go through during the meeting to help employees see the big picture and feel empowered to achieve the desired goals.

1.  Use Tabenos to develop a Charter for your team’s meetings (This is  a charter of behaviour that all TAB members abide with at TAB meetings)

2.  Make a list of Top 10 reasons Why customers use your product/service

3.  Make a list of Top 10 reasons why the company is a good place to work

4.  Identify competitors and your company’s SWOT (Strengths, Weaknesses, Opportunities and Threats).

5.  Breakdown €1 in revenue decreasing by expenses to get down to profit for each €1 of sales.

6.  Revisit your company’s mission, vision and values

7.  Ask employees “What would you do if you were CEO for a day?”

8.  Develop an Action Plan to determine Who will do What by When.

9. Set some goals where you will celebrate their achievement.



Why Did Our Company Not Get the Job?

Kim Christie

Creating quotes can be a very time-consuming process. How long does it take you to prepare a quote? Tracking the time you spend on all of your project or job quotes is a best practice for a couple of reasons.

  • To determine what is your win percentage for deals:
    o If you are winning a very high percentage of your quotes, is your price perhaps too low?
    o If you never win a quote from a specific prospect, you can decline their request to offer a quote. Perhaps they have been asked to get three quotes, yet they’ve already determined the winner, and it will not be you.
  • To discover why you did not win a Request for Proposal (RFP) or Request for Quote (RFQ).You may find that your track record of losing out on deals is not based solely on price.

Referrals Come from Relationships

Frank Arnold, Brandon Cross, Louis Droll, Charlie Weisinger and Katy Bryant

Acquiring a new customer from a “cold lead” may cost five times more than keeping a current customer; so work on customer retention. Ask your current customers for a “warm lead” from a referral, which will likely cost you less and produce a better result. Here are some other ways to work on your “warm referrals:”

• Asking for referrals is not always easy. I prefer to use a simple, one-time request during a friendly conversation.

• The customer wants to know that you are honest and care about helping them, not so much about your slick marketing collateral. Customers who come back to me or stay with me know my honest value proposition and they can trust me to deliver.

• Deep relationships and trust are business imperatives that create loyal customers and potential customers. Great products help, but today it’s about relationship.

• When asking for referrals and when communicating at networking events, be clear and concise about your ideal client. You shouldn’t be marketing to everyone, so market to your niche audience.

• Consistently re-evaluate the process you use for requesting referrals or testimonials from loyal clients.


Benchmarking through Association Memberships

Many business owners belong to industry associations and some even serve on the association executive team. As a member, you are in a position to ask your association for as much information about your industry as possible. You might even ask them to poll the membership for information that would be relevant and accessible to all who participate. One example is wage surveys. The association keeps the individual company information confidential and only releases the results in aggregate. Those who participate in the survey receive the information for free, while those who do not must pay to receive the survey results. Survey information can be very useful in benchmarking your company against your industry to make sure you are not paying too far under/or over industry average.


How to make your company more agile.

Why accountability is the accelerator of agility.

Agility and the speed of change is accelerated by accountability. Accountability is not about blame, but about creating a mechanism for the relentless pursuit of the driving critical success factors of an organisation.

Why doesn’t the Opposition hold ministers to account by consistently asking what the minister commits to achieving in respect of a certain issue in the next 30 days, and then following it up? Where were the opposition parties in respect of Priory Hall?

Consumers in many countries enjoy a protection by their local authorities in the event that a builder is found not to be in compliance with regulations, and where fines are ineffective. The local authority must step into the shoes of the provider and fix the matter for the consumer. That encourages the culture of accountability in the local authority.

The law is not necessary in most cases to improve accountability. The Government started well with a drive and a plan for their first 100 days. But why was there not the same level of determination to achieve and account for the second 100 days and each subsequent 100 days?

This equally applies to small business. The Alternative Board members hold their fellow peer board members’ feet to the fire on a monthly basis on their commitment for the past month. Holding ourselves accountable to ourselves, our peers and our customers is rarely comfortable but, with practice, one relies on the feedback as it hastens personal and business success.

Accountability is one of the last things on a business owners to-do lists. If you are in that place, ask your self: are you working in the business or on the business ? What will make the difference so that you you move into a new gear for your company? ©