Monday, November 28, 2011

Is Cost Cutting Killing Your Business?


I have stayed in the same hotel for several years in a beautiful part of eastern Tennessee. The rooms were OK, at best, but the view of the Smoky Mountains and the surrounding area was peaceful and a refreshing departure from normal business travel. It was a convenient drive to my clients location. The icing on the cake was the hotel staff and the welcoming and exceptional customer service.


Sadly, last week was my last night at this hotel. Why? Because the owners sold the business to a new group and, in and effort to save money, the new owners have stepped into a "cost saving" frenzy. They took away almost everything that caused me to give them my repeat business. (I say almost because the Smoky Mountains are still there.)


I have challenged my clients for years to consider how they are special or different beyond the "Value Proposition" .



You see, A hotel, is a hotel is a hotel.

A manufacturer (of your product, you fill in blank) is a manufacturer, is a manufacturer.

A bank is a bank is a bank.

A CEO is a CEO is a CEO.

A consultant is a consultant is a consultant.


What makes you different? What is it that YOU DO that makes you stand out and provide exceptional value for your employer or customer?


For my business, I know the answer to that question. In the long haul, I make my clients' more money and I help them reach the level of success they are seeking. I'm not the cheapest consultant on the planet and don't intend to be. I provided VALUE. What I do is beyond the intellectual "know it all" who just teach and leave it for people to try and figure out how to implement the concepts presented. We get results by walking them through the process.

What about YOU as an employee of a company? How are you different than anyone else who has a like position or product?


I've watched many companies', during the recent economic crises, turn away from doing what they have traditionally done best, to cut cost. The result? They are killing the business.


Think about it. Are you killing your business for the sake of cost cutting activities? Has the constant and obsessive focus on the bottom line caused you to become blind to the distinction between "error cost" and the cost of improvement? It's a question each executive staff or boss should be having with their employees. Engage this discussion before it's to late and  your end up like my formally favorite hotel in Tennessee.
 
 
 

Sunday, November 20, 2011

When Life Is Over....

Will you have what you want? 
"It was Spring but it was Summer I wanted.
Warm days and the great out doors.

It was Summer but it was Fall that I wanted.
The beautiful colors of the leaves and the cool air.

It was Fall but it was Winter I wanted.
The beautiful snow and the joy of the holiday season!

It was Winter but it was Spring that I wanted.
The warmth, renewal of new life and the blooming of nature.

I was a child, but it was adulthood I wanted.
The freedom and respect.

I was 20... but it was the 30's I wanted.
Mature and sophisticated.

I was middle aged, but it was the 20's that I wanted.
The youth and free spirit of those days.

I was retired but it was middle age I wanted.
The presence of mind with out limitation.

Finally? My life was over and I never got what I wanted."
Author unknown

Doesn't that describe people you've known? How about the "occupy wall street" crowd of today who are screaming " I never got what I deserve!"

I am focused this week to work with a heart of thankfulness.   Even as difficult as things are in these days of our economic woes we should be THANKFUL for what we have. But more importantly? We should be CONTENT. Not complacent. Not resigned to our present circumstances, but CONTENT!


In the play "Henry VI..Part 2" The King was in the fields and dressed down for the environment. Meeting two men he introduces himself. Looking at him they said "But if thou be a King, where is thy crown?"


To which the King replied..."My crown is in my HEART not on my head. Not decked with diamonds and indian stones, not to be seen. My crown is called "content". A crown it is that Kings seldom enjoy."
 
 
The apostle Paul said " I have learned to be CONTENT." We ALL have much to be thankful for. And for me, I'm not only Thankful.  I am CONTENT.

Happy Thanksgiving wishes for ALL who happen to read this.
Bill


 Credit to Alistair Begg for the words used in this blog site...

Monday, November 7, 2011


Within the past month I have received two emails surrounding the subject of "frustration." A consultant friend of mine expressed "frustration" with his clients and his inability to move the company toward the "change" they had hired him to do. His comment was
 " Bill, I don't know how you've been able to do what you do for all these years. I get SO FRUSTRATED trying to get management to do the things I think necessary."

Recently a firm I was working with turned the corner (a little bit more) after a couple years of hard work and the following comment came from a manager in that firm.

Morning Bill,

Thank you, so much, for pushing for us to have the opportunity to grow.

Others may not have told you personally, but there was a lot of discussion about how hard you push to get things done. That is what makes you such a success. You keep pushing when you know it is a good thing. I admire your efforts I'm just sorry you have to work so hard for our success. I guess our success is also your success. That is rewarding! Thanks for everything!

In management and leadership we all get frustrated. In life you will get frustrated. How you deal with frustration will determine how successful, happy and content you will be. Government will frustrate you. Politicians will frustrate you. The market will frustrate you. Your kids will frustrate you. People will lie about or talk about you and that's really frustrating! A lot of those things are "small people" or things I just don't have control over. When talking about attitude, Chuck Swindoll said "I am convinced that life is 10% what happens to me and 90% how I react to it."


As a business coach there have been some fundamentals which I have adhered to in the process of change management and organizational growth.


> Have the top people in the organization on your side. This is typically the CEO, CFO and President or VP of Operations. NOTHING will change for the long haul if they are not committed for the long haul. Develop a great working relationship. There is more to this point, but will save the details for another time.


> Sincerely know and demonstrate that everyone in the company is important and deserve your respect and ear.


>Know who the major influencers are. It may not be the boss. It may be a person stuck in the bowels of the organization who people look to for the "cues." If this person thinks you're ok, then many will follow their lead.


> Conduct a complete diagnosis of the company your working with. I don't do "training programs" and I don't give one size fits all solutions to every organization. Every company is different in culture and in the dynamics of leadership.


> Have a plan that makes sense for the firm, operating locations and departments. Connect the dots between all departments as part of an organizational strategy. Communicate the plan to the leadership.This includes the amount of time, money and resources necessary.


> Don't let your frustration show. When untruths are leveled, or if people don't do what they said they were going to do, take a deep breath and walk away. Think about how you will respond before you do...if you do. It's taken me awhile on this one, but it pays off.


> Know WHO YOU are. What are your values and operating principles. Know your center.


> Be a pro. Look like a pro. Clean up your mouth and speak like a pro.


> Know your place. You're not a buddy, (and certainly not a drinking buddy.) You're not a "Drill Sergeant." Be firm, confident and stand up for what you believe. Remember you are still relying on them to take action. I realize I will always be an outsider and that I am not the boss. Knowing my boundaries is critical for ongoing success with any firm.


> Know when to push, how hard to push and when to back off.


I know, clearly, that my real purpose is facilitating growth and development of people. Companies are made up of PEOPLE. And if I can get individual people moving and growing then the natural result has been, successful, growing and profitable organizations.