Recovery & Sales Culture Re-Design
Do two things to save your business. Organisations that will survive will have to think seriously about organisational design and engineer their business around two key processes:
What is slowing growth is that many organisations are designed around traditional functional responsibilities resulting in poor integration between specialist silos.
As well as losing many high street names in the last 18 month we are also seeing rising unemployment in the public sector and further cuts in major households names. It is difficult not to see a string of SME’s struggle if they cannot borrow the necessary funds to expand their operations. But cash is not always the problem.
Cash is often not the answer because what lies beneath the problem of poor revenue streams is a fundamental problem. Providing finance for the short term is often only a temporary reprieve when what is required is a transformation in how the company organises itself for how it does business. Let’s look at an example.
Sales of Northern Rock & the Bad Banks
It is not the cash that will restore the bad Banks and help in their sale in to the open market – it is the relative health of their business culture and performance which is reflected fundamentally in the design of the organisation and its core processes. For instance, anyone undertaking due diligence with such an Institution has to focus on the organisations ability to operate and commit to best management practise.
Customers Preferences, Habits, Attitudes & Markets Change
While we know that markets change do businesses anticipate and react fast enough to these changes through how they design the delivery of services to their clients and customers?
Customer Focused Business Thrust
Not enough businesses create a strong and sustainable thrust into the market place. They 'forget' that without ongoing sales growth, repeat and loyal purchasing they would have no business at all.
What is critical is ensuring that the organisation is designed specifically to service existing customers, and promote the sufficient growth of new ones.
Fundamentally most organisations need to have sales culture. Organisations need to be designed to be strictly customer facing, geared totally to delighting the customer and winning loyalty and with that sales and profitable growth.
Design of a Sales Culture
Many organisations are designed around traditional functional responsibilities resulting in poor integration between specialist silos. Organisations that will survive will have to think seriously about organisational design and engineer their business around two key processes Winning new business and servicing the customer cost effectively.
Organisation Design around the Customer
This requires an in-depth understanding of the customer and the motivations and emotions that drive the customer to you. If the customer makes purchasing decisions with you only because you are the lowest cost supplier, you are in deep trouble.
Process design around Customer needs & wants
You have to satisfy as many of the emotional needs of the customer as you can if you hope to win their life time value. All processes have to be designed with this end in mind.
Processes designed around Transactions
In too many businesses, the process and the organisational structure is designed around the business doing business with itself! They are too inward facing. In these organisations the majority of staff never meet or actively transact with the customer they are too busy servicing administrative functions. Organisations need to be outward facing and proactive. And if the majority of staff never meet or talk or greet the customer then they should be 100% focused on those who do.
Customer-Facing Organisational Design
Organisational redesign is about making as many staff as possible becoming customer facing, and proactively anticipating their needs. Those who don’t interact, add value, and face the customer, need to develop strong internal supply chains and be much more proactive in anticipating what the customer wants from what they supply.
Organisational Re-Design Issues & Principles
NEWS & BLOG
Coaching Lean Thinking
Lean Culture Change?
Horsemeat & Risk
Is your IPR Secure?
Selling Yourself Magically
Manage Potential in 2013
Creating Culture Change
Managing Inner Resilience
Best Practice in e-learning
Client Retention & Acquisition
Huge Benefits of Matrix Management
Coaching 'High Flyers' & 'Poor Performers'
Open Letter to CEO's & Change Leaders
Unique Model of Change
ROI of Coaching far exceeds Training
Coaching & Mentoring for Performance
Reshape Your Business Model
Why and how you lose Clients and what to do about it
Tangible Business Coaching & Mentoring
Mastering Your Mind & Life
Hope is not a Strategy
New Article ROI Coaching
IIA Dublin - Managing Change
Publication with CIPFA
Coaching 'High Flyers' & 'Poor Performers'
Vibrant New Publishing Business
Coaching 'Brand You'
Psychometrics & Coaching
'Concordia' Leadership Style
'Be the Change' Workshops
Influence Strategies & Business Development
Persuasion & Change Mastery
Present To Win & Sales Mastery
How to Achieve any Goal
Nothing Changes Until Behaviour Changes
Leadership is the Big Issue
Demographics Drive Strategy
Values & Goal Clarification
Interpersonal Skills IIA
'Brand You' for LA HIA's
'Sales Mastery' Masterclass
How to be a complete and utter failure in Sales?
Win More Sales - Help Clients Buy
Internal Audit - Interpersonal Influence & Leadership
'Selling Brand You' - Thurso
Standard Life: Interpersonal Influence
University EYP Conference
New Business Development
Interpersonal Influence Event
CIM 'Brand You'
Sales - Retain Clients & Customers
Where's the ROI in Training?
'Brand You' - Selling Self
Rapid Business Improvement
Demographics - Sales & Customers
Capability & Capacity Build
Recession & the Legal Profession
Bright Purple - Customer Focused
Recession Busting Selling
Troubleshooting: Replacing 'Old School' Thinking
Consumer & Customer Behaviour
Black Swan Thinking Strategies
Recovery: Re-Design Organisations
Sales: Pitching for New Business
Elite Change Team
Becoming a Change Maker
Focus Groups in the NHS
Presents to Russian Delegation
'Brand You' - Influencing
Authenticity: Employee & Consumer Behaviour
Credit Crunch 'Interims'
New Lean Matrix Management
Big Bang & Continuous Improvement
Portal of Management, Business Games, Simulations
Biggest most painful challenge
Resistance to Change
Personality Profiling - Coaching, Leadership
Live the Brand, Zero Defects
Leadership - the No Ass**** Rule
Discovery Review & fix my business
Partners with Clients
Coaching for Results
Sales: Influencing Magically
Interim & Search
Sales: Buyer's Remorse