PD Strategies Blog

PD Strategies Blog

Performance and Development Strategies Blog is the informational place to get timely and purposeful articles on the issues that concern you most.

HOW ARE YOU GETTING BUY IN FOR CHANGE?

Change-Management
This year has forced some changes. Change can be good if you get in front of change and lead the change. There are basically three ways to react to change, be excited and look for the opportunity, just accept it and go with it, or resist. I would encourage you as business leader to look for the opportunity. Now the question remains, “How do I communicate the changes to my staff and how do I get their buy in?” Very quickly I would tell you to use the group that is excited about change to be your promoters and your trainers. For the neutral members you will need sell the benefits. Now for the resisters you will need to make them feel more comfortable to the extent that you can. Often senior executives genuinely believe they are communicating with employees when it comes to matters that affect them. Unfortunately, they often...
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SUSTAINABLE MEANS THE BUSINESS WILL SURVIVE

Decisions
Staying in business is a big topic right now. We can call this sustainability. Sustainability means different things to different companies as well as industries. Sustainability really started with the whole concept of being green, becoming more environmentally friendly, and paying more attention to conserving our planet’s resources. However, sustainability has become much more than that. Sustainability has become a viable business strategy which considers the economic considerations for business sustainability, governmental issues, and opinions from customers and stakeholders. Where did the term sustainability come from? The term sustainability emerged in the 1987 report by United Nation’s World Commission on Environment and Development. The report simply defined sustainability as follows: to meet the needs of the present without compromising the ability of future generations to meet their own needs. No matter how a business defines sustainability or how they choose to implement the concepts, there is a commonality to sustainability that...
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USE THIS OPPORTUNITY TO HIRE AND RETAIN THE BEST EMPLOYEES

Coaching
Your Westchester County NY business had to cut staff earlier this year and now find that you need to add employees. Now it is to hire again. How will you find the most qualified? Would it be referral or advertise the opening. While a referral is normally a good source, that alone should not be the deciding factor. You will want a person who meets the qualifications, and you will want to know whether that person can achieve results. Jim Collin’s in his book “Good to Great” explains his research on how good companies become great companies. Collins surveyed companies and found that their greatness was not due to a special sauce or a great product but rather because of the people in the organization. It all starts with high quality, high performing employees. Collins refers to this as getting the right people on the bus, the wrong people off the...
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HOW CAN I STEP UP THE PERFORMANCE OF MY WESTCHESTER NY TEAM?

Accountable-Team
Westchester employers are working on plans for rebuilding business after the pandemic. This will require the best and most productive employees on their team. You then need to develop your employees so that they can produce better results. Your employees really want opportunities to grow and develop. There is so much out there written about performance reviews Most organizations do annual performance appraisals and most human resource professionals are charged with developing a performance appraisal system. This process alone is one of the most universally disliked systems. The reason is that most appraisal systems do not focus enough on two particularly important areas—Employee Development and Results. We should be focusing more on performance development rather than performance management. We start with expectations but before we measure expectations, we need to set expectations. It is not merely enough to tell an employee here is your job description and see me if you...
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BUILD THE RETAINED KNOWLEDGE OF YOUR TEAM

Team-Working-on-A-Project
Would you agree that the retention of knowledge is essential to your organization’s growth and success? Working a at peak performance levels is dependent on the application of knowledge which requires people to retain ever more information. At the same time financial constraints makes it very important that learning and development be done effectively. The delivery of learning and development programs must create measurable results One of the problems I have noticed in many organizations is the issue that they lack a clear objective for the outcomes from the training they are providing. I recently had a credit union call me. They had found me online and saw that I was doing leadership development sessions. They asked if I could do the same thing at their premises. I asked about their business objectives for the training. In other words, what business outcome did they want to reach? They did not have...
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TELL WHAT NEEDS TO BE DONE NOT HOW TO DO IT

Team-Empowerment
George S. Patton said, “Don't tell people how to do things, tell them what to do and let them surprise you with their results.” As a manager or leader how to you communicate what needs to be done? Do you delegate with confidence or are you a micro manager? Once you hire employees your job becomes managing results of others rather than doing everything yourself. If you don’t do that effectively you will spend all of your time driving the fire truck and putting out fires. You’ll worry about how to do every detail, but you will lose sight of the big picture. This is problematic because if you hire a new employee but continue to try to do everything without delegating, you are defeating the whole purpose of hiring help. For example, the new employee may ask a question or offer take on a project. “Don't worry “, you say,...
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CREATE A GOOD BALANCE BETWEEN MANAGEMENT AND LEADERSHIP

Successful-Business-Team
Both management and leadership are necessary. Management is a matter of job title that is given by your organization or by yourself if you are the owner of the company. On the other hand, leadership is recognition by those whom you lead. Expressed in different terms a manager has the authority and a leader has the power. The leader’s power is earned through empathy for the team, clear direction, trust, and other factors. Some leaders are born but most of us believe that they are made. Leadership is developed and, furthermore, there is not just one set of leadership traits. In fact, there are examples of two highly effective leaders with highly contradictory traits. The leadership in the US Armed forces, for example, inspires and demands that each person does his or her best. A military leader does not have to possess the traits and style of George S. Patten to...
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TIME FOR CHANGES IN YOUR ANNUAL GOALS REVIEW

Change-Management
This is the time of year we work with organizations reviewing their current results and setting goals for the upcoming year. We normally ask leaders to do an environmental of what has changed. Obviously, we already know many things have changed this year. What you did to get to where you are today will not get you where you want to go tomorrow.   If you want to continue hold onto your customers and market share you must adapt to changing times. And if you want to move forward you need to anticipate and get ahead of change. Why do people resist change? Why do people continue to do the same things although they are no longer getting the results they once achieved? Understanding the reasons people resist change can help overcome the obstacles to change and create real progress. So here are four reasons why people resist change. The first is...
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THESE TIMES CALL FOR NEW MANAGEMENT PROCEDURES

Virtual-Team-Leader
We have seen some advantages to the online technology we have used in the last six months. I am finding that a greater number of people prefer doing more things online. We are seeing a steady growth of teams who work and collaborate virtually.  People work from home and a working team can be spread out geographically. A team could consist of employees with a manager leader or it could be a group of associates who are independent contractors. They could even all volunteers in a volunteer organization. Regardless of the composition of the team, the things needed to create traditional high performing teams also apply to virtual teams. It needs to have a visionary and motivating leader combined with engaged and dedicated team members. These team members need to have a strong motivation for achievement of their goals. Moreover, the team’s goal AND the members’ individual goals must be aligned....
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BALANCING EMPOWERMENT WITH CONTROL

Accountable-Team
I was just engaged by a CEO to coach two people: a manager and one of her employees. She (the manager) has problem with the employee’s accountability. He (the employee) does not like being micromanaged. Both people have valid points. There is a delicate balance between control and empowerment Here is a problem that comes up all too often. Control and accountability need to be supported but we also need to empower our teams. If you do it right, you will have both. But it is tough to let go. After all, when you started your business, you needed to do everything, or it would not get done. Sometimes you had time management issues, but you must work through them. Now your business grows, and you simply can't get it all done. Time to hire someone. Now you are at the pinnacle of a growing business. At this point you are...
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GOAL ACHIEVEMENT NOT GOAL SETTING

Goal
Setting goals is one of the most important keys to achieving success. Studies have shown that the most successful people are the ones who have specific, written goals.   When you set goals that is only the first step toward the actual achievement of your goals.  Nothing happens until the goal are achieved. Setting a goal is not like a New Year's resolution, in other words, it is not just a wish. Just wishing and hoping for something isn't going to make it happen. Setting a goal is having a target to shoot for and a plan to get there. When planning your goals, choose which categories you would like for your goals.  Establish the time frame. They could be lifetime goals, 10 year, 5 year, 1 year, 6 month, 3 month, 1 month, or weekly goals. Also, you can have ongoing goals, such as exercising 3 to 5 times a week....
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WHAT MAKES YOUR BUSINESS SUSTAINABLE?

Family-Business-Succession
Sustainability!  That word has different meanings depending on your focus. If someone were to ask you if you have a sustainable business would you know how to answer? There is no clear answer to this question. Sustainability means different things to different companies as well as industries. Sustainability really started with the whole concept of being green, becoming more environmentally friendly, and paying more attention to conserving our planet’s resources. However, sustainability has become much more than that. Sustainability has become a viable business strategy which considers the economic considerations for business sustainability, governmental issues, and opinions from customers and stakeholders.  Sustainability also answers this question. “What will happen with your business when you are on vacation or sick?  Or when you retire can you sell this business?” No matter how a business defines sustainability or how they choose to implement the concepts, there is a commonality to sustainability that runs...
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SUCCESS IS THE RESULT OF A POSITIVE LEADER

Accountable-Team
A successful organization does not happen by accident. Success is the result of a focused leader with a positive agenda. Last month I worked with an organization that was having difficulty with its people. I asked some employees what they thought was the problem. They replied, “We need positive leadership. We need leadership with people skills.” What does your organization need? Does it need more sales or more profits? Does it need updated marketing that get results? Does your organizational structure need to change to get business to the next level? Regardless of how you answer these questions one fact is abundantly clear. It is your people who achieve the results. That is true for any size organization and it is also true if you are a sole practitioner.   Let’s start with you and your personal leadership. Ask yourself these questions:  Am I the best I can be? Am I goal directed...
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WHAT IS THE TOP INDICATOR OF BUSINESS SUCCESS?

Aligned-Team
How can you predict future business success? The answer is a steady predictable pipeline of customers. Peter Ducker has said that the purpose of business is to attract and keep customers. You do this by creating a loyal customer base. This is done by creating an emotional connection between you and your customers. Have you included goals for customer loyalty scores in your strategic plan?   Creating a customer is done through a clear message and marketing but keeping a customer is based on performance. Don’t spend all your time on marketing for new customers while neglecting your current customers. A loyal current customer is the cheapest and most effective form of marketing. A company that says it separates itself from others by service usually does not know what that really means. As an example, it seems that most businesses are focusing on customer satisfaction to determine their customer service measurements. This...
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BECOME A BETTER LEADER BY TAKING FEEDBACK

Message-from-Leader
In order to lead others, you must first be able to lead yourself. Have you ever looked in the mirror and asked, “Am I a person who inspires and encourages others?”   And have you have had a 360-degree feedback; that is how people who at levels see your leadership. There is a difference between power and authority. If you are a manager or if you own your own business, you have the authority by virtue of your role. However, your power is granted by those on your team or those you supervise. You may have noticed in your workplace that people without titles have been sought out by others for advice and approval. They have been granted power by others by virtue of their leadership skills. How much power do you do you have? If you are not sure why not ask the people around you to give you some guidance....
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PREDICT THE FUTURE SUCCESS OF THOSE YOU HIRE

Encouraging-High-Performance
Is it possible to predict a person’s future performance before they are hired? You can do this by behavior-based interviewing. If you are not looking at behavior when you are interviewing you should be. Jim Collins and his team laid out the principle in the book Good to Great. It is as simple as “Getting the right people on the bus, the wrong people off the bus, and the right people in the right seats.” It may be simple but it’s not easy. You will need to change the way you hire people. Here is a simple fact. Managers tend to make hiring decisions by looking at background in the industry, jobs held before, and job history. Many companies even do background checks. They spend a significant amount of time looking at a candidate’s skills and knowledge before extending an employment offer. Fast forward. We now learn that an employee “is...
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PREDICTIVE ANALYTICS FOR YOUR BUSINESS SUCCESS

Entrepreneur

You already know what happened in the last quarter, but do you know what will happen in the current or next quarter. If you want to have positive results for your business will need to measure and control the things that matter. As a business leader you need to see the big picture. That includes tracking the pulse of your business. Watching a dashboard of controls tells you if your car is operating properly. Having a dashboard for your business will tell you if your business is on track to reaching your goals.

As a leader who is working ON your business you will need to track important trends which can quickly warn of problem areas that need attention. You should not waste time getting bogged down in the small details of working IN the business or you will miss the forest for the trees.

You should measure business success by measuring trends and directions not numbers. Looking at the numbers alone will not tell the entire story. You should be measuring the trends and the movement toward the critical goals of your business.

These are some things that are worth measuring.

Finances – revenues and sales, profits, cash flow

Inventory – unusual drops or increases

People (Employees) – productivity, turnover, employee engagement scores

People (Customers) – customer satisfaction, customer loyalty scores

This information is vitally important to the leader of the business.

Of all the measurements one measurement that is the most important because it is the biggest predictor of future success. It is NOT finance and profit. That may surprise you. Of course, profit is indeed very important but is a measure of what has already happened. It should come with the same warning put on mutual funds which is “This represents past performance, which is no guarantee of future results.” That’s right. Just because you have had good sales and profits last year does not mean that you will have increased sales and profits this year. Sales and profits are TRAILING indicators.

Business Dashboard

A LEADING indicator which will predict future success is customer loyalty or the customer loyalty score. The most important measure of customer loyalty is the answer to this question. “How likely are you to recommend us to your friends?” You should survey your customers with this question along with other customer questions that will help you understand what you need to do to exceed your customers’ expectations. Whatever else you measure make sure that you track this. Rising scores will lead to more sales. In the same manner falling scores will predict decreased sales.

If you measure customer loyalty and see opportunities for improvement take action immediately. Taking the correct steps will help you create more sales, profits, and success.

Learn how to create predictive controls for more business success.

Contact Us for a Free Consultation

or call 914-953-4458.

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BUILD AN ENGAGED WORKFORCE BY BEING INCLUSIVE

Aligned-Team
Why do people leave jobs? There are certainly any number of reasons. We certainly will not deny a very attractive opportunity. The money and the opportunity certainly must be worth staying. We know that it is important to our business success to have an engaged team dedicated to working together for a group result. So why do so many employees leave, or worse, why do they stay and become a drag on the organization? Here is a sobering fact. Employees do not leave companies, they leave supervisors. Many supervisors believe that if only the pay and fringe benefits were better their best employees would stay. I would not deny the compensation is important. However, people who are truly engaged with their company and their team have a sense of belonging. They will not leave for a slightly better offer. We have a diverse workforce in 2020. It is not enough to...
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DO YOUR EMPLOYEES GET TO DO WHAT THEY DO BEST?

Competencies-and-Skills
Every day I get to do what I do best. When your employees are asked that question how will they answer it? Your organization will be more productive if you know your people’s strengths and give them the opportunity to leverage them. From an employee engagement standpoint people will burnout and leave if they are constantly in stress trying to improve their weaknesses. But this activity may actually be baked into our nature. For example, when your child comes home from school with his or her report card and it shows, for example, an A in math, B’s in history and science, and a C in English, what is your response? I am sure this is the reaction. Most people will talk to their child about raising the grade in English. But what if your child might have a real talent in math? He or she might become a great math...
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SUGGESTIONS ON BUILDING GREAT WORK TEAMS

Employee-Value-Proposition
As business has changed the hierarchical organization chart has given way to flat organizations with cross functional teams. The recent need to work virtually has only accelerated this trend. It is not enough to be a great individual performer if that performer can’t work with anyone or collaborate. “The way a team plays as a whole determines its success. You may have the greatest bunch of individual stars in the world, but if they don’t play together, the club won’t be worth a dime.” Think about this quote as it relates to the business world. All organizations have a great number of individual stars or top performers – employees who are skilled and knowledgeable and have the necessary attitudes and behaviors to accomplish anything they desire, yet the organization is coming up short on their results. According to Suzanne Willis Zoglio, Ph.D. author of 7 Keys to Building Great Work teams,...
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