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Achieving Business Excellence
How to Build and Sustain a Highly Successful Organization
I will not waste one minute of your time…
• I have a ton to cover and I will go pretty fast.• I am happy to answer any of your questions, offer advice
and recommend books at any time after this session.• [email protected]
The slides are already posted at:
www.SlideShare.net/johnspence
A few of my clients:
100+ every year since 1989
What does this mean to me?
How can I use this idea?
What can I do right away?
I am NOT a guru…
The 6 Keys to Controlling the Market
1. People2. VOC3. MOT4. WOM5. Kaizen6. Execution
The Pattern of Business Success
(T + C + ECF) x DE = Success
Talent
Talent + Culture
Cecil Van Tuyl
“It is all about people, people, people. You can kid yourself about a lot of things in your business, but at the end of the day it will always come down to people.”
The level of highly satisfied and engaged EMPLOYEES in your business.
The number one factor in increasing the level of highly satisfied and engaged CUSTOMERS in your business is…
Key Drivers of Customer Satisfaction and Loyalty
Financial Performance
Quality P&S&
Customer Relationship
EmployeeSatisfaction
Empowerment High Standards
Long-termOrientation
Enthusiasm, Commitment,
Respect
Training &Development
Fair Compensatio
n
CR= 104.12% increase in profits
CR= .404
CR=.334
CR=.277
CR=.275CR=.249
CR=.280 Coaching
CR=.285
CR=.371
CR=.365
CR=.191
CR=.247
TolerateNothing
Less
From: Practice What You Preach by Maister
Global study:16 countries529 companies15,589 respondents
Customer satisfaction drives customer loyalty… and customer loyalty drives profitability
100%
90
80
70
60
50
40
30
20
Extremely Dissatisfie
d
SomewhatDissatisfie
d
SlightlyDissatisfie
dSatisfied
Very Satisfied
Zone of Defection
Zone of Indifferenc
e
Zone of Affection
Loyalt
y
Customer Satisfaction
Terrorist
Evangelist
A 5% increase in loyalty among your best customers…
Can produce a profit increase of 25% – 85%
I hate you
I don’t care about you
I love you
Actively disengaged employees
can reduce revenues by up to
22%, while highly satisfied
and engaged employees can
drive profits up by as much as
189%
Culture = Cash
HUGE data set…
• 600,000 employees at 500 companies.• 6,800 senior executives.• 900 books and academic articles.• 30 CEOs of Fortune 500.
From: Beyond Performance by Keller and Price
Nine Elements of Organizational Health
From: Beyond Performance by Keller and Price
E + E + E
EEngaged
Enabled
Energized
Attachment to the company and willingness to give extra effort.
A work environment that supports productivity and performance.
Individual physical, social and emotional well-being at work.
“All In” by Gostick and Elton
• The research shows the cumulative effect of the three Es at work. The engaged, enabled, and energized cultures saw average annual
operating margins of 27.4 percent during a period that included a recession/economic downturn—twice as high as organizations with just high employee engagement and three times higher than those with low engagement.
Seven Steps to Success1. Define a Burning platform2. Create Extreme Customer Focus3. Develop Agility4. Share Everything5. Partner With Your Talent6. Root for Each Other7. Establish Clear Accountability
From the Employee’s Perspective:
Extreme Customer Focus
Web of Value: VOC + MOT + WOM
Things have changed…
2008 2012
Now you MUST deliver…
• The highest possible quality…• At the lowest possible price…• Immediately --- or sooner…• All while giving consistently superior
customer service for an outstanding “Total Buying and Owning Experience.”
Joe Calloway: Three Greatest Competitive Advantages
1. Know more about the customer than anyone else.
2. Get closer to the customer than anyone else.
3. Emotionally connect with the customer better than anyone else.
Jack Malcolm: Top 10 Sales Trainers in America
1. Get back to basics. When things are going well, it’s easy to cut corners and get away with it.
2. Pay extreme attention to detail. It’s very easy to lose a customer when times are tough. They’re not in a forgiving mood, so they expect to be treated very well.
3. Work on your network. Extend and diversify it, but most importantly, put effort into helping others, especially those who are not in a position to help you right now.
4. Prepare for the turnaround. It will come, despite how easy it is to be pessimistic. The trick is to come out of this stronger than when we went in. Learn, network, add value, and it will pay off.
5. Give a little extra. When people ask for three ideas, give them 5.
VOC
Moments Of Truth
WOM = Your BEST form of advertising!
78.9%23.4%
43% - 74% of purchasing decision = WOM/T
You MUST have a WOM Referral System
Identify Ideal
Customer
ReferIdeal
Customer
From John Jantsch: The Referral Engine
Kaizen
For those who are prepared…Chaos brings opportunity.
10 – 15%
Where are we going andhow will we behave on the way?
FocusDifferentiation“No”
Guiding Collation
Vision + ValuesStrategy
ObjectivesInitiativesPrograms
Procedures / ProtocolsRepeatable ProcessClear / consistent / relentless
Training +time / money /
supplies / people
Measure / TrackCommunicate
Transparency Accountability
Celebrate SuccessEliminate Mediocrity
The 6 Keys to Controlling the Market
1. People
2. VOC
3. MOT
4. WOM
5. Kaizen
6. Execution
THANK YOU
If you have any questions at all please do not hesitate to send a note or call. My email address is: [email protected]
My twitter address is: @awesomelysimple
Also, you might find value in the ideas I share in my blog. You can sign up for it at:www.blog.johnspence.com
Lastly, these slides have already been uploaded to:www.slideshare.net/johnspence