Many organizations struggle with how to ensure growth and are constantly looking for the silver bullet. Unfortunately, there are no silver bullets. However, there are several sustainable actions that can be implemented to ensure growth for your organization.
The business world is ever-changing, and the change we manage through today will only accelerate tomorrow. Organizations need to be structured, so they can rapidly respond to change, and many are just not structured to respond well.
In fact, organizations typically manage vertically or in what are called departmental silos. Vertical silos force information and communication to flow from the bottom of the organization to the top and back again, which makes it increasingly difficult to respond to any type of change. This process takes way too much time. The best resolution is usually never presented because the information and communication used to solve the issue doesn’t include every department or function involved in the issue or include those who desperately want the desired outcome. Since your organization needs to be able to adapt quickly, it begs the question … how, truly, adaptable are you and your organization?
In order to ensure growth, business leaders need to think and act differently—they need to manage differently, and they need to compete differently. Your organization should have a process in place to create a culture of innovation. Team members need to know that senior leadership wants their input. You can do this by creating an environment that fosters and supports the concept that no idea is a bad idea. In fact, many organizations set up monthly brainstorming meetings where each team member brings two to three new and innovative ideas. Senior leadership needs to report back with what ideas were or will be implemented as well communicating why an idea won’t be implemented. Transparency in this communication is critical to foster the trust necessary for contributors to share new ideas in the future. What process do you have in place to spur this type of innovation?
Another sustainable action for ensuring growth is having an effective buying/selling process that takes into account both the potential client and your sales team. The potential client is evaluating you, your organization, your product/service, your price/pricing, and the time/timing. Successful salespeople take the time to gain favorable attention, uncover their potential client’s wants and needs, share the benefits of doing business with your organization, gain the potential client’s commitment, and then provide exceptional follow up. Successful sales professionals focus on building a relationship not just closing a sale. Do your sales people focus on generating the sale or on building a long-term relationship?
All of these actions will ensure growth for your organization, but only if your organization is in alignment. All processes and operations must be working together. Many of our clients use the following model to ensure alignment and therefore growth.
When we partner with an organization, we first seek to understand their strategic intent. Does the organization have a strategic plan? If not, we can help them create their plan. If the organization does have a plan or once the plan has been created, then the question becomes, how is the organization communicating the details of the plan to their contributors while engaging their efforts for success. We help the organization operationalize their plan to the point of each contributor or team member knowing and understanding how his/her daily role is helping the organization accomplish the goals and objectives, as defined by the plan, focused on positively influencing their loyal customers.
The greatest asset of any organization is the people. When your contributors and team members truly understand where the organization is going through the lens of the strategic plan it is critical that all team members’ collective attitudes, behaviors and skills are consistent with creating and growing a loyal customer base. We have facilitated processes that help all team members and contributors, at all levels within the organization, align their attitudes, behaviors, and skill sets with the organizational objectives while positively impacting the customer relationship at every point of engagement.
If your internal contributors and team members have what they need and feel supported in their efforts, the percentages are far higher that customers will get want they want and need and therefore value the relationship with the organization at a much higher level, which is financially measurable and beneficial.
The third piece of the organizational puzzle is to look at the organization’s processes, operations, and structure. Does the organization have the necessary processes and structure in place to allow the contributors and team members to implement the organization’s plan? Are processes working at cross purposes? Are cross-functional teams working within multiple processes and structures effectively? Fundamentally, what is getting in the way? After evaluating what is working and what may not be working, we help clients create and/or revise their processes, find the bottlenecks, eliminate wasted time, money, and resources so the objectives and goals of the organizational plan can be realized faster and more effectively.
Therefore, what we do is partner with organizations to help them grow and sustain profitable marketplace advantages by helping to align their people and processes with their strategy. How we do it is dependent upon the specific needs of each client.