Just a brief comment on the importance of being organized and having clear systems and administration for your company.
I personally feel that a huge amount of profit is lost in this area. A lot of companies are strong in sales or delivery or customer service but not many are truly strong in administration. In other words, your process, operations, systems etc. Really think it through and make a checklist of the areas that need to be addressed.
Here is a starting point:
- Flow charts for all key areas and functions like sales, delivery, finance posted on the wall so they are viewable for training and drilling
- Progress boards to monitor and track key actions so you can manage and push progress week to week
- Clearly defined positions and actions for each person in written format so your people can study them and become competent for their position
- A form of measurement for all key company indicators that can be tracked weekly to compare from week to week and to set targets for improvement
- Checklists or procedures for handling specific actions like collecting income, closing sales, delivering to new clients in order to have exact sequences that are followed every time without fail
These are just a few basic fundamental points to look into. The basic message here is that time and time again I see companies losing opportunities and income simply by lack of planning, lack of systems and lack of organization which results in chaos and confusion in the company making people look busy when in actual fact it's unproductive business.
Make all systems and functions clearly defined and ensure you have procedures that are organized and orderly in all areas and your production level will go through the roof. It's not time you lack, it's a lack of administration that organizes processes to create more time for you. Inefficiencies are expensive.
Our agency tends to get about a months work done in a week simply because we are organized and can execute and have systems for everything. Don't run around and say your busy and have no time... get organized, be ruthless about your systems and create time in order to focus on doing more to expand your company. Dissect your processes and jam in orderly operations and you'll see what I mean.
- Robert Cornish
CEO, Richter10.2 Media Group
Tuesday, August 31, 2010
Thursday, August 12, 2010
Title Vs. Task
What is a title to you? The title of where you work whether it is CEO, VP Sales, Creative Director, CFO etc, what does it mean to you? If your thinking it has anything to do with power or importance then you have completely missed the mark and have lost the true purpose of your job and position within your company.
A title is not for power or importance or making anyone feel under you.... it's a description of where you are in your company and what your responsibilities are. It's a function. Now I realize this sounds a little self explanatory but many people seem to mis-use and mis-apply their titles which I find to be a shame to the company in general.
When you are a CEO or any position for that matter, that title simply is a label for your function. It means that the day to day tasks related to that title are your responsibility and your team relies on you to get it done. That's it. If you thought it was anything more than that, you've lost the focus and true spirit of business.
Think about the tasks and functions that go under your position or title. This is the only importance associated with your title. It dictates your job and reveals your tasks so everyone knows who is who in the company and who will handle what functions. Think of your company and position like a sport.... the goalie is supposed to stop attempts on goal, period. The goalie is not so he can be respected or act important (even though he is) or to be used for power.... it's simply a duty.
Take a look at your post, position or title and ask yourself whether you are exclusively handling the functions for your team to get the job done and whether you are making a valuable contribution to your team for the responsibilities that fall under your position. If you do this, your company will do better and if you can get others to do the same, the company will boom.
Focus on the task at hand, the functions that need to be done for the title and execute, execute, execute and forget the importance of it all.
A title is not for power or importance or making anyone feel under you.... it's a description of where you are in your company and what your responsibilities are. It's a function. Now I realize this sounds a little self explanatory but many people seem to mis-use and mis-apply their titles which I find to be a shame to the company in general.
When you are a CEO or any position for that matter, that title simply is a label for your function. It means that the day to day tasks related to that title are your responsibility and your team relies on you to get it done. That's it. If you thought it was anything more than that, you've lost the focus and true spirit of business.
Think about the tasks and functions that go under your position or title. This is the only importance associated with your title. It dictates your job and reveals your tasks so everyone knows who is who in the company and who will handle what functions. Think of your company and position like a sport.... the goalie is supposed to stop attempts on goal, period. The goalie is not so he can be respected or act important (even though he is) or to be used for power.... it's simply a duty.
Take a look at your post, position or title and ask yourself whether you are exclusively handling the functions for your team to get the job done and whether you are making a valuable contribution to your team for the responsibilities that fall under your position. If you do this, your company will do better and if you can get others to do the same, the company will boom.
Focus on the task at hand, the functions that need to be done for the title and execute, execute, execute and forget the importance of it all.
Wednesday, July 21, 2010
The Red Bull Way
When it comes to promo and getting the word out.... there is a standard and a bar which you can measure yourself by.... it's called Red Bull. Now there is a company that thinks BIG. They have plastered their brand, PR, Marketing and advertising absolutely everywhere.
I guarantee you that if it were not for their unbelievably HUGE promo efforts, the company would not be what they are today (which happens to be a billion dollar annual revenue producing machine) The drink is not exactly tasty. That factor has no role in their success though.
I admire this company for their sheer volume of promo and in their creative ways to get the word out.
So, what can we learn? Well, when looking at your promo efforts I would recommend that you address the volume and angles. In other words, what are you doing right now? How much promo, outflow, avenues are you using daily, weekly and monthly to make your companies products and/or services known. I tend to think that most companies grossly underestimate what they need to do. Companies get so focused on other things that are important but not nearly as important as driving in new business so heavily that your only major problem will be... how do you manage the inflow and deliver and service it?
Revenue should never be your concern. New clients should never be your concern. These things will come in floods if your promotion and sales efforts are actually sufficient and not sufficient per your normal standard.... I mean Red Bull type thinking.
Make a list and focus on how you can create a Red Bull size strategy to get the word out. Get absolutely crazy about promotion and driving in new business. Then focus on executing the strategy in an obsessive fashion to drive new customers/clients in the door. From there, you can then figure out how to deliver, how to service, quality etc but all of those items come after you have promoted, made your company known, gotten new sales, clients, customers etc. Your first priority should be on your front lines.... promotion!
When your scratching your head wondering why sales are down, why revenue is down etc. - look no further than your efforts to get the word out about your company to actively get in front of your audience and therefore cultivate new opportunities. That is the WHY.
So this week, think like Red Bull. They are a company that has gone completely berserk when it comes to promo.... and it's working like crazy. Make a list of new angles to drive in new business and execute, execute, execute....
- Robert Cornish
Richter10.2 Media Group
http://richter10point2.com
I guarantee you that if it were not for their unbelievably HUGE promo efforts, the company would not be what they are today (which happens to be a billion dollar annual revenue producing machine) The drink is not exactly tasty. That factor has no role in their success though.
I admire this company for their sheer volume of promo and in their creative ways to get the word out.
So, what can we learn? Well, when looking at your promo efforts I would recommend that you address the volume and angles. In other words, what are you doing right now? How much promo, outflow, avenues are you using daily, weekly and monthly to make your companies products and/or services known. I tend to think that most companies grossly underestimate what they need to do. Companies get so focused on other things that are important but not nearly as important as driving in new business so heavily that your only major problem will be... how do you manage the inflow and deliver and service it?
Revenue should never be your concern. New clients should never be your concern. These things will come in floods if your promotion and sales efforts are actually sufficient and not sufficient per your normal standard.... I mean Red Bull type thinking.
Make a list and focus on how you can create a Red Bull size strategy to get the word out. Get absolutely crazy about promotion and driving in new business. Then focus on executing the strategy in an obsessive fashion to drive new customers/clients in the door. From there, you can then figure out how to deliver, how to service, quality etc but all of those items come after you have promoted, made your company known, gotten new sales, clients, customers etc. Your first priority should be on your front lines.... promotion!
When your scratching your head wondering why sales are down, why revenue is down etc. - look no further than your efforts to get the word out about your company to actively get in front of your audience and therefore cultivate new opportunities. That is the WHY.
So this week, think like Red Bull. They are a company that has gone completely berserk when it comes to promo.... and it's working like crazy. Make a list of new angles to drive in new business and execute, execute, execute....
- Robert Cornish
Richter10.2 Media Group
http://richter10point2.com
Saturday, July 10, 2010
Be a ball hog - for your clients sake...
Have you ever heard someone say "the ball is in their court" when explaining where a certain situation stands?
If your a true professional and want to bend over backwards to serve your client then you will adopt the philosophy that the ball is never in your clients court. You want to control the ball to control the outcome.
To fully service your client, it requires total control of each situation and task which allows you to get the desired results you are focused in order to create happy clients.
If you have ever been to an incredible hotel or a company that truly has their delivery, service and overall operations completely under their control - the outcome is that as a client, you are very happy and feel well served.
Do your clients a favor and never let the ball be in their court, they don't want it.
- Robert Cornish
Richter10.2 Media Group
Find me at http://whywebpr.com/robertcornish
If your a true professional and want to bend over backwards to serve your client then you will adopt the philosophy that the ball is never in your clients court. You want to control the ball to control the outcome.
To fully service your client, it requires total control of each situation and task which allows you to get the desired results you are focused in order to create happy clients.
If you have ever been to an incredible hotel or a company that truly has their delivery, service and overall operations completely under their control - the outcome is that as a client, you are very happy and feel well served.
Do your clients a favor and never let the ball be in their court, they don't want it.
- Robert Cornish
Richter10.2 Media Group
Find me at http://whywebpr.com/robertcornish
Thursday, June 10, 2010
In a few recent emails I have received I have noticed a couple of items that in my opinion hurts the communication. Here they are:
1) The font of the email was small making it difficult to read. I had to actually zoom in to make it larger.
2) The email had no signature with the bare essentials of a phone number, email address and any other key form of communication
These two items can have a serious impact on your bottom-line. When the font of the email is small, you are either inconveniencing your reader or the email is being deleted altogether by busy people who can't be bothered which means your message never arrived at all. When you don't have a phone and email address and basic contact details in your email signature, you are simply cutting your own throat by reducing the chances that anyone will communicate with you.
Many times I have referred back to emails for contact details only to find out the person has not included their very basic forms of communication in their email signature and therefor I have to figure out how to contact them which again, is an inconvenience.
Be smart. Make it easy for people to reach you and make it easy for people to read your message. By simply handling these two items, it will increase your communication flows and ensure more business is coming your way.
I hear a lot of people talk about "so and so never returned my email..." or "I sent an email and never heard back..." if this describes you.... I would strongly advise you review the above two items and ensure that:
1) Your emails are simple and clear with larger font
2) You have your essential forms of communication in your email signature
Our agency has developed something called a Social Media Press Kit which you may want to use for your email signature as well, here's a link - http://whywebpr.com
Happy emailing....
- Robert Cornish
1) The font of the email was small making it difficult to read. I had to actually zoom in to make it larger.
2) The email had no signature with the bare essentials of a phone number, email address and any other key form of communication
These two items can have a serious impact on your bottom-line. When the font of the email is small, you are either inconveniencing your reader or the email is being deleted altogether by busy people who can't be bothered which means your message never arrived at all. When you don't have a phone and email address and basic contact details in your email signature, you are simply cutting your own throat by reducing the chances that anyone will communicate with you.
Many times I have referred back to emails for contact details only to find out the person has not included their very basic forms of communication in their email signature and therefor I have to figure out how to contact them which again, is an inconvenience.
Be smart. Make it easy for people to reach you and make it easy for people to read your message. By simply handling these two items, it will increase your communication flows and ensure more business is coming your way.
I hear a lot of people talk about "so and so never returned my email..." or "I sent an email and never heard back..." if this describes you.... I would strongly advise you review the above two items and ensure that:
1) Your emails are simple and clear with larger font
2) You have your essential forms of communication in your email signature
Our agency has developed something called a Social Media Press Kit which you may want to use for your email signature as well, here's a link - http://whywebpr.com
Happy emailing....
- Robert Cornish
Thursday, May 20, 2010
What your client needs not wants
Recently we had a situation at our agency that reminded me of the importance of delivering what the client needs rather than what they may think they want.
While clients play a major role in decisions and influence in your companies actions mostly because every company is trying to please their clients and keep them happy in order to create long term relationships, the truth is that many times in order to actually please the client and deliver the results you must focus on what the client really needs rather than what they are saying they want.
Let me clarify, a client requests you change your strategy because they have a few ideas that they want to include and really focus on. You then deviate off of the path that you absolutely know works and know gets results in a effort to serve the client and address their wants. The results then reflect the deviation off course from what you know you should have done, further, the client is not happy which is bad for business altogether.
Had you held your position and only sold and delivered the client on what you knew was successful, what gets results and what was really what the client needed, you would ultimately end up with a happy client and a great long term relationship.
Focus on what you do as a company that you know works and gets results and then identify what the client really needs in order to address a problem and sell and deliver only that. By sticking to your guns sort to speak and delivering a product or service that handles your clients actual needs (as long as you have correctly identified them) will guarantee you positive results and happy clients. Handle your clients needs only and don't be persuaded to deviate to focus on wants that you know will take the strategy off course with results that will not be the desired outcome.
As the saying goes.... "Find a need.... fill a need"
- Robert Cornish
While clients play a major role in decisions and influence in your companies actions mostly because every company is trying to please their clients and keep them happy in order to create long term relationships, the truth is that many times in order to actually please the client and deliver the results you must focus on what the client really needs rather than what they are saying they want.
Let me clarify, a client requests you change your strategy because they have a few ideas that they want to include and really focus on. You then deviate off of the path that you absolutely know works and know gets results in a effort to serve the client and address their wants. The results then reflect the deviation off course from what you know you should have done, further, the client is not happy which is bad for business altogether.
Had you held your position and only sold and delivered the client on what you knew was successful, what gets results and what was really what the client needed, you would ultimately end up with a happy client and a great long term relationship.
Focus on what you do as a company that you know works and gets results and then identify what the client really needs in order to address a problem and sell and deliver only that. By sticking to your guns sort to speak and delivering a product or service that handles your clients actual needs (as long as you have correctly identified them) will guarantee you positive results and happy clients. Handle your clients needs only and don't be persuaded to deviate to focus on wants that you know will take the strategy off course with results that will not be the desired outcome.
As the saying goes.... "Find a need.... fill a need"
- Robert Cornish
Wednesday, May 5, 2010
Busy or Unorganized
Ok, this one may push a few people's buttons but I thought I should write it anyway. I frequently hear the words "busy" in business and felt the need to address this and challenge others to get honest with themselves.
I personally happen to be a very organized person but even I fall behind from time to time and need to pick up the slack to catch up and stay on track. I don't blame it on "busy" though, I blame it on me being disorganized and not keeping on track and handling my cycles one at a time until done...done...done.
We all have the same amount of time in the day and we are all "busy" but it's no excuse to let anything slide. Besides, the people you are telling that you are "busy" don't buy it anyway.
So get organized and call it what it is - lack of organization. Your simply not getting your tasks done on time and are wasting time during the day or being inefficient. Organized and productive business people can get a spectacular amount of tasks and actions done in a day and while you are blaming your disorganization on "busy" you competition and prospective clients that you can't seem to get around to are out-tasking you or bypassing you.
So my challenge to you is for you to stop using the excuse of "busy" and simply call it what it is, unorganized, and then address it for what it is and work toward the solutions. How can you get more organized? How can you be more efficient during the day? How can you get more done? etc etc. Focus on ways to handle your organizational problems like using a daily targets plan and check off as done or not multi-tasking anymore and just focus on doing the task at hand and then go to the next and the next and the next. A sort of "Get it done, handle it now, what's next?" type of system.
If you are truly honest with yourself on this, you will agree that you are not actually busy, you're disorganized.
Here are a few ways you could be more organized:
1) Make a daily agenda with targets for the day that must be hit
2) Handle each target daily one by one, completing each one fully before doing the next
3) Schedule and/or budget your time on your calendar to make sure you are being fully productive with your day
4) Knock off all wasted time during the day such as office chit chat, browsing the web aimlessly, jumping from task to task and not fully completing any of them etc etc
5) Check your email only after a task is done. IE. Do a target fully and then check email and handle and then go back and do the next target
6) Don't accept interruptions. Tell people you are in the middle of a task and will come see them as soon as it is completed. Then do so and go back to the next target right after
These simple steps will help immensely. I would also recommend you make a list of all of the ways you are being unorganized or inefficient during the day to look at each one and handle each one appropriately.
Time is precious, why waste it and get stuck into indefinite "busy" mode?
- Robert Cornish
I personally happen to be a very organized person but even I fall behind from time to time and need to pick up the slack to catch up and stay on track. I don't blame it on "busy" though, I blame it on me being disorganized and not keeping on track and handling my cycles one at a time until done...done...done.
We all have the same amount of time in the day and we are all "busy" but it's no excuse to let anything slide. Besides, the people you are telling that you are "busy" don't buy it anyway.
So get organized and call it what it is - lack of organization. Your simply not getting your tasks done on time and are wasting time during the day or being inefficient. Organized and productive business people can get a spectacular amount of tasks and actions done in a day and while you are blaming your disorganization on "busy" you competition and prospective clients that you can't seem to get around to are out-tasking you or bypassing you.
So my challenge to you is for you to stop using the excuse of "busy" and simply call it what it is, unorganized, and then address it for what it is and work toward the solutions. How can you get more organized? How can you be more efficient during the day? How can you get more done? etc etc. Focus on ways to handle your organizational problems like using a daily targets plan and check off as done or not multi-tasking anymore and just focus on doing the task at hand and then go to the next and the next and the next. A sort of "Get it done, handle it now, what's next?" type of system.
If you are truly honest with yourself on this, you will agree that you are not actually busy, you're disorganized.
Here are a few ways you could be more organized:
1) Make a daily agenda with targets for the day that must be hit
2) Handle each target daily one by one, completing each one fully before doing the next
3) Schedule and/or budget your time on your calendar to make sure you are being fully productive with your day
4) Knock off all wasted time during the day such as office chit chat, browsing the web aimlessly, jumping from task to task and not fully completing any of them etc etc
5) Check your email only after a task is done. IE. Do a target fully and then check email and handle and then go back and do the next target
6) Don't accept interruptions. Tell people you are in the middle of a task and will come see them as soon as it is completed. Then do so and go back to the next target right after
These simple steps will help immensely. I would also recommend you make a list of all of the ways you are being unorganized or inefficient during the day to look at each one and handle each one appropriately.
Time is precious, why waste it and get stuck into indefinite "busy" mode?
- Robert Cornish
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