Leadership in uncertain times

We have been fortunate again this year to see many of our clients win awards now running at 16 over the past 3 years and a number of people exit their businesses in multi million pound deals.  However without exception clear leadership will underpin companies' survival within turbulent waters in 2012.

True leadership faces up to the issues, uncertainties and fears and confronts them with vision, drive and purpose. The following points below highlights how one can exercise true leadership in a downward spiralling marketplace:

• Never forget what made you successful in 2011.  List the top five activities and business successes.
• Can you build upon those top five successes?  It is always easier to  build upon successes rather than the failures (remember - your success is what differentiated your business from your competitors).
• Who were your top 5 customers?  Is the relationship strong?  Look to build more business with that customer in 2012.  Remember the maxim: 'It is easier to keep an existing customer than to acquire a new one'.
• Analyse the sales that were won and those which were lost.  Can you improve and learn from those losses or could it be that the business should be focussing on the customer that you are more likely to close a deal with?
• Increase your investment and focus on uncessary waste in the business.  This will improve your margins and enable you to be agile and agressive in winning and keeping business.
• How easy is it for a customer to work with you?  Are delivery times good?  Is the implementation of your product on time and right first time?  Excellence in service is paramount and must always be improved upon.
• Do you reward and recognise staff?  Talented high performing staff will always find new jobs.  So it is important to understand what makes them tick and provide a range of reward and recognition intiatives to motivate them.  Christmas is always a good time to reward and motivate employees.
• Communicate more with your employees and customers.
• Market successes agressively to your customers and potential clients including social media vehicles.

The management of Change

Reacting to events will mean the inevitability of change within your organisation. It may mean reducing headcount or putting in business practices that may change the way people do things or even how they are paid. These can be stressful times and unless there is clear leadership in such situations the change can cause more harm than good. So how does one manage change?

• Before the change is implemented consult with a few key players who you can rely on to support the implementation.
• If the change is in working practice, consider a pilot with some key practitioners who are used to doing things differently.  Once the pilot demonstrates success, it is easier to roll out thoughout the organisation.
• Prepare a communication strategy to outline the reasons for the changes.  Answer the Why, Who, What, When, How of the change and how it impacts everyone in the organisation.
• Communicate agressively and constantly to staff and customers your plans and benefits on a regular basis.
• Silence doomsayers by addressing their concerns head on.
• Address 'undeciders' through highlighting benefits of the change to themselves and the business.
• Measure the benefits of the changes and communicate on a regular basis so that others can value the progress that is made.

We have helped many organisations address and project manage change.  Have a look at our case study with a waste management company on how drastic changes in working practices turned a loss-making recycling unit into profitability within 12 months.

Brett Waste Management change and project management case study

Business profits - the joy of giving!

We applaud all of you who have increased revenues and more importantly improved profitability this year. However we make no apologies in asking us all to consider the value and impact that we have on society and in the world. Businesses create wealth not just for shareholders but also for communities and it is important that we continuely assess our role in the economic development of our local environment.

Our business has supported a number of local community groups over the years.  This year we have supported Compassion whose focus is on the education of children from deprived, orphaned or very poor backgrounds.  Have a look at the website www.compassionuk.org.  Do consider supporting organisations such as this. 

In addition we have been proud to have suppported Maidstone Warriors Basketball Club into becoming one of the largest youth all ability development club in Kent.  Profits that make a difference to our world www.maidstonewarriors.co.uk.