Get it in writing…

I frequently work with clients who tell me they’re having difficulty with their staff.  No one knows who’s supposed to do what, there is frequent redundancy in work, their are clashes among staff over who is supposed to do what.  Does any of this sound familiar?

If it does, my next question would be, do you have Position Statements for each of your staff including you?  If not, this is more than likely the cause of the discourse.

Again, you’ve heard me say this…most of us did not get into business for ourselves to manage folks.  However, if you’re going to have staff, either you’re going to have to do it or you  must hire someone to do it (those of you who know me know I always advocate the latter…a good COO can solve many of these problems).  However, one step you can take without hiring someone is to make sure everyone in your organization has a Position Statement…a document that lays out very carefully what they are specifically responsible for within your organization.  You write it (or hire someone like me to assist you), knock it around with the staff member until its accurate (there are more than likely things they are doing you don’t even realize and others you assume they are doing and they are not) and then you both sign it.  This document then becomes the basis for reviews, bonuses, etc.

The other thing it does is it clarifies very carefully what everyone is doing.  There is no more bickering over it, no more redundancy and it helps your organization run more efficiently and smoothly.  It also empowers the staff members to make decisions in their area of responsibility and become experts in those areas.

You can also include a comp plan in this document if you’d like.  However, either way, you should share the pages of the document that outline responsibilities with every member of the staff (post them on an intranet, put them in the employee manual but make sure everyone knows what everyone else is doing). 

Let me know if I can assist you in this endeavor. Take care, Ginny

Build it and they will come…

I know, I know…that phrase is used over and over again but it fits perfectly with what I want to talk about.

My clients, for the most part, are experiencing good growth during this period.  Their phones are ringing, they are getting referrals and they are enjoying what they do.  Okay, now does that sound like bragging…not meant to be.  Just a statement of fact. 

Now, I’m not really that surprised because they are focused and committed or they wouldn’t have called me and they certainly wouldn’t pay me.  We work together to identify the holes and what is causing pain and then fill those holes and eradicate the pain.

But, I still wondered, what was happening that caused the door to swing open during this turbulent time and I think I finally figured out (and one of my clients articulated it beautifully).  My clients are ready to receive new clients.  They  have hired the best folks, they have put processes in place, they have a strategic plan and they are positioned to be a resource to their community, their clients, their referrals sources, their friends and their family.

It’s really that simple.  I believe when you are struggling with being so involved in the day to day operations of your firm, you are simply not ready to receive and you are basically self sabotaging yourself.

Not that hard of a concept and yet so many have not figured it out.

Get your shop and your personal life in order…build it and they WILL come!

Take care, Ginny

No matter how hard you wish it…they won’t come flying in your window…

Qualified prospects…they’re out there in numbers greater than we’ve ever seen!  But one thing has not changed…no matter how hard you wish it, they will not come flying in your window and land in your lap.  You still have to do the work.

Now, when I say work, I mean having a well-thought out plan of reaching your ideal clients. This might include:

1.  Identifying the clients you want to duplicate.  You know, I’ve said it before but I’ll say it again.  People have an innate desire to help others if they can.  Your clients want to help you…it gives them a good feeling to match you up with their friends and have the relationship be successful.  One word of caution here.  Make sure you have educated your clients as to your referral process so they know what their friends and family can expect from you when being contacted.

2.  Talk to your Center’s of Influence. Again, as I’ve said before, these folks are just as befuddled as your clients.  Break down all the rhetoric for them so they can break it down for their clients.  They’ll appreciate the simplicity you are trying to bring to their lives and know their clients will appreciate it as well!

3.  Write, write, write…the media is hungry for information right now.  Be a resource for your local paper.  Again, it all comes down to keeping it simple.  However, don’t expect them to come to you.  They will value and treasure you if you send them well thought out and written pieces that are ready to go.  If you see some big news that day, be the first to call the business editor and find out what you can do to help them communicate it.  Do they want to interview you?

You get the idea.  It really doesn’t have to be hard.  It just has to be a priority, well thought out and consistent.  This is how you keep your pipeline flowing.

A parting thought…if you don’t have time to do these things, ask yourself why?  If it’s because you are spending the bulk of your day in your back office, this  is a recipe for disaster.  No matter how hard you work, this will NEVER change until you decide to change it by hiring a coach to help you figure out what you can delegate and to whom.  What are you waiting for?

Take care and let me know your thoughts.   Ginny