Small Business Mole|

Over the past few years we have been doing some consulting for both small and large companies. I have to say that it never ceases to amaze me how, even when trying to increase revenue, companies big and small tend to concentrate on internal processes, procedures, informational meetings, and organizational projects,  rather then concentrating on their customers. I have seen some larger customers take up two thirds of their external sales or external affairs employees time on a constant trail of meaningless meetings  and other external activities that have absolutely nothing to do with their core responsibility,  improving their market share,  increasing opportunities to improve  profits, or that are in line with accepted goals. Even some small companies overtime can evolve in that direction as well. I’ve been confused, seeing many leaders or owners in these companies are in no way unintelligent. So after taking a look I have decided to post for you some hints to make sure you do a periodic head check to see if you’re still on the same goal and objective track you want to be on.

• Make sure that all the organizations leadership regardless of function are directly linked to the bottom line within their annual goals and objective responsibilities. This also means making sure to review with them how they are doing and how they are affecting the bottom line during the year. This also gives you and your organizational leaders an opportunity to make sure they are not developing additional strategies that are not in line with goals and therefore taking both them and employees away from their core responsibilities.
• Take time to get feedback from employees who have direct market or customer responsibilities to make sure that they and your organization are focusing on things that will help you reach your goals.
• Orientations are not just for new employees. Make sure that, no matter how big or small you are, that you give all employees enough information about how the organization is progressing so that they can do an assessment of what needs to be done to stay on track during the year.
• My pet peeve, if you have employees in distant locations don’t ask them to drive two hours for a one hour meeting unless it’s damn important. Don’t let your ego get ahead of logic and don’t invalidate hard working employees by asking them to waste part of their day.  If its general information put it in an email or memo.

One of the reasons small and large organizations fail is that they think they are more important then their customers. Don’t do it!!! Remember the customer is King and next in line are your employees. Make sure you help your organization be the winner it should be.

Don McDaniel – Vice President

Discovery Bay Group L.L.C.

donm@cablespeed.com