Mitigating risk in your business

We have an insurance renewal coming up. We know prices are going up in general. On top of that we’ve had a couple of claims, which we’re sure will hurt us. We need help and we’re looking for recommendations.

Thoughts of the day: Know what kinds of risk you want protection from. Lower risk by making constructive changes to how you conduct business. Decide how much risk you’re willing to shoulder.

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Building a more flexible employee

Wondering about how to solve this one. Got an employee who is good at things, as long as there are no changes. But we need more. Stuff always comes up and we can’t always put him in a place where he won’t be interrupted. We can’t protect him from problems that crop up, in fact, we need him to attack the problems, not just get in a groove and do what he’s always done. There are go-getters who solve problems and he’s an obstructionist. How can we turn him around?

Thoughts of the day: Change and uncertainty are hard for some people. Flexibility and adaptability are great skills to have. Build up training programs to help your less flexible employees.

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Wins, Losses Can Build a Strong Team

It’s sad that when a guy does it right that we get excited, our expectations are so low. We expect things to go wrong and somehow they do — a lot! It’s such a struggle. What should we be doing to lead our company in a better direction, where doing it right is the norm, and we celebrate real excellence?

Thoughts of the Day: Celebrating when things go right is good, it’s the standard of excellence that needs work. Be clear about whether or not people want to play your game and give decision-making power. Know that you can’t save someone who won’t try to save themselves. Things can get so much easier.

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A formula for building up sales

 

We haven’t had good experience turning things over to salespeople. We give them leads and they don’t turn that into business. Later on we find out that they didn’t do a good job on following up. Or they followed up but couldn’t turn the lead into a sale. Not sure how to better manage this.

Thoughts of the day: Your job includes managing both salespeople and sales activities. Make sure that you have the right people in place doing the right job. Save time and effort by knowing the profile of who you want to sell to. Get salespeople involved in the effort so that they place greater value on the leads. Check out the ROI on sales activities.

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Am I spread too thin?

I keep getting called on to deal with problems that crop up as we try to deliver what’s been promised. Since I know more about how things work and have a broader view of where we are going, it’s a natural request. Besides, I like being in control of the decisions about how and when we commit resources to solve problems. And I’m good at juggling. But I’m sensing a limit to what I can get to. There are a lot of sales opportunities out there that I should focus on, for example, and I can’t be in two places at once.

Thoughts of the day: Unloading the things you know how to do best helps the company grow. Avoid burnout. Know that there will be failures and that while you strive for excellence, sometimes good enough is just that. Recognize that everyone in the company will benefit from gaining experience dealing with issues on the front line — so let them.

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