Taking Your Team and Your Business to the Next Level

2. Taking your team and your business to the next level

3. Introductions • Monty Smith • The Alpha Alliance

5. Introductions • Monty Smith • The Alpha Alliance

6. Introductions • Who is in the room today? • Restoration cleaners or contractors • Water only, Contents, construction, textile • Suppliers? • Company size? • Business experience

7. Agenda • Five areas of focus that open the doors to the next level. • Clarify your vision. • Think and plan strategically. • Determine the right people in the right seat. • Gain accountability at all levels. • Resolving reoccurring issues.

9. Business Level • How many five star companies are here today? • Hotels • Angies List • Yelp

10. Business Level • How can we get our business to the next level? • What does next level mean? • Sales volume? • Number of employees? • Number of services provided? • How many locations? • How much profit?

11. Next Level • It is personal? • Is it all about business? • It is it all of the above?

12. Questions to consider • Could you put you business up for sale today and get top dollar? • Would the buyer prosper without you? • Are you enjoying the freedom you hoped you would enjoy being self employed or your current role? • Is the vision or company aspirations clear to all? • Do you have a written plan that the team understands?

13. Questions to consider • How aligned is the team with the plan? • Do you have the right people in the right seats? • Does your marketing message help your customer understand how you are unique? • How effective are you meetings? • Is the team held accountable for results.

14. Results discussion • How many are thrilled and received a 100%? • How many received greater than 80%?

15. New York Times Why companies fail 1. Not enough demand 2. Owners cant get out of their own way. 3. Out of control growth 4. Poor accounting 5. Lack of cash cushion

16. New York Times Why companies fail 6. Operational mediocrity 7. Operation inefficiencies 8. Dysfunctional management 9. Lack of a succession plan 10. A declining market

17. Observations • The team gets bogged down. • Bogged down employees drag the company down. • It does not matter how long a company has been in business. • How large the company. • How many technical certifications they acquire.

18. Observations • All companies hit a ceiling! • It will occur many times! • The largest most experience company in this room hit the ceilings from time to time.

19. Next Level Thinking

20. Next Level Thinking • Is about vision. • Is about plans. • Is about process. • Is about commitment.

21. Next Level Thinking • It is about discipline. • Consistency • Accountability • Tools • Leadership

22. Next Level Thinking

23. So what stops us

24. Simple Plan • Where are we? • Where do we want to be? • How are we going to get there? • How will we know when we are getting there? • Who are we?

25. Getting started Evaluation? • Where are we? Vision. • Where do we want to be? Plan. • How are we going to get there? Data • How will we know when we are there? Corporate Values • Who are we?

26. Business • Sales • Marketing • Operations • Finance

27. Accountability chart

28. Process Mapping

29. Where are we? • Evaluation • Invite someone else in the industry to spend a day in the business. • Ask for honest feed back. • Make a list and prioritize.

30. Where are we? • What is the sales volume • Are sales up, down or flat? • How does our quarterly performance work? • How are the costs? • Do we have industry benchmarks? • Do we know how to make the changes necessary to improve profits?

31. Where are we? • Do we have the right people in the right seats? • Is our sales approach working? • SWOT Strengths Weakness Opportunities Threats

32. The seats

33. Where do we want to be? • Begin with where you personally want to be. • What do we aspire to be as a business. • Find role model and chase them!

35. Where do we want to be? • Vision of succession • Vision of more time for your family • Vision of a better business • Vision for making a difference

36. Where do we want to be? • 10 year vision, 5 year vision. • 1 year goal. • Service offering. • Locations. • Organizational structure.

37. How will we get there? It is difficult to change your business when you are working in the business. • Ability to predict. • Ability to delegate. • Work on the business 20%-80% of the time.

38. How will we get there? • Strategic planning begins with strategic thinking. • Scope, these are the boundaries with which you operate. • Geography • Target Customer. • Offerings.

39. Strategy • Advantage • Customer Value and Capabilities • Meaningful, sustainable, distinctive • Capabilities, resources and activities • The combination of CAA (customer aligned activities) and resources creates and impenetrable thicket that is difficult for a competitor to duplicate.

40. Strategy Goal • We establish our goal in the short-term • Non-financial, tell the staff where the organization is going? • Measurable,

41. Strategy • Soul, aspiration + Values • Strategy, Scope + advantage + goal • Scorecard, objectives +metrics & targets + activity

42. Indicators Leading vs Lagging • Most companies look at lagging information. • Profit and loss statements • Reports what happened in the past

43. Leading vs Lagging • Establish leading indicators that affect what needs to happen moving forward. • Priorities Qx, • Scorecards

44. Destination Data Scorecard • Everyone should have a number? • Sales people bring in $x,000,000 each week? • Operations produces • Invoicing • Collections

45. Destination Data • What you measure gets managed • Marketing • Sources with little result? • Frustrated with your sales team? • Looked at the data by source?

46. Destination Data What you measure gets managed • Technicians • Authorization forms, completion forms, sketch, measurements & psychometric charts ? • The employees are inconsistent? • You have frustrated claims administrators?

47. Destination Data • The scoreboard • Create score keepers • Publish the scores • Consider a consequences for missing the mark

49. People

50. Issues/Drama