JB
Joseph Bartosch, CPBC
Strategic Culture
Top Ten Areas of Coaching
Many professionals have no one else to talk to. The coach's agenda is the same as yours, focused on your improvement. We help successful professionals become more successful. If you are stuck knowing what to do next, we will help your business effectiveness by working with you to identify what matters most. Perhaps you know already what matters most, but you are still stuck; we will help you with your personal effectiveness so that you can reach your goals. That's what coaches do: we help successful individuals perform at the top of their game.
Strategic Planning
Vision, Mission, & Values statements…clearly identified Executive/Leadership team involved in strategic planning and implementation…SWOTT analysis (Strengths, Weaknesses, Opportunities, Threats, Trends)...prioritized issues that must be addressed to determine goals…thoughtful and measurable long-term, mid-term, short-term, and milestone goals…the best strategies to achieve goals...strategies broken down into specific actions/tactics that are assigned owners, deadlines, resources required, etc…measured progress on a regular basis and responsible parties held accountable to fulfill actions/tasks…regularly make real-time adjustments to plans as current situations dictate in order to stay on track…use the services of external advisors/experts to help in strategic planning...
Revenue (Sales)
A specific sales model with clearly defined objectives of each step in the model…a specific sales training program for new hires…actively use a contact relationship management (CRM) system to track prospects through the different steps in the sales model…questioning methodology discovers and quantifies the pains that prospects want to eliminate and/or the pleasures they want to increase…salespeople sell “value” instead of selling “price”…salespeople regularly prospect and receive referrals in order to keep the sales pipeline full…salespeople consistently meet expectations (ie: quota) for new sales…track and then re-sell to aging or lost buyers…salespeople effectively sell additional products / services to existing customers…identify and actively court a list of top-20 prospects…
Personal Effectiveness
Have a personal vision, mission, and values statement for life...set SMART goals (Specific, Measurable, Achievable, Results, Time) and pursue them daily…take personal responsibility for all actions and accountability for all results...be active in improving overall health…connect regularly with spiritual side…be aware of how emotions impact actions, decisions, and relationships…have a strong network of family and/or friends for quality time to enjoy regularly…personal finances, retirement plans, insurance, and estate planning in order…have a good balance of work, play, and rest…always have time for the things that need to get done…
Succession/Exit Planning
The vision for business includes an exit or succession strategy…a clear picture of where the company will be five or ten years from now…an exit or succession plan considers family members and/or key employees…a strategic plan for the business that supports the exit or succession plan…a strong sense of the market value of the business based on at least one of the normally accepted practices for business valuations…if an outside buyer wanted to purchase the company today, it would get maximum value…a large part of the value of the company is NOT dependent on unique skills, experience, and/or relationships…in the event of an emergency requiring a leadership change in the company, the correct amounts and types of insurance and an immediate succession plan are in place that will protect family and company…have a clear picture of what life looks like after leaving the business…have a team of professionals for estate planning who have assisted in developing an exit plan…
Leadership
Each member of the leadership team leads by example in pursuing the company's Vision, Mission, and Values...disciplined in overseeing the communication and execution of the strategic plan…exhibit a high level of integrity in words and actions at all times…follow through on commitments to others…communicate clearly with the team and listen to their feedback…make decisions quickly...show personal respect and concern for team members and demonstrate compassion…never surprised when an employee resigns…actively involved in training/mentoring leaders within the organization…believe that any failure in the business is directly related to leadership…
Marketing
View marketing as an investment in business and not an expense…use specific marketing tactics for prospective, existing, and past customers…describe the company in ten words or less...communicate the benefits of products/services in an overt manner…offer what is dramatically different from the competition...communicate clearly what and why a prospective buyer should believe…clearly define the target market…use the most effective marketing tactics to get the message in front of the target market…maintain a current marketing plan, including a calendar, budget, etc…track the ROI on all marketing tactics…
Fully understand the fundamental role to ensure that the business is run by systems (step-by-step processes)...all of the functions necessary to successfully run our company clearly identified and documented in a company operations manual…all documented functions assigned to departments and/or individuals within the company…employee roles and responsibilities to support the business functions clearly defined…regularly consider outsourcing options to reduce expenses and increase efficiencies…systems fully implemented and followed and any exceptions immediately addressed…use up-to-date information technology (IT) and ensure that all of systems are compatible…regularly review systems to ensure they are as efficient and effective as practical in delivering the desired outcome…employees would know what to do if the leadership team were not present for an extended period of time…periodically survey employees, customers and vendors to discover opportunities to improve systems…
Processes & Systems
Financial statements (including balance sheet and income statement) are current…understand financial statements and review them regularly…use financial statements as decision-making tools…all members of the leadership team use Key Performance Indicators (KPIs) to actively manage the business…understand and forecast cash position to easily meet the demands of our business…maintain frequent interaction with accountant, banker, and other financial professionals to ensure financial best practices…price products/services to what the market will bear to maximize profitability…all variable expenses (Costs of Goods Sold) are at the lowest point practical to ensure highest gross margin…have appropriate financial controls in place (including budgets and revenue forecasts) to ensure proper allocation of resources…use benchmarking and financial ratios to compare present to past performance and to others in the industry...
Financial Management
Customer Service
Those who deliver (produce) the products/services always know and follow the promises made by the sales or service teams…customer service meets or exceeds the customers’ expectations…have a consistent process for delivering customer service…facility is always maintained in a condition that is a showcase for customers (inside/outside)…employees honor company values and maintain a professional appearance and demeanor…consistently deliver on time...in delays, customers are notified immediately…quickly resolve customer dissatisfaction to the satisfaction of the customer…have a formal customer appreciation program designed to enhance the customers’ experience…survey customers regularly to determine performance...based on our customers' feedback, constantly assess and improve systems and products/services.
Human Resources
“Slow to hire and quick to fire”…use an effective and formalized hiring system…All employees read, understand and sign off on policies and procedures as stated in the Employee Manual…perform annual audits of the Employee Manual to ensure compliance with labor laws…have written job descriptions for every position within the company…new hires are effectively trained in a systemized process, and all staff members are provided with ongoing training/cross-training…provide timely feedback to employees on performance, and conduct formal evaluations on a regular basis…conduct regularly scheduled staff meetings that are effective…employees are highly motivated and love coming to work…benefits and compensation plans are competitive and motivate the performance desired…
