By Sid Chadwick, Chadwick Consulting, Inc. – 02/05/2021
Published in American Printer

“My favorite things in life don’t cost any money…. It’s really clear that the most precious resource we all have is time.”……..Steve Jobs

INTRODUCTION:

My morning appointment – for hot chocolate from Starbucks – with Scott, was 8:00.

On “Lombardi Time”…I was 5 minutes early, and Scott was waiting for me, hot chocolate in hand……..As we walked through the lobby to his office, a familiar voice was heard to shout-out – loud enough to make sure Scott heard her, “Got another Referral… This Morning…!”(It wasn’t yet 8:00…)

whiteboard

In his office, his “4’ X 6’ White Board” – on the wall next to his desk – in wording big enough to be read from 10’ away spoke volumes….to anyone…and everyone… who came into his office:

What I saw, as I remember… included (but not limited to):

  1. Number of Referrals in the last 90 days…
  2. No. of 1st orders over $3,000…from Referrals (a significant number was recorded)
  3. No. of — 2nd orders from Referrals…in last 90 days.
  4. No. of “Periodic Business Reviews”… scheduled…last month…this month…next month. (Note: Multiple PBR’s were scheduled…including one that Friday.)
  5. Revenues this year vs. previous year, same period: (“Up 137%”.)
  6. No. of Proposals developed and delivered… in last 30 days….
  7. No. of Late Deliveries…. in last 30 days……
  8. Number of “Department Performance Reviews”… scheduled for next 30 days…

SUMMARY:

Subsequent discussion with this Client’s Sr. V.P. of Sales & Marketing… included that… personnel… from every department… seemed to find an excuse to come into his office…to get a quick glance at that Chart….to see how the company was doing – in the midst of the most dramatic pandemic in the last 100 years. (That White Board Chart….stayed updated…)

When a series of Projects had developed that required everyone – from top to bottom…to come in and work long hours…even on Sunday….it happened….ownership to the company’s performance…was already owned…by everyone….

My experience is that it takes courage to put your personal responsibilities and public objectives on a White Board – and keep it up-to-date – for everyone… to know…and… have the opportunity…to care.

Does your organization have “Strategic Performance Issues” — that are known…frequently updated….and owned….by everyone….?

“Culture eats strategy….for breakfast…” Peter Drucker, Writer, Professor, Consultant

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