Outlaw eReport

Leadership

As business people we have always known that the first month of a year is very important. In no year is this more important than 2002. It is critical for businesses to restore confidence of customers, employees, and even investors. The results that are achieved later in 2002, to a great degree, will be determined by what is done in January and the first few months of the year.

Sometimes it is important to look beyond conventional wisdom to see specifically how we will benefit from a particular action. We all know that investing in building employee skills and improving productivity is wise however, the timing of that investment can significantly affect the first year's return. For those who want to have the best 2002 possible, it is important to consider timing and seize the opportunity.

Have a strong January to raise levels of expectations.
Employees may have gotten complacent and accepted lower results. Use the best management techniques, leadership style, and performance incentives to get the organization on the move to not only "raise the bar", but also define the higher level of expectations.

This year promises to be a good year. Economic trends are already moving in the right direction positive news continues in most areas in December. Even the job cuts in dot.com businesses have abated with December being the fourth month in a row that they have reduced. As a matter of fact, they were 88% less in December 2001 than in December 2000.

There is a real reason for optimism and we must capitalize on it. A strong January, whether in actual sales revenue or in key results producing activities such as sales calls, planning, decision making, or production will show that we are coming out of a state of limbo and moving to greater success and prosperity. Results and positive purposeful actions will improve morale of executives, managers, employees, customers, and investors. This positive momentum coming from the top is contagious and builds as it flows to the client and customer helping build the confidence, raise the level of expectations and focus on tangible results early.

January has a compounding effect!
For organizations that operate on a calendar year, January is the first and most important month of the year. At Xerox, when its business was primarily rental, I learned that it was far more beneficial to place a rental machine early in the year rather than late because there were more billing months left during the year. If a machine was place in January 1st, to get the same results, two machines would have to be place in July1st and dramatically twelve machines would have to be placed in December1st. When we realize it takes one machine in January, two in July, and twelve in December to generate twelve billing months the need to have success early is paramount.

Early results in a business with recurring revenue, is essential if you want a good year. This means achieving tangible, billable financial results early is critical. Do you have the plans in place to insure a fast start.

Invest in productivity improvements early.
Similar to the theory of getting customers with recurring revenue early, it is essential to invest in improvements such as skill development and new tools and techniques early. If a 25% productivity improvement in an area such as prospecting will result from an employee attending a skill development workshop or using coaching improved techniques, logic says you should do it as early as possible. Many times are more results than just initial 25% which continues each month, because in some cases, the gain will be compounded.

When an employee learns a new skill, it continues to improve as he or she refines it. While the gain may not occur at a consistent rate due to outside factors, however if an employee makes a 25% gain in effectiveness using a new skill and continues to improve at the same rate each month, they will have a 49% gain in third month, a 95% gain in 6th month, and a 350% gain in 12th month. Now realistically, at some point in time the improvement will taper off, but the greatest gains come early. When considering the cost of funds at today's low interest rates, investing early in the year in skill development, improved management and leadership, and productivity enhancements will pay great dividends.

It is essential that we get a strong, positive start to 2002. While some may say we need this to insure we have a good year, it is also important to be ahead of your competition. As the inevitable improvement in the economy occurs, the organizations that have clearly defined goals and objectives, ample highly skilled and motivated staff, and effective, positive management organization which leads with compassion and purpose will be far more successful. When conditions dramatically improve, the organization that is prepared to capitalize on the improvement and take advantage of the opportunities will dominate their market.

Since it is so important to have a great January, and we want to assist our friends and clients to do this, we will increase the e-News frequency and ensure that it stays concise and focused on improving productivity that results in success.

You may know someone that would benefit from the eNews Please feel free to forward this to anyone you feel might benefit or you may reply to eNews with "additional subscriber" in the subject line and insert the new email address to be added at the beginning of the eNews.

Together let's all move forward to greater success in 2002!

 

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Outlaw Group, Inc.

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