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Our website has seen a huge rise in number of visitors searching for an answer to this question. It is a sign of the times no doubt. We are happy to devote this month’s Perform to provide the answer.
We work with you to increase the motivation of your people. This leads to better performance which means your organisation will give better customer service at a lower cost.
Specifically we help you:
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Raise performance across the workforce
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Reduce costs
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Be more responsive to change
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Use the creativity roiling in your people
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Have more management time to think
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Better match your Customer needs
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Increase sales
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Understand how to keep improving
Let me explain in detail.
Market segmentation
You will be familiar with the segmentation figure.
Every organisation has a value/price offer to the market. You choose your niche (s) and compete in it.
In difficult times, like now, our competitors try to move into our niche.
To defend our market share we have to offer a better value/price than our
competitor (albeit the incumbent might win a premium).
In your market you know who these nomad competitors are.
Will they take your Customers’ orders at cost to pay their own overheads?
Will they sell at their variable cost to keep people and systems in place?
What is your pricing flexibility?
Can you match their offer?
What will you do?
Value/Price Competition
You must compete in any niche on Value and Price.
What you do is to improve your value/price offer over your competitors.
In the main, your competitors have the same access to suppliers, education, technology and funding.
True competitive advantage is created by people’s better performance. Management is the enabler of better performance.
Traditionally better performance comes from better skills – more training.
 Traditional “technical” skill will improve people’s theoretical ability. The step at a time “ladder to success” concept is widespread.
Obviously each step up in the skill level is a smaller overall improvement than the previous step.
It appears that people understand this– in today’s recession training budgets have been cut.
Training is “obviously a good thing in the long term” but it appears its short term value is not high.
Performance (P) = Skills (S). Is that all there is to it?
Nothing in life is that simple.
Alongside skill goes willingness Performance (P) = Skills (S) x Willingness (W)
You know people who more than make up for a lack of skill by their eagerness and vice versa of course.
Introducing the idea of Willingness (motivation) opens up access to higher levels of performance.
Unless you have invested in the management of motivation previously then great gains are to be had.
You start on the lower steps!
How?
A motivating work place will create a virtuous circle.
Create a virtuous circle
With a motivating work place performance, responsiveness and speed improve significantly.
You achieve the best value/lowest cost position.
What would you do with an unfair advantage like this?
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