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Assessment of
Key Positions Identification of
Key Talent
Assessment of
Key Talent Generation of
Development Plans
Development
Monitoring
& Review
Key
Elements
Succession Planning: Key
Elements
Gets the whole team working
together,
to achieve defined and measurably
improving results
Great things in a business never
done by one person
TEAM
Get operation right
• Determine strategy, systems & processes
• Set objectives for individuals and teams
• Improve recruitment & induction practices
• Provide initial and advanced training
• Implement coaching and appraisal systems
• Improve the exit interview process
• Implement practices for managing continuous
improvement
• Include supervisor and management overviews
at key stages, to ensure consistency of message
and develop team spirit and synergy
Company health?
• Cash-flow is the life-blood of the
organization; and sales are not real sales
until they are paid for
How it works
• Integrate the whole credit team, from senior
manager to collector; recruiting to best practice
standards; and training to meet development
needs of both business and individual.
Accounts going bad?
• Non-performing accounts damage your
business, which means that you may
need to:
• Review your strategies for credit
scoring
• Examine your policies for managing
debtors
• Whatever your situation, recover, by
implementing focused, cost-effective
mechanisms to improve your bottom
line
Why experience these
• Weak return on Credit Risk management
investment
• Poor balance on your risk/reward equation
• Bad debt surprises
• Concerns about levels of bad debt
• Manual process in volume-driven business
• Expensive collections operation
• Inconsistent treatment of customers in
default
• Concerns about levels of bad debt
Why experience these
• Ineffective working methods
• High flow rates
• De-motivated collectors
When you could have these
• Increased performance
• Development for your staff, team leaders and
managers
• World-beating collection skills training
• Coaching processes
• Early warnings
• Collection set-ups
• Best-applicable management strategy
• Best practice working methods
And
• Extensive know-how of the collections
business
•
• Practical re-engineering methods
Do these
• Diagnostics into your operations, measured
against KPIs to set an objective picture
• Establish metrics in all stages of operations,
to ensure all transformations are pre-
evaluated on a cost / benefit approach and
then objectively measured
• Apply tactics that have the minimum
investment cost, always targeting the
profitability of your operations
When you could have these
• Increased performance
• Development for your staff,
team leaders and managers
• World-beating collection skills
training
• Coaching processes
• Early warnings
• Collection set-ups
• Best-applicable management strategy
• Best practice working methods
4 Concepts of Success
• Injecting personality
• Reality of social media
• Massive value to customer
• Conventional wisdom
2 Strategies
• Surving the world
• Part of pries for Nobel cause
• Product positioning
Important Fact
• Product quality is mostly, NOT the defining
factor of success
Marketing and positioning are the TWO
key factors
Balanced
• Financial ( Share Holders)
• Customer ( Value )
• Internal (Systems , Processeses)
• People (Capabilities ,Skills, Training )
Scorecard
Goal
Measure Target
DashBoard
Visual Representation of
Measure Target
Strategic Objectives
Financial Improve Profitplity
Customer Grow our Share
Internal Enhance operation efficiency
People Develop our workforce
• Architecting
• 3-5 year Departmental mini vision
statements
Goals
• Brick laying
• 1-3 year SMART Departmental action
statements ( Must be starting from verb
increasing developing decreasing
• Specific
• Measureable
• Attainable/Actionable
• Responsible/Result
• Time bound
Goal: Increase customer satisfaction
10% by June Priority Action
Item
Who Sta
rt
End Cost %
Compl
ete
Status
High Marketin
g plan
Somia Mar
ch
10
June
10
0 50 % Green
Yellow
Red
Action Plan
Competitive advantage
• Best at
• Why your customer by from you
RAW Progress Change
Ex New
customer
95 %
Complete
22 growth in
sale
Source CRM Project plan PNL
Frequency Monthly Quarterly
KPI
DashBoard Charts
Strategy Offsite/Retreat or DIRECTION Seating
When Whow Were are we
now
Month Surreys
Thinking style
Presentation Checklist
• Significance
• Structure
• Simplicity
• Rehearsal
Significance
• Why does it matter
• How do I their grab attention
• What do I want them to do
Structure
• Convincing
• Memorable
• Scalable
Simplicity
• 1 Point per slide
• Image when ever possible
• Few matching colors
• Very few fonts
Rehearsal
• Present it aloud
• Get feedback
• Room and equipment
Concepts and problem of communication
• No two people are exactly alike
• No two countries are exactly alike
• No two cultures are exactly alike
Result
Problems with communication occur
When the communication filters are
sharply different