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Archive for January, 2011

Shaking the shoebox

Wednesday, January 26th, 2011

Every so often, I have a flashback to my first job at General Electric. I was a financial analyst in one of the company’s old industrial businesses—a multibillion dollar firm that would have ranked as one of the Fortune 500 if it was a stand-alone company.

Like clockwork in April, we’d hear it-it would start as a distant rattling, but as it approached, you knew what it was… the shaking shoebox. The shaking shoebox meant one thing– fess up all the extra pens, pencils, and highlighters in your desk drawers. They were going back into the supply cabinet.

The shaker of the shoebox was our department Admin. She was like the tax collector of office supplies. If you didn’t fess up enough, she’d eye your drawer to see what you were hiding.

No joke.

She took her job as the supply-cabinet gatekeeper very seriously. You wanted a mechanical pencil instead of good ole’ yellow No.2 ? You have to personally ask her for it and you were only allowed ONE. If you came back in two weeks for a second, you had to account for the demise of the first. (“The CFO took it” always worked for me.)

Did I mention that this was a multi-BILLION dollar business?

Did they really care so much about measly office supplies? Apparently so.

So where is the lesson in all of this?

1—Beware of shoebox-wielding Admins.

2—Take every pencil seriously. Have you ever looked at your office supply expenses? Do you really know where all the money went? When I ask my clients why office supplies have gone up 20 percent over the past year, practically none of them could explain what they spent the incremental money on. Staples® contributes to the big black hole in most business’ P&L– Office Supplies. It sucks a few thousand dollars every year out of a business’ profit. (I am sure they like it that way too!) Even if you saved a few hundred dollars from office supplies and upgraded your software or sunk that into a new marketing piece, wouldn’t you get a better bang for your buck?

So maybe it’s time to do a little experiment of your own. Pull out your shoebox, and make the rounds in your office. If you come up with a full box, it is probably a sign that you might have other “pen- and-pencil” type saving opportunities in the business. Think about what other metaphorical shoeboxes you can shake—who knows, you may come up with serious savings!

Budgeting is sooo 2010

Wednesday, January 19th, 2011

GPS and map

If you’re like me, you’ve gotten dozens of emails about why you should set up a budget for 2011.

The word “budget” often spurs a collective groan. It sounds so restrictive. Not to mention the effort that needs to go in to putting one together and the tediousness of all that number crunching. No thanks.

We agree. Coming from the Fortune 100 world, where the budgeting process could last 3 months or longer we are disenchanted with budgets too, especially because the numbers were often obsolete before the ink dried on the fancy presentation binders!

For nimble small and mid-sized businesses we believe in dynamic planning. Set a course and then adjust it to account for what happens throughout the year. Like a GPS.

Here are our tips for painless planning in 2011:

Think it through. A budget doesn’t have to be restrictive, but it does have to be thought out well. It should account for the 4Ms of your business, Money, Manpower, Marketing and Making it Happen. For more on the 4Ms see our blog post.

Keep it simple. Really, when you think about it, only a few major things change from month to month. Maybe it is payroll costs or marketing dollars, or adding in new sales from the client you just got. Changing a few line items makes updating a plan less cumbersome—and makes you more likely to keep it current.

Keep it current and use it to course-correct. Putting together a budget isn’t a once-and-done exercise. You need to keep it updated with developments throughout the year—monthly at a minimum. You’d expect your GPS to tell you when you’ve gone off course immediately, so too, a timely and updated plan will help you identify divergence from your expectations early so you can do something about it.

Ignore “Turn around when possible.” There are times that we know shortcuts that our GPS doesn’t. Despite the GPS’s protests to go back on the designated highway we might take some back roads instead. Do you throw your GPS away when this happens? Is it useless for the rest of the trip? No! Your GPS adjusts to your new course and eventually gets you to your destination. Maybe your plan you developed in January is off-base. Even if you’ve updated your plan monthly, your business may take a whole different course during the year. It’s ok to build the “short-cuts” into your plan, just make sure that you have laid out how you plan to get to your final destination.

Stodgy, restrictive budgets are so 2010. Start the new year off on the right foot with a flexible and plan that will guide you to success throughout the year.

“Keel it up!”

Tuesday, January 18th, 2011

Crew Team

I used to row on the crew team in college. For those of you who know me, at 5’2″ I’m not exactly the typical long and lanky rower-type. Despite my lack of height we did pretty well for a bunch of novices—and even won some regional races.

But that’s beside the point.

The boats we raced had either 4 or 8 people in it and each person had one oar. When we weren’t rowing, the oars were kept flat on the water so the boat wouldn’t tip over.

Sometimes while we were sitting on the water getting instructions from our coach or waiting for our turn to line up in a race, the boat would start tipping, ever so slightly, so that we were all sitting kind of sideways a bit. It wasn’t a precarious tip—think of a slight “lean” to one side. Because our minds were elsewhere, we would unconsciously adjust our weight in our seats to compensate so we wouldn’t fall out.

It wasn’t until the coxswain (the person who steers the boat and gives instructions) would yell, “keel it up!” we’d snap to attention and make ever-so-slight adjustments to our oars so that the boat would sit evenly on the water. After the boat was keeled up we all realized how uncomfortable we were being off-keel.

So what’s this got to do with business?

If you’ve ever had a gut feeling that there was something wrong with your business, but you couldn’t put your finger on it or you that you have a nagging feeling that something is brewing with your market, your business may be off-keel.

It could be that sales are growing but you aren’t seeing that money in your bank account. Or your customers aren’t buying from you after their first purchase. You may be “leaning” in your business and you don’t even realize it.

The critical thing with getting back on keel is to make minor adjustments. If, when the coxswain commanded to “keel it up” one side of rowers slapped their oars in the water, the boat most certainly would have tipped over, tumbling all of us into the river.

In business, sometimes it is minor adjustments that make everything balance out.

Maybe a look at costs over time will help to identify where profit is leaking. Or a quick customer survey may help you tweak your marketing message to fulfill an unmet need. Little adjustments can have a big impact.

So take a look in your business and address what you need to get keeled up. Once you do, you’ll realize how good it is to be back in balance.

How well have you figured out the 4Ms of business?

Sunday, January 9th, 2011

For any business to be successful, they need to have a good plan looking at the 4Ms of business:

  1. Money. Do you have enough money so that your business is paying its own bills? Or does the owner or investors need to sink their funds into the business to keep it afloat? If you are a startup this is OK and expected—there is a lot of investment required before you make your first sale and beyond. However, for established businesses this may be a warning sign of that one of the other “Ms” isn’t working.
  2. Manpower. Do you have the right number of people doing the right amount of work? Payroll is typically one of the largest expenses for businesses, but we are often amazed how often businesses get this wrong. Too many high-paid people doing low-level work. Inefficiencies and dead wood. Star employees with untapped talent. As Jim Collins says in his book Good to Great, “get the right people on the bus, the wrong people off the bus, and the right people in the right seats.” Get the Manpower equation right and watch your business grow.
  3. Marketing. Fancy brochures? Great. Website with Flash? Wonderful. Nobody buying what you are selling? That’s a problem. Beyond the fancy collateral, how often have you stopped to find out why customers buy from you? What is the value you bring to your customers and how much are they willing to pay for it? Have you defined who is your ideal client and how will you reach them?
  4. Making it Happen. This is your operating plan. Can you deliver what you said you can and how much will it cost to do so? Will there be enough cash to pay the bills? If not, go back to #1 and repeat. Unfulfilled customer orders, bad customer service, poor quality all can drive a customer away. Great customer service is wonderful, but if it costs you more to deliver your product or service than the price you charge that can lead to serious problems.

The rule for the 4Ms is review, revise and repeat. As you kick off the new year, how are you planning for the 4Ms?

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