My Approach
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It all starts with open conversations about the concerns and challenges that the firm is facing. Some of the topics can include the firm’s values, culture, reputation, strategy, vision, mission, long-term goals, leadership team and styles, organizational structure, organizational behaviors, business processes, brand, value propositions, key brand messaging, specializations, marketing positioning, service portfolio and current service performance. The result is a list of key issues to be addressed.
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With the key issues identified, the process establishes a “snapshot” of the firm. This baseline is made up of those important metrics that track the performance of the firm in relation to the issues to be addressed. Why is this necessary? It establishes a line in the sand from which the success of any subsequent initiatives are measured. It may include an analysis of the business in terms of industries served, service lines, project types and sizes, and of clients in terms of such characteristics as industry sector, type, service lines, and lifetime value.
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With the baseline established, focus turns to finding the “gaps” or opportunities. The goal here is to identify those opportunities that positively impact the profitability of the firm. Opportunities may be related to the development of new service offerings, or the improvement of the service delivery processes. Then, an evaluation to make certain there is a proper fit with the company’s strategic plan, brand, markets/clients served, follows, along with an assessment of benefits vs. investment.
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Now is the time for firm ownership and/or management to consider and decide which of the recommendations resulting from the evaluation of the opportunities to move forward with.
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If the decision is made to move ahead, the next step is to work with you to develop an implementation plan, often an overlooked step. The plan does not need to be complex. It simply needs to address what needs to be accomplished, by when, by whom, and how results will be measured. For large projects with significant financial or reputational impact, the plan should include milestones that allow for a go/no go decision by firm management.
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Key Performance Indicators or Financial Metrics. Information Collection and Analysis. Assessment of Results. Corrective Action. It is at this juncture when it is determined if the goals have been achieved.
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