Working Together to Increase Sales and Profits
b y R i c h a r d V o r e i s
s construction continues to im- There is an ideal way to establish
that it cannot be misunderstood;
prove, bidding activity in- • Measurable. These objectives are these objectives. When you involve
creases and incoming contracts
quantified and can be evaluated to both management and employees in
determine if progress is being made. the process, the goals are more likely to
What gets measured gets accom- become those of the whole team in-
start to pick up, a company needs to
make sure it is in control of its business.
Increasing sales without increasing
profits is not what you want.
From mid- to end-of-year,
and sometimes at the start
stead of ones unilaterally established
by top management. In other
words, your employees will
view this approach as having
When you involve both
of each, we are especially management and employees in the a say in what’s important at
busy assisting glass and
glazing subcontractors with process, the goals are more likely to shPowernsocnomalpeaxnpyeorwiennecres ahnads
priority planning to ensure
become those of the whole team
instead of ones unilaterally
they are in control of their
business. We call it “priority
planning,” because that’s ex-
actly what happens at the
end of the process when con-
top management do not sac-
rifice anything in this
process since the results
they had in mind will ulti-
mately be established by the
established by top management.
trols are in place. It gets management • Focused. Establishing too many an- team approach. In our role as consult-
and staff focused on what’s really im-
portant to the success of the company.
HAVE A PLAN
Priority planning is determining
where the company wants to go and
then determining how to get there
while taking into consideration the STAY FOCUSED
company’s strengths, weaknesses, op-
portunities and threats. That’s called a goals not exceed one typewritten page. ment from all employees and is often
SWOT analysis. I’ve addressed this I call it the one-page priority plan that the most significant company-wide
process in a previous article, so I won’t holds everyone in the company ac- change that can be implemented. This
go into detail here.
countable for success. Does your com- process really works. s
However, I will continue to empha- pany have this?
size the importance of annual goal-set-
Being specific, measurable and fo-
ting that inherently establishes control. cused is only part of the process.
It’s a proven fact that companies with The owner or president of a
annual goals outperform those without. company can unilaterally estab-
Here are some tips that will help en- lish the annual goals; they could
R i c h a r d V o r e i s is the
founder and CEO of Consulting
Collaborative in Dallas. His
column appears bi-monthly.
Email him at rdvoreis@consulting-
collaborative.com and read
also be established by the man-
agement team or alternatively by
Specificandconcise.Generalitiesdon’t a consultant. If this happens,
Annual company goals must be:
get the message across to your employ- then the plan belongs to some-
ees. Make sure your goals are easily un- one else rather than the em-
derstood, because nothing is so simple ployee organization.
his blog on Wednesdays at
USGlass, Metal & Glazing | March 2016