Tag Archives: Management

Social Media Metrics for Your Firm

Professional services firms (law, CPA, architect, engineer, IT services, consulting, etc.) are struggling with modern marketing. Many firms were founded in an era wherein marketing was seen as a “necessary evil.” As marketing (or business development, client development, etc.) has become more essential for improved books of business, firms have begun to hire marketing staff. In most cases, these folks have been tasked with corporate marketing rather than marketing the individual professionals. With the onrush of social media as a marketing discipline, there is a sharp dichotomy between the corporate web presence and the “sum of the parts” of individual professionals’  social media presences.

 

Michelle Golden, who is  very active in professional services marketing organizations, recommends taking baseline measurements as early in the (any) marketing process as possible, and then identifying very specific objectives as part of an individual’s role in increasing his or her—and ultimately the firm’s—visibility. She writes of the individual versus company promotion trade-off, in a blog post “Why Social Media Rock Stars Are Good For Your Firm.” (Sometimes CPA- or law-firm partners get frustrated about the attention an individual “supposedly representing the firm” starts getting when their online visibility increases. This (blog post) helps explain to those partners why they should encourage the individual “fame” and not squelch it.) 

Golden says that “You can rarely truly know exactly where a lead is generated anymore (unless it’s from a specific campaign) and that’s OK. We are looking for overall growth. This is all the ROI that you’ll need.”

Here are some specific ways she suggests to put marketing metrics in place:

BASELINE MEASUREMENTS

To accurately assess growth later, I recommend taking these broad baseline measurements now:

  • number of current clients
  • revenue (average and standard deviation)
  • revenue change % year over year
  • client longevity (length of stay with the firm)
  • frequency of client interactions
  • frequency of transactions (purchases)
  • number of clients lost per month, quarter, or year
  • number of new clients per month, quarter, or year

PLANNING AND GOALS

  • Increase retweets and mentions (by anyone) related to [practice topic] from [baseline #] to [goal #] by [date]
  • Obtain [#] retweets and mentions by target personas including peers and thought leaders in the specialty (i.e., Get on their radar. Knowing exactly who they are in advance is best.) by [date]
  • Receive at least [#] unsolicited invitations from trade organizations to speak or write by [date]
  • Earn [#] appearances as media “expert” in [publication or station] by [date]
  • Receive [#] questions or requests for advice from [define personas] every [frequency]
  • Build up to [#] of [define persona] Twitter (or blog) followers (or subscribers) by [date]
  • Move [# define persona, or specific names] from digital to personal conversations by [date]

TRACKING WORTHWHILE THINGS

  • Where did it appear?
  • Who said it?
  • Was it positive? Y/N
  • What was said? Categorize the nature of the comment and keep a clip file.
  • Was the mention about a particular practice, department, or person?
  • Did the mention include reference to your content or website? If so, to what specific content or page?
  • Who responded and how fast? You may want to keep the response in a clip file, too.

Keep the suggestions above in mind as you develop and refine a social media strategy as a part of your overall marketing plan. Helping your team members become better at their online thought leadership will enhance the brand reputation of the firm. In the process, your best indicator of ROI–increased revenues–should show enhanced performance as well.

 

Simple Stories Make Great Pitches

 

ABC’s hit show, Shark Tank, is one of my very favorites on TV. It attracts entrepreneurs of all ages, levels of experience, and backgrounds to come pitch their business idea for angel investment by one or more of the sharks. One of the young ‘treps who pitched this past year is Joseph Draschil, co-founder of SpyGames.me.  Draschil is currently participating in Start-Up Chile (written about here a few months ago) while enrolled in an MBA entrepreneurship program at Babson College. 

His first major assignment in a Babson course was to create an opportunity storyboard for a business idea, limited to a single PowerPoint slide. The storyboard became a rocket pitch: a three minute, three slide, live pitch in front of his professor and classmates in the entrepreneurship class. Draschil was then encouraged to enter the Babson Rocket Pitch event, to pitch his idea in front of investors, professors, members of the community and the student body.

The following week, his team entered the Big Idea Competition, for which they were required us to upload a three-minute pitch video to YouTube, secure the most “likes” and move to the finalist round to pitch on stage for three judges. Within one week of being named one of two winning teams, Draschil received an e-mail from the director of the entrepreneurship center at Babson. Two of the “sharks” were to visit the school and hear the pitch. Here’s the young entrepreneur’s perspective on the experience:

Although I was terrified of failing in front of entrepreneur celebrities and all of Babson, I committed to participate and the pitch went great. My partner and I stumbled a couple of times during the Q&A session, but that’s okay. You make mistakes, learn from them, and improve — that’s the essence of the startup journey. After the event, Mark Cuban mentioned to us that he believed if we could get the marketing down, we would kill it.

While I continue to work on the business, I have learned a few key lessons about creating a dynamic pitch:

  1. Be visual. Please, no slides full of bullet points. Use simple and clean images that clarify and complement what you’re saying — not complicate it. When slides are cluttered and busy, the audience will be focused on deciphering them instead of focusing on you. Don’t forget that for most investors, the entrepreneur is more important than the product or idea being pitched.
  2. Tell a story. Storytelling lies at the heart of who we are as humans. Remember, you are not a court lawyer trying to amass evidence for the jury as to why your idea is destined to make millions. If your pitch is just a crowd of facts, figures and pie charts, you may lose your audience.
  3. Practice, practice, practice. Get in front of others and pitch — a lot. Don’t worry about your pitch being bad the first few times you do it. It most definitely will be. As you practice, though, you will learn which parts your audience is responding to and which parts need to be adjusted. Over time, your confidence and delivery will improve.

These 3 lessons are important for any entrepreneur. Pay attention to Draschil’s advice to be simple & clear in your slides. Way too much information in the presentations of many. The difference between an engaged audience and a bored one is your ability to weave a compelling story. Finally, the admonition to practice is so practical, fundamental, and predictive of one’s likelihood of success.

How To Grow Business All the Time

 

Whether your trade is producing software, computing tax liabilities, or manufacturing tangible goods, the success of your organization is going to be tied to strong sales (business development/ “bizdev”) performance over the long haul. Yet, few organizations are able to create a bizdev model that is sustainable and that constantly fuels the capital needs of the enterprise. Bizdev, however, is something that far too many senior executives (or, business owners in the SMB world) think must be acquired through osmosis or tenure. While I don’t actually believe that they think that, their actions would indicate otherwise.

Virtually everyone in North America has had a frustrating experience with bad sales execution. Either one has been on the end of trying to convince someone to buy, or the other end where we hate to be the recipient of “sales.” There’s much wrong with the selling models that are so pervasive that negative experiences abound on both sides of the equation.

Mahan Khalsa, who led the Sales Performance Group at FranklinCovey for a number of years, is one of my favorite authors on the subject of business development. His background included developing instruction for one of the old Big Eight CPA firms, then turning his attention to training almost 100,000 salespeople and consultants from all over the place in many different verticals.

Khalsa says, “Most professional sellers have good intent. They know manipulation and deceit hurt rather than build long-term sales success. They know that building trust is essential to both creating and capturing value. So they eliminate a lot of what would otherwise be dysfunctional—no surprise there. Yet most also consistently engage in actions that are not value adding–for them or for their customers. Even when great intent is present, there is a lot of room for improvement in eliminating dysfunctional behaviors.”

Both Khalsa and Neil Rackham find the tendency to jump to solutions before having completed the questioning process to be the bane of many folks involved in bizdev. I have observed noted rainmakers stumble in prospect meetings over this very subject. It’s as though the brain clicks into autopilot and, rather than seeking to understand, hubris takes over and the rainmaker is intent on being understood. Often, the solution that is recommended is premature–it doesn’t bear the wisdom of listening and consultative due diligence.

“Looking a little more holistically we could say the missing link is the ability to successfully blend excellent inquiry with excellent advocacy – to do a superb job of matching our story to the client’s story. Good inquiry is essential and most often the more undeveloped portion of the balance – and it is still only part of the equation. I’ve seen people get good at inquiry and still not be able to convert on advocacy.” (Khalsa)

When Khalsa left FranklinCovey, part of his intent was to transform the way business developers approach their work. He felt there was room for continuous improvement over an entire career. To that end, he began to wed together the twin concepts of business development and change management, with a sprinkling of performance measurement. In order to see strong long-term results, he argues, there must be an environment supportive of continuous improvement and a repeatable process that can be practiced and refined. 

Edward Deming once said, “It is not enough to do your best. You need to know what to do and then do your best.” So the quality of the practice and application is as important as the quantity of practice – and the quantity is essential. Khalsa subscribes to this concept as it relates to bizdev, stating “What I find liberating and motivating about the research is that everything, repeat everything, we need to do in order to get really good at sales is learnable – if we are willing to practice. It doesn’t have to do with our DNA, our native IQ, our personality type or social style, our years of experience. If we are willing to engage in a high number of repetitions of quality practice we can become as great as we want to be. That’s powerful.”

A key factor in effective bizdev is the ability to build a trusted relationship with the other party. Khalsa firmly believes that trust can be built intentionally and that it is tied strongly to value and information flow. In fact, he would argue that anyone who has two can obtain the third. Fundamentally, a rainmaker will have to become consistently better at doing what is promised and establishing a culture where the other party feels safe to share meaningful information.

 

Lead Me – Don’t Manage Me!

 

“People don’t want to be managed. They want to be led. Whoever heard of a world manager? World leader, yes. Educational leader. Political leader. Religious leader. Community leader. Labor leader. Business leader. They lead. They don’t manage. The carrot always wins over the stick. Ask your horse. You can lead your horse to water but you can’t manage him to drink. If you want to manage somebody, manage yourself. Do that well and you’ll be read to stop managing. And start leading.”

-Printed by United Technologies Corporation in the Wall Street Journal

One of the most heated conversations we had in the MBA program at Elon (ranked #1 part-time program in the USA) was over the value of management versus leadership. One of our courses was in organizational leadership and many of the younger students did not enjoy the finesse and nuances of the subject matter. They wanted to stay in the realm of concrete, numbers driven topics wherein there is a clear cut “right” answer. Leadership, for people who have not held positions with substantial responsibility, is challenging to describe, pursue, evaluate, and articulate. Management, on the other hand, was easier for the cohort to articulate in terms of metrics and definitions that met with consensus.

Whether in class or on the job, very few people want to be managed per se, they would prefer to be led. Managing is a process better applied to resources rather than individual people. Even in our home lives, when we are trying to get our children to do the right thing, it is incumbent upon us as parents to inspire them to make good choices. Inspiration is one of the key results of leadership.

Cynthia Stewart, writing for the Lead Change Group’s website last week, made some keen observations about the dichotomy between management and leadership:

“One specific example of what I am talking about comes to mind that illustrates this perfectly.  In fact, I was speaking with a President of a company today and she mentioned the same example.  Most of us have been part of a United Way campaign.  In the early days, these campaigns were delegated to management to run.  Typically management would take the tact of talking to their employees about the importance of being a good citizen and helping to fund helping agencies so their patrons could have a hand up (effectively trying not to appear to strong arm you into giving so that the company goals could be met.)

Then, one year things changed.  The leaders asked for employee volunteers to lead the campaigns. Everyone couldn’t wait to show up to the next new event, and attendance and giving doubled and tripled.  You saw people showing their true talents, coming alive, doing things you had no idea they could do.  The fun quotient spiked, the giving exceeded goals, employee morale improved, and the new office stories were accompanied with more laughter.   Hmmm – no management in the picture.”

Stewart’s commentary reveals a gap in thought leadership. Many Millenials are misunderstood because Boomers think that they are too revolutionary and almost insubordinate. That’s because many in management are not leading them; they are trying to only tell them what to do. My experience with the younger generation is that they are in search of authentic leadership.

How can we individually and collectively make a commitment to leadership?

 

 

Add Value to Your Privately Owned Business

Most corporate governance articles, presentations, and conferences are focused on publicly owned businesses. With corporate and executive scandals galore occurring over the past few years, there have been outcries for better controls, systems, and oversight guidelines. Yet, the same emphasis and attention is grossly lacking in the privately owned business community. One of the areas in which governance best practices could be applied is in the realm of mergers and acquisitions. Nick Miller of Clayton Utz law firm in Australia offers some insights below for this unique situation:

Increasing the level of formal governance can assist in reducing risk, identifying issues that might emerge upon a sale and generally enhancing the credibility with which the business presents itself to potential buyers. Perhaps even more powerfully, governance is a means by which, both in fact and in perception, a business can present as less dependent on the involvement of its founders than it would without governance. This can add very significantly to value.

Many private business owners think that the absence of governance procedures makes them more flexible, more adaptable and more opportunistic. That may be so, but the benefits of that should be weighed against the benefits of formal governance when planning a sale. 

There are a range of ways to adopt some greater formality in governance:

  • without changing the make up of the board of a company, the company could implement a more structured system of monthly meetings. These may or may not be formal board meetings, but should nonetheless involve the directors and those who report into the CEO;
  • a company can set up one or more committees. These can be formal board committees or more informal, but they are set up to address areas of need, to bring in expertise and focus on how risk management can be improved and issues for the business addressed. Examples are an audit and risk committee, a brand development committee and an employee policies committee, to assist in developing those aspects of the business in readiness for sale. These committees might have outsiders on them and they might not, depending upon the need and the expertise available in the business;
  • an advisory board could be established. Properly structured, members of an advisory board will not carry director duties and liabilities and this can be a sensible stepping stone towards a more fully independent board;
  • one or more outsiders can be brought onto the board. This can be very beneficial, but it needs to be right for the business; and
  • governance can also be improved by developing appropriate governance policies and procedures.

Corporate buyers and private equity see many poorly organised privately‑owned businesses. They will take the opportunity to highlight the possible risks to them in undertaking an acquisition of a poorly organized or more risky business. Some investment in governance can dispel most of these apprehensions, and allow private business owners to defend the level of risk in the business and so achieve higher value for a seller. Nonetheless, formal governance should be introduced carefully, to ensure the owner’s ability to drive and control the business is not unduly impeded.

In summary, shareholder value is enhanced in privately owned businesses through better corporate governance. Opinions of value are enhanced by checks and balances, independent processes, and a decreased dependence on the founder(s). Make the necessary adjustments to your business. You will make better decisions, increase the market value of the business, and create an environment wherein others can grow in their roles and responsibilities.