PERFORMANCE BENCHMARKING       2012 Outlook         December 2011
Overview
Overview57 companies took part in the benchmarking study
Overview57 companies took part in the benchmarking studyAs with last year, optimism is running high
Overview57 companies took part in the benchmarking studyAs with last year, optimism is running highAnd companies in the re...
Overview57 companies took part in the benchmarking studyAs with last year, optimism is running highAnd companies in the re...
Optimism ispretty well off  the charts
Optimism ispretty well off  the charts           96% of respondents feel good about 2012!
Optimism ispretty well off  the charts           96% of respondents feel good about 2012!                    compared with...
Wow!
Wow! again
80% expectgrowth in sales   and profit              ... down from 86% last year
80% expectgrowth in sales   and profit              ... down from 86% last year        But no one anticipates both to decli...
Last year I was afraid that maybe I set the clock wrong, since ...
Since so many of the responses were so strongly positive
But by re-setting the clock to the start of the Great Recession ...
The results did not change significantly
The results did not change significantlyMeaning western Pennsylvania seems to have weathered                the storm prett...
The results did not change significantlyMeaning western Pennsylvania seems to have weathered                the storm prett...
2/3  of all respondents said that sales andprofit have increased since the start of the             Great Recession      (d...
But nearly   85% have increased their       total number of customers        (up ~10% from last year)
Which is pretty awesome, since, as Doug Hall of Eureka Ranch          likes to say: Adding new customers on a consistent b...
Half of all respondents have increased employment
So, the question remains:Did a recession take place in western Pennsylvania?
So, the question remains:Did a recession take place in western Pennsylvania?                        Or only in the rest of...
The focus for 2012again broke down into distinct groups
But with greater extremes this year
As with last year, there was    a clear lead dog:
As with last year, there was    a clear lead dog:                    Winning market share
As with last year, there was    a clear lead dog:                    Winning market share    35% picked it first and more t...
And once again, two fast followers:
40% of all respondents had “launching new  products/services” listed first or second                 down from 52% last year
and   49% had “strengthening my                           team” first or secondvs. 45% last year
Another way of looking at this:
Another way of looking at this:When considering the top two priorities of all 57 respondents,          nearly 80% clicked ...
Winning market shareLaunching new products/services    Strengthening my team
Except that, this year it was ...
Winning market share
Winning market shareStrengthening my team
Winning market share    Strengthening my teamLaunching new products/services
That’s the first group of issues
On the other side of the coin:         Reducing cost     and Increasing pricingwere a very distant fourth and fifth
Even more so than last year
Respondentswere again asked     to rate their           teams
While it was possibleto choose more than one response,      the message was pretty clear
Nearly 70%             feel that “We still have work to                do to strengthen our hand.”
This is down more than 10%         from last year
More ...
A higher % of people said that “Our team        is now better than ever”
Interestingly -- and also encouragingly -- only a       handful of people indicated that ...
“We still need to clear out some dead wood”                        or“We are worse off than we’ve been in some time”
Regarding other critical issues in thesurvey, there was just one that stood out
Talent acquisition
Talent acquisition                     nearly 2/3 chose this
Talent acquisition                     nearly 2/3 chose this                      vs. less than 50% last year
concerns about margin   pressure fell by nearly 20%
concerns about margin   pressure fell by nearly 20%
Concerns about changes to wages/benefits and access to capital                    were both negligible                     ...
What one thing?
What one thing?Open ended questions can be     tough to quantify
What one thing?Open ended questions can be     tough to quantifybut I like the idea of offering an            “open mic”
“What one thing do you most want to accomplish in 2012        -- besides increasing sales and profit!”
While worded many different ways, growth issues were #1  with a bullet, cited by nearly 75% of all respondents
While worded many different ways, growth issues were #1  with a bullet, cited by nearly 75% of all respondents            ...
And nothing else came close
Summary
Companies in the region areincredibly optimistic about 2012
Companies in the region areincredibly optimistic about 2012                       Just                       like         ...
96%feel they are in a better competitive position than they         were at the start of the Great Recession
96%feel they are in a better competitive position than they         were at the start of the Great Recession              ...
80% expect sales and profits to      increase in 2012            a very strong figure, but down                  from 85% la...
Roughly 2/3 of all  respondents haveincreased sales andprofit in the past two        years
Roughly 2/3 of all   respondents have increased sales and profit in the past two         yearsdown from ~3/4 last year
But 85% have increased their total number of       customers
But 85% have increased  their total number of        customersup from ~75% last year
So why not be optimistic?
So why not be optimistic?            Almost exactly half the          companies have increased         employment since th...
So why not be optimistic?            Almost exactly half the          companies have increased         employment since th...
Companies in the region continue to look for ways           to press their advantage
Once again, they are focused on
Once again, they are focused on    Winning market share
Once again, they are focused on       Winning market shareLaunching new products and services
Once again, they are focused on       Winning market shareLaunching new products and services   and strengthening their te...
Whoops! Make that:
Whoops! Make that:Winning market share
Whoops! Make that: Winning market shareStrengthening their teams
Whoops! Make that:         Winning market share       Strengthening their teamsand launching new products and services
The differences from last year’s data are somewhat       subtle, but nonetheless unmistakable
Winning market share is an even stronger #1 priority                  than last year
Strengthening the teamjumped from 3rd place to a solid 2nd
Reducing cost and increasing pricing are even more    marginal issues than they were a year ago
And, as a further indication of this intense focus,     in response to “What one thing?” ...
Far and away, the vast majority of comments were about          great opportunities in the market
In keeping with the data, strengthening company teams were the             second most frequently mentioned issue
But!
But!... a very, very, very distant second
Recommendations/Next steps
Last year I mentioned marketing guru John Jantsch
And I continue to highly recommend,  one, the other or both of his books
And I continue to highly recommend,                     one, the other or both of his books... as two of the best small bu...
In addition, I give a strong --        but qualified --   recommendation to ChetHolmes and The Ultimate Sales           Mac...
Strong because much of the content is excellent
Strong because much of the content is excellent              ... but qualified because Chet’s style         (aggressive to ...
As many of you know, I am always searching out the best thinkers and practitioners for small business executives
As many of you know, I am always searching out the best thinkers and practitioners for small business executives     And t...
2012!All the best in
2012!    (May all that optimismAll the best in       once again be                  handsomely rewarded.)
THANKS!If you are interested in more information or have questions or        comments, please don’t hesitate to contact me.
THANKS!If you are interested in more information or have questions or        comments, please don’t hesitate to contact me...
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Performance Benchmarking - Outlook 2012

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Here are the results of a benchmarking survey conducted in late 2011 with nearly five dozen small- and medium-sized manufacturing, technology and service businesses in western Pennsylvania. Boy, are these folks ready to rock n' roll in 2012!

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  • Performance Benchmarking - Outlook 2012

    1. 1. PERFORMANCE BENCHMARKING 2012 Outlook December 2011
    2. 2. Overview
    3. 3. Overview57 companies took part in the benchmarking study
    4. 4. Overview57 companies took part in the benchmarking studyAs with last year, optimism is running high
    5. 5. Overview57 companies took part in the benchmarking studyAs with last year, optimism is running highAnd companies in the region have the results to match
    6. 6. Overview57 companies took part in the benchmarking studyAs with last year, optimism is running highAnd companies in the region have the results to matchWith that in mind, it is interesting to see what people arefocused on for 2012
    7. 7. Optimism ispretty well off the charts
    8. 8. Optimism ispretty well off the charts 96% of respondents feel good about 2012!
    9. 9. Optimism ispretty well off the charts 96% of respondents feel good about 2012! compared with 95% last year
    10. 10. Wow!
    11. 11. Wow! again
    12. 12. 80% expectgrowth in sales and profit ... down from 86% last year
    13. 13. 80% expectgrowth in sales and profit ... down from 86% last year But no one anticipates both to decline!
    14. 14. Last year I was afraid that maybe I set the clock wrong, since ...
    15. 15. Since so many of the responses were so strongly positive
    16. 16. But by re-setting the clock to the start of the Great Recession ...
    17. 17. The results did not change significantly
    18. 18. The results did not change significantlyMeaning western Pennsylvania seems to have weathered the storm pretty well
    19. 19. The results did not change significantlyMeaning western Pennsylvania seems to have weathered the storm pretty wellAt least those companies that participated in the survey!
    20. 20. 2/3 of all respondents said that sales andprofit have increased since the start of the Great Recession (down slightly from last year)
    21. 21. But nearly 85% have increased their total number of customers (up ~10% from last year)
    22. 22. Which is pretty awesome, since, as Doug Hall of Eureka Ranch likes to say: Adding new customers on a consistent basis is one of the strongest indicators of organizational health
    23. 23. Half of all respondents have increased employment
    24. 24. So, the question remains:Did a recession take place in western Pennsylvania?
    25. 25. So, the question remains:Did a recession take place in western Pennsylvania? Or only in the rest of the country?!?
    26. 26. The focus for 2012again broke down into distinct groups
    27. 27. But with greater extremes this year
    28. 28. As with last year, there was a clear lead dog:
    29. 29. As with last year, there was a clear lead dog: Winning market share
    30. 30. As with last year, there was a clear lead dog: Winning market share 35% picked it first and more than 2/3 had it first or second
    31. 31. And once again, two fast followers:
    32. 32. 40% of all respondents had “launching new products/services” listed first or second down from 52% last year
    33. 33. and 49% had “strengthening my team” first or secondvs. 45% last year
    34. 34. Another way of looking at this:
    35. 35. Another way of looking at this:When considering the top two priorities of all 57 respondents, nearly 80% clicked one of these three
    36. 36. Winning market shareLaunching new products/services Strengthening my team
    37. 37. Except that, this year it was ...
    38. 38. Winning market share
    39. 39. Winning market shareStrengthening my team
    40. 40. Winning market share Strengthening my teamLaunching new products/services
    41. 41. That’s the first group of issues
    42. 42. On the other side of the coin: Reducing cost and Increasing pricingwere a very distant fourth and fifth
    43. 43. Even more so than last year
    44. 44. Respondentswere again asked to rate their teams
    45. 45. While it was possibleto choose more than one response, the message was pretty clear
    46. 46. Nearly 70% feel that “We still have work to do to strengthen our hand.”
    47. 47. This is down more than 10% from last year
    48. 48. More ...
    49. 49. A higher % of people said that “Our team is now better than ever”
    50. 50. Interestingly -- and also encouragingly -- only a handful of people indicated that ...
    51. 51. “We still need to clear out some dead wood” or“We are worse off than we’ve been in some time”
    52. 52. Regarding other critical issues in thesurvey, there was just one that stood out
    53. 53. Talent acquisition
    54. 54. Talent acquisition nearly 2/3 chose this
    55. 55. Talent acquisition nearly 2/3 chose this vs. less than 50% last year
    56. 56. concerns about margin pressure fell by nearly 20%
    57. 57. concerns about margin pressure fell by nearly 20%
    58. 58. Concerns about changes to wages/benefits and access to capital were both negligible and each dropped by more than half
    59. 59. What one thing?
    60. 60. What one thing?Open ended questions can be tough to quantify
    61. 61. What one thing?Open ended questions can be tough to quantifybut I like the idea of offering an “open mic”
    62. 62. “What one thing do you most want to accomplish in 2012 -- besides increasing sales and profit!”
    63. 63. While worded many different ways, growth issues were #1 with a bullet, cited by nearly 75% of all respondents
    64. 64. While worded many different ways, growth issues were #1 with a bullet, cited by nearly 75% of all respondents -- almost double last year!
    65. 65. And nothing else came close
    66. 66. Summary
    67. 67. Companies in the region areincredibly optimistic about 2012
    68. 68. Companies in the region areincredibly optimistic about 2012 Just like last year
    69. 69. 96%feel they are in a better competitive position than they were at the start of the Great Recession
    70. 70. 96%feel they are in a better competitive position than they were at the start of the Great Recession Up from 91% last year
    71. 71. 80% expect sales and profits to increase in 2012 a very strong figure, but down from 85% last year
    72. 72. Roughly 2/3 of all respondents haveincreased sales andprofit in the past two years
    73. 73. Roughly 2/3 of all respondents have increased sales and profit in the past two yearsdown from ~3/4 last year
    74. 74. But 85% have increased their total number of customers
    75. 75. But 85% have increased their total number of customersup from ~75% last year
    76. 76. So why not be optimistic?
    77. 77. So why not be optimistic? Almost exactly half the companies have increased employment since the start of the Great Recession
    78. 78. So why not be optimistic? Almost exactly half the companies have increased employment since the start of the Great Recession
    79. 79. Companies in the region continue to look for ways to press their advantage
    80. 80. Once again, they are focused on
    81. 81. Once again, they are focused on Winning market share
    82. 82. Once again, they are focused on Winning market shareLaunching new products and services
    83. 83. Once again, they are focused on Winning market shareLaunching new products and services and strengthening their teams
    84. 84. Whoops! Make that:
    85. 85. Whoops! Make that:Winning market share
    86. 86. Whoops! Make that: Winning market shareStrengthening their teams
    87. 87. Whoops! Make that: Winning market share Strengthening their teamsand launching new products and services
    88. 88. The differences from last year’s data are somewhat subtle, but nonetheless unmistakable
    89. 89. Winning market share is an even stronger #1 priority than last year
    90. 90. Strengthening the teamjumped from 3rd place to a solid 2nd
    91. 91. Reducing cost and increasing pricing are even more marginal issues than they were a year ago
    92. 92. And, as a further indication of this intense focus, in response to “What one thing?” ...
    93. 93. Far and away, the vast majority of comments were about great opportunities in the market
    94. 94. In keeping with the data, strengthening company teams were the second most frequently mentioned issue
    95. 95. But!
    96. 96. But!... a very, very, very distant second
    97. 97. Recommendations/Next steps
    98. 98. Last year I mentioned marketing guru John Jantsch
    99. 99. And I continue to highly recommend, one, the other or both of his books
    100. 100. And I continue to highly recommend, one, the other or both of his books... as two of the best small business marketing books out there
    101. 101. In addition, I give a strong -- but qualified -- recommendation to ChetHolmes and The Ultimate Sales Machine
    102. 102. Strong because much of the content is excellent
    103. 103. Strong because much of the content is excellent ... but qualified because Chet’s style (aggressive to the point of being obnoxious at times) will not be to everyone’s liking
    104. 104. As many of you know, I am always searching out the best thinkers and practitioners for small business executives
    105. 105. As many of you know, I am always searching out the best thinkers and practitioners for small business executives And these are definitely two to lean on in your pursuit of all the great opportunities coming your way in 2012!
    106. 106. 2012!All the best in
    107. 107. 2012! (May all that optimismAll the best in once again be handsomely rewarded.)
    108. 108. THANKS!If you are interested in more information or have questions or comments, please don’t hesitate to contact me.
    109. 109. THANKS!If you are interested in more information or have questions or comments, please don’t hesitate to contact me. BRYAN J. FISCHER OneStepBeyond 1415 Macon Avenue 8 Pittsburgh, PA 1521 41 2.849.7261 yondllc.com bfischer@onestepbe
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