Holding Employees Accountable To Increase Profitability by June Jewell

1. COPYRIGHT 2015 AEC BUSINESS SOLUTIONS, LLC
Holding Employees
Accountable to Increase
Profitability

2. Copyright 2015 AEC Business Solutions, LLC
Imagine A
World Where

3. Copyright 2015 AEC Business Solutions, LLC
There
is
NO
Drama!

4. Copyright 2015 AEC Business Solutions, LLC
Employees
understand
the
rela7onship
between
the
value
they
bring
to
the
firm
and
their
paycheck

5. Copyright 2015 AEC Business Solutions, LLC
You
never
had
to
deal
with
poor
results
or
passive
aggressive
behavior

6. Copyright 2015 AEC Business Solutions, LLC
Employees
follow
all
of
your
policies
and
processes

7. Copyright 2015 AEC Business Solutions, LLC
Every
employee
is
a
top
performer…

8. COPYRIGHT 2015 AEC BUSINESS SOLUTIONS, LLC
June R. Jewell, CPA
§ President
&
CEO,
AEC
Business
Solu7ons
§ Author
of
the
best-­‐selling
book,
Find
the
Lost
Dollars:
6
Steps
to
Increase
Profits
in
Architecture,
Engineering
and
Environmental
Firms
§ 25
Years
as
a
Wind2
SoRware
/
Deltek
Partner
implemen7ng
hundreds
of
system
across
U.S.
§ My
MISSION:
To
help
A&E
firm
leaders
to
increase
profits
by
improving
employee
performance
and
implemen7ng
processes
to
increase
efficiency
and
financial
results.

9. Copyright 2015 AEC Business Solutions, LLC
Instead,
there
is
another
reality
in
many
A&E
firms…

10. Copyright 2015 AEC Business Solutions, LLC
#1
–
Our
performance
management
process
consists
of
an
annual
review

11. Copyright 2015 AEC Business Solutions, LLC
#2
–
Everyone
is
pre[y
much
given
a
raise
and
/
or
bonus
each
year
even
if
they
didn’t
perform

12. Copyright 2015 AEC Business Solutions, LLC
#3
–
All
of
our
offices
do
things
their
own
way
–
from
proposals
&
es7ma7ng
to
project
budge7ng
&
billing

13. Copyright 2015 AEC Business Solutions, LLC
#4
–
We
never
fire
anyone.
We
have
some
“D”
players
on
our
team

14. Copyright 2015 AEC Business Solutions, LLC
#5
–
We
do
not
have
metrics
to
measure
our
PMs

15. Copyright 2015 AEC Business Solutions, LLC
#6
-­‐
We
operate
like
a
family
run
business

16. Copyright 2015 AEC Business Solutions, LLC
Why do we settle for mediocrity?

17. Copyright 2015 AEC Business Solutions, LLC
What
is
the
PURPOSE
of
performance
management?

18. Copyright 2015 AEC Business Solutions, LLC
To
IMPROVE
Performance!

19. Copyright 2015 AEC Business Solutions, LLC

20. Copyright 2015 AEC Business Solutions, LLC
Championship
Teams
have:
• Alignment
–
working
towards
common
goals
• Clear
Roles
• Team
work
• Engagement
• Constant
feedback
• Consequences
• Accountability!

21. Copyright 2015 AEC Business Solutions, LLC
What
is
a
lack
of
accountability
leading
to
poor
performance
cos7ng
you?

22. Copyright 2015 AEC Business Solutions, LLC
1
hour
a
week
X
$110
billing
rate
X
48
weeks
=
$5280
/employee
X
50
employees
264,000
/
year

23. Copyright 2015 AEC Business Solutions, LLC
Where
are
the
dollars
going?
§ Keeping
poor
performers
too
long
§ Projects
go
over
budget
Scope
Creep
–
not
asking
for
money
Wri7ng
off
7me
Not
delega7ng
§ Rework
§ Failure
to
maximize
performance
§ Dis-­‐incen7vizing
good
employees
§ Inefficiency
Inconsistent
prac7ces
Failure
to
use
systems
Email
glu[ony

24. Copyright 2015 AEC Business Solutions, LLC
6
Steps
to
Establishing
an
Effec7ve
Performance
Management
Process

25. Copyright 2015 AEC Business Solutions, LLC
Step
1:
Establish
goals
and
KPIs
that
provide
value
for
Clients,
Employees
and
Company

26. Copyright 2015 AEC Business Solutions, LLC
Step
2:
Develop
clear
process
for
giving
responsibility
/
assignments
and
clear
chain
of
command

27. Copyright 2015 AEC Business Solutions, LLC
Step
3:
Clearly
Defined
Responsibili7es
and
Job
Descrip7ons
aligned
with
company
goals

28. Copyright 2015 AEC Business Solutions, LLC
Step
4:
Exchange
regular
feedback
between
employees
and
their
managers
to
point
out
their
achievements
and
their
weaknesses
and
discuss
issues

29. Copyright 2015 AEC Business Solutions, LLC
Step
5:
Offer
help
to
improve
employee
skills,
knowledge
and
performance

30. Copyright 2015 AEC Business Solutions, LLC
Step
6:
Reward
and
incen7vize
desired
behavior.
In
addi7on
to
quan7ta7ve
results,
look
at
client
sa7sfac7on,
business
development,
teamwork
and
aktude

31. Copyright 2015 AEC Business Solutions, LLC

32. Copyright 2015 AEC Business Solutions, LLC
Summary:
ü Lack
of
accountability
is
cultural.
It
is
a
process
and
communica7on
problem.
ü Poor
performance
has
a
measurable
cost
associated
with
it.
ü The
tradi7onal
“Annual
Performance
Review
and
year-­‐end
bonus
does
not
work.
ü Employees
need
measurable
goals,
regular
feedback
and
coaching
to
be
successful.

33. Copyright 2015 AEC Business Solutions, LLC
Business
Management
Assessment

34. Copyright 2015 AEC Business Solutions, LLC

35. COPYRIGHT
2015
AEC
BUSINESS
SOLUTIONS,
LLC
Connect with Me!
JJewell@AECBusiness.com
877-­‐356-­‐9420
x701
www.
AECBusiness.com