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Iti session 1 the team is everything

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Iti session 1 the team is everything

  1. 1. The Team is Everything Chris Barrow The Dental Business Club ITI Congress UK & Ireland 2011
  2. 5. = £2.7bn
  3. 7. “ If there’s a problem with your team – the problem is you”
  4. 8. “ all problems exist in the absence of a good conversation” John Niland
  5. 10. The 21C team at work…
  6. 11. Maslow ‘ s Heirarchy of Needs
  7. 12. The Helium Culture – why people go to work <ul><li>Appreciation </li></ul><ul><li>Money </li></ul><ul><li>Fun </li></ul><ul><li>Environment </li></ul>
  8. 13. Three classes of team member <ul><li>The Landscape Gardener - I have a dream </li></ul><ul><li>The Lawn Mower – just tell me what to do </li></ul><ul><li>The Well Poisoner – it will never work </li></ul><ul><li>One bagger </li></ul><ul><ul><li>“ computer says no ” </li></ul></ul><ul><li>Two bagger – </li></ul><ul><ul><li>“ its 5 o ’ clock – I ’ m off! ” </li></ul></ul><ul><li>Three bagger </li></ul><ul><ul><li>“ no problem, leave it with me, I ’ ll get it sorted. ” </li></ul></ul>
  9. 14. The Performance/Behaviour Matrix Satisfied with the dentistry and its outcome Dissatisfied with the dentistry and its outcome Dissatisfied with relationship Satisfied with relationship Vulnerable to the competition Raving fans Saboteur Give you a 2 nd chance
  10. 15. <ul><li>Management </li></ul><ul><ul><li>Create systems </li></ul></ul><ul><ul><li>Measuring systems </li></ul></ul><ul><ul><li>Monitoring systems </li></ul></ul><ul><ul><li>Adapting systems </li></ul></ul><ul><ul><li>Dentists – 3/10 </li></ul></ul><ul><li>Leadership </li></ul><ul><ul><li>Leadership is the communication of vision and the example of behaviour and “ letting go ” </li></ul></ul><ul><ul><li>Dentists – 2/10 </li></ul></ul>
  11. 16. Effective systems Poor systems Poor leadership Effective leadership <ul><li>The Benign Dictator </li></ul><ul><li>Alan Sugar? </li></ul><ul><li>The Inspirational Leader </li></ul><ul><li>Richard Branson? </li></ul>The Micro-Manager The Party Animal
  12. 17. Moments of truth A moment of delight or disappointment that has a disproportionate effect
  13. 18. Lead a championship support team <ul><li>Eliminate - do not tolerate </li></ul><ul><li>Fabricate - an organisational structure </li></ul><ul><li>Orchestrate - a system for everything </li></ul><ul><li>Motivate - recruit, train and facilitate </li></ul><ul><li>Indoctrinate - share your vision </li></ul><ul><li>Delegate - but do not abdicate </li></ul><ul><li>Congregate - to communicate </li></ul><ul><li>Compensate - performance related </li></ul><ul><li>Educate - role play and courses </li></ul>
  14. 19. Step 1 - Eliminate – do not tolerate <ul><li>One-baggers are one baggers </li></ul><ul><li>One-baggers will drag you down </li></ul><ul><li>They often do the job competently </li></ul><ul><li>So you will have to smoke them out! </li></ul>
  15. 20. Step 2 – Fabricate an organisational structure
  16. 21. Step 3 – orchestrate Brand Standards for everything <ul><li>Finance </li></ul><ul><li>Sales </li></ul><ul><li>Marketing </li></ul><ul><li>Resources </li></ul><ul><li>Personnel </li></ul>
  17. 22. Step 4 - Motivation <ul><li>Recruitment </li></ul><ul><li>Training </li></ul><ul><li>Motivation </li></ul><ul><li>Retention </li></ul>
  18. 23. Step 5 - Indoctrination <ul><li>Vision </li></ul><ul><li>Mission </li></ul><ul><li>Roles </li></ul><ul><li>Goals </li></ul>
  19. 24. Step 6 - Delegation <ul><li>Who? </li></ul><ul><li>What? </li></ul><ul><li>When? </li></ul><ul><li>Why? </li></ul><ul><li>How? </li></ul>
  20. 25. Step 7 - Congregation <ul><li>Daily </li></ul><ul><li>Weekly </li></ul><ul><li>Monthly </li></ul><ul><li>Quarterly </li></ul><ul><li>Annually </li></ul>
  21. 26. Step 8 - Compensation <ul><li>Good basic wage </li></ul><ul><li>Increased in line with AEI </li></ul><ul><li>+ </li></ul><ul><li>Performance related bonus </li></ul><ul><li>Paid annually </li></ul><ul><li>Costed a year in advance </li></ul><ul><li>Measured how you like </li></ul><ul><li>Made to work </li></ul><ul><li>= </li></ul><ul><li>an extra month ’ s wage for all payroll staff </li></ul>
  22. 27. Step 9 - Education <ul><li>Formal training in house </li></ul><ul><li>External training </li></ul><ul><li>Role play </li></ul><ul><li>Feedback </li></ul><ul><li>Professional and personal development </li></ul>
  23. 29. Decisions…….
  24. 30. www.iti.org Thanks for Your attention! www.coachbarrow.com ITI Congress UK & Ireland 2011

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