The Missing Piece“Business Optimization Group” Gabriel Emanuelli Managing Director - Partner
About us; “Business Optimization Group”Our team member’s are Successful “Hands on” professionals with vast experience on critical business fields such as GM-COO- Operations, P & L – Finance, Sales & Marketing.Each team member with over 20 years experience within their fieldsBottom Line!We Specialize in Turnaround Business – Operations for Small / Medium / Large & Multi-National Corporations.
Finance Sales & P&L Marketing Analysis Bus. Dev.Operations Short &Process Long TermEvaluation Goals
Short Term = Critical Action Steps!• Reduce ALL “Unnecessary” Spending $• Increase Revenues! $$$
Increase Revenues $$$ • Sales & Marketing Focus – SWOT Analysis – Examine Sales performance • Determine Tasks / Time spent selling Vs other (To & from / Service calls / Collection calls / In office) • Implement Results Oriented measurements Vs Activity based measurements • Segment Sales staff (Poor / Avg. / Good / Top performer) • Training & Motivation plan • Customer / Client Segmentation – Reduce CHURN (Client, Account losses) – Segment client base, apply 80/20 (Top / Large / Med./ Small) – Allocate resources accordingly / Priority, Top clients (A), (B), etc. • Sales $ / Results! All that matter’s! – Eliminate barriers / re-focus on priority’s = RESULTS!
Long Term Goals• Train & establish a “Management by Commitment” Culture! Lead by example! – Back to Basics – Focus on Priority’s (80/20)• Train & Establish periodic “Performance Reviews” – Monthly Mtg.’s / All / Review month results – plan Vs Actual + your Dept. Costs $ (Plan Vs Actual) – Monthly One on One head to heads mtg. Mgr.& employee / Review plan Vs actual + strength & weaknesses, commitments – Results Oriented measurements Vs Activity based measurements to be implemented• Employee Training & Motivation• Succession Planning – Coaching & Mentoring / Cross Training
Process Overview Asses Cost Increase Measurements (X-Ray) Containment Result Oriented Revenues Root Cause Training Goals / Periodic Sales $ Troubles Initiatives & Motivation Reviews / Adjust• Fact Finding • Cash Flow # 1 • Task study • Train Manager’s • Results Oriented• Rev. Plans – priority • How is their time on these MeasurementsObjectives • Cut ALL spent? methods • Vs Activity based• Or-Chart unnecessary • How much time is • 80/20 measurements• SWOT expenses $ Selling? • Performance • 80/20 prioritize Analysis (Consol. • Historical data to evaluations focus• Current Ops. / determine Poor – • Cost Reviews • Review Results facilities, etc.) Avg.-Top • Monthly Mtg’s performance results• 80/20 Concept • Re-Negotiate performance • Mentoring / periodically & adjust(Prioritize) - Everything! • Establish Goals & Coaching accordingly Focus (Banks / measurements • Succession • Action Plans Vendors, • Results oriented planning • Mgt. by lease, etc.) goals • Head to head Commitment • Accounts • Vs Activity based monthly 1-on-1 • Consider Receivables measurements • Motivation performance • Other bonus / commission
Can You Afford Not getting Help?As an Owner, Senior staff member you are in the best position to determine the “Root cause” of your problems if you can take your “Emotional Blinder’s” off to Re-Assess your current situation with a “Fresh” perspective!This can be “Challenging” when you have sacrificed significant time & resources within your business. Specially under pressure & increased competitive economic times. You may be too emotionally involved!In which case: “Seeking Help” would be a sound business judgment. judgment
Thank YOU!“Our Customer referrals & repeat clientele is our best measurement of Success! We want you to recommend us to your business associates & friends”
Open Forum Gabriel Emanuelli http://www.linkedin.com/in/gremanuelli