1. Using HR Processes
To Grow Your Business
Gary Wheeler, SPHR, GPHR, CCP, CBP
Gary Wheeler, The Virtual HR Director, LLC 1
2. Objectives
“What does it really mean to be a strategic
business partner?
How do I know if I am meeting that objective?
How can I do a better job of partnering with
top executives
Help you set six goals to take back to the job
Opportunity to share HR Legal updates
Gary Wheeler, The Virtual HR Director, LLC 2
3. What Are The Four Priorities
1. Increasing shareholder value
2. Profit
3. Customer satisfaction
4. Employee satisfaction
Note: from an HR perspective, we must accomplish
this in reverse order to achieve this goal
Gary Wheeler, The Virtual HR Director, LLC 3
4. How Do You Grow Business?
1. Profitability (five-ways)
2. Productivity (four-ways)
Gary Wheeler, The Virtual HR Director, LLC 4
5. Business Basics
You can use this
CHASSIS to build
either a VW or a
PORSCHE ...
This is the most
powerful business
secret you’ll ever
learn ...
Gary Wheeler, The Virtual HR Director, LLC 5
6. Five-ways
There are five-ways to increase profitability
Leads – marketing
Conversion rates – sales
Number of transactions – customer service
Average dollar sale – sales & accounting
Margins – engineering
Where does HR fit in?
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7. Number of Leads
x
Conversion Rate
=
No. of Customers
x
No. of Transactions
x
Ave. $$$ Sale
=
Revenues
x
Margin
=
Profits
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8. Let’s put in some numbers ...
Number of Leads 4,000
x x
Conversion Rate 25%
= =
No. of Customers 1,000
x x
No. of Transactions 2
x x
Ave. $$$ Sale $100
= =
Revenues $200,000
x x
Margin 25%
= =
Profits $50,000
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9. 10% increase
Number of Leads 4,000 4,400
x x x
Conversion Rate 25% 27.5%
= = =
No. of Customers 1,000 1,210
x x x
No. of Transactions 2 2.2
x x x
Ave. $$$ Sale $100 $110
= = =
Revenues $200,000 $292,820
x x x
Margin 25% 27.5%
= = =
Profits $50,000 $80,525.50
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10. 100%
Number of Leads 4,000 8,000
x x x
Conversion Rate 25% 50%
= = =
No. of Customers 1,000 4,000
x x x
No. of Transactions 2 4
x x x
Ave. $$$ Sale $100 $200
= = =
Revenues $200,000 $3.2 million
x x x
Margin 25% 50%
= = =
Profits $50,000 $1.6 million
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