Sell to the converted

One of my most remarkable self realisations came to me once I had sat down and rated my client base.  Yes, rated them.  A simple matrix of pros and cons, weighted scores and inputs from all of my stakeholders.  And when the numbers were crunched, it left my clients rated as a, b, c, d. 

I sacked my d’s.  Gave the chance to my c’s to become b’s (but if they drifted lower, well…).  Nurtured by b’s with a view to becoming a’s.  And rejoiced with my a’s (great work places, great payers, proactive, geographically convenient, low risk, quality.com.au referrers, understood what quality management systems were all about.

What I quickly realised that all of my b’s also understood quality.  Both a and b had been converted to the ideology of quality management systems, either by me, by customers or by circumstance.  There was no need to snake oil them about the pros and cons of a quality management system, they just needed a solution to a resource issue to keep the system improving and certified.

And so the profile of these wonderful a’s and b’s quickly gave me parameters to target potential clients with thoughtful, focused messages through web, through newsletters, through touch points.  The sales process was streamlined and the conversions sky rocketed.  Taking away the ‘conversion’ discussion in a sales call left little to distract from the potential solution to be discovered.  Are you selling to the converted?

previous blogs; http://johnmasonstuff.blogspot.com/
http://john-mason-stuff.blogspot.com/

Be warned

I have yet to ‘toss’ my first player or coach from a game.  And as a rookie blue, my confidence levels rise and fall with the accuracy and interpretation of the laws of the game.  As such, players and coaches can ‘smell’ fresh meat.  And once there is blood in the water, they circle, one by one nibbling at your psyche, chirping at the close calls, barking at the calls you stuff up.  Then the coaching visits, then the en masse review of your performance and parentage.  Then there is the next game you encounter them.  There is an expectation the blue has not improved, is still just a quivering little person hiding behind some padding and a mask.  Not true.  Only the truly weak do not learn and I have learned.  So when the chorus begins over an interpretation of a rule, a simple call of ‘time’, a quiet, yet strong  word with the coach giving a warning concerning number 87 and a let’s get on with it.  Boom.  The change in attitude, in gait, interaction was remarkable.  Warn ‘em, toss ‘em.  Gain their respect.  Perhaps a toss or two will complete my apprenticeship.  Thanks Bill.

previous blogs;
http://johnmasonstuff.blogspot.com/
http://john-mason-stuff.blogspot.com/

Keep your auditor.

Can you?  Do you want too?  What are the pros and cons?  Let me say from the outset that keeping the same auditor will always be my preference.  But it isn’t all ‘beer and skittles’ if you do.  ‘Familiarity breeding contempt’ can cause issues, so will the ‘forest for the trees’.

But enough of the desk calendar quotes.  Utilising the same auditor is a very personal decision and one which you must make yourself and or manage yourself.  If your certification body (CB) won’t allow you to keep with the auditor of your choice, then it becomes a bigger picture decision on whether to keep the CB.  Most will accommodate this request, but there might be logistical issues especially if they have a centralised booking function.  As will the fact that you are not one of their top 20 to 50 clients.  But I have blogged at nausea on this before.  Having an auditor learn and grow with your quality management system, learn and grow with your company brings about economies of scale and a true empathy with goals and objectives.  You won’t have to waste your time teaching a new person the nuances or history of the company or system and once you have a professional relationship with your auditor you can utilise their experience and knowledge in some truly value added auditing (an oxymoron for some I know).  Just remember to work on the relationship and manage the relationship should it not meet your expectations.  This is still a client / supplier relationship and it should be treated as such.  So stick with the one that meets your needs most and change if they don’t.

Work hard, work best

Just a quick rant for a Friday (sorry Jessica).  If you are going to work for yourself, for a boss, for a community, go hard.  Work hard.  Give your very being to contributing to the success of the situation you have chosen to be a part of.  But it is not just about working hard or just appearing to be working hard.  You need to working best (some say smart, some say effectively.  It is all of these).  Always be on the lookout for a better way of doing what you do.  Then do it better and if it doesn’t do what you’d hope it would quit and get back on track.  If it works for the better, share it.  Enjoy your weekend.

previous blogs;
http://johnmasonstuff.blogspot.com/
http://john-mason-stuff.blogspot.com/

Turn a new leaf

Have you been in a rut?  Personally or professionally it really doesn’t matter.  Here is a business spin to this question.  By definition, you are in a rut if you are not moving forward or sinking deeper into whatever mire you might be in.  One of my favourite readings also suggests that if you are not moving forwards, then you are actually going backwards as your competition move forward.  Just a little bit of quantum physics needed for that mental picture (thank you Albert).
Have a look at what you are doing in your business.  List out the top 10 things you do on a daily basis, weekly basis, quarterly basis, annual basis.  Are there any items on this list that you could stop?  If, yes.  STOP.  Are there any items that you could merge?.  MERGE.  Are there any items that suck and you get them outsourced?  OUTSOURCE.  Are there any clients that cause you most of your problems (ignoring the income they contribute)?  SACK THEM.  Getting the picture! Once you do that exercise, the next items to identify are the ones that make you happy, the ones that make you money, the ones you want to do.  And when you have, do more of the same with each of them.
Aaannnd once that is all done, you will be amazed that you will still have capacity to either contribute back to the ones you love or you can take a sneaky little peak at the new leaf (ok, enough with the imagery – opportunity) over in the corner over there.  Just lift a corner of it.  Perhaps even a second look.  Like what you see?  Then turn it over and get the heck on with it.  You will be rewarded.

previous blogs;
http://johnmasonstuff.blogspot.com/
http://john-mason-stuff.blogspot.com/