Showing posts with label Handling Problem Employees. Show all posts
Showing posts with label Handling Problem Employees. Show all posts

Monday, August 18, 2014

Small Business Owners Lending Money to Employees - Good Business Sense?



Every year, business owner Jim Fab lends his 25 employees as much as $4,000 interest-free for personal expenses they can't afford up front, ranging from down payments on homes and cars to funeral and legal fees. Most pay him back – eventually.

"I had a guy send me $300 a month for three years after he quit," says Mr. Fab, whose electrical-contracting company, Fab Electric Inc., has been in operation in Gaithersburg, Md., since 1978.

At small, closely knit companies, business owners like Mr. Fab sometimes take on an extra role: that of the parent who opens up the wallet when the kids need cash. After all, they typically can't steer their penny-pinched workers toward the kind of resources that many big companies have, such as credit unions and debt-counseling programs. Instead, the only option they usually have is to dig into their own pockets – and many say they do with little hesitation.

"It's normal," says Laura J. Wellington, co-owner of Giddy Gander Company LLC, a Ridgewood, N.J., provider of educational media content for children. Entrepreneurs often develop close ties with their staff members given they have so few, she explains, adding that's why she's felt comfortable loaning her 12 employees around $10,000 over the past two years. "I know my employees exceedingly well," she says, down to their spending habits. "If the person is credible and there's good reason to give out the loan, then I will do it."

These days, more workers may be prone to asking for financial support, as they're more likely to be the only members of their households earning an income. A report released earlier this week from the Labor Department shows that the share of families with an unemployed member rose to 12% last year from 7.8% in 2008 – the highest level since the government agency began collecting such data in 1994.

There's no firm statistics on how many small-business owners lend money to staff. But those who frequently engage in the practice say it makes good business sense. One reason, they say, is that it can help prevent a slowdown in productivity because workers who are stressed out about money may have difficulty focusing on their jobs.

Another rationale for helping employees overcome financial hardships is that it can boost loyalty, morale and unity within a work force, says Elie D. Ashery, co-founder of Gold Lasso Inc., a software company also in Gaithersburg that's given out loans to its 10 employees of up to $3,000 each. "Sometimes they're living paycheck to paycheck so we regularly go out of our way to help our employees keep their family obligations," he says. "It really helps to create better cohesiveness."

Offering financial aid to employees also can enhance a company's reputation, adds Shaun Burwell, chief financial officer of 2HB Software Designs Inc. in Columbia, Md. The systems-engineering firm has loaned its 17 employees more than $50,000 over the past five years, he says, and many recipients have shared that fact with family and friends. "It has been a positive discussion point," he says.

Certainly, there are potential downsides to lending workers money, such as the possibility of never getting paid back. For this reason, some owners say they only give out amounts they could live with losing for good. Others require workers to provide some form of collateral, such as the title to a car they own, or arrange to withdraw payments directly from their paychecks.

But John A. Snyder, a partner with law firm Jackson Lewis LLP in New York, says arranging for employees to pay back loans through salary deductions can have legal consequences. "You have to be careful about violating wage laws, especially if any deductions could potentially bring the employee below minimum wage," he says.

Mr. Snyder also warns that owners could be sued should they opt to give out loans to some workers but not others. "Whatever policy they have should be implemented in a uniform and nondiscriminatory way," he says, adding that it should also be put in writing and signed off on by an attorney.

Employee loans don't need to reported as income to the Internal Revenue Service since they're designed to be paid back, unlike monetary gifts, which are considered compensation, says John McQuaig, founder of McQuaig & Welk PLLC, a public-accounting firm in Wenatchee, Wash. But for safe measure, he urges business owners to record every loan they give out to employees on paper, including details on how it should be paid back and by when, and have them sign it, he advises.

Meanwhile, owners should consider the possibly that lending money to employees will create an awkward work environment, warns Christopher Carey, a small-business adviser in Brooklyn, N.Y. He says some might find it uncomfortable to inquire about late payments as well as embarrassing for the recipient, particularly in a small firm where other staffers might be within earshot. "It can cause undue stress," he says.

It's also possible that some workers will make a habit of asking for handouts, adds Mike Faith, founder of Headsets.com Inc., a retailer in San Francisco with 55 employees. "It could become a norm or expectation," he says. "It's got to be for a one-off event rather than just giving them money to feed bad spending habits."

But the bottom line, says Mr. Fab, the electrical-contracting company owner, is that there needs to be a high level of trust and respect between everyone involved to ensure a positive outcome. "It's not a good practice to get into unless you have a personal relationship with your employees," he says.

As long as that's the case, Mr. Fab doesn't see much of a need to worry. "You're the guy who signs their paycheck," he says. "They're going to pay you back before anybody else."

Source:  Wall Street Journal - June 4, 2010
 
 

Saturday, November 16, 2013

Don't Try to Replicate a Prodigy


Steve Jobs.  An icon, a prodigy, a leader, an innovator and an enigma.  You probably have several of your own adjectives to add.   I saw an interesting CBS Moneywatch article

If you click through to the article, you'll find 7 "inspirational life lessons" gleaned by that author.   Yet the title of this article adds an 8th lesson.   
 

Actually, I believe it's the only lesson most of us can learn from Steve Jobs:  

Don't try to replicate a prodigy
 
They broke the mold after they made Steve Jobs.  Others in the same league include Richard Branson, Warren Buffett, Mozart, Beethoven, et al. These people are outliers - uniquely gifted and talented people who managed to find exactly the right career for themselves (in some cases after multiple tries).
 

Sure, they do a lot of things right and a lot of things well.  Don't, however, think for a moment that if you do exactly those same things you're going to get a similar out-of-the-park home run result.  Not gonna happen.
 

Yet prodigies exist in many of our businesses.  Some are founders or owners.  Others are key technical, operations or sales contributors.  What do you do with such people?   Value them.  Recognize, first, that you have a prodigy on your hands.  Apply the principle of Highest and Best Use -- don't ask such people to spend time on, improve on or work on anything else.   That's like trying to teach a pig to sing (if you don't know that Southernism, click here for a laugh).
 

Rather, treat a prodigy as a prodigy.  Let them do what they're good at, and keep other things (and people) out of their way.  It's sometimes not a bad idea to articulate why you're doing that -- why you've assigned someone to get Mike's expense vouchers filled out for him or why he might be exempted from "rules" that apply to others.   The point is, for the good of all concerned we have Mike do what's best for the company and that might be different than the way most other employees work.   It's not that you can't impose any discipline on a prodigy - you can.  Just make sure it's discipline that makes sense in the context of what you're trying to accomplish with him.
 

If you can get your maximum benefit from a prodigy by recognizing who and what he is, your company may be all the better for it.
  
Have you managed to make the most out of a prodigy on your staff?  Click "Comments" below and share that experience with others.   

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Terry Weaver

Advisor
Chief Executive Boards International
http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com

Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Friday, June 7, 2013

Pre-Hire Background Checks -- Nuisance or Necessity?


At Chief Executive Boards International we recommend hiring "by the numbers".  That includes, among other things:     
  1. Behavioral Interviewing - make sure the potential hire has actually had the experiences you need for the job
  2. A relevant personality assessment, matching the requirements of the job with the attributes of the candidate
  3. Reference checks, done by a pro - not yourself
  4. Drug test
  5. Credit Check
  6. Background check - driving and criminal
  7. Verify Education - Copy of college transcript
So, is all this stuff really important?  Like, what's the likelihood of actually hiring a criminal?   Read this article and decide for yourself.  One background check could be the difference between your company's future and extinction.   

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Terry Weaver

CEO
Chief Executive Boards International
http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com
Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Sunday, June 2, 2013

Turn a Stupid Question into Lunch


"If I find that on the first page of Google, you're buying lunch."


Ever get tired of answering questions that employees ought to have figured out for themselves? It's the "go-to-guy" syndrome. They find it's easier to ask you than search for an answer themselves. Sometimes it's a "general knowledge" question, like, "How far is it to Peoria?" Seemingly innocuous, and maybe you know the answer, but why is that a problem? Because it interrupts you, takes your time, and distracts you from your highest and best use (which, hopefully, you were working on at the time the question came up).   And because it costs you far more time to return to what you were doing, or perhaps don't get back to that at all. 

Is that really true? Apparently it is -- "multi-tasking" has been largely discredited. Humans don't, in fact, multi-task. Rather, they switch rapidly between tasks, and it takes awhile to spool back up after each switch. According to a New York Times article,
"a typical office worker gets only 11 minutes between each interruption, while it takes an average of 25 minutes to return to the original task after an interruption. "
One Chief Executive Boards International member, when interrupted by a "general knowledge" question, simply says, "If I find that on the first page of Google, you're buying lunch." It only takes a couple of lunches to break a chronic interrupter of the habit.

Or, here's another idea for solving the "go-to-guy" problem when the question is not stupid - when the employee is trying to delegate a decision to you that he should be making himself. It's important to note the difference, and use the right medicine for the right symptom.

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If you have ways you've been able to break employees of interrupting you with things they ought to be doing themselves, please click "Comments" below and share them with others.


Terry Weaver

CEO
Chief Executive Boards International
http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com
Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Sunday, March 17, 2013

Check Your Phone at the Door


Mobile phones, smart phones and tablets in the workplace have moved from convenience and luxury to productivity killers, security threats and liability creators. Companies are beginning to enact significant restrictions on use of smart phones at work, with one Chief Executive Boards International company deciding that employees' phones be kept in their lockers during work hours.

Why?  Well, the productivity, distraction and safety impacts are irrefutable. Employees aren't producing when they're making personal calls, checking personal email, web surfing, making or reading Facebook posts. Arguably, these distractions can cause process failures and, at the worst, accidents. An hour a day of lost productivity is conservative.  Mobile devices that bridge outside and corporate networks pose data security risks that are almost impossible to assess - a mobile device could become an open conduit to your network without the user's knowledge.

Beyond that, however, smart phones have the ability to record photographs, video or audio of workplace activities that could be a significant security or competitive threat. A disgruntled employee could easily find things to photograph or record that could later become a problem in an employment dispute. Confidential or trade secret information is at far greater risk if it can be photographed and electronically transmitted beyond your office or plant.

Think about it. Can your company afford an "anything goes" policy with respect to handheld devices? Would it be better to establish a policy where if someone needs to contact an employee, they do so through the switchboard, and employees leave their phones in their cars, lockers or purses? Perhaps you might want to establish a job grade cutoff for such a policy, if you need your managers to have phones where they can be reached throughout the building.

Here's an article on how some companies are coping with this new threat to productivity, confidenitality and data security: http://am22tech.com/s/22/Blogs/post/2011/08/03/SmartPhones-Are-Eating-the-Productivity-At-WorkPlace.aspx


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Terry Weaver

CEO
Chief Executive Boards International
http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com
Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Monday, April 16, 2012

The 5-Step Performance Improvement Plan - Last Stop Before the Door


I'm surprised at the paranoia among business owners and CEBI members over terminating someone. Perhaps the HR Consulting industry has promoted seminars to a tipping point that's convinced people they're surely going to get sued for firing someone. Nothing could be further from the truth. Yes, it does happen in isolated cases, and when it does it's messy. But it doesn't happen very much. In 40 years of terminating well over 100 people, I've never had a finding against me, either administratively or legally.

To avoid a claim of wrongful discharge or age discrimination, everyone says "document, document, document." Does that mean it takes two years to build a case? No.

A simple approach to documenting non-performance will keep you in the clear 98%+ of the time, and will take you 90 days or less. Here are the steps:
  1. If it's the first time you've had a specific, direct conversation about the performance deficiencies, pull out your Crucial Conversations book. In case you or a key manager of yours needs some training, this book is taught in the CEBI Leadership Mindset Workshop, coming up on August 1-3, 2012 in Cleveland, OH. After making your way through the Crucial Conversations script, finish with something like, "Bob, I know you can correct this problem, and I need you to understand that if we have to discuss this again, we'll be talking about a Performance Improvement Plan with a specific timeline to get it fixed."
       
  2. If Bob is the performance problem you think he is, he'll foul up again. When that happens, go back to the Crucial Conversations script, finishing with, "Bob, when we talked about this last time, I told you we were going to create a Performance Improvement Plan for you. I'd like to see you day after tomorrow to go over that."
     
  3. When you meet with Bob, have a specific written list of the performance deficiencies, along with the specific performance milestones Bob has to meet in the next 30, 60 and 90 days. Those need to be aggressive, but potentially reachable. Say, "Bob, it's imperative you meet these milestones. If you don't, I'll have no choice but to terminate you for non-performance. If you don't think you can get there, just let me know and we can make arrangements for you to look for a position that's a better fit for you."
     
  4. Bob may take you up on your offer, in which case you can say, "Bob, if you want to resign and go look for something else, I'm fine with that. If that's the case, we'll provide 2 weeks' pay to tide you over while you're looking." Then help Bob draft that up, get him to sign it, help him clean out his desk, hand in his keys, and help him out the door. Same day. Tell him he can come back 2 days later to pick up his final check. Do not keep Bob on the payroll after he knows he's going to be terminated. You'd be amazed at how many job-related injuries such people have.
     
  5. If Bob decides to stick it out, just keep track of the milestones, document the misses, and your problem is over in 90 days or less. Then sit down with Bob, saying, "Bob, it looks like this just isn't going to work out. Today's your last day. I need your keys and I have a box here so you can clean out your desk. Here's a packet with everything you need to know about your benefits continuation options." Then walk Bob out to the door. Same day. Bob can pick up his final check 2 days later, or whenever payroll runs.
This is not that big a deal. I've had it work out in each of the above ways. In a few cases, Bob just hasn't "gotten it" before, and responds to your direct approach, shapes up and the problem is solved. In many cases, at steps 3 or 5 where Bob figures out it's going to get ugly he'll go find another job - either before or within the 90-day Performance Improvement Plan window. For even hard-core cases, when they figure out you've set targets that they've consistently missed they'll think long and hard before claiming they "had no idea" they weren't performing (and were wrongfully discharged).

In the words of one of my favorite business books, Fire Someone Today, there are only 3 sentences to step 5:

  1. "You're fired" 
  2. "Here's what you need from me"
  3. "Here's what I need from you"
Keep it simple, and you'll avoid the gremlins that have crept into the termination process.  Do your senior managers a favor, and teach them this process also.   You'll be amazed at the people they've been waiting to fire, and thought you didn't want them to.  

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Terry Weaver

CEO
Chief Executive Boards International
http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com
Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Monday, December 12, 2011

Drama Not Included

  
I came upon a business improvement strategy this month that surprised me. Drama eradication. It surfaced in a Chief Executive Boards International meeting, where a member was talking about an employee who has drama circulating around her most of the time, and he doesn't think he needs it any more. He's right.

My wife and I had a weird experience this past weekend. We went to our neighborhood Pak-Mail store to send off some Christmas packages. The store has recently been sold by an owner who was almost always there, was friendly, and seemed genuinely happy to see you come in. Kind of like my barber, just a casual, comfortable place to do business.  Businesslike, efficient, and no drama. 

This visit, however, two women were running the store. The one behind the counter was dashing between machines -- frenetically would have been an understatement. She actually tripped and almost fell once. Not like they were busy -- there was only one customer ahead of us. Now, the process of weighing and labeling packages and collecting the customer's money had never before been so dramatic, but this day it appeared someone had made one too many visits to Starbucks.

Her associate was at a counter, slaving over some kind of manifest with sighs and great animation, and stepped up the tension by dramatically announcing, "I'm not ignoring you, but I just have to get these packages ready for the postman, who's already been by once." These two seemed intent on feeding each other's drama to the point it was just plain uncomfortable being there. As we left, we looked at each other and almost simultaneously said, "I don't know if we'll be back in there." We've been shipping packages there for 15 years, but previously drama was not included.


Contrasting Scenario

I've had my second recent experience flying Southwest Airlines. Volumes have been written about Southwest, but I don't recall any focused on the lack of drama in the Southwest experience. What do I mean by that? The boarding process. First, there's no need to crouch at the ready to jockey for position when your boarding "group" is called. They give you a boarding number, designating your place in line. They have a well-signed queuing area where people just line up in their assigned order - 60 at a time. Then they call segments of the line onto the plane, by number, and people walk onto the plane. Simple, cheap, and drama not included.

On the plane, there's no drama, either. They don't charge for checked bags, so people are not attempting to stow small refrigerators in the overhead bins. As a result, there's plenty of bin space, just like there used to be on most airlines. With no assigned seats, people tend to distribute themselves down the aisle, filling windows first, then aisles. Nobody has to get up to let someone from a later boarding group into their assigned window seats. It's just an amazingly calm, orderly and swift process. Drama not included.

So, I'm wondering if drama might be an indicator to watch for and eradicate from your business. It's hardly ever positive, and if you can find the root cause, which may be a broken business process or, perhaps more likely, a person whose bias towards drama you just don't need.

I'm interested in comments on your experiences with drama eradication. Or maybe you have some metrics -- some sort of drama index?


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Terry Weaver

CEO
Chief Executive Boards International
http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com
Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Sunday, December 11, 2011

5 Signs You Have a Toxic Employee

  
There are marginal employees, weak employees, and problem employees. A drain on your business, and you'd be better off without them. Then there are toxic employees. These people are a cancer that's eating away at your business hour by hour. You have no idea how much these people are costing you, and they could cost you your company.

What's the difference between a lousy employee and a toxic employee? Intent. Most lousy employees are that way due to a benign disregard for what you want. Toxic employees, on the other hand are actively undermining you. Here are some examples of behaviors I've seen from toxic employees:
  1. Manipulation -- They consistently manipulate others into doing what they want or forgiving their misdeeds. They ask forgiveness rather than permission, and then cleverly avoid any accountability or penalties for their actions (see #3 below).
       
  2. Misrepresentation -- They spin communications to their benefit. They misrepresent the company to customers, and they misrepresent commitments they've made to customers. They say things like, "I didn't tell them we'd do that", when, in fact, they either did or they let the customer believe we would.
        
  3. Misappropriation -- They use company funds in inappropriate ways. A recent example given by a member of Chief Executive Boards International was an employee's use of a company credit card to charge a personal vacation. He then came in and said, "You can take it out of my pay over the next 3-4 pay periods."  Imagine that, he wrote himself a personal loan out of company funds and expected (and got) no consequences from it! I once saw a toxic employee vote himself a raise by writing down unapproved overtime. I think he was in cahoots with the payroll clerk, who never called it to the attention of the owner.
        
  4. Inciting discontent -- They start rumors or twist facts to pit other employees against each other, against their supervisors or against you.
       
  5. General mischief -- They're troublemakers, sometimes not for any obvious reason. It's not that there's something in it for them, they just have a pathological need to stir things up.
You may be thinking, "Yeah, that sounds like Joe, but I'm working with him on it."  Forget it.  You can't fix these people.  They've been operating this way since childhood, and it's a deep-seated psychological problem that you're probably not qualified to fix (if indeed they want to be fixed). 

If you have one of these folks on your payroll, his antics have become a spectator sport. All the other employees are in the bleachers watching to see what you're going to do about it. They know. They know you know. They're just waiting to see how long it will take for you to get rid of the toxic employee. And then the REAL fun starts when all the other stories of misdeeds and toxic behavior come out. You won't believe some of the stuff you'll hear.

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Terry Weaver

CEO
Chief Executive Boards International
http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com
Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Saturday, July 17, 2010

Frank DeVita's 6 Principles of Business Success


A longtime friend and business owner, Frank DeVita, was a featured speaker at a recent brown-bag lunch for business owners, the Small Business Owners' Forum. Frank is President of DeVita & Associates, a prominent Mechanical, Electrical and Structural Engineering firm he founded in 1984 in Greenville, SC.

Frank was sharing his views on the essential ingredients of starting and growing a business. He defined six principles that were so compelling and universal I asked him for a guest article on his 6 Principles of Business Success. Here’s what he had to say:
"The hard part is you have to do all of them -- you don’t get to pick only one or two, and here they are:
  1. "Passion – Passion is essential. As hard as you will have to work to make your business successful, it will be very difficult to sustain the energy to press on if you are not passionate about it. Passion for a business can sometimes be described as, "I'd probably be doing this for free, but if I didn't charge for it, no one would appreciate it."
      
    Running your own business can be tough. On some days, passion may be the only thing that keeps you coming back. I also expect passion from my employees. In fact, one of my standard interview questions is, "What are you passionate about?” It's easy to get tired of a business that you're in for the wrong reasons.
     
  2. "Cash –When you run out of cash you go out of business. You cannot start or grow a business without adequate cash. This is true regardless of the size of your business. In a crunch, cash can be generated or conserved in various ways, such as:
    • Reduced or deferred salaries
    • Negotiating with your vendors to finance or extend favorable payment terms
    • Negotiate favorable payment terms from your customers, including retainers or prepayments
    • Securing a line of credit
    • Peer lending – borrowing from other businesses or a large, cash-rich customer
    • Angel investors
    • Private equity investors

      When these cash generating or conservation methods are combined they can be very effective, especially if you watch your expenses closely. Remember to consider the cost of debt when forecasting your cash flow. 
  1. "Not just one thing – Business owners must pay attention to a lot of different things. You have to sell, acquire new customers, execute work, bill and collect, retain and renew customers, develop systems that support core business processes, hire, train, and retain people. All this must be done while dealing with banks, taxes, regulations, and customer and employee expectations.
      
    Here's the business owner's conundrum. To be successful, you have to be able to do most everything – some things much better than others. However, to be successful you also have to focus your own time on your best and highest use and delegate the rest. In the heat of battle, you will have to pick up a weapon and fight along with the troops, but there are only so many hours in a day, so pick your battles carefully.
     
  2. "Hire the best – Pick only people who you expect to be A-players. This does not mean hire a Ph.D. for an office runner, but if you need an office runner hire the best one you can find. You have to have A-players, despite the fact that you'll occasionally slip up and hire some "B's" or "C's". Keep the people that you know are A-players, along with a few "B's". Continue to upgrade or replace "C's", and jettison "D's" and "F's" immediately. The secret to this is recognizing what each group wants and needs:
    • A's – Stay out of their way, and keep others out of their way. These people will do well in spite of you. Never lose an A player!
    • B's – Train them, coach them and develop them to turn them into A’s. There may be an A in there somewhere, but you need a bench of solid "B's".
    • C's – Same as "B's", but don't let their higher needs seduce you into giving them more than their fair share of attention. If they do not become B’s after some period of time, replace them.
    • D's & F's – As soon as you identify a "D" or "F", take action. They need a job that's a better fit with the skills they have. See: "When Do You Decide to Do Something About a Problem Employee?" Many business owners and inexperienced managers pour too much time into these "life-saving merit badge" folks to the neglect of those who could actually benefit from their help, and it’s no fair to either the rest of the organization or to the poor performer.
      No one wants to do a bad job or be stuck in a job where they don’t fit. Get rid of your D’s and F’s, once identified.

      Finally, invest in your people – spend the time and money to continually improve the skills of all the people in your organization, including yourself. Your people are by far your greatest asset!
  1. "Delegate and Predict – The business is looking to you for vision and forward radar. They all know what's happened. They want you to predict what's going to happen. Delegating the day-to-day gives you time for the planning, vision and charting the course to the future. This is working "ON" the business, rather than "IN" the business.
     
    But as leaders our intuition had better be pretty good on some “nuts-and-bolts” things as well. For example, are those promised sales really going to get booked? Are your booked projects or sales really going to happen on the promised schedule, or will your customers want them sooner – or later? What is the quality of your receivables – should you borrow against them or mark them doubtful?
     
    None of us has a crystal ball, but if you guess wrong too often it could have serious consequences for your business.
     
  2. "Know your numbers – Every business has critical numbers. Not just the easy stuff like did you make a profit, but numbers that are the key drivers for your business. Some call these Key Performance Indicators (KPIs). What are the critical numbers for your business? Perhaps sales per employee; sales per square foot of retail space; gross profit per employee; utilization rate, profit as a percentage of net worth; etc. What is your working capital trend?
     
    It’s imperative to understand the numbers on your Financial Statements – the Balance Sheets as well as the Income Statements, Accrual as well as Cash.
      
    It is important to study your numbers and know what they mean. Ask a lot of questions. The 2009 recession has again taught us that business owners who don't have good financial information or don't completely understand it are in great peril. Many failed in 2009 and some are still in danger of failing. If finance is not one of your core competencies, take the time to learn, and if necessary engage a part-time CFO who can help you analyze your past and forecast your future."
My thanks to Frank for sharing this article with us. These are indeed six principles of successful business ownership, and most successful entrepreneurs with whom I'm acquainted are paying attention to all six all the time.


Other CEBI Blog Articles...
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Terry Weaver


CEO
Chief Executive Boards International

http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com

Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Saturday, June 19, 2010

Secure Your Own Mask First Before Helping Others

 
Hate commercial air travel? Despite your aversion, the airlines do teach an important life lesson on every flight. What's that? "Secure your own mask first before helping others." This is extraordinary advice that applies to an amazing number of life's challenges -- things that regularly come up in meetings of Chief Executive Boards International. No, it's not "selfish" or lacking in charity or volunteerism. It's not "don't help others", but rather "Secure your own mask first."

What are some of those situations? I can think of several:
  • Problems with kids -- Addiction, acting out, self-destructive behavior, eating disorders, learning disabilities, chronic or life-threatening health issues. The list is endless, and most experts' first recommendation is that the parents themselves get into counseling.

    Changing the kid's behavior is challenging, stressful, and full of disappointments beyond the parents' control. What they can control are their own responses and developing the coping skills necessary to deal with a card life dealt them beyond their control. Kid issues can tear a couple apart if they don't find some support beyond themselves.
     
  • Addiction of a loved one, significant other, etc. I learned The #1 Thing to Know About Addiction in a CEBI meeting. You can't help the addict at all -- in fact, most anything you try will make the problem worse. What you can do is get to an Al-Anon chapter to help yourself understand, accept and cope with the situation. Secure your own mask first.
     
  • Retirement savings vs. college funding -- If you have to make a choice between the two, most experts advise saving for retirement. The kids can figure something out -- many of us had to. They can borrow money to go to college and pay it back after they get a job. Don't try that plan for your retirement -- it's probably a non-starter.
     
  • Problem employees -- There's generally a lot of collateral damage around a problem employee. Rather than getting entangled with trying to "fix" the problem employee, worry about yourself, the company and the rest of the employees. Do what's better for them, which is addressing the problem head-on with the problem employee, resulting in either a behavior change or a termination as quickly as possible. The survival of yourself and the company are not worth jeopardizing for any problem child on your payroll.  See "When Do You Decide to Do Something About a Problem Employee?"
     
  • Business Failure -- If you even suspect that your business is in trouble, be sure to secure your own mask before helping others.  You need to conserve energy, attitude and cash to fight another day. That means making sure you have financial assets outside the business that are protected from creditors, the bank, etc. Others may have to take a back seat to your own financial survival. After all, you'll never make them whole if you don't conserve some seed corn for your next career adventure, whatever that turns out to be.
This article isn't about being unwilling to help others. It's about keeping yourself in a position to do that. When adversity strikes, the important thing is to be sure you're in the best shape possible to help those affected. In many cases, "Secure your own mask first before helping others" is the best way to do that.


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Terry Weaver


CEO
Chief Executive Boards International

http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com

Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Friday, December 11, 2009

Turning Inside Out -- Dr. Gary Gabel at TEDxDetroit Conference


The thoughts that dominate your mind have gotten you where you are today….

They've also kept you where you are today.

This was one of the messages that Chief Executive Boards International member Gary Gabel shared with attendees at the TEDxDetroit Conference in October.

Click on the link: http://j.mp/2CuZlT to watch Gary's presentation. It is only 15 minutes long, but it packs a wallop in terms of message. Over 700 people have viewed this message since it was posted on YouTube three weeks ago, and hundreds of tweets have gone out with excerpts from his talk.

One of the interesting concepts Gary presents is the idea of "negathoughts," a term he coined that represents thoughts we have that are unproductive or disabling. These negathoughts can be about ourselves, our company or our customers. To the extent your employees hold negathoughts about your company or your customers, their actions are probably working against you.

I have talked with Gary, and he has provided CEBI a worksheet that you can copy and use with employees. There's also a Leader's Guide that will assist you in managing the discussion.

You might simply call a short staff meeting where you show the video of Gary's talk on YouTube, distribute the worksheets and discuss the types of negathoughts circulating around the company and how they impact the company. You can then explore how to come up with more productive alternatives.

Download the Leader Guide: www.chiefexecutiveboards.com/files/TurningInsideOutTrainingSession.doc
Download the Worksheet: http://www.chiefexecutiveboards.com/Files/IdentifyingYourNegathinkWorksheet1.doc

If you use this video and/or worksheet in your organization, please click "Comments" below and share your experience with others.

Note: Gary is also an author of a book with similar themes, Personal Takeover: Create a Professional Life Full of Optimism, Energy, and Impact

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Terry Weaver


CEO
Chief Executive Boards International
http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com

Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Monday, October 19, 2009

Don't Forget the "Why" When Initiating Change


Are you trying to redirect your company, with limited success? Perhaps you see a strategically critical change in direction that would set you apart from your competitors. Maybe it's a company culture that you've decided just can't prevail. Whatever it might be, it requires a change to the hearts and minds of a number (sometimes a lot) of people.

A Chief Executive Boards International member brought up such a challenge at a recent meeting. He said, "I'm trying to get my employees to see that we have to make a change in the way we do business, and they seem to be working harder to keep it from happening than they are to make it happen." Frustrating, to be sure, but common. And built into the human condition. People don't like change, and if they think they can resist it, they will.

One member offered an interesting perspective, asking, "How much time have you spent on helping them understand why this change is essential?" Good question. Many of us spend most of our time communicating what we want. We presume the why is obvious -- it usually is to us. Yet most employees don't have the same tune playing in their head as you do, so it's difficult for them to clap along. Their tune is on radio station WIIFM -- "What's In It for Me?" That's where the why comes in.

When you're communicating ideas that require your employees (or spouse, or kids, for that matter), to make a change, be sure you include the why along with the what, and that the why connects to their self-interest. Even if not fully convinced to go along, they'll be far less likely to be pushing back, and they'll see your wisdom over time.

If you've either been particularly successful or had a lot of trouble with change management, click "Comment" below and share your experiences with others.

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Terry Weaver


CEO
Chief Executive Boards International
http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com

Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Saturday, October 10, 2009

The #1 Thing to Know About Addiction


Perhaps you have an alcoholic or drug user in your family or your company. Perhaps you've tried to help that person. If so, this article is for you.

I regularly marvel at the things I learn in meetings of Chief Executive Boards International. In a recent Board meeting, a member was looking for some help with a family situation. He had just learned from his daughter that his son-in-law had a serious drug problem, which she had discovered through some cash withdrawls from the household checking account.

He had already thought through many of the possible ramifications -- not only relative to his daughter and the survival of their relationship but also the son-in-law's employment, was he perhaps stealing on the job, and a host of other concerns. And he had formulated several ideas of how he might help with the situation. That's what he wanted to know -- what could or should he do to help this person?

One member brought up a somewhat relevant experience with a relative's addiction. Then the inevitable happened -- a second member said, "As an alcoholic who's been sober for 14 years, I can tell you there's absolutely nothing you can do to help him. In fact, almost anything you do is likely to hurt. Your only option is to get yourself, your wife and your daughter to an Al-Anon chapter."

He went on to teach the Board that the "wiring" of an addict's brain is different than that of the rest of us. We can't understand that person, his problem, or contribute at all to his recovery. It's a matter of something bad enough happening to him that he decides he has to find help for himself. Then he'll get cleaned up, and then he'll probably stumble again. And, hopefully, he'll come to realize that his only hope is total abstinence from drugs and alcohol.

The value of Al-Anon is the combined experience of millions of people spanning 5 decades learning to cope with the addiction of a loved one. People come to understand that they can become as addicted to the alcoholic or drug user as that person is to alcohol or drugs. And to understand how to find happiness for themselves whether the user quits or not.

If you have a friend, family member or loved one who is an alcoholic or drug user, consider the advice of a recovering alcoholic -- "get yourself to an Al-Anon meeting." This is similar to the advice they give you on the airplane, "Secure your own mask first before helping others."

If you have an alcoholic or drug user in your company there are a variety of resources available, including the U.S. Office of Personnel Management's Handbook for Supervisors: http://www.opm.gov/Employment_and_Benefits/WorkLife/OfficialDocuments/HandbooksGuides/Alcohol/index.asp A key sentence from that publication is, "The most effective way to get an alcoholic to deal with the problem is to make the alcoholic aware that his or her job is on the line and that he or she must get help and improve performance and conduct, or face serious consequences, including the possibility of losing his or her job." That's part of the "realization that something bad enough can happen that he'll decide to find help for himself."

If you've had an experience with alcoholism or drug abuse in your family or your company, please click "Comments" below and share it with others.

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Terry Weaver


CEO
Chief Executive Boards International
http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com

Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Tuesday, June 30, 2009

It's Better to be Alone Than in Bad Company


At a recent Chief Executive Boards International meeting, a member mentioned that one of his inside sales people had put up an online "store" site, selling products very similar to those his company sells.

The member didn't realize the cancerous implications of keeping such a person on the payroll, and his Board didn't waste any time mentoring him on the need for swift and sure action to get this employee out the door. There is no excuse or resolution for a breach of trust -- it's time to terminate the employee and get on with life.

One member quoted his immigrant mother, who has a 2nd grade education, saying, "It's better to be alone than in bad company." A profound observation worth remembering.

Bad company attracts people of bad character. And your company attracts people of bad character, if you either hire or retain people of bad (or even questionable) character. These are insidious forces, and have ways of propagating that's both subtle and cumulative:
  • Imitation -- People see others behaving unethically, and they copy that behavior

  • Reduced Inhibition -- People see others behaving unethically, and they conclude that the company doesn't care, or perhaps even condones such behavior, so they drop all boundaries of ethical behavior and assume "anything goes."

  • Self-Selection -- People tend to join up with those of like mind. Unethical employee behavior, believe it or not, tends to attract unethical employees. In this same conversation, another member cited his experience with having to completely shut down a remote office, after digging into problems of poor financial performance. Turns out most of the employees were drug users, and some were dealing drugs out of company trucks!! More on organizational cultures......

  • Self-Separation -- It's been said "bad money drives out good." It's equally true that people of bad character drive out people of good character -- they just don't want to be around people they don't trust or respect. You lose good people as a result of keeping bad ones.

So, when is it time to do something about a character problem? This week. More....

You may have acted to terminate a person of bad character, and then been totally surprised about what others told you after the fact. If you've had such an experience, please click "Comments" below and share it with others.



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Terry Weaver


CEO
Chief Executive Boards International
http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com

Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it

Saturday, December 6, 2008

Sales Selection and Training -- a "DIY" Project?


In a recent Chief Executive Boards International meeting, a member told his Board he'd found a local provider of sales training with which he was very satisfied. The member is the "chief rainmaker" for his own company, despite having not had much, if any, formal sales training before starting his company.

Realizing that he really didn't know how to train sales people, he figured it wasn't a "do it yourself" project and he needed an outside resource to help him. He turned to a local franchisee of one of the nationally-recognized sales training organizations for help.

What he learned next was amazing. The first thing the trainer wanted to do was a set of psychological profiles, to give himself some clues on where to start with each of the several sales people he was to train. He came back to the client, saying: "In the case of one of these people, I can't in good conscience take your money to train him in sales. His psychological makeup is such that he'll never be successful as a sales person. He has multiple deep-seated attitudes and personality traits that will prevent him from succeeding in sales, no matter how much we try to teach him." Not surprisingly, this person was the lowest performer of the group, and part of the client's motivation to hire an outside resource.

This is what psychological profiles are all about -- helping you better predict success, usually of a new hire. Most credible training organizations, especially in sales, will start by assessing the incumbents, thereby establishing a starting point for their respective programs.

The second chapter of this story is currently being written. The CEBI member has gone to the non-performing sales person, shared the results (with which the person fully agreed), and offered him an alternate, more technically-oriented position. It's up to him how this second time "at bat" comes out.
A similar case in my own business coaching practice comes to mind, and offers an additional lesson on the subject of assessments. Assessments themselves are probably not DIY tools, either, despite the fact you can buy and run them online. I once reviewed some already-completed assessments with a client, who was disappointed that a newly-hired "experienced sales person" hadn't delivered any sales of her own. While the assessment instrument was new to me, after drilling down into the individual behavioral metrics, I asked why he had hired this person -- in my view she had few of the attributes of a successful sales person. He referred me to a line in the summary on the 2nd page of the report, saying something like "Jane should capably perform in a sales role." Why did it say that if she was a marginal candidate?

Remember, litigation abounds. If you were the company doing the assessments, would you add to that sentence "but will probably not be very good at it"? I think that's what they meant by "capably" -- perhaps they should have said "just barely". They didn't say "excellent", "outstanding", "in the top quartile", etc. These assessments have their own code words that are best understood by a professional who has seen dozens, if not hundreds, of runs of the same instrument.

So, besides doing assessments of every new hire, particularly sales people, also spend a few extra bucks to have them interpreted by a pro who knows how to read and interpret them for you.

The next chapter of this second story didn't take long -- the client realized he'd made a bad hire, cut his losses, and the lady is off to another place where, hopefully, she has a higher likelihood of success.

If you have ideas or practices that have improved your sales selection or training process, please click "Comments" below and let us know about them.

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Terry Weaver


CEO
Chief Executive Boards International
http://www.chiefexecutiveboards.com/
TerryWeaver@ChiefExecutiveBoards.com

Chief Executive Boards International: Freedom for business owners & CEOs -- Less Work, More Money, More Freedom to enjoy it