Interpersonal Business

Giving casual advice over lunch is not the same as assisting parties whose objective is to gain personal or financial advantage from your expertise. First, establish the value of your time and expertise, and then address your established compensation rates early on. Several ways to approach your fees are: Hourly/Daily, Retainer, and Shared Risk/Shared Reward. Each has benefits and challenges, but each offers alternatives for professionally assisting others and dealing with those looking for a free ride.

Those who’ve survived in business have done so by never deviating from their model of insuring a positive and rewarding customer experience. Now’s the time to analyze just how user-friendly your company is. Make sure everyone on your staff understands their importance in the total “sales process.” Create a customer experience mission statement, including minimum standards of performance, and then provide the training to fulfill the objective. It’s time to dazzle the marketplace.

Can management expect continued personal growth from their staff? Other professions i.e., doctors, attorneys expect it, why shouldn’t we? Begin by explaining to your staff that you/we deserve more! Consider an educational investment in your staff. What are your and their one to five year objectives? All members must define their road map.

Sales forecasts based on quality information are essential to management in order to present effective and consistent expectations. Develop objectives, periodically review these objectives with your sales people, and recognize your star performers. Forecasts also provide a foundation for making a change due to lack of performance; there should be no surprises when the time comes!