What makes a successful solution provider business? Is it a strong vision? Or
merely stellar sales? Is it the leadership to see it through? Might it be the experience
to foster and nurture strong relationships? How about a keen ability
to recruit and retain top talent? Maybe it’s stellar communication? Or quite possibly
the process and systems that allow for measuring and monitoring incremental success?
Mastering a Culture of Accountability is a premise by which all successful businesses
innately follow that leads them to success. It explores the questions
posed above through a variety of educational and informative best practices, research,
how to’s and solution provider stories. The guide is a fresh look and must read
for anyone in the channel relying upon success of the solution provider. It is a
thought provoking perspective on the many pieces to the puzzle that must be connected
to enable long term success for today’s solution provider. While there are many
topics covered within the guide, 4-Profit has identified the following core attributes,
performed at a very high level in each and every consistently successful solution
provider; Communications, Process & Systems and Measurement & Monitoring.
Communications starts at the top of the organization with a leader that understands
the components of building effective teams. Communications is leveraged
by first establishing comfort and gaining trust. Leadership must establish clear
expectations, share knowledge and instill a message. Important messages must be
delivered over, and over, and over again for the company to be on the same page.
The outgrowth of solid communication is strong relationships. As a solution provider
there are numerous relationships that are critical to success. These relationships
include employees, customers, vendors, distributors, peers, financiers, mentors,
and coaches.
Process & Systems is the second element to Mastering a Culture of Accountability.
The best businesses are coordinated through effective processes, such that
when a person leaves the company, takes a vacation or gets promoted the company
doesn’t come to a grinding halt. For years, our research has demonstrated the value
of strong process and systems, especially in support of sales efforts. For a sales
manager, project manager or any other manager, it is self-defeating to craft a management
methodology for each individual. By implementing a process in each department, managers
can manage to the process rather than the task or individual. Systems drive the
process. Yet inefficient systems can derail even the strongest process.
The technology available to manage a solution provider today is a work in progress.
So picking a platform to manage your business is not easy and is often
a patchwork of different tools. Mastering a Culture of Accountability explores the
options available and how best to drive the value your business needs both today
and in the future.
The final core element in Mastering a Culture of Accountability is Measurement
& Monitoring. We meet so many solution providers that are not sure
exactly what to measure in each area of their business. What should you be looking
at in your financial performance? How much margin should you expect from your product
sales? How about compensation? How do you effectively collect the information so
you can even attempt to analyze your technicians? What does good look like? 4-Profit
has worked with multiple vendor communities, including IBM, Avaya, Cisco, NEC, Motorola
and others and we have noted both similarities and differences in various business
models.
“ Mastering a Culture of Accountability” is the culmination of many rewarding
years working closely with IT and telecommunications solution providers.
Working as employee, manager and owner of several privately held companies, the
principals of 4-Profit have been fortunate to have amassed knowledge within all
facets of the channel including manufacturer, distributor and solution provider.
As a learning organization we constantly strive to provide this knowledge back to
the market. At this time we felt the need to deliver a guide that addresses the
real issues that support solution providers toward their individual and unique definition
of success. In the end, solution providers are all about people. People can either
be a company’s greatest asset or greatest liability.
In summary, accountability starts with effective Communications and building
a culture that understands each other and the goals you are trying to reach.
In addition, your business requires Process & Systems to help structure
your business. Finally, Measuring & Monitoring your business is critical to
keeping people accountable. If you want to learn more about Mastering a Culture
of Accountability send us an email at info@4-profit.com,
or order a copy now for you, your business or your partners.
Order Now