Once upon a time it mattered to ensure you stocked enough green bar paper. You were state-of-the-art. This may also be true for the number two pencil, the Rolodex, and the pink “While you were out” memo pads. Workforce relevance changes too. Skills, approaches, and service themes.
The sales funnel is important. Keep a good supply of potential leads, work them down into the yes and no pile. Keep going, keep moving, the sales funnel means life. Build operational support to keep the funnel flowing and you’re set.
Organizations often face irrelevance because the theme of keeping the flow moving becomes a standard. The idea is, when we do just this, and just that, and get everything just right, the flow will continue. Then it slows, or stops.
What built the organization and the teams that keep it moving, aren’t necessarily the same aspects or indicators of what will keep it alive.
Likely every organization that has worked to standardize and then lock it in, eventually stop, things slow and then end.
For the small business it is often the hard work of the owners, the second or third generation of family, or the subconscious vision of, “We finally have it all figured out.”
It is safe to say that all organizations are driven by people. People are not tools; they are an investment. Manage them as a cost of doing business instead of the reason you have the business and you will have a short run game.
The relevance of your workforce will condition everything in the long game. The knowledge, skills, and abilities you will need to continue to grow, change, and adapt.
If you get stuck in the world of green bar paper, number two pencils, and your Rolodex, everything will pass you by. In a world of constant change being convinced your formula will stay the same is self-deception.
Dennis E. Gilbert is a business consultant, speaker (CSPTM), and culture expert. He is a five-time author and the founder of Appreciative Strategies, LLC. His business focuses on positive human performance improvement solutions through Appreciative Strategies®. Reach him through his website at Dennis-Gilbert.com or by calling +1 646.546.5553.