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Denny Training - Leadership & Management
OPERATIONAL EFFICIENCY
We have recently received a call from a prospective client who told us:
I HAVE AN UNDERPERFORMING INDIVIDUAL AND HAVE SPENT A GREAT DEAL OF MONEY OVER THE PAST YEAR BY SENDING THEM ON TRAINING COURSES, BUT IT HASNT MADE ANY DIFFERENCE AT ALL. ALL OF THE TRAINING MUST HAVE BEEN RUBBISH. BEFORE I START DISCIPLINARY PROCEEDINGS, I HAVE TO GIVE THEM ONE FINAL CHANCE. WHAT CAN YOU OFFER?
The core problem is often very simple to find, but is frequently overlooked. Perhaps the skills and abilities of your people are already very good and they dont need improving. Consequently, money spent on training courses may, indeed, be wasted. There must be other reasons why the individual, or a team, is not delivering their expected levels of performance.
We often encounter highly skilled teams of professionals who are still not achieving their targets. How can this be? Perhaps they are not doing the right things?
Our approach at The Richard Denny Group is, from the outset, to work with the individuals Line Manager to diagnose what the problem is. Its often simply about better planning and organisation. We help the Manager to identify activities which are most likely to deliver their teams performance goals and to prioritise them in a logical and practical way.
Because we are human beings, we carry a curse of enjoying some tasks more than others. We enjoy meeting some people more than others. It is not unusual, in business, to enjoy being with a quarter of your clients, dread being with a quarter of them and feel ambivalent about the remaining fifty percent! So where do we spend our time? With our favourites? How does that deliver our results?
We have seen examples of business people delaying or cancelling meetings because they believe that certain clients will give them a hard time. They dont want to voluntarily put themselves into that position
EVEN IF THE CLIENT HAS A LOT OF MONEY TO SPEND!
Our emotions can lead us to unintentionally spend the wrong amount of time with the wrong people for the wrong reasons. And thats a recipe for underperformance. We need, somehow, to suspend our emotions when we decide who we wish to meet with and when we undertake our business tasks.
We need a more dispassionate and focussed approach to deciding what we do - a logical approach to planning our activities. If we spend the right time with the right people and we have the right abilities to turn those planned meetings into business, then we will deliver the right results.
