Sales Assessment

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Transcript of Sales Assessment

Governance Assessment

A 21st Century Leadership Tool

A Tool to Value

Consensus on Issues

Discussion of Priorities

Present & Future Operations

Progress toward Achieving Goals

Highlight Key Areas of Strength

Identify Areas of Vulnerability

Groups for Assessment

Board of Trustees

Management Team

Executive Staff

Assessment Modules

Governance Quality & Safety

Financial Oversight

Staff Relations

Management Responsibilities

Strategic Planning

Board Assessment Modules

Governance

Financial Oversight

Strategic Planning

Quality & Safety

Management Team Modules

Management Responsibilities

Quality & Safety

Financial Oversight

Staff Relations

Executive Staff Modules

Quality, Safety & Satisfaction

Staff Relations

Recurring Thematic Questions

Accountability & ReportingComposition & Diversity

Conflicting Interests

Conflict Resolution

ConfidentialityLeadership

ResponsibilitiesWork Processes

Tools for Assessment

Self-directed Assessment

Facilitator Interview

Analysis & Reporting

Educational & Ancillary Services

Orientation Deliverables & Checklists

Focus Group Kickoff Questionnaires

CND Agreement

Orientation Deliverables

Deliverables• Bylaws

• Financial Statements • Meeting Minutes• Quality & Safety Survey

• Quality Indicators

• Strategic Plan

Issues Checklist Issues 0 1 2 3 Consensus-driven decision making Lack of accountability Communication problems Difficulty terminating poor performers Lack of coordinated effort Unresolved conflicts Difficulty keeping staff motivated Unacceptable financial results Disconnect between company & customer Reactive thinking Micro-management by Board Can’t-do attitude Don’t match up with recognized performance criteria Unproductive committees Duplication of effort High staff turnover Failure to achieve quality standards Fear of making decisions

Issues Checklist – Meetings

Percentage Time in Meetings 20% 40% 60% 80% • Senior Manager • V.P. • Directors • Executive Staff • Supervisor • Staff

Issues Checklist – Metrics

Apollo ReportPerformance Metrics Your Data 25th % 75th %Days Operating Cash Avail Adjusted 45 140Debt to Capitalization 68 31Debt Service Coverage 1.5 3.7Operating Margin -3.05 2.99Return on Total Assets -1.57 4.21Expenses per Adj Admission 9,579 7,001

CND Agreement

Confidentiality

Non-Disclosure

Project Scope

Defines Rights and Obligations

Kickoff Questions

Q: How will the Questionnaire be distributed?

Q: Will the respondents remain anonymous

or

have ownership?

Kickoff Questions

Q: What method will you use to introduce this survey to the respondents i.e. meeting, letter, presentation, global email message, other ?

Q: What are the talking points that you will use

to describe this survey to the management

team ?

Kickoff Questions

Look at each theme and ask yourselves the following questions:

Is this theme important to you?Are we doing this well?

Does this area require improvement?Are you meeting your objectives in this area?If this area has shown improvement, how can

improvements be sustained?

Define Themes & ContextThemes Definition Context

Accountability Commissioned to deliver performance

objectives

Account for change & sustainability

Conflict Resolution Reconcile differences Identification, monitor & resolution process

Confidentiality Privileged to Mgt. Team Clear understanding

Leadership Directing Teamwork, Style & Effectiveness

Responsibility Supervision Guidelines & Communication

Work Process Procedures to evaluate & execute

Relevance & Structure to fulfilling goals

Focus Group

President & CEO

VP & CFO

VP & COO

Trainers

Facilitator

Directors

Corporate Compliance Chair

Self-directed Assessment

Divided into two parts with repetitive questions:

• Part 1 - Yes & No By assigning +1 or –1 to each response, an overall numeric score is compiled for Part 1.

• Part 2 – Five Multiple Choices

By applying a range of +4 to –1 for the choices, a measure of degree is calculated for Part 2.

Facilitator Interview

Encourages Response

Maintains Anonymity & Confidentiality

Raises Issues & Concerns

Further refines responses to Part 1 & 2

Reports

Aggregate score by group for 8 themes

Weighted by a + or - value of Yes/No questionsvs.

Mathematical degree from Multiple Choice

Additional data points added from Interviews

Analysis – Part 1Four Modules

Board Governance Quality & Safety Financial Oversight Strategic Plan

Part 1 Part 1 Part 1 Part 1 Part 1 Part 1 Part 1 Part 1Themes Y N Y N Y N Y N

Accountability 3 -3 7 -7 6 -6 7 -7Composition 8 -8 1 -1 3 -3 2 -2

Conflict of Interest 1 -1 -1 1 -1 1 1 -1Conflict Resolution 1 -1 -1 1 -1 1 1 -1

Confidentiality 1 -1 -1 1 1 -1 -1 1Leadership 5 -5 6 -6 9 -9 11 -11

Responsibility 1 -1 5 -5 8 -8 1 -1Work Process 14 -14 9 -9 7 -7 7 -7

Total Section 34 -34 25 -25 32 -32 29 -29

Tabulation – BenchmarksAbsolute Low Actual High

Themes Score % % %

Accountability 16 50% 78% 75%

Conflict Resolution

4 60% 41% 80%

Confidentiality 4 50% 70% 75%

Leadership 13 75% 57% 90%

Responsibility 18 50% 66% 75%

Work Process 20 75% 62% 90%

Recommend

• Rapid Deployment Options

• Task Force Development• Establish Process Improvement Metrics

• Realignment of Processes & Systems• Assess Strategic Initiatives

• Workforce Educational Programs• Evaluate Training Opportunities

Ancillary Services

• Mentoring

• Periodic Review

• Task Force Development

• • Deployment Coaching

Conclusion

• Selection of Tools

• Development Processes

• Analytical Tabulation & Reporting

• • Action Map & Remediation Strategies