5 Leadership Disciplines You Need To Know To Successfully ... · 5 Leadership Disciplines You Need...
Transcript of 5 Leadership Disciplines You Need To Know To Successfully ... · 5 Leadership Disciplines You Need...
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5LeadershipDisciplinesYouNeedToKnowToSuccessfullyGrowYourBusiness
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August23,201710amPT/1pmET
Presentedby:BarryAsin,PresidentStaffingIndustryAnalysts
AdamStern,SeniorDirector&GeneralManager,AdvancePartners
Moderator:AdrianneNelson,SeniorDirector,GlobalMembershipProductsStaffingIndustryAnalysts
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AdrianneNelson,Sr.Director,GlobalMembership
Products,StaffingIndustryAnalysts
Today’sSpeakers
AdamStern,Sr.Director&
GeneralManager
Moderator:
BarryAsin,PresidentStaffingIndustryAnalysts
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Adam Stern, SeniorDirector&GeneralManager,AdvancePartners
• AdvancePartnersfocusesonachievablegrowthforindependentstaffingfirmsthroughpayrollfundingandbackofficesupport.
• 500+staffingfirmclientswith$2.5billionannualbilling
• WearepartofthePaychexfamily
Webinar Sponsor:
Proud Sponsor:
Flexiblesolutions
Smallcompanyfeel,Fortune1000companyresources
Customizableoptionsbasedonyourneeds
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AdamSternSeniorDirector&GeneralManager,AdvancePartners
HowcanAdvancePartnershelp?
• ProblemSolvers- Calluscrazy!Weconsideritagoodproblemwhenyougrowandyourbackofficebecomeamorecomplexoperationandyourneedforworkingcapitalbecomesachallenge.
• Partnership- It’simportanttohavesomeoneinyourcornerthatisflexibleandhascreativesolutions.
• SeasonedVeterans- We’recelebratingour20th anniversaryofcontributingtootherssuccessandhelpingsupportstaffingfirmsingrowthmode.
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• 5LeadershipDisciplines- whyisthisimportant?• PartneredwithSIAtodiscuss• Determine-Whatarethehallmarksofsuccess?
• AdvancePartnersclients• Somemadethelistandothersdidn’t• Weaskedourselveswhy?• Ourmission:tohelpstaffingfirmsgrow
WebinarSponsor:
ProudSponsor:
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Jeanne Michaelides,Director, Client & Corporate Engagement
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FiveLeadershipDisciplinesYouNeedtoKnowtoSuccessfullyGrowYourBusiness
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WhyDoSoFewStaffingFirmsReachTheTop?
NumberofUSStaffingFirmsbySize
Source: US Economic Census, 2012 and Staffing Industry Analysts
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AbouttheResearch
• AcombinedeffortofSIAandChartedPath
• InterviewsanddiscussionswithhighperformingstaffingfirmsfromSIA’s“FastestGrowingStaffingFirms”Report
• Averagerateof21%organicgrowthpastfiveyearsvs.avg.marketgrowthof8%
• Plus:Researchandconsultingexperience
• Focusonwhatdothehighperformingfirmshaveincommon?
SponsoredbyAdvancePartners
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PhasesofGrowth
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Owner/OperatorDependent•Executivedirectlyinvolvedinproduction•Growthbutnotdiversified/unsustainable• Limitedbyexecutivebandwidth
PhasesofGrowth
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IndependentOperation• Linelevelmanagementhired• Leaderbeginsdelegatingdaytodayops•Operationslargelyselfsufficient• Leaderfocusesonsomestrategicgrowthopps
PhasesofGrowth
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OrganicScale•Orgcaninvestwhilemaintainprofitability•Repeatable/turnkeyoperationsinmultiplemarkets• Lessinvolvementofleaderintacticaldecisions•Growthmorediversified
PhasesofGrowth
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StrategicExpansion•Corebusinesslargelyselfmanaging•Abletoexecuteonexpansiontoadjacentmarketopportunities– acquisitions,newbusinesslines,etc.
PhasesofGrowth
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What’sinCommonAmongThoseWhoHaveBrokenThroughtheBarrierstoGrowth?
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FiveDisciplinesofTopPerformingStaffingFirms
Strategic Tactical
CommitmentPerformance
DrivenCulture
TalentDevelopment ExecutionDirection
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Strategic Tactical
CommitmentPerformance
DrivenCulture
TalentDevelopment ExecutionDirection
FiveDisciplinesofTopPerformingStaffingFirms
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Commitment
• Startsatthetop
• Whatisyour“WHY”?
• Willingnesstosacrifice– Financial– Professional– Personal
• Movefrom“workingin”thebusinessto“workingon”thebusiness
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POLL1
Approximatelywhatpercentofyourleadershipteamstimeisspent“workingon”thebusiness?
a) 0%– 25%
b) 25%- 50%
c) 50%-75%
d) 75%- 100%
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CommitmentinAction
• TheDeltaCompanies(Founded2001,$115Min2016,Healthcare/LocumTenens)
• HireDynamics(Foundedin2001,$121Min2016,Industrial)
• StrategicStaffingSolutions(Founded1990,$321Min2016,IT)
• All:Constantreinvestmentinthebusiness
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Strategic Tactical
CommitmentPerformance
DrivenCulture
TalentDevelopment ExecutionDirection
FiveDisciplinesofTopPerformingStaffingFirms
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DirectionandStrategicAlignment
• Developadefensiblecompetitive/marketstrategythatenhancesgrowthopportunities
• Buildwell-alignedoperationalcapabilities
• Ongoingassessmentandadaptation
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WhatisCompetitive/MarketStrategy?
Competitivestrategyisthechoiceofthecustomersandmarketnicheabusinesschoosestoserveandthewaysinwhichthatbusinessdifferentiatesitselffromitscompetitors.
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WhatCustomerswillyouServe?
• Skills• Geography• Industry• Situation/Problem• Size
“Neverunderestimatethevalueofagoodtailwind”
ApproximatelyhalfofSIA’sfastestgrowingfirmsfor2016
inITorhealthcare
TheValueof“No”
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OperationalCapabilitiesAlignedwithStrategy
• Salesstrategiesmustallowyoutoidentifyandinfluencetherightbuyers
• Deliverycapabilitiesmustmatchthesuccessfactorsofyourtargetaccounts
• Bothsalesanddeliverymustbeabletoscaleinconjunctionwithoneanother
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KeyResources
• Money
• Technology
• People
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POLL2
Whichofthesearethebiggestlimitingfactortothegrowthofyourcompany?
a) Money/Finance
b) Technology
c) People
d) Noneoftheabove
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AssessandAdapt
• Activeevaluationofexternaltrends
• Managementsystemstomeasuretheeffectivenessofstrategyanditsexecution
• Abilitytomakeincrementalaswellasstrategicadjustments
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FiveDisciplinesofTopPerformingStaffingFirms
Strategic Tactical
CommitmentPerformance
DrivenCulture
TalentDevelopment ExecutionDirection
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“CultureEatsStrategyforBreakfast…”
“…andOrganizationStructureforLunch”
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PerformanceDrivenCulture
• Culturealignedwithstrategy• Drivenandembodiedfromthetop
ReinforcingtheCulture• Establishasharedbeliefsystem• Developcohesiveteams• Delegateculturalleadership• “Whoyouhire,fireandpromote”
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DelegateCulturalLeadership
• Transitionfromapersonalitytovaluedrivenculture
• Ensureculturalstandardsaretransferrable
• Hireandempowerleaderstobecomeculturaladvocates
“Wehaveasayingthattheacquisitionofpowerisabouttherelinquishingofcontrol”
MarkEldridge,ALKU
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PerformanceDrivenCultureinAction
• Medix(AndrewLimouris,Founded2001,$161Min2016,Healthcare/IT/)‒ Valuesandpurposedriven– verypersonal‒ “Medix,wegotyourback”‒ Showingupforpeopleingoodtimesandbad‒ Firingvendors/partners/customerswhodon’tfit
• StrategicStaffingSolutions– “Allgreen,allthetime”– highinternalloyalty– Invertedorganizationchart– customers,talentontop– Community– givingbackinDetroitamajorfocus
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Strategic Tactical
CommitmentPerformance
DrivenCulture
TalentDevelopment ExecutionDirection
FiveDisciplinesofTopPerformingStaffingFirms
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TalentDevelopment• Hiring
• Evaluation
• TrainingandDevelopment
• Motivation“Whenistherighttimetohireasalespersonorarecruiter?
Wheneveryouhavefoundtherightperson.”
MarkEldridge,ALKU
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Strategic Tactical
CommitmentPerformance
DrivenCulture
TalentDevelopment ExecutionDirection
FiveDisciplinesofTopPerformingStaffingFirms
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Execution:InSalesandRecruiting
• IdentificationofEssentialPractices
• ScalingKeyProcesses
• ReplicationoverMultipleOperations
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Strategic Tactical
CommitmentPerformance
DrivenCulture
TalentDevelopment ExecutionDirection
FiveDisciplinesofTopPerformingStaffingFirms
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Poll3
Whichdisciplinedoyouthinkisyourcompany’sbiggestchallengetoday?
a) Commitment
b) Direction
c) PerformanceDrivenCulture
d) TalentDevelopment
e) Execution
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TimeforYourQuestions
AdamStern,Sr.Director&
GeneralManager
BarryAsin,President
StaffingIndustryAnalysts
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MOREGREATRESOURCES!• EssentialGuideforBusinessOwners• 5FactsAllStaffingFirmOwnersNeedtoKnow• 3WaysYouCouldbeLosingMoneyWithouttheRightFundingOption• AndMORE!
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HUNGRYFORMORE?
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Lookforinvitationsinyouremail!
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AboutStaffingIndustryAnalystsFoundedin1989,StaffingIndustryAnalystsistheglobaladvisoronstaffingandworkforcesolutions.Ourproprietaryresearchcoversallcategoriesofemployedandnon-employedworkincludingtemporarystaffing,independentcontractingandothertypesofcontingentlabor.SIA’sindependentandobjectiveanalysisprovidesinsightsintotheservicesandsuppliersoperatingintheworkforcesolutionsecosystemincludingstaffingfirms,managedserviceproviders,recruitmentprocessoutsourcers,payrolling/compliancefirmsandtalentacquisitiontechnologyspecialistssuchasvendormanagementsystems,onlinestaffingplatforms,crowdsourcingandonlineworkservices.WealsoprovidetrainingandaccreditationwithouruniqueCertifiedContingentWorkforceProfessional(CCWP)program.
Knownforouraward-winningcontent,data,supporttools,publications,executiveconferencesandevents,wehelpbothsuppliersandbuyersofworkforcesolutionsmakebetter-informeddecisionsthatimprovebusinessresultsandminimizerisk.Asadivisionoftheinternationalbusinessmediacompany,CrainCommunicationsInc.,SIAisheadquarteredinMountainView,California,withofficesinLondon,England.
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