What’s your workstyle? Organized or free-form? Big-picture or detail-oriented? No matter which you identify with, chances are your colleagues would choose differently. Diversity can benefit your business, but your business development team’s different styles may not always mesh well. If each person has a different timeline and process for getting the same set of tasks done, it can lead to a lot of confusion and miscommunication.
Your sales team might waste time chasing a long-shot lead when there’s a hotter one on the table, because priorities haven’t been clearly indicated. Marketing may be targeting the wrong audiences because they can’t distinguish which leads are qualified. Project managers may find themselves running around and putting out fires because no one is following the same process.
Can you imagine throwing technology into the mix? No matter how good the software is, it can’t solve these types of problems on its own. So what can?
A standardized business process and change management approach.
Imagine what it would look like in your company. Communication would be clear between departments. There would be clearly defined stages in the sales pipeline so everyone could see exactly what had been done and what still needed attention.
How do you make that a reality for your business?
Opening up communication between departments is the first step. Determining what your process needs to achieve and how success--and failure--can be defined will give your business a framework to start improving. It’s also important to step back and assess how your team drives business end-to-end and weave that into your process design.
How does your business generate demand for its services? How does Sales and Marketing nurture and manage leads? How do they manage the sales pipeline? All of these questions are essential to developing a process that incorporates all relevant departments and serves your business’ goals.
For example, your business may be struggling with bringing in qualified leads for your Sales team. It’s obvious that the end goal is converting leads into sales, but that’s never going to work smoothly if your Sales and Marketing teams don’t define success the same way.
Marketing may think they’re successful because they’re bringing in several leads a week. In contrast, Sales may look at those leads and say marketing didn’t bring them anything worth pursuing. Ensuring Marketing and Sales can agree upon a definition for success is the key.
If Marketing can better direct their efforts, then they’ll generate an increased number of qualified leads. More qualified leads drive sales and increases conversion rates. It also increases efficiency because your team is only concerned with vetted leads.
Accommodating your team’s different work styles while creating a standardized process for your business is an absolutely necessity if you want to grow your top line revenue. If you want to see how streamlining your process can increase the number of quality leads, contact us today.
You can also follow us on LinkedIn or Twitter so the next installment of this blog series, What Does That Do Again? Implementing Technology to Support Business Processes, will come straight to your feed.
Whether you’re doing a complete overhaul or minor tweaks, improving your business performance is rarely a simple task. You have to consider how people, process, budget, strategy, and technology fit together. In this day and age there are a lot of software options that can perform the tasks you need completed, but the approach you take to find the solution that truly fits with your business and unique process is critical. It’s easy to let technology define your business strategy and performance, but don’t let it take over!
At DPT, we believe that people and process should always come first in improving performance. Technology selection and implementation should follow. That sounds simple, but how do you get started?
Our five part series, Grow Your Business While Avoiding Technology Takeover, will walk you through the common pitfalls businesses experience while implementing technology and driving business performance. We’ll also provide strategies to avoid them. It’s obvious that technology will always be a part of your business, and we’ll help you find an ideal way to integrate it.
If you’re ready to grow your business and improve performance while avoiding tech takeover, contact us. We’re always happy to have a conversation.
“What does that stand for?” This is a question we often hear when introducing DPT. While the words behind the letters have changed in our 15 years of business, what DPT has stood for all along has stayed the same: Maintaining a clear focus on business performance as opposed to technology implementation. Other guiding principles driving DPT include teaching our clients to fish, addressing people and process factors first in any business change, and promoting Project Leadership to get real and manage risk.
Let’s dive into that first principle for a minute.
Most organizations do not deploy technology and declare success based on loading software and training a few people – it’s to change their business for the better and improve their performance. Those improvements could include process efficiency, improved decision-making, revenue growth and project effectiveness.
The vast majority of performance improvement is dependent on business change, not technology change. At DPT, we focus on the process, people, data, and strategy being aligned toward business objectives. Putting your time and effort into those factors will drive success more than being good at “cool” technology.
Today, we’re proud to say that DPT stands for “Driving Performance Together.” And that’s something that will never change.
Our business results orientation, Project Leadership expertise, and people and process focus are what drive our clients’ high rate of success. If you don’t believe us, listen to our clients. What you’ll hear is a common thread about paying attention to client success as measured in business terms, not technology terms:
Watch our client testimonials:
Want to know how we Drive Performance Together? The first step to create an efficient, customer-centric and performance-driven environment in your business is to craft a custom Business Case Blueprint – get in touch with us to get started. There’s no cost – and no obligation. Take advantage of our experience to key in quickly on the most critical metrics in YOUR business by getting in touch with us.
Making a great food dish starts with quality ingredients. There’s a lot of value in having fine flour, fresh veggies, and the perfect aged cheese when it comes to taking a recipe from “so-so” to mouthwatering. You wouldn’t build a gourmet pizza from less than perfect ingredients, and the same is true for improving your business performance.
Do you have a business problem or improvement area that you need to tackle? Or maybe you have an aggressive growth plan and need a partner to help you get there? Our experienced business strategists allow us to interact with our clients at a strategic level – quickly understanding your priorities and vision, and effectively bringing the right mix of DPT’s practice areas to bear to solve your problems and move you forward.
The question isn’t which service to start with, but what’s the right mix of business service “ingredients” to get at the heart of your problem and make business change happen. At DPT, our services are closely integrated, and we work with you to engage those services where it makes the most sense to bring you exactly what you need to improve your business.
As an example, a key success factor in implementing Customer Relationship Management (CRM) solutions is defining and standardizing the underlying business processes (Business Process Management). Meanwhile, Project Leadership plays a role not only in managing scope, schedules, and budget, but also in driving success through change management, mitigating risk, and measuring business performance. Of course, we also leverage our extensive CRM strategy and design experience on such projects.