Good morning! This morning’s memo is the fifth in a series of six about our Guiding Principles. Remember, our guiding principles are the way that we define and communicate our culture. They are imbedded in each and every role played in the company. They explain what we are about and why we do what we do. To review, we have 6 Guiding Principles. These can be found on every Strategic Plan under the Statement of Principles. They are:
1. We are passionate about our customers.
2. We all share in the results of the business.
3. We have an open and honest work environment.
4. We demand operational intensity.
5. We are a goal oriented, results driven company.
6. We retain the best people in our industry.
Our fifth Guiding Principle is:
We are a goal oriented, results driven company – A couple of weeks back, I covered what it means to all share in the results of the business. Sharing in the results deals with what has already happened . . . the results. This fifth Guiding Principle, however, deals more with our vision and direction. Having a plan and direction is absolutely critical to a company’s success. Each year, we map out our Strategic Plan, outlining our vision for the upcoming year. Incorporated in the plan are our budgets, goals, and projected accomplishments for that year. This is what sets the stage for everything we do throughout the year. It is important that these plans have measurable details. You may have heard before, “If it can be measured, it can be managed.” Whether the measure is a dollar figure, a date, or a percentage, simply having the measure out there is the important thing. Without first knowing where we are going, we cannot plot the course to get there. Also, the measures are critical to be proactive in all that we do as opposed to reactive. Many companies don’t take the time to establish budgets or goals. I’m sure that they work hard every day, just like we do. But where are they headed? They can’t even know this. They are stuck reacting to the world around them.
This Guiding Principle doesn’t stop with the Strategic Plan. These same measures, budgets, and goals are broken down and incorporated into each and every job in the company. This is where the real accomplishments happen. We have individual sales budgets, Key Performance Indicators (KPIs), goals for personal development, etc. All of these are not just important . . . they are critical! Without each person in the company hitting all of their budgets, KPIs, and goals, we are in jeopardy of not accomplishing what we need to as a company. It is not OK to pick and choose which of the measures are hit. Supporting only one of our 6 divisions (or only 5 of our 6 for that matter), is not acceptable. Performing only some of your KPIs, but not others is not acceptable. We all know what our individual measures are, and we need to work every day to succeed – in all of them. What goals are you not working on? Which KPIs are you struggling with? Which divisions need your attention?
Now, I realize that none of this is easy. That is why a lot of our Strategic Plan deals with the support and development of our people – you. Your individual measures are the critical building blocks for our company’s success. If you are struggling with a roadblock, we will provide the support in training, coaching, and one on one development. But we still need you to succeed for everyone to succeed. What you do, and how you perform is critical. Thanks for all of your hard work!
Have a great week!
President & Chief Operating Officer