You Might Be a Lousy CEO…

You’re the boss.  The CEO.  The Chief.  The Head Cook & Bottle Washer.  You want to grow your business the right way.  That involves what you don’t do as much as what you actually do.

So, I’m going to talk to you about some blunders that CEOs make. Before I start, don’t think for one minute that this writer has not made plenty of mistakes, goofs, blunders, and done some pretty dumb things in his time.  Therefore, I know from which I speak.  And if you are doing some of these things listed here, then frankly, you might be a lousy CEO.  So, don’t do these things.  Don’t even think about doing anything remotely similar to these things.  You know better.  You’d think most CEOs would know better.  I shouldn't even have to mention this stuff, yet I see CEOs – prominent celebrity CEOs as well as Small Biz CEOs – do these things all the time.  It makes me nuts.  So, I want you to look at these blunders, and swear to all that you hold sacred that you will not make these mistakes. 

Otherwise, you might be a lousy CEO if…

·         You believe your glorious past performance guarantees future success

Yeah, you were a hot shot in college.  Maybe such a hot shot that before you finished college, you figured out how to make a lot of money.  Your academic and early business achievements may have gotten you to the executive table, but they are not going to keep you there.  You have to continue to learn, adjust, adapt, and think on your feet.   When a business crisis or challenge arises, no one is thinking about the awards you won back in the day.  Your past glories will make for great retirement stories someday, but a reputation earned years ago will not help you solve today’s challenges.  You not only need to stay current, you need to stay ahead. 

·         You think just because you know some things, you know everything

You got to the position you’re in because you are smart.  You know some stuff.  You know enough of what’s needed to be known to be a CEO.  Congratulations.  That’s pretty good, and you should be proud.  But, I am sorry to say, it does not qualify you as Top Level Genius and Overlord of the Business World.

Typically, CEOs of new businesses know a lot about their business’ industry, products / services, and marketplace, but maybe not so much about the nuts and bolts of leading a business.  Older businesses often seek more seasoned leadership, people who know the details of what it takes to run a business in practically any industry, but may not know all that much about the widgets their company produces.

To hear a leader speak publicly about a business matter or a product matter, and show a lack of understanding is damaging to the business as a whole.  It’s embarrassing.  Bottom line, you look like an idiot when you delve into the deep end of the pool of areas where you lack expertise.  Resist the temptation to do so.  Keep this thought in mind as we slide into the next point.

·         You still feel like you have to have a hand in every aspect of the business

You’re the CEO, not because you can do each job better than everyone at the company, but because you can do one job better than everyone else.  While everyone admires a “roll-up-your-sleeves-and-work-side-by-side” kind of leader, the fact is, your business should not need you to close new business, correct errors, sign checks, answer phones, stuff envelopes, or any other day-to-day chore.  Not that it’s beneath you; it is just not the best use of your time.  The best use of your time is helping the company establish its place in the market, and creating a positive work environment for employees.

Here’s the key to delegating: hire well.  In every department.  In every position.  If you take the time to hire well, most of the hard work is already done.  Hire a great CFO and let him or her do the financial job.  Hire strong heads of marketing and sales, and get out of their way as they bring your business to customers.  Delegate and Trust!

·         You don’t play by the rules of the game, and seek to circumvent them for your own gain

It wasn’t easy for you to become CEO of your business, and no doubt there have been a lot of blood, sweat, and tears of joy and sorrow as you made that climb.  But more than likely, you did it the right way, and you impressed the right people.  So now that you’ve made it, don’t get cute and see what you can get away with.  Just don’t.  Time and time again, you read in the business pages about this or that CEO, either diverting funds, or hiding accounts, or fudging documents.  All of these so-called leaders were once honest, hard-working, talented, visionary people like you.  But many of them got what my mother would call “too big for their britches.”  It’s typically not just the CEO who suffers when caught playing loose with the rules.  Often, it’s the entire business that pays the price, and it impacts employees and their families. 

·         You mistake your employees for friends

Compassion. Loyalty.  These are admirable human traits, especially for those in leadership positions.  But these traits can sometimes blur your business sense when it comes to employees.  It is possible that solid, dependable employees outlive their usefulness.  It sounds cold, but at some point it makes business sense to replace the long-standing employee with some combination of quicker / better / cheaper. 

In a family business, this sensitive issue becomes even more so, because not only is someone losing a job, but they can’t help but feel they are losing some standing in the family, as well.

As a CEO, your first priority is your business.  So if making personnel changes to long-term employees who may also be members of ownership’s family is warranted, then that is exactly what you have to do.  Suck it up.  Do it, get it done with, and move on.  You can’t let a problem linger, or allow performance to deteriorate, simply because of personal feelings. I know it is easier said than done. I've been there! I waited far too long to do what had to be done. I felt so much better afterwards. I looked myself in the mirror and asked: “why did you wait so long?” The business thrived, my managers were much happier. They had fewer problems to deal with so they could get the job done!

·         You’d rather “do” than “lead.”

There is a big difference between working IN the business (making sales, running projects, installing new shelving in the warehouse, taking over when something doesn't go well) and working ON the business. Planning for future growth, thinking about new products and markets, giving your team what they need to execute well, understanding the financials inside and out – all of these things are what propel you and your business forward. A lousy CEO has their fingers in everything. An effective and successful CEO has just one finger on the pulse of the business.

·         You worry more about the day-to-day than the long-term

With your plan in place, it is the responsibility of your management team to execute the plan. You have the metrics to measure progress, etc. Trust them to do the job!  As CEO it is your responsibility to look out over the horizon to see what the changes and challenges will be. If you delegate properly and let your people do their jobs you will have plenty of time to do this, and do it well.

10 Ways of Failing at Strategic Planning

We all know how important Strategic Planning is to the future success of any business. So why do so many companies fail at creating a good plan and assuring a successful implementation?  Here are some of the main reasons they fail.

1.    The CEO is not committed to the process

a.    If the CEO is not committed to the plan, how can you expect management to be committed to it? Lack of full commitment gets the process off to a bad start, one that is destined to get worse.

2.    The plan is not created collaboratively

a.    When management and staff are told “this is it, now get going,” no one will take ownership of the plan.

b.    Without as many people as possible / practicable involved in the creation of the plan, the staff won’t take it seriously because it won’t be relevant to them.

3.    The CEO fails to make sure the right people are responsible for implementation of the plan 

a.    If you don’t have the right managers in the right positions, success will be very elusive.  Otherwise, you are depending on luck when hard skills are required

4.    The CEO does not oversee / manage the process

a.    Without oversight from the top, managers will resort to processes that are familiar to them, whether or not they are in tune with the new plan.

b.    The plan soon becomes a vague notion of its original form.

5.    No metrics, or poor metrics, are created so that progress, or the lack of same, cannot be measured properly 

a.    Your managers will not be informed of what they doing well, nor where they are deficient.

b.    Without tangible evidence, your people will feel as if they are running in place, and thus, never win the race. 

6.    A lack of communication from top down and down up

a.    Without two-way communication, the plan ceases to be a plan, and instead becomes an announcement.

7.    Don’t review and / or update your plan on a regular basis

a.    Continuing to implement an old plan in a changing business landscape will ensure that new customers, with new needs, will not bother with you.

b.    It also means that your innovative and visionary employees will be seeking jobs elsewhere.

8.    Don’t share the rewards of a successful plan with your employees.

a.    If you think they should simply be happy to have jobs, then you will have a team of people looking to do the minimum required to get paid.

9.    Don’t delegate responsibility

a.    When the CEO tries to do everything himself / herself, it undermines the morale of the managers. This weakens the entire organization.  

10. Don’t hold people accountable

a.    If you don’t hold your people accountable for executing the plan, then when it fails, the plan gets the blame.

b.    Non-performers keep their jobs and continue to non-perform, and the plan gets kicked to the curb.

Now, if you do exactly the opposite of what is listed above, your chances of creating and implementing a successful strategic plan are much improved.           

The CEO must be involved in the process of the plan’s implementation. Working with the managers for mutual success is an essential part of the whole process.  Successful businesses cannot operate in a vacuum.  Communication has to be a two-way street.  All members of the team must be informed of their progress. The more communication, the better for everyone. But communicate the important stuff; don’t inundate your team with info that they can’t use.

Remember that a strategic plan is a living, breathing document. The world changes, and so should your plan.  An annual plan review, at minimum, is necessary.  Quarterly would be better!

Monetary rewards and teamwork are the essence of a successful plan. Your people should be rewarded for a good job, but with the full understanding that not meeting the goals means not receiving rewards.

Finally, once a plan is created, communicated, and implemented, you must let your managers manage.  Don’t worry, there are plenty of other things for the CEO to do!

Business Strategy: How to Get There from Here

Business strategy is a substantial element to any – or shall I say, every - organization.  And as your business gets larger, the strategy becomes more and more important.  From even the smallest business, it all starts with a vision of your company.  As a small business owner, you have your own goals and objective.  You form a strategy in your mind, whether you realize it or not. Even from a bodega, a little mom & pop convenience store somewhere, or a gas station, all the way up to the huge, multi-national businesses of today, such as technology, distribution, manufacturing, food service, restaurants.  Everything starts with the owner’s vision, and a strategy on how to get there.

For example, restaurants owners typically have great visions of their company and the image that they want to project.  This applies to the ambiance of the room, the atmosphere, training of their staff, the product that they put out.  It’s all in the owner’s mind.  And then he’s got to execute this thing, which is the really fun part (depending on how you define “fun”).

The thing to remember when you’re thinking of business strategy is that, number one, everything comes from the owner of the company.  That vision is what the company should be, what he or she wants the company to be, going forward.  That direction comes from the top. The commitment.  The vision.  The goals and objectives.  All of that has to be communicated from the owner, through his top managers.  

And the top managers have to buy into that, because from here on, it’s a collaborative effort strategy.  Owners get to set the vision, but you have to create your strategy amongst all of your people.  You just can’t sit down and pull a strategy out of your hat and say, “Okay boys, girls, this is it.  Go do it.”  They're not going to embrace it, no matter how good a strategy it may be. 

You have to be inclusive; you can’t create it and do it all yourself.  Some people still try to do that, but for the most part, a quarterback can’t do everything alone.  He’s got 10 other men on the field to help him out. He’s also got coaches, training, options.  That old-fashioned notion of a quarterback on one knee drawing out a play in the dirt is just not relevant anymore. 

You have to communicate the vision and communicate what it is that you think has to be done to your top managers. You must articulate what’s in it for them, to get them to buy into it, to put some skin in the game.  They have to be able to have input into the creation of the strategy, so that it’s a buy-in, in a co-creation.

The vision and missions tells everyone who you are, what you are and who you want to be.  You have to stress the communications to all employees, customers/clients and the vendors with whom you do business.

This is all pretty basic stuff, which makes it all the more difficult to execute.  Execution will require the right people in the right positions to make sure the strategy is carried out properly.  Hold those people accountable by creating metrics to measure their progress.  A business strategy is a living thing. It will change as the times change. It is not set in stone. It has to reviewed, tweaked, and updated regularly.

That can be really tough, especially for small and family-owned businesses. Well, in the family-owned business, you know you’ve got to stop arguing long enough to figure out a strategy. “And dammit, we’ll do it this way, ‘cause I’m the Daddy and I say we’re going to do it this way!”  Seriously, that's how many of these businesses are run.

That may not be the best way to run the organization, but it could be worse. When the patriarch or the matriarch is taken out of the picture, it becomes very dysfunctional, very quickly.  Everybody starts fighting.  It’s not very pretty. This is why it is crucial to keep the vision of the business at the forefront when creating the business strategy, and to have buy-in on this strategy from all senior management.  Figure this stuff out in advance, with everyone’s agreement, and then you have one less thing to fight about when that time comes.

So, to reiterate…

• CEO is to create the vision and oversee execution
• Create strategy plan collaboratively with top management, so there is buy-in
• Have the correct people in the right positions to execute, and hold them accountable
• Communicate up, down and sideways, and do so frequently

If the business strategy is born out of a solid vision, and holds true to that vision, it makes the execution of day-to-day business much clearer to the staff, and creates trust in the eyes of customers and vendors.

3 Things You Should Know to Run a Successful Business

1. Communicate: To your employees, the Company Vision and Mission. I know you hear a lot about “this vision thing,” and that's because it’s very important. It’s how you see your company and what you want it to be to your employees.
2. Communicate: To your customers, so they know what you do and why you are unique. This is your business' value proposition.
3. Communicate: To your suppliers, investors and bankers about who you are, what you are, and what you want to be. Communicating these ideas will help you get there. 

The Vision is probably banging around in your head. Write it down! Show it to your management team and the rest of your employees. They will appreciate it. They will give you feedback. They will understand your company better, and you may understand it better, yourself.

The Mission should be prepared inclusively. The more people who participate in the process the more they will all take ownership and pride in it.

Put your Mission Statement everywhere: in the office, on your stationary, your business cards, your website, on your trucks, if you have them. The more you and your employees see it, the more it will become ingrained in your day to day operations.  The more your customers see it, the more they will connect it to the products or services you provide.

Try this; I have done it. It really does work.  Feel free to call me and let's talk about it!

Selling Your Business: Now or Later?

As you can see from this recent article in the Wall Street Journal, timing is everything when you want to sell your business.

Although this recession, in  many instances, has put off plans for selling a business, many people have good businesses that can be sold today for a “good” price, even in a bad economy. However, the prevailing feeling is “if my business is worth $X now it will be worth $Y in a few years, so I’ll just wait.” 

Very bad idea, very bad.

When I was looking to buy a business, I ran into situations like this all the time. The seller was looking for a price he/she was offered five years ago, but waited on the theory it will be worth more in a few years. But as we've seen, things change rather quickly these days, and before long, they realized their business was now worth substantially less than it had been. It’s a hard pill to swallow.

The moral of this story is that the passage of time does not always guarantee an increase in value of a business.  Sometimes, it is just the opposite.

I owned several businesses. I learned very quickly that timing is everything in life. When it’s time to sell, then SELL. Do not wait.

For more thoughts on this topic, I invite you to check out this article.  For some nuts & bolts thinking on the sale of a business, check out this article.

Delegating for Success

After reading an interesting article by Vanessa Merit Nornberg called Leadership: 4 Traits of Incredibly Effective Delegators, I had some additional thoughts...

Of all the difficult things a small business owner has to do, Delegation is one of the most difficult in the beginning.  It's a lot different than just giving orders.

Every small business owner or entrepreneur thinks he/she can do it better than anyone else. However, as the business grows you can’t do everything yourself. If you try, it will deflate your important people’s egos. They will feel you don’t trust in them or have faith in their ability to carry out their responsibilities correctly.

Try it. In the beginning it will be awful! However, once your people begin to succeed, they will be much happier and you will have time to actually run your business, rather than working 20 hours a day.

I learned this the hard way. I had some very unhappy people who were very important to the future success of the company. They came to me and asked for the responsibility. Reluctantly at first I gave it to them. The deal was they had to agree to be held accountable, as well. After a few stops and starts, it really worked well. Soon I had ample amounts of time to think about tomorrow while my management team worked on today.

Delegation is a wonderful thing - if you do it correctly, and with the right people.  If you are interested in delegating smarter, give me a call and we can discuss.

You Should Be Committed

John Spence has touched upon the Four Biggest Challenges Facing Industry Leaders in his recent article.  He explores some excellent points here.  However, I will take the liberty of adding a fifth:

Commitment

Nothing will get done well in any business without the 100% commitment by the CEO/Owner. The old saying goes “A fish rots from the head.” If the CEO is not committed then it is impossible to expect full commitment from any of the top management, department heads,  and so on down the line.  However, with full commitment from the CEO to a goal or ideal, dedication becomes contagious. 

What does Commitment feel like?
A corporate culture that lives and breathes the Corporate Mission.

Recently I received an email from a company that I had worked with in the past. They are only 20 years old but have grown tremendously, with offices all over the US and three continents. In the email they stated their corporate values then gave examples of the milestones they have reached in pursuit of these values. By taking these values off the plaque on the wall and communicating them in real terms to customers, partners and employees, they have demonstrated commitment in action.

What does Commitment look like? 
Everything each employee says or does is in the best interest of the company, fellow employees and vendors, and most importantly the customers.

A client in the service industry received a call from a customer on Super Bowl Sunday with a major crisis that couldn’t wait for Monday morning. The CEO took the call, and went out to the site himself with his top managers, where they assessed and fixed the problem. As difficult as it was to get his men away from the game, the fact the CEO was the first to be there, fix the problem, and now has a customer for life. Maybe even future Super Bowl tickets...

What does Commitment sound like?
The differentiation in the marketplace that says we are better than our competitors and we can prove it by action, not words.

I was involved with a manufacturing company as an investor and investor in a very competitive business. Moving quickly to respond to customers’ needs was and is paramount in this business. We discovered, through surveying our customers and prospects, that most companies were taking too long to get back to them with quotes. Sometimes it would take as long 2-3 weeks. 

We made a commitment to respond with a preliminary quote within 24 hours. There were some starts and stops in the beginning but once we reached our goal of 24 hours, we impressed the hell out of our present and future customers, and stood out immediately in the marketplace.  Money where the mouth is.

These are just some of the benefits of a truly committed leader, whether you are one, want to be one, or work for one (or wish you did).