| You have a detailed business plan, which | | | | Getting these two operations to stay focused |
| showed the overall intent of your company. | | | | on a bottom line results oriented approach is |
| You presented the business plan to your bank | | | | a regular part of an owner's job description. |
| before start-up and they submitted funding in | | | | |
| the amount that you both deemed acceptable. | | | | 3. Human resources. If you have ever worked |
| The original business plan contained the | | | | for a manager, who considered his employees |
| basis of the procedures that will help you | | | | as expenses rather than assets, then you will |
| stay focused while the company grows. Let's | | | | be familiar with the need for managers to |
| examine some of these processes that you will | | | | stay focused on human resources within the |
| use to give your business the focus it needs | | | | company. A manager who is fixated on staff |
| to grow and succeed. | | | | reduction regardless of their accomplishments |
| | | | will create an atmosphere of fear. Certainly, |
| 1. A marketing plan. If sales are a part of | | | | no one wants to be grossly over-staffed, but |
| your operation (and it seems that some form | | | | a good owner/manager will focus on keeping |
| of selling is always a big part of every | | | | adequate employee base numbers, and ensure |
| company), then, you will need to have your | | | | continuing training, safety programs and top |
| sales group focused on a marketing plan. | | | | of the line employee benefits. It's your |
| Short term and longer-term analysis should be | | | | campground, why not have "happy campers?" |
| a part of this planning and will likely | | | | |
| contain an analysis of your competition, | | | | 4. Selling your business. This does not mean |
| market potential and sales projections. Be | | | | selling in the true literal sense. It means |
| careful not to fall into the trap of letting | | | | focusing on being sure your company image is |
| "the business take care of itself", stay | | | | one that is the envy of your competitors and |
| focused at all times and be sure your | | | | is known in the business world as a first |
| managers are tuned into this market | | | | class operation. You can do this by having |
| monitoring regularly, nothing is more | | | | key managers attending industry conferences. |
| defeating to the general manager/owner than | | | | Be clear and tell them that their focus at |
| to be told by a sales manager…I didn't | | | | these seminars is to network, thoroughly |
| see that coming! YIKES! | | | | gathering as much new information that they |
| | | | can. They should also 'sell' other attendees |
| 2. Accounting procedures. If sales are | | | | on the importance and efficiency of their |
| important, then the need to stay focused on | | | | company in the industry. Upon their return, |
| receiving the proceeds from sales is equally | | | | have follow-up meetings with these managers |
| important. Accounts payable, expenses and | | | | where they will report in detail on what they |
| accounts receivable need to have fixed | | | | have learned. Managers attending conventions |
| procedures in place to allow money to flow | | | | and seminars should take opportunities to |
| freely through the company coffers. Focusing | | | | enjoy themselves, nevertheless, they will be |
| on these procedures at regular weekly and | | | | the "face" of your company, it's wise be sure |
| monthly meetings will put the accounting and | | | | that they focus on making them business |
| marketing groups on the same path. A rift | | | | meetings, and not all "playtime." |
| between marketing and accounting is a common | | | | |
| bureaucratic occurrence; so don't be | | | | If planning, organizing, staffing, direction |
| surprised if one point you hear from someone | | | | and control are five major factors in |
| from sales state, "We make the money here, | | | | managing a company, staying focused |
| how come I have to live by their rules?" | | | | throughout the process, is paramount! |