The neglected Art of true Asset Utilization

Most Management Levels are totally unaware of the true value of the Company's Marketable Assets. They are aware of the Fittings, etc and Current Fixed Assets as reported by the Balance Sheet or Asset Management System.

The true "Assets" of the company are those that enable productivity, service - they are saleable or are accessories to selling and Customer Satisfaction.

Comprehensive investigation is carried out on these areas

• Product Evaluation
• Competitive Market Value
• Service Levels and Potential
• Utilization of Staff talents and knowledge

Staff abilities (Human Resources) is the most neglected aspect of almost every Company's Asset Register.
The general practice of most Businesses is to carefully screen applicants for positions to choose precisely the right person. The selected person is then 'Controlled' and the inherent talents and experience that highlighted that person as the successful applicant are stiffled and as a consequence the Company loses a considerable amount of valuable development potential. Not to mention reduced productivity due to lack of incentive.

I don't know where the Cash Flow has dissappeared to - It was here a minute ago !!

Quite often the inherent value of the Cash Flow is never recognised for what it is.

The source of the incoming Cash Flow requires carefull monitoring to ensure a level of profitability is constantly maintained. It is of no use if the Flow is consistently outwards and draining all resources.
Although this is just stating the obvious, it is still surprising the amount of neglect applied to and lack of understanding associated with the absolute nature of the Cash Flow !

Detailed Analysis is conducted on the following aspects

• Real Costs
• Margins that produce Profit
• Economy Vs Cost-Cutting
• Budgets - Minimum Productivity to remain Affluent

The two most misunderstood and/or overlooked aspects of Cash Flow Management are:

1. The hidden costs that suddenly appear in the Profit & Loss Statement
2. Productivity reducing cost-cutting

Will Someone Talk to Me ??!!

Now comes the most difficult problem in any Company (large or small).

The communication chain is invariably downwards - half duplex only, rarely full duplex.

The days of "The Boss" have departed and have been replaced by "The Manager", and any company that refuses to recognize this is doing themselves a disservice, at possibly a hugh cost to the Company.

Discussions and Analysis are placed on the following aspects of Communication

• Value of Communication
• Take the time to Listen
• Analyse Ideas, do not dismiss them
• Channels of Communication and Management Structure

View the Staff Pool as a pool of resources, ideas and productivity, not a 'bunch of workers' !

Henry Ford had the right idea - If he didn't know how to do something - he hired someone who did. His lack of education and expertise did not interfere with his success.
All too often Managers are afraid of subordinates who may know more than they do and condescendingly treat them as the enemy....often to the detriment of their personal success and the financial outcome of the Company.

Surely the Sales Report has more than a Heading ??

Again stating the obvious, but sometimes the obvious is exactly that, so it is constantly overlooked.
Familiarity does breed contempt and negates respect, and, although this is a convoluted method of stating the obvious,
'Respect for the obvious maintains the conscious awareness of the obvious at all times and prevents the obvious from being overlooked'.

Reviewing the interconnectivity of Contributions to Sales

• What is the real productivity of the Company ?
• The connected staff involvement in sales
• Analyse productivity potential
• Review Value Added components and After-Sales Service

A Product, whether it be a physical product or a service is generally treated as as isolated entity, rarely as the end result of numerous contributing factors. This attitude has considerable impact on Staff morale and major impact on productivity. It must be realised that labours require recognition if any person, regardless of position in the Company, is to be expected to contribute a quality performance toward the operations of the Company.

The Labours are Many but the Rewards are Few
Should NOT the Company Motto !!

Price Check on Productivity in Ailse 3 !

Marketing does not always have to be the center spread in an International Magazine or a ten minute commercial in Prime Time Television.........mind you, this would help considerably.

The essence of Marketing is to present maximum quality at minimum advertising cost.

Investigating Required Product Exposure

• The level of marketing required
• Areas of exposure necessary
• Inexpensive and cost-free aspects and possibilities
• Quality of advertising and presentation

The quantity of advertising depends entirely on the size of the Company as expected. Many smaller businesses tend to neglect the true value of word of mouth marketing. Even with larger companies this is overlooked. Regardless, the advertising budget must also be viewed as an additional productivity tool and treated accordingly.

Words, appearance and presentation can contribute entirely to the success or failure of a product. It is quite distressing to witness hugh successes of inferior products as a result of intelligent marketing while a comparable, but superior, product vanishes from the market place because of ineffectual advertising.

It is far better to be a Headline in BRW than a footnote in Hot Gossip !

Your product may be the best on the globe or the service you perform is unsurpassed in the galaxy. Unfortunately the glow of success only appears when there are customers beating a path to your door and not only buying your wares but are absolutely beside themselves that they did.

The 'Proof of the Pudding' - making Sales - Customers (thousands of them) are buying your product.

Customer Satisfaction and Survey

• Marketplace product acceptability
• Customer satisfaction
• Staff / Client Relations
• After sales service and product support

There are on-going considerations to be aware of. Attracting customers is necessary, naturally, and increasing your client base consistently is virtually mandatory for the continuing success of the Company.

To achieve this status, ALL of the previous discussions, plus others too lengthy to be included in this document, combine to produce a client base whose members use your name only in sentences of praise and not when stepping into the Jacuzzi with a disfunctional thermostat.