C-Suite Network™

Categories
Best Practices Growth Management Personal Development

Preparing for the Unpredictable

Preparing for the Unpredictable: Tips on Crisis Management

Crisis management, in simple terms, refers to how an organization deals with disruptive, unexpected events that could potentially have a significant negative impact on the organization, its stakeholders, and the public.

No organization – start-up enterprises or long-time market leaders (think Toys “R” Us) – is immune to experiencing a crisis. With proper advance planning (because, after all, crises are usually unexpected), strong leaders are prepared to deal with the unanticipated.

There are usually three common elements to a crisis: the threat to the organization, its stakeholders and the public; the element of surprise; and the need to make decisions and take action quickly.

Successful crisis management can be implemented quickly and efficiently in three steps:

  • Risk Assessment
  • Course of Action Planning
  • Contingency Planning

The risk assessment phase begins with an analysis and prioritization of the risks that the crisis has created. The challenge here is to identify as many possible emerging risks without being overwhelmed by their potential.

Leadership needs to analyze and prioritize these risks so they can be addressed immediately or dealt with at a later date. It’s critical that leaders determine the likelihood of the risks occurring and their potential damage. With this information, leaders can prioritize risks and build them into their planning.

Next, a course of action analysis (COA) should be conducted. A COA determines what can be done to best mitigate current and minimize future risks. While it can be helpful to run “simulations” that analyze hypothetical scenarios (e.g., if ‘A’ happens, we’ll do ‘B’. If ‘C’ happens, we’ll do ‘D’), most leaders of start-ups don’t have the resources in-house to do that. Therefore the COA is often the product of staff brainstorming and discussions – which is invaluable!

The COA provides an assessment of the risks and articulates a preliminary plan for dealing with them.

The COA effort is very time intensive and must be quickly formulated. It is usually limited to two proposed courses of action and details what the most likely results will be, and what presents the greatest potential threats to the proposed courses of action.

Next, leaders must address contingency planning. It is essential to consider long and hard contingency responses should even the soundest, well-considered plan of action fail. Imagining and anticipating worst case scenarios – however unlikely they may seem – is a vital component to effective crisis management.

By rapidly accomplishing these three stages of response, the organization’s teams can be informed and engaged in the crisis management activities. This might include new training for staff as well as increased internal communication efforts.

When it comes to crisis management, there aren’t any hard and fast, silver bullet solutions. Every situation is different. What every   crisis does have in common is the leader’s need to use every resource available to quickly gather knowledge to effectively address the situation.

Leaders – whether in crisis or not – must always be learning about the organization’s operating environment and its people, which greatly helps identify potential challenges or threats. This continuous learning approach leads to greater agility and capabilities in reacting to a crisis.

Ultimately, the actions of leaders shine through in resolving any crises and mitigating the damage. A well-prepared and knowledgeable leader should have the tools available to manage a crisis rather than allowing it to spiral out of control.

Ed Brzychcy is former U.S. Army Infantry Staff-Sergeant with service across 3 combat deployments to Iraq. After his time in the military, he received his MBA from Babson College and now coaches organizational leadership and growth through his consultancy, Blue Cord Management.

 

Categories
Best Practices Growth Management Personal Development

Don’t Judge A Book By It’s Cover

There’s an old proverb that says, “Outward appearances are not a reliable indication of true character.” In other words, you can’t – and shouldn’t – judge a book by its cover.

One of my favorite examples of this is from the movie Pretty Woman starring Julia Roberts and Richard Gere. This classic movie from back in the 1990’s was about a wealthy man, Edward Lewis, on a business trip in Beverly Hills who falls in love with a prostitute, Vivian Ward. Edward wants Vivian to attend some of his business functions throughout the week, so he gives her some money (as in thousands of dollars) to buy some conservative, less revealing, clothes. In her “working clothes” Vivian walks into an upscale store where the employees won’t sell her anything and asks her to leave. Dejected, she returns to the hotel. The next day, the hotel manager takes her to a different store and gets her outfitted in some beautiful clothes. As she is walking back to the hotel, dressed in one of her new outfits and carrying several bags with different Beverly Hills store logos on them, she stops back into the store that asked her to leave. She asked the salesperson if she remembers her from yesterday. She reminds her, and then comes the famous line from the movie: “Big mistake. Big. Huge! I have to go shopping now.”

I experienced something similar years ago when I was looking to buy a new car. I was just 22 years old and driving an older car that had 170,000 miles on it. I’m not exaggerating! I walked into the dealership and none of the sales people would talk to me. I knew it was the car. They saw me drive up in an old car and decided I didn’t have the money to buy a new car.

The next day I went back, but this time in my father’s car, which was quite nice. This time I was approached by numerous salespeople. I had no trouble finding a sales person who wanted to sell me a car. I shared the story with the manager of the dealership, who was quite embarrassed. As a way of apologizing, he sold me a car at a fantastic price.

In business, it can be economically dangerous to make a snap judgement based on someone’s looks, what they are wearing, the car they drive and more. The founder of Walmart, Sam Walton, used to drive a pick-up truck. He didn’t look like a man who was worth billions of dollars. How many times did he “fool” people with his unassuming looks. It wasn’t intentional. It was just who he was.

Unless they prove otherwise, customers should be treated like… customers. Don’t make the mistake of judging a book by its cover. As Vivian Ward said in Pretty Woman, “Big mistake. Big. Huge!”

Shep Hyken is a customer service expert, keynote speaker and New York Times bestselling business author. For information contact or www.hyken.com. For information on The Customer Focus™ customer service training programs go to www.thecustomerfocus.com. Follow on Twitter: @Hyken

 

Categories
Management Marketing Skills

Business Builder – A Tool to Help You Acquire More Customers

The business builder is a chance to find out a simple strategy or technique to acquire more customers, get customers to spend with you more often or get them to spend more money when they shop.

This is about creating opportunity from what otherwise would be wastage. We’ve all had opportunities where we’ve met with customers, we’ve introduced what we’d like them to buy from us and it’s been too rich for them at that period of time–too big a decision. They were interested, but couldn’t say yes at that moment in time. Typically in those scenarios, we leave with our tails between our legs and we put it away for another day to revisit in the future. You’ve all heard about how effective it can be to upsell, to add to people’s purchases, to add stuff on top, to increase the average transaction value. But what I’m talking about here is the power of a down sell, the opportunity to acquire a customer when otherwise they would have said “no”.

Let me give you an example of an incredibly effective down sell that happened with a client of mine around 12 months ago. The client in question runs a relatively new start up accountancy practice looking to acquire new customers. The key service she was looking to introduce was a high-level accountancy, non-exec financial director position, a fair sum of money, a fair size investment. She’d meet lots of people who were interested in the proposition, they would show a level of interest, maybe ask for some details to be sent or written down, and then she’d typically get a response of “I’m going to need some time to think about it.” This happens in all of our businesses.

What’s the simple thing that could’ve been introduced as a product or service to get them on board as a customer right now so we could build their value over a period of time? What she chose to introduce was some fabulous online accounting software. In fact, it’s the same accounting software that we now use ourselves, and she’d introduced it to these clients for a low monthly fee for an initial start-up, and they took this product on board because it was a no-brainer.

Introducing your down sell is what I call your “Columbo Moment”. Columbo was famous for saying “Oh, just one more thing.” That was his chance to get his real golden piece of information.

You’re going to introduce your down sell almost as you’re heading out the door, as if it’s a no-brainer, so that you get more customers from your activity that you can then revisit to grow into the size and scale of customer that you would like. But a customer at a low value is far better than no customer at all.

Categories
Growth Management Operations Skills

Why Share Your Vision?

Those with a tightly focused cause and Purpose for Existence (PFE) have a vision.  They don’t seek to cram it down anyone’s throat.  Instead, their passion and enthusiasm attracts others.  It soon becomes a common vision shared among many.

A good example is Tony Hsieh (pronounced, Shay).  Hsieh was already a wealthy man (having sold his startup, LinkExchange, to Microsoft for $265 million).  Nick Swinmurn asked him to invest in his online shoe store, ShoeSite.com.  Hsieh and his Venture Frogs partner, Alfred Lin, put up $500,000.  They changed the company’s name to a snappier, Zappos.com (a variation on zapatos in Spanish, meaning shoes).  They had just three very simple goals.  One was to bring great customer service—they just happened to sell shoes at an affordable price.  Another was to hit $1 billion in sales by 2010.  The third was to become one of the best places to work in the country.

Hsieh built Zappos completely around customer service, which started with happy, committed employees—that was his purpose.  This purpose required complete control over the customer experience.  They made the stomach-churning decision to stop drop-shipping product, costing them 25 percent of their 2003 sales.  They did it because drop shipments removed their control of the customer experience.  Since their purpose was to provide a great customer experience, this decision was one that they felt compelled to make.

By 2008 Zappos hit Hsieh’s second goal, $1 billion in sales.  The next year, Hsieh hit his third goal, entering Fortune’s list of “Top 100 Companies to Work For”, by debuting all the way up at number 23.  Amazon purchased Zappos in 2009 for $1.2 billion.

The story of Tony Hsieh is rare, but not necessarily unique among ultra-successful, employee/customer-oriented companies.  Facebook is reputed to have such a corporate culture.  The reason these enterprises treat their people and customers so well is because it is a key part of their purpose. How are you communicating your vision and PFE as a leader?

Categories
Growth Management Personal Development Technology

Whose Side Are You On? The Cyberwar Question

In every war there are two sides, whether we are talking about military action, a football game, or the fight against cybercrime. What all these scenarios there have in common is there are some people on defense and those who are on the offensive side of the line. You are either the predator or the prey.

Since I am not writing for the Army generals or the New England Patriots, let’s talk about cyber attacks and which side you are on.

You are probably thinking I’m on the good side, the side that is defensively protecting my network, the side that is always under attack even though I never did anything to provoke it. And I’m here to say that might only be partially true.

If you are not fully committed to doing everything possible to stop the cyber attackers, you might actually be unwittingly helping the them more than you realize.

If you are not keeping your network secure, you are inviting hackers to use your network as a playground. A place where they can find vulnerabilities and practice exploiting them. A place where they can see what works and what doesn’t, what goes undetected and what gets noticed. If you are not creating secure websites and applications, you are giving the hackers more to learn from so they can then use it against other organizations.

Once inside your network you are also giving them a place from which they can launch their next attack. If the breach goes undetected in your network, which they most often do, they can launch an attack on someone else and make it appear to investigators that  you are the perpetrator, not them. And if you are connected to another organization’s network you might have just opened the doors for the attacker to gain access to them as we saw happen with the Target breach.

The attackers are fully vested in finding new ways to attack and get what they want, and if you are not equally fully vested in a security program, you are letting them win without putting up much of a fight. Just as you wouldn’t expect the US military to show up without a battle plan or for your favorite football team to show up without a game plan, it makes as little sense for a company or organization to show up without a security plan solidly in place.

If you are the CEO of an organization, you are responsible for what happens under your care. That means you are responsible for security and any breach that might occur. I’m not saying you personally have to be the one to figure out how to protect your network and the data that has been entrusted to you. You don’t personally have to monitor the network and know exactly what is happening at all times, but what I am saying is that you are responsible for ensuring you have the right people to do this, that they have the resources they need, the best strategy, and that a culture of security is in place.

Stay tuned for the next three articles in this series that will discuss culture of security, ensuring you have a security strategy, and having the right security resources.

As a 12-year veteran of the information security and compliance space, I invite you to send me an email at sharon@c-suiteresults.com or reach out via LinkedIn https://www.linkedin.com/in/smithsharonj/ to ask any questions you might have on this topic or other security topics that might (or should!) be keeping you up at night.

Powered By MemberPress WooCommerce Plus Integration