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SBP030: 5 Procurement Tips to move the needle

In this episode of the Smart Business Performance Podcast, Roger welcomes Derek Kinnear and discusses the 5 Procurement Tips to move the bottom-line needle. This episode will boost your Business procurement to a whole new level!

 

Derek is the former Managing Director of Bidvest Group Procurement since 2009.

 

He was the Chairman managing the procurement of the 2013 FIFA Confederations Cup and the FIFA 2014 Brazilian Football World Cup.

 

Prior to that, he was the CEO of Group Procurement at FNB (First National Bank) and a Financial Services Charter Committee Member.

 

 

Tune in now and make sure to take away the notes with you!

 

5 Procurement Tips to move the needle are:

  • Run Procurement as a profit centre.
  • If savings is the mandate: then the initiatives must exceed CPI.
  • Monitor KPI’s, using clean data.
  • Ensure you adopt collaborative programs and relationships with your Partners / Suppliers.
  • Communicate regularly with your Target audience (internal and external stakeholders).

 

 

Conversation Highlights:

[01:01] Derek thinks that the World Cup experience was interesting. He thought of using most of the procurement process as the base of the 2014 World Cup. He joined Bidvest in 2009 and prioritised providing a great experience to everyone.

 

[05:40] Derek thinks that the easiest onset to get the cohesion going was with difficulty. A lot of the emphasis throughout the process was driven from a financial perspective.

 

[09:36] He explains his approach towards procurements in that environment.

 

[12:33] He unfolds the 5 Procurement Tips to move the bottom-line needle and elucidates the first procurement tip with the help of some intriguing examples.

 

[22:35] He further emphasize the need to pursue initiatives significantly higher than the CPI rate while clarifying the basic principle of 80-20 (Pareto Principle).

 

[30:06] You need people at a lower level. The only way you will translate that kind of financial result is through Key Performance Indicators (KPIs) that drive the Executives as well as operational people.

 

[38:38] If you’re chasing only one criterion, and that’s the price, then you will be doing yourself an injustice and you are going to do the organisation a massive injustice.

 

[50:45] Derek explains that if you can put all the above tips together, it could be the best-kept secret in the world. What you must do is to communicate!

 

 

 

About Our Sponsor:

KPI Management Solutions helps organisations to meet their Stretch Goals using KPIs, OKRs, AI-enabled Technology and Training. KPI offers advanced data-driven  Procurement Performance services in association with Derek Kinnear.

 

Check us out at www.kpims.co.za.

Download the KPI Spreadsheet for FREE for a limited time only.

 

Connect with Derek:

 

 

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SBP029: How to start a business from scratch, & scaling it before exiting

In this of the Smart Business Performance Podcast, Roger welcomes Bryan Clayton, and discusses the entrepreneurial ventures of Bryan. He definitely will revamp your thoughts about Entrepreneurship by the end of this episode!

 

Bryan is the CEO and co-founder of GreenPal an online marketplace that connects homeowners with Local lawn care professionals. GreenPal has been called the “Uber for lawn care” by Entrepreneur magazine and has over 200,000 active users completing thousands of transactions per day.

 

Before starting GreenPal Bryan Clayton founded Peachtree Inc. one of the largest landscaping companies in the state of Tennessee growing it to over $10 million a year in annual revenue before it was acquired by Lusa holdings in 2013.

 

Bryan’s interest and expertise are related to entrepreneurialism, small business growth, marketing and bootstrapping businesses from zero revenue to profitability and exit.

 

Tune in now and make sure to take away the notes with you!

 

Conversation Highlights:

[01:09] Bryan has been in business for more than 20 years. His father, one day, asked him to cut the neighbours grass. It was his first business, that he grew to one of the largest landscaping company, worth more than $10 million.

 

[02:48] He wanted to sell the company so that it could become a part of something bigger and his team members could have better opportunities. Lusa holdings finally acquired the company in 2013.

 

[04:24] It was as if the author of the book was shedding light on Bryan. If you have too many products and services, you need to consolidate before you sell your business. Bryan then emphasized the need to be the best at one thing.

 

[08:29] Bryan, after selling the Peachtree Inc., realised that business gives him the reason to level up and grow. So, in order to fill the void, he laid the foundations of GreenPal. GreenPal is like the “Uber for lawn care.” He believes that revenues are the best form of financing.

 

[14:00] Bryan explains the importance of Profit at different stages of business. You first need is to get revenue. He further elaborates on the importance of customer feedback and shares some of the memorable feedbacks he received at GreenPal.

 

[21:19] Leveraging technology is a great opportunity for you to take your business to the next level and now is the time to implement it.

 

[24:57] Hire an expert for 4-5 hours a week than hire a newbie for 50 hours a week.

 

[27:28] Bryan thinks that if you look at your business as an infinite game, then you can help yourself get through the hard times. Failure is not an option. He also stresses the importance of Culture.

 

Special Reminder:

Make sure to get your copy of

 

Download the GreenPal app Now!

 

 

About Our Sponsor:

KPI Management Solutions helps organisations to meet their Stretch Goals using KPIs, OKRs, AI-enabled Technology and Training

 

Check us out at www.kpims.co.za.

Download the KPI Spreadsheet for FREE for a limited time only.

 

Connect with Bryan:

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SBP028: The Benefits of Coaching for Finance Executives

Do you know? Coaching can be a key driver of performance.

 

Want to know more about coaching and how can it enhance your business performance?

Our guest today, will break down everything you need to know about coaching.

 

In this of the Smart Business Performance Podcast, Roger welcomes Clive Kaplan, the CEO of GREEN MIND CAPITAL (Pty) Ltd. The company focuses on assisting executives, especially emerging young CA’s, in maximizing their potential and fast-tracking their careers.

 

Clive is a South African Charted Accountant CA(SA) with over 20 years’ experience as an executive director in both listed and unlisted companies.

 

He brings some interesting perspectives to the field of management. Having been involved at Director/Board level, he offers a wealth of wisdom on both the people and business front.

 

Conversation Highlights:

[01:04] Clive was, from the beginning, preparing himself to become an executive coach. He explains that Passion is important as it fuels your drive towards success.

 

[05:14] Clive focuses mainly on coaching the CA market. He has more of a fifth-dimensional view of the clients and helps them move from the manager space into the executive space. He also elaborates on the present scenario of CAs in the business world.

 

[09:15] The CFO is responsible for everything regarding finance in the business. Clive markets a 6-Session package which covers the important things that one needs to be aware of in stepping into the executive space.

 

[16:47] It’s all about the candidates and not about the company.

 

[22:22] Clive explains that not every executive needs a coach. If you do things differently, you can create different results.

 

[25:35] Clive thinks that COVID has turned the world into a digital space. It has created a lot of opportunities for the people.

 

[31:14] Clive elaborates on the key technical skills that young financial professionals need to develop. He / She needs to digitize the office of finance and then go on to help the colleagues.

 

Special Reminder:

Still confused?

Don’t know your passion?

Make sure to check out Clive’s Course to help you find your passion.

 

Want to get coached by Clive?

Visit here.

 

About Our Sponsor:

KPI Management Solutions helps organizations to implement their BUSINESS STRATEGY and track the PROFITABILITY impact through to the Income Statement.

 

Check us out at www.kpims.co.za.

Download the KPI Spreadsheet for FREE for a limited time only.

 

Connect with Clive:

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SBP027: If cold calling is dead, how does The Cold Calling Company succeed at it?

People say that the topic of cold calling was dead many years ago.

 

Or… is it?

 

My guest today says, “false,” and by the end of this episode, you will be too!

 

In this of the Smart Business Performance Podcast, Roger talks with Chantell Kanes, Managing Director at The Cold Calling Company. She has a strong passion for sales consulting and lead generation.

 

She breaks down everything you need to know about the benefits of Cold calling. She definitely will revamp your thoughts about Cold calling by the end of this episode!

 

Tune in now and make sure to take away the notes with you!

 

Conversation Highlights:

[01:28] Cold calling is the only way to get through a potential prospect in a direct form. She explains that if executed and monitored correctly it’s definitely not dead!

 

[03:13] She describes Cold calling as the most cost-effective way to generate new leads and business. Cold calling directly targets specific people.

 

[07:10] There is no Cold calling without planning and preparation. The biggest part of Cold calling is to pass the gatekeeper. It takes blood to do this job!

 

[13:19] All goes down to preparations! You’ve got to be prepared and planned before even making the first call.

 

[16:50] You will definitely get 100 No’s every day! Chantell believes that everyone can be taught to cold call if they are having the right mindset.

 

[19:02] Cold calling is actually a full-time job because you need to follow-up on the calls you made the previous day. She explains that they decided to go virtual in order to manage their employees.

 

[23:12] Business owners choose the Cold Calling Company for monitoring and managing whether the B2B Cold calling is being executed correctly.

 

[28:40] They do Cold call to the whole of South Africa. They also have run some campaigns for UK and would be keen to help you out!

 

[30:13] Cold calling is not dead. If your preparations are correct, then you will be able to provide this service in a very cost-effective way.

 

[31:31] Chantell is passionate about Cold calling because at the end of the day she sees that it really does work.

 

Connect with Chantell:

 

 

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SBP026 OKRs (Objective Key Results) the Key to Performance Management? Part 2of 2

In this episode of the Smart Business Performance Podcast, Roger talks with Alina Miertoiu.

Alina is the OKR Product Manager and a Senior Management Consultant at The KPI Institute. She has a professional background in business research, process improvement and management consulting, being involved in international strategy and performance-related projects for clients from various industries, including IT, utilities, healthcare, venture capital, financial services and manufacturing.

 

Starting with the basics about OKRs, they end up giving some powerful tips and tricks on how you can use OKRs to boost your business.

 

Tune in now and make sure to take away the notes with you!

 

Conversation Highlights:

[01:10] A snap recap of the previous episode

  • OKR is a goal-setting framework for defining and tracking objectives and their outcomes.
  • The benefits of OKRs
  • Objective v/s Key Result
  • OKRs value purpose over performance.
  • OKRs are more suited for a very innovative and fast-changing environment. They work better in a structured organisation.

 

 

[03:03] Link it back to the vision and strategy

  • Settings up Individual OKRs
  • You need to have 3 to 5 objectives and key results to measure each one of them. Alina doesn’t recommend the OKRs to focus mainly on the numbers.
  • Try to set priorities rather than going for the numbers.
  • What about the big organisations?

 

[07:54] Why the OKRs are required to have aspirational goals?

  • If you are doing the same thing, you won’t get different results. Aspirational goals are the best way to know what we can do to have different results!
  • Make sure to give your employees a safety blanket.
  • What happens after you achieve your goal? How do you sustain your success?
  • Balance the hygiene metrics with future-focused OKRs

 

[14:16] Can OKRs and traditional KPIs co-exist?

  • With the OKRs, you are just trying to see what extra values and involvement they can bring.
  • Can everyone use individual OKRs?
  • If you want to have integrated OKRs, then you need to have approval.
  • A story to take a lesson from…..

 

[22:21] The Topic of Cadence

  • Is it a necessity to check your OKRs?
  • You will need to readjust the path in order to achieve your goals.
  • “A review doesn’t need to be a formal 3-hour long discussion as long as we have an informal short chat and we are in agreement.”
  • Where does the agile framework meet the OKRs?
  • A word of gratitude.

 

Special Reminder:

Check out the first episode with Alina and make sure to share your feedback with Alina

 

Connect with Alina:

 

 

Where can we find out more information?

 

If you enjoyed this episode of the Smart Business Performance Podcast, then make sure to subscribe to our podcast.

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SBP025 OKRs (Objective Key Results) the Key to Performance Management? Part 1 of 2

In this of the $mart Business Performance Podcast, Roger talks with Alina Miertoiu.

Alina is the OKR Product Manager and a Senior Management Consultant at The KPI Institute. She has a professional background in business research, process improvement and management consulting, being involved in international strategy and performance-related projects for clients from various industries, including IT, utilities, healthcare, venture capital, financial services and manufacturing.

Starting with the basics about OKRs, they end up giving some powerful tips and tricks on how you can use OKRs to boost your business.

 

Tune in now and make sure to take away the notes with you!

 

Conversation Highlights:

[02:20] What are OKRs?

  • OKRs is a goal-setting framework for defining and tracking objectives and their outcomes.
  • Is there really need for another framework?
  • The benefits of OKRs
  • OKRs value purpose over performance.

 

[05:31] A practical approach towards OKRs

  • Objective v/s Key Result
  • An aspect of a good key result is to focus on outcomes rather than measuring the things in between.
  • Do statistics matter?
  • The frequency of reviewing the progress is a key element for a successful business.
  • OKRs provide you with flexibility which is not possible in traditional frameworks.

 

[12:50] Who uses OKRs?

  • OKRs have been around since the 70s!
  • How OKRs played a crucial role in Google’s success?
  • OKRs are more suited for a very innovative and fast-changing environment.
  • How can OKRs work in your context?
  • Creating a hybrid system towards success
  • OKRs work better in a structured organisation.

 

[17:35] Traditional KPIs v/s OKRs

  • The key difference is the execution of the framework.
  • ‘This is what I want to achieve, how are you going to do that?’
  • OKRs monitors how value is created rather than monitoring the numbers.
  • Split your goal into short objectives.
  • OKRs help you do things in a better way.

 

[21:51] Stop working in silos!

  • How collaborations can lead you to success?
  • The beauty of OKRs
  • What about smart goals?
  • Theoretically, you should achieve 70% from your OKRs.
  • How to practically approach perfection?

 

[27:27] The essence of OKRs

  • An example of how OKRs can put you closer to success

 

[31:31] Whole episode in a minute!

  • OKRs are an agile and innovative way of managing performance.
  • They are probably the best way to fast track and implement changes in your organisation.
  • OKR require people to stretch their minds and vision.
  • They require tracking on a much more frequent basis and are part of a team effort.
  • OKRs are something that drives cultural changes as well.

 

 

Connect with Alina Miertoiu:

 

Where can we find out more information?

 

If you enjoyed this episode of the Smart Business Performance Podcast, then make sure to subscribe to our podcast.

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SBP024 How to make more Profit with Profit First (Part 1 of 2)

Profit first is a way to make more profit for your business and also have predictable cashflows.

 

In this Episode, Lee Wilson from Profit First Coaching unpacks the methodology  into its core components

 

There are 5 big ideas used in the methodology:

 

  1. Sales – profit = expenses
  2. Bank Profit as the first transaction each month
  3. Multiple bank accounts to manage your cash flow
  4. Right size your business – Teach the business to work with less including innovation
  5. Declare profits (according to well-defined profit benchmarks) each quarter and celebrate

 

The benefits for any owner-managed business would be:

 

  • Right size your business taking out duplicate or unnecessary costs
  • Your Profit will therefore increase immediately
  • There will be adequate and predictable cash flow leading to reduced stress
  • You will become proactive with a forward-looking view of your business
  • Scaling and selling your business becomes much easier

 

Where can we find out more information?

  • Come to my website www.profitfirst.co.za
  • Get an overview, videos and a free summary of the book.
  • Book an assessment 

Lee Wilson  

+27 83 627 4494

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SBP023 How to run a Graduate Program Focused on Data Analytics

This is an Interview with Brad Forrest who runs very successful Graduate programs focused on data analytics:

The demand for business-driven analytics is growing exponentially and organisations need a mechanism to develop people to grow and run solutions in an affordable and sustainable way.

 

Tips

  1. Select Graduates according to a Profile that suits the type of work
  2. Train the Graduates using rapid techniques
  3. Don’t train everything you could. Focus on what’s important
  4. Repetition is important
  5. Time the graduates to ensure they reach the required benchmarks before releasing them
  6. Coach them on the job
  7. Give them real projects to work on with real milestones
  8. Bring them back to the classroom each month and plug the problems they identify
  9. It takes 12 to 18 months to really get up to speed
  10. Build sustainability and longevity for your organisation using Graduates

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SBP022 How to Balance your KPIs Part 3 of 3

In previous podcasts, we spoke about the importance of balancing KPIs to avoid getting distorted results.

 

When looking at the selection of KPIs for a team or for the overall business, there is another level of balancing to be added.

 

The idea was first documented by Robert Kaplan & David Norton who Identified 4 perspectives that KPIs can be grouped by.

 

  1. Financial Perspective – ask yourself, “How is Shareholder value created? The answer to this is normally answered with KPIs that address
    1. Financial Growth
    2. Financial Efficiency
    3. Optimized usage of their funds which includes generating cash, not consuming it
  2. Customer Perspective – ask yourself, “What valued our Customer expect from us?” They are normally seeking
    1. Quality Products and Services
    2. Meeting due dates
    3. A competitive price
    4. Good relationships or partnerships
    5. Product leadership and Brand could be important
  3. Internal Perspective- ask yourself “to satisfy our shareholders and customers, what internal processes do we need to excel at?” This will typically talk to
    1. Quality processes
    2. Efficiencies continuously improving the cost to produce outputs 
    3. Reducing cycle times of processes
    4. Ensuring good governance
    5. Executing projects on time, in scope and within budget

 

  1. Learning and Growth – ask yourself “how will we sustain and improve the business long term?” This perspective does not address customer-facing activities but rather activities that are behind the scenes such as
    1. Building the capabilities of your people
    2. Optimising IT systems 
    3. Building the environment and culture that is needed

 

Within each of the above 4 perspectives, you also need to balance between efficiency and effectiveness otherwise you may be driving one at the expense of the other.

 

Tip 

Group your business and Team KPIs into the 4 perspectives to ensure you have sufficient balance in your KPIs to execute on your strategic goals.

 

Resources mentioned in the podcast

 

Visit www.kpims.co.za/kpis

Www.kpims.co.za/training

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SBP021: How to Balance your KPIs Part 2 of 3

When choosing KPIs for every business, team or individual, first consider who the customer is (external or internal) and what they want. 

You will typically find that the starting point is that they want a product or service and it can be summarized as follows: 

  1. Quality – they want the product or service at the level of quality they are paying for,  and
  2. Timeliness – They want it on time, and
  3. Quantity – they will want sufficient of it to meet their requirements

These are the basic deliverables that virtually every deliverable must possess. 

So, when you’re choosing KPIs, try and address these 3 value drivers with matching KPIs. 

So, if you are setting KPIs for a Service Desk engineer you could start with 3 KPIs 

  1. Quality – % First-time Fixes
  2. Timeliness- % SLA met 
  3. Quantity – # Average number of calls closed per week

 

Here are 5 other ways you can balance your KPIs

 

  1. Efficiency 
  2. Effectiveness
  3. Lead and lag indicators
  4. Capabilities or Inputs
  5. Process adherence 

 

Tip 

Always ensure that you have addressed quality, timeliness and Quantity in a scorecard or dashboard before moving on

 

Resources mentioned in the podcast

 

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How to Balance your KPIs to avoid skewed results Part 1 of 3

KPIs should always be balanced.

 

Why?

 

Because, what you typically find is that if you measure one thing, that thing will improve but something else will deteriorate.

 

For example, if I focus on. Production quantity, I might achieve the volumes I want but quality declines.

 

Similarly, if I measure quality I might find that Quantity declines.

 

The trick is to always measure both at the same time and ensure they have the right weighting or focus.

 

At a business level, you could encounter the same problem.

 

If you only measure Financial Performance you will find that other perspectives such as Customer or People related KPIs deteriorate and you land up with a long term issue that becomes difficult to come back from.

 

The opposite is also true, if you only focus on measuring Customer or People related KPIs you could find that you underperform Financially and everyone loses.

 

Tip 

Make sure you balance your KPIs but measuring the different types of KPIs at the same time.

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SBP019 When Choosing KPIs ask “what does your Customer Want?”

 

A common mistake I see all the time is that KPIs are set as Customer KPIs when in fact the customer doesn’t value that measurement and benefits nothing from it. For example, a sales department crafted a few customer KPIs:

  1. $ Value if Gross Profit
  2. % Gross Profit
  3. $ Value if Annuity Business
  4. $Cost of Customer returns

 

From the above examples, you can see that the customer has received no benefit from these.

 

Instead, we should be asking how would the customer want to measure you as a supplier?

 

The answer to that question would like very different:

  1. # of returned shipments due to Poor quality
  2. # Mistakes on documentation
  3. % Variance to lowest product price
  4. % Product returned for Poor Quality
  5. % Due Date met
  6. # Avg time from order to Delivery
  7. # Executive Engagements
  8. % Net Promoter Score

Can you see the difference? 

 

All of these KPIs are of value to the Customer and right now your customer might be measuring you on the achievement of them.

 

There are 3 Value propositions which we can discuss

 

  1. Value for money (or a no frills offering)
  • Customers want a product quality that is fit-for-purpose and where the delivery is 
  • It must be relatively easy to do business with you and there doesn’t need to be a huge variety of products to choose from. The price needs to be competitive even
  • if it’s not the lowest. Price will, however, become a discussion point if quality and delivery are lacking.
  • In times like these customers want a great offering at a great price. They love champagne, but invariably only have money for beer.
  • There are world-class companies that do this such as Walmart, Toyota, Macdonald’s.
  • 70% of my customer are looking for the price as the #1 value driver

 

KPIs

  1. % Repeat Business
  2. % On time and In full deliveries
  3. #Average order lead time
  4. % Credit Note to Sales

 

The trick for you is to ensure you measure the same in your internal systems.

 

  1. One-stop-shop
  • This is the Customer Solutions model. You supply the customer with many
  • customized products and services and can be integrated into their supply 
  • Relationships on the ground are key as you increase the mix of services to 
  • Companies that do this well include Microsoft and IBM.
  • 20 to25%

 

KPIs

  1. % Contract renewals
  2. Value of Referral Business
  3. % Customer Satisfaction – you can use some sort of survey to get this information
  4. % Net Promotor Score
  5. Value of ROI from Joint Customer Initiatives

 

  1. Product Leadership
  • Product leadership means providing cutting edge premium products. They are not to be confused with fit-for-purpose quality products as they have a much higher and superior quality and, perform at a much higher level.
  • Suppliers of leading products should earn a superior margin in order to service the additional costs these products require, 
    • such as innovation costs, 
    • research costs, 
    • handling costs and, 
    • branding costs. 
    • In addition, be wary of launching innovation projects that aren’t led by customer data as this can cause an unnecessary reallocation of resources away from productive and profitable activities.
  • Companies that do this include Mercedes Benz, BMW, Apple, Gucci Clothing.
  • 5to10%

 

KPIs 

  1. # Innovation Awards
  2. % Brand Awareness
  3. # Average Ranking in Product Reviews
  4. # New features per annum
  5. # Average score in independent reviews

 

The trick for you is to ensure you measure the same in your internal systems.

 

Tip

Make sure your Customers would value your Customer KPIs 

 

 

 

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SBP018: How to Choose Key Performance Indicators (KPIs)

The most common question I get is, ” How do I choose the right KPIs?”

Great question!

There are millions of things that could be measured. You can only manage what you measure.

 

So if you measure the wrong things you will manage the wrong things and not get the results you’re looking for. (Of course you could be lucky and get the required result, but why leave this to chance?)
So, how do I choose the right KPIs?
Well, you need to look at the Goal you’re trying to achieve and then select a KPI which is a good proxy of that goal.

If my goal is “Grow Revenue”, then “% Revenue Growth” would be a good proxy. An increase in % Revenue Growth would mean that I reach my goal.

That’s an easy example!

What if my goal is to  “improve Customer Satisfaction”?  Now this poses an interesting challenge as there could be a number of ways to measure this:

 

  • % Satisfied customers – as collected from a Customer Survey
  • % Net Promoter Score –  also from a survey
  • % of Repeat customers – This is a proxy that assumes returning customers are satisfied
  • % Proposals Accepted – This could be a good proxy for Price
  • % On-Time Delivery – Another proxy, assuming the customer satisfaction is a natural result of on-time deliveries, however, there could
  • be other reasons why the customers are not satisfied even though the deliveries are on time.

 

The skill of selecting the right KPIs for the right situation is something that every leader needs to develop. This will take time but one thing you can do is get a list of KPIs that other organisations are using to help you on that journey.

 

Keep reading these tips because I will provide many tips for you to solve this problem. I can’t do it in one shot.

Tip 

Seek out a list of commonly used KPIs in your industry.

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SBP017: What is a Key Performance Indicator (KPI)?

What is a Key Performance Indicator?

A KPI is a measure of performance used to measure Progress towards a target / a goal / a desired state.

 

A KPI is different from a  metric. A metric is anything that can be measured:

  • Height
  • Length
  • Weight
  • The number Sales orders
  • The Value of fixed assets

 

A metric becomes a KPI when you link it to a goal and have a clearly defined target to pursue and evaluate against. It also needs to be assigned to someone.

Tip:

Ensure that your KPIs are aligned to goals and have clearly define targets and someone is accountable.

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SBP013: Performance and Capability Compared Part II

In our current Economy, almost Everything is measurable. Key Performance Indicators and Key Capability Indicators play a huge role in this in the Business Performance space. In this podcast, Steve discusses Capability measurements in correlation with Performance measurements (KPIs vs KCIs) and the 4 quadrants that a person could find themselves in.

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SBP016: How to maximise your VAT cashflow

In this episode, Alan Sutton from Vat Solve explains some of the failure points that exist in the creditor’s department which leads to a loss of VAT Cashflow.

Alan also explains the types of VAT anomalies that exist and how one can ensure that these are detected and corrected before they result in penalties or compliance issues.

 

 

 

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SBP014: How to move from Accountant to CFO to CEO

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SBP015: Corporate Data Literacy

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SBP012: Key Capability Indicators Part I

Steve Rogers has developed – in correlation with KPI – Key Capability IndicatorsTM  as a term to measure how capable someone or something is at a specific point. These KCIs differ from KPI’s in the way that Performance looks at the past and Capabilities looks at the potential for the future. In this podcast, Steve discusses 5 KCA’s (or Key Capability Areas) that can be effectively used to measure people.

 

 

 

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SBP011: The Fundamentals of KPIs & Driving Performance

Cristina is the Head of Research at The KPI Institute – an Australian company operating at  international level through its regional offices in Europe (Romania), Middle East (Dubai) and South East ASIS (Malaysia).

In this podcast, she discusses the details of what a Smart KPI is and what it should do. She also touches on how they – at The KPI Institute – do what they can to increase and maintain Performance Management and Performance Culture using tools such as Scorecards and Dashboards.

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SBP010: 9 Skills Required in the Changing Role of the CFO

Brett Tromp is the current Chief of Financial Officer (CFO) of Discovery Health. He is very passionate about what he does and has a great belief in the values of health at Discovery. Brett has had many years’ experience and won the Young CFO of the year award in 2015. In this podcast, Brett discusses changing the role of the CFO in business and discusses 9 skills that CFO’s should have to be successful.

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SBP009: How to Collect Cash Faster

Learn How to Collect Cash Faster with Chris de Zeeuw

Every company must send out invoices and collect cash. As a result, Chris de Zeeuw’s company, Capisol, manages just that. They focus on client document management and automation. In other words, they focus on how to collect cash faster. Chris has many years’ experience in this industry and sees automated processes as hugely beneficial with a general 10% improvement in  the debtor’s collection process and, in addition, 50% less costs. Capisol prides itself in a holistic view of improving cash collection processes to their best speed. They also aim to improve efficiency, from documents to staff. In this episode, we learn the five principles that they base their solution on.

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SBP008: How to Make Your ERP Implementation a Success

Tips on How To Make your ERP Implementation a Success

Ian has had many years’ experience in leadership from HR to Production Management and finally General Management to Production Directing to – most recently, Project Leadership on a Large-scale ERP Implementation projects. He has also had experience in Supply Chain and Business Systems Directing. From Ian’s experience, in this podcast, we are happy to be learning tips on how to make your ERP implementation a success.

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SBP007: Speed Up Business Processes like Emergency Services

How To Speed Up Business Processes with Tips from the Emergency Services:

Andrew Boden is the related Business Executive of Mediclinic Southern Africa. He founded ER24 in 2000. They have approximately 2000 staff and 350 emergency vehicles around the country. ER24 is now one of the biggest emergency call centres in the Southern Hemisphere.

In this Podcast, listen for tips on how to speed up your Business Processes by hearing Andrew compare Business to Emergency Services.

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SBP006: How to Reset your Sales Force to Deliver This Year

How To Reset Your Sales-force to Deliver This Year:

Steve Rogers discusses ways in which to effectively measure and manage your Sales Force. He describes the importance of sales within the company and the extent to which Sales can be rearranged.

In this podcast, learn how to reset your sales force with steps such as Using Performance Data, Evaluating Segments and Creating Thirds. 

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SBP005: How to Identify People’s EQs to Bring out their Best

How to identify People’s EQs to Bring out their Best:

In this episode, Karen Clarke unpacks a simple system of understanding people. This is often easy to read just in their behavior and measures EQ. There are four groups of people and each will have strengths and weaknesses depending on their levels of stress. It’s imperative to be able to read where people are at so that you can bring out the best in them and in yourself. The applications for this are huge in the workplace e.g. getting more out of your people, making that elusive sale or helping yourself to be in the right space most of the time and deliver more with less effort.

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SBP004: Business Performance Without Being the Angry Boss

How To Drive Business Performance Without being the Angry Boss

Wayne discusses the many reasons why ‘angry bosses’ are the way that they are. He tackles ways of reducing the frequency and level of anger while still driving Business Performance. Being an angry boss comes from insecurity as well as pride in performance. There may be a right time to be an angry boss, but it cannot be constant. Here’s how to find the balance.

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SBP003: Remunerate to Drive Performance

How to Remunerate to Drive Performance:

Learning how to Drive Performance in business can be tough. Thankfully, we have Bryan Love – a remuneration consultant to various international organisations in addition to private equity investors. For him, structuring remuneration to drive performance is critical.

It can be difficult in business structure the work effort and reward it properly. At an executive level, it’s necessary to provide a pull-back to get them to focus less on themselves and more on the impact of their policies on remuneration.

In this podcast, learn Bryan’s 5 steps to drive performance through remuneration.

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SBP002: Data Based Decision Making

Data Based Decision Making:

Learn how to improve your decision making based on internal data. The company, Energy Drive, has delivered exceptional financial results for their clients and themselves. Listen to our interview with their founder, Dave Betts. In this podcast, Dave describes an operational solution that delivers quantifiable ROI every single time.

Listen to the importance that Dave puts on project management, data-based decision making, empowering his technical team, and communication, communication, communication.

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SBP001: 5 Levers to Improve Business Performance

Improve Business Performance:

Roger Knocker unpacks successes that he has experienced over 20 years of helping companies through KPI’s processes. In addition, he digs deeply into insights and success stories of customers and experts. He aims to help his audience implement these strategies into their operations. He also wishes to share his experience in How to Improve Business Performance.

He introduces the format of the Smart Business Performance Podcast and provides a high level performance framework in which future episodes will unpack with their respective guests. 

In this episode a 5 point framework is provided that groups the different types of performance. 

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SBP000 Smart Business Performance Podcast: Start here for an Overview

Overview:

For leaders looking to improve their business performance and unlock profit.

Roger interviews business leaders and unpacks the successes they have achieved using the 5Ps:

  • Purpose/Planning
  • Performance
  • People
  • Processes & systems
  • Projects

It goes beyond the business results and reveals some of the secrets that led to their success. The podcast is filled with insights and tips that you can easily replicate in your own organization.

 

How the free CPD points work:
  • Many professions allow their members to listen to podcasts and claim the time for CPD points. (NB You will need to confirm eligibility of these hours your own professional body  – each body has their own rules).
  • There must however be evidence of this. We have 2 steps to complete which will enable us to verify that you have listened to the podcast:

1) Download the 1 page PDF document that has the key points from the podcast. You will be asked for your email address and podcast key points will be emailed to you for reference purposes. (You can use this as reference material)

2) Each episode has a 4 question quiz and the questions are very simple provided you have listened to the podcast. The questions are not intellectual and you wont be able to guess them, but if you have listened to the podcast,  you will find them very easy to answer.
If you don’t achieve 75% for the quiz you can retake it until you do. You will immediately get an email with the score which you can keep for your own records.

  • In addition to the above documents being emailed to you, we will send out a transcript of all the assessments you have successfully completed which you can submit to your professional body as independent verification.

These are some of the topics planned for the future Podcasts:

1. Purpose and Planning

How to:

  • Do strategic planning
  • Document a strategic plan
  • Define a mission statement
  • Define a vision statement
  • Set stretch targets that are still reasonable
  • Integrate your planning across all functions
  • Reduce the budget cycle time
  • Improve the accuracy of sales forecasts
  • Create more relevant costing models
  • Improve Revenue planning
  • Do Capex planning
  • Know what tools can assist with business strategy
2. Performance (Including Data Analytics)
  • Identifying the right KPIs for your:
    • Business
    • People
    • Processes
  • What to do with KPIs not in a system?
  • Automating more KPIs
  • What Dashboard tools are out there?
  • What BI tools are low cost or free?
  • Automating Reports and Analysis
  • How to reduce costs in your business without breaking it
  • How to get on top of Working Capital
  • What is Customer Experience and what value does it add?
3. People Performance
  • How to Recruiting smarter
  • How to remunerate to enhance performance,
  • Methods for Improving the Sales force effectiveness
  • How to train to impact performance
  • How to make the most of appraisals
  • Developing the right capability deliver on the business strategy
  • What is the Evolving Role of the Strategic CFO?
4. Process & Systems Optimization
  • Where to prioritize your business optimisation efforts,
  • How to document your processes,
  • How to measure business processes,
  • Identifying operational risks,
  • How to improve financial controls
  • How to monitor Processes and Financial Controls continuously
  • Improving Master Data
  • How to choose an ERP system
  • When do I need to upgrade my ERP system?
  • How to quantify the benefits of a new ERP system or more modules of an existing one.
5. Project & Initiatives
  • What simple tools are there for managing projects?
  • Key skills for non Professional Project Managers to Master
  • How to budget for Projects

If there are topics which you would like covered, please add them here

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