In a recent post titled Keeping the “Strategy” in Your Corporation’s Strategic Plan on The Staffing Stream, Dave MacKeen wrote that “sustained growth requires change.”
Amen to that. It’s nice to see that the CEO of Elliasen Group, one of the more sustainable growth companies in the staffing industry, understands that moving the revenue needle isn’t just about adding a few sales reps in a few markets. Real growth is about building new avenues to create customers and build long-term relationships. And while adding additional sales resources is one of the tactics that help companies grow – it’s not a strategic lever that drives growth.
Growth comes from execution. And execution doesn’t just happen. Companies execute strategic or growth plans because they have a road map for success. And that road map includes strategic levers, organizational approaches, company culture and a plan for engaging employees and executing the change that’s needed for growth.
Right now, a team from Scanlon.Louis is wrapping up a growth plan for a significant healthcare company. We’ve worked with the firm to identify opportunities for new revenue streams, build better relationships with customers, enhance account plans and create a new approach to sales management. All of that provides a significant foundation for the customer. But what will truly move the company forward is the execution and engagement programs we’re implementing alongside of their business strategy.
PREMIUM CONTENT: First-quarter Results for North America-Based Public Staffing Firms
The engagement plan focuses on aligning all employees with the company purpose and approach to the market as well as implementing a culture of accountability throughout the firm. The execution plan is a necessarily painstakingly detailed approach to all of the elements that go into making change. Each element has an action step and a responsible leader, a start date and a target date. Then each action step is regularly updated (with the frequency dependent on the nature of the program) and is tracked against goals and deadlines. The end result is powerful: discipline and accountability are injected throughout the organization. After a while the execution plan will become part of the firm’s DNA and will be a natural part of any new program that’s going to be implemented.
Because any company can have a strategy. Successful companies operationalize strategies.
MORE: Is Lowering Staffing Prices a Mistake?
[…] In a recent post titled Keeping the “Strategy” in Your Corporation’s Strategic Plan on The Staffing Stream, Dave MacKeen wrote that “sustained growth requires change.” Amen to that. […]