In this month’s real life case study, we
are talking about how the End2end Health Check can have measurable benefits to
your business. I have recently been working with an event company who wanted to
ensure that its’ staff are motivated to go above and beyond to deliver large
event jobs.
The first step in the process was to
complete an ‘End2end Health Check’ to identify what was currently in place,
what was missing and what needed to be done.
The business has cycles where it is quiet
early in the year, with its busy period covering July to December, and has
recently had a number of key staff poached by a larger event company at a
critical time. Additionally, through
our Health Check, we have discovered that there is a perception within the
business that one employee is viewed as a ‘superstar’, however , with closer
assessment of this employee’s bottom line, it became evident that the net
profit this employee was bringing in to the business certainly did not warrant
this status.
After analysis of the Health Check
results, it was evident that the business wasn’t properly calculating and
charging for all areas of labour required in planning and delivering an event.
So, we began by working with the employer to identify a complete labour cost
rate incorporating all facets of planning an event. Then we consulted each team member, and
gathered feedback to accurately determine how they spent their time, and
identify any previously unaccounted or incidental expenses that should in
future be included in the total event cost.
Next, we met with each event manager to
review their past performance and achievements, and discuss and agree on
KPI’s for the year ahead. Additionally, incentives were reviewed and
slightly modified to reflect the new format.
In the course of this process, the
employer raised the suggestion of creating a team manager position to oversee
and run the team, however, our analysis reflected that the cost wouldn’t
justify the increased savings and sales.
We then considered if the use of interns could be a cost effective tool
to allow the event managers time to not only deliver on their jobs, but also to
gain new business. This will be further investigated and trialled, in the
coming months.
We have instigated a quarterly review
meeting where each event manager meets with the employer to track their
performance against budgets and KPI’s,
and to discuss and identify how they can gain more time to do their
roles. Each team member brings to the
meeting details of their workflows for the past quarter and in their upcoming
pipeline, and additionally is asked to compile a list of the top 5 things they
wish to discuss with the management, so that the conversations are two way
rather than just one way.
As a result of our process, the event managers
are now able to identify where they need to spend more time and how to use
their time, and the new interns, effectively. The net profit margins are starting to
improve, as the staff are more cost conscious of exactly what is involved in
delivering an event, and are ensuring that this is appropriately passed on to
the clients.
All of the above has helped the employer
gain a great measure of clarity and take back control of the business and
staff, rather than the business controlling the employer. The clearer you are about what is expected
from your staff, the better they will understand ‘the big picture’ which will
flow on to create an engaged work force who will deliver the profit
expectations.
If you would like to find out more about
our End2end Health Checks for your business, please contact Annette today on 02
8977 4002
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