Posts Tagged Relationship
Have You Considered Outsourcing?
Posted by enegrin in Polished Edges on February 14, 2011
Many business leaders who have been involved in growing a company over the long haul know that much of the structure and discipline comes through necessity, not proactive planning. For most small businesses, 35 years ago the first thing you did was make a sale. Today, you write a business plan, create a logo and marketing communication strategy, and then mortgage your home just to buy the liability insurance protection you must have before doing anything else.
Along the way, led by many of the largest corporations, a top-to-bottom evolution in business practices has taken place, and from what I see and understand, it is happening globally. Businesses of all sizes are re-evaluating and re-engineering for the greatest efficiencies.
And, everything is on the table. Not only are internal systems and personnel duties fully scrutinized, but some companies have done what appears quite extreme by deciding to terminate relationships with loyal customers, saying the cost to service certain segments can no longer be justified.
As my company has evolved, we have begun to absorb many of the lessons of other diligent, forward-thinking businesses of all sizes. For example, our business relationships have provided formal and informal exchanges to allow the application of safety, productivity and enterprise planning tools.
It’s simply not so easy anymore. Failure to plan is one of the biggest challenges to growth and sustainable profitability. Early on we had no need to plan; the first of January was no different than the first of any month. Then, our focus began to crystallize in the 1980s around the time that Total Quality Management (TQM) was being embraced in a big way.
Businesses, like dieters, seem to plan for a better future around the New Year. In the early days I thought out my plan and it slowly but surely, along with the roadblocks and the detours, shaped our future. Now, plans are written, distributed to all involved in the effort, and headed by one controlling reporting point that can ensure that our most important goals get realized.
Like business leaders in smaller environments, there are a multitude of distractions. Our vendors come in many forms and we depend on them for their knowledge in making the best choices for our needs. Over the last few years, I have called upon a group of consultants to supplement some of the services that are not required on a full-time basis.
Contingent on the skills and depth of relationship, I have found some very dependable resources and given accountability duties to several to lead initiatives for us. In most instances, the results are faster and are likely not influenced by internal factors. Most importantly, this arrangement allows me to do the things that I do best.
As our direction and value proposition has evolved into a respected brand, what I have found the most rewarding is how it all has come together. The design qualities of our pieces, the significant strides in response and customer service, plus the beautiful end products and the encouraging words from our clients; these are the results of accurate self-examination, realistic plans and serious execution.
Good luck in creating the successes you are searching for in your business. The best businesses engineer their future with proper planning, enthusiasm and extreme care. And, the harder you work, the luckier you get.
Working with the Design Community
Posted by enegrin in Polished Edges on October 15, 2010
Time is the bridge between introduction and trust. Achieving mutual trust in a commercial relationship is an evolutionary process. The fundamentals can be anything from a favorably perceived brand to a referral from a colleague. But what about when you are first, when there is nothing that came before you for comparison?
My company has evolved over 32 years from a general glass shop to a highly custom manufacturer of decorative architectural glass. During this time, our relationships with our customers have changed dramatically. Today, the enjoyment we get from our specifier interactions is much more stimulating than anything we experienced in our earlier years.
In the very early glass and mirror days, our shop customers could get anything from generic table tops to windshields. The business was general in nature and customers’ needs were simpler. Soon glass usage became more integrated into design expression. I wanted to challenge my team, leverage my investment in equipment and satisfy my desire for greater expression.
Along the way, we have developed proprietary products and innovative methods. Like anything that has never been done before, we gained experience and overcame technical challenges. That was the easier part. With a prestigious following and hard-earned reputation to defend, gaining trust with architects and designers had to be earned and maintained with deeds and not just words; no shortcuts!
Initially, one earns the respect of the architectural and design community based on their value as a content expert. The company, the internal key people and especially the account manager are measured by accurate and speedy communication of available information about techniques, applications, color, finish and structural requirements. As discussed in a previous blog, what we offer in contributing to the knowledge of the A&D community is our brand.
It takes time to be well regarded as an expert and it takes much longer to earn “trusted adviser” status. Genuine interest in the project, combined with an understanding the design professional’s objectives and consideration about our own role in the relationship is the key to success. Becoming consistently reliable is the prerequisite to a credible connection to our constituents.
For a custom manufacturer, building relationships is mostly a one-on-one proposition. Like anything else, some frequency helps in reinforcing your position and desire to be of assistance. But, that can be difficult since everyone is extra busy with a myriad of details; it is difficult to get attention when the focus is elsewhere.
Participation in industry associations may aid in the process of achieving your place and reinforcing your unique reputation. More frequent exposure, participation on important committees and demonstrated tireless effort is much more effective for a specialist than a single print ad or occasional email blast.
As your efforts in supporting the A&D community gains momentum and is recognized, your hard work will start to pay off. It may come as an invitation from your constituents to provide a proposal, present topics for essential learning credits or receiving an important call regarding a specific product you offer.
The architectural and design community is a gateway to growing the individual’s, as well as the organization’s, reputation. This is a place where substance counts for everything. It takes patience and hard work, but once you are recognized for genuine value, you will build a following of interested prospects that will take your calls and willingly open the door to your new ideas.
Thank you for your interest in my blog, I am eager for your feedback as well as the opportunity to build new business relationships. Please contact me at polishededges@galaxycustom.com
800.378.9042 / 973.575.3440