Some thoughts on board composition

The word thoughts written on a pin board

Board composition has come to be one of the most contentious issues in governance. This prominence has been driven largely by claims that boards are inherently self selecting and that this excludes dissenting views from independent thinkers as well as ‘minorities’ and women . In the government sector this is definitely not the case as a single active shareholder makes the appointment and composition decisions.
In the government sector, when criticism is levelled at the composition of boards it is usually based on a perception of political bias, ‘jobs for the boys’, or ‘Minister’s Mates’. This may have been justified in the past but is now becoming a practice confined to history as board members are increasingly selected based upon skills, interests and ability to contribute. The process of board selection has become increasingly professional and many jurisdictions now advertise board positions, use professional recruiters and run scrupulous processes that would impress many private sector organisations if they were privy to them.
In the non-profit sector there is often a tendency to draw board members from a small group of known and willing supporters. In some jurisdictions board membership is conferred upon the major donors, almost as a reward, and this practice, whilst delivering a board that have definitely provided real support to the organisation can lead to a board without governance ability or with an unbalanced set of competences.
COMPOSITION
In designing the composition of a board a number of factors should be considered. The size of the board must be optimised so that it complies with the legislation and/or constitution, is affordable, is not too big to operate effectively, and contains most (if not all) of the skills required to guide the organisation as it embarks on its strategy.
Carter McNamara identifies four potential philosophical bases for board composition, each of which is compatible with a skills based board:
• Functional: Boards staffed primarily with members who have the skills and knowledge to address current strategic priorities such as staffing, programs, planning, finances, etc. This approach provides a board that is capable of adding value through close supervision and leadership of the management team. It can have the drawback of increased likelihood that members will rely upon each others’ expertise rather than making full and independent analysis of matters brought to the board.
• Diversification: Boards staffed primarily with members that represent a variety of different cultures, values, opinions and perspectives. This approach provides a board that is capable of holistic decision-making and unlikely to exclude, forget, or discriminate against certain groups of people or issues. Governments often use this approach in combination with the others to assist with societal objectives such as the inclusion of minorities or the advancement of people from certain sectors. It can have the drawback of taking time to reach decisions because of the large data sets that are analysed and can tend towards a lack of unity or collegiality among board members.
• Representative: Boards staffed primarily with members who represent the major constituents of the organisation. This approach provides board members who are able to accurately assess the impact of the board upon its stakeholders. It can have the drawback of exposing members to lobbying from their constituents and creates conflicts of interest that must be managed.
• Passion: Boards staffed primarily with people who have a strong passion for the mission of the organisation. This approach provides members who will give unstintingly of their time and effort and who will often investigate issues and create innovative solutions because they will not accept the status quo. It can have the drawback of ‘exciting’ meetings in which passionate expositions are the normal interaction and is often more prone to leaks, conflicts and impasses than the functional boards.
It is not necessary to use only one philosophical approach and often at the beginning of the process the conversation about board composition will range across ‘who has the hard skills’, ‘what about an aboriginal or female member?’, ‘can we get someone from the industry group?’, and ‘how about X, he/she is so passionate about this it would be a shame to pass up on the opportunity to harness that?’
The important thing to keep in mind is that the board must operate as a team and contain all the skills and experience required to govern the organisation.
What do you think?
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Julie Garland-McLellan has been internationally acclaimed as a leading expert on board governance. See her website and LinkedIn profiles, and get her books Dilemmas, Dilemmas: Practical Case Studies for Company Directors and Presenting to Boards.

The Data-Backed Secret to Sales Growth

Person studying business analytics on a laptop screen

One huge secret behind sales growth is offering a product or service that speaks to the customers – that fulfils an important customer need.

Selling may not be the issue. Rather, as a business coach, I often need to point out that the sales issue may be the value proposition for customers.

According to an indepth study of 39 US and UK firms, “the key driver of sales growth was the innovative product or service idea.” The key to business growth – critical stuff.

“Competitive strategies typically focused on product quality rather than price… ”

“For product based firms, competitive strategy focused on custom technologies, while for service based firms the emphasis was more often on a close understanding of clients’ needs and relationship building.”

The study was conducted by Kingston University, London and Babson College, Massachusetts for Her Majesty’s Treasury and the UK Department for Business Enterprise and Regulatory Reform.

In addition, high growth firms, often the high tech firms, were market creators. They needed to create the demand – to invest in upfront marketing with no guarantee of a return.

Interestingly, the data also showed that growth was not a smooth upward progression – growth is “episodic and irregular.” There were often dips in revenue between quarters or years. As a result, the authors warn of relying on simple growth models.

Finally, the dominant marketing strategy was word of mouth. So, businesses needed to consider other methods of promotion in order to continue the growth.

This is the reality of high growth firms.

For more resources, see the Library topic Business Development.

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Tove Rasmussen, of Partners Creating Wealth, offers business expertise worldwide to help organizations grow, and disadvantaged regions thrive.

Photo credit: thms.nl

10 Tips on How to Get More Clients

Businessman shaking hands with a client over contract papers

Need more business? These tips are designed to help you get more.

The tips follow a logical sequence. However, life can have its own flow. So, you may find yourself going back and forth as you apply them – that’s normal. As always, best of luck!

1. Create a compelling message. Offer a product or service that is different than your competitors – where it counts to customers.

2. Check continuously that your advantages matter to customers. Use market research as well as customer and prospect visits. Be sure to ask good questions.

3. Motivate your staff to work together and to consistently deliver on the compelling promise.

4. Understand who your ideal customer is – that is, your target market. Know what they want, how they buy, and where they look for suppliers of your product or service.

5. Promote your service via your compelling message. Meet your prospects where they are.

6. Use social media as appropriate for your market, together with the free promotional tools on the web, including all the Google info.

7. Monitor the effectiveness of your promotion – whether the activities are generating leads and sales.

8. Ensure the necessary resources are dedicated to selling – and that they have excellent relationship-building, value selling, closing and customer care skills.

9. Build a sales pipeline, with leads in each of your four or five selling stages. Track where leads are lost or slow down. Use this information to improve the efficiency of your selling process.

10. Offer excellent customer service to maintain customers and generate word of mouth referrals – always the best!

For more resources, see the Library topic Business Development.

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Tove Rasmussen, of Partners Creating Wealth, offers business expertise worldwide to help organizations grow, and disadvantaged regions thrive.

Photo credit: Bev Sykes

6 Tips to Delivering Customer Value

Hand slipping a card with the word values in an office file

Leading your company had better not be like herding cats.

How do you get everyone moving in the same direction, like a finely tuned machine?

1 – Ensure your folks know the direction. Sounds simple, but often this isn’t the case. We give our employees the mushroom treatment..

2. Ensure the message on the company direction is relevant to your folks. You don’t want them daydreaming through this discussion. Make it real. Give examples. Give examples that involve your folks, the functions. Make it a discussion. Get everyone involved.

3. Set individual goals based on each person’s key role in delivering value. Make those goals the primary ones. Have the informal discussions to get your folks to buy into their role. You want passionate people when it comes to delivering customer value.

4. Create and refine systems that support delivering the value. Do Six Sigma FEMA analyses to understand the critical risk points, and address them. Foolproof the system.

5. Listen to customer feedback, and ensure team members are aware of it. The value to the customers may be shifting, and the company needs to change to address it. Market research, customer visits help to gain customer insight here.

6. Have fun with your team. Take some time to socialize, play bingo, bowl or just enjoy a BBQ. The team works hard, and friendships go a long way on a stressful day.

As always, let me know what works for you, or where you need some advice.

For more resources, see the Library topic Business Development.

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Tove Rasmussen, of Partners Creating Wealth, offers business expertise worldwide to help organizations grow, and disadvantaged regions thrive.

Photo credit: Digital Money World

Getting that Sales Growth!

Getting that sales growth is all about keeping your eye on the ball. Just like Novak Djokovic did to win Wimbledon on Sunday.

So, the goal is growth. Your company has its strategy in place, and it’s a good one. There is value to customers, beyond competitors’.

Once that is defined, it is a matter of promoting the company to the target market, and ensuring the company delivers on the value to customers. No simple tasks.

And, it is critical to keep your eye on the ball, that is, on the market. Are market needs changing? Is the competition catching up? Then it is imperative to stay abreast of market trends, though it is better to set them. Of course, staying ahead of the competition is the only way to maintain differentiation.

Just look at Pepsi and Coca Cola. How much differentiation is there really?

Promoting effectively involves knowing where your customers are, and so, where to reach them. If this information is not immediately available, market research can help. Spending time with the market helps most here.

Ensuring the company delivers on the value is the complex internal task. How are you going to be sure those in the company know where the added value lies? And, how are you going to be sure everyone knows not only their role, but how important it is in achieving that value?

Think on it a little, and let me know. I’ll write more on this in the next blog.

For more resources, see the Library topic Business Development.

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Tove Rasmussen, of Partners Creating Wealth, offers business expertise worldwide to help organizations grow, and disadvantaged regions thrive.

Photo credit: Carine06

Are companies responsible for how countries use their products?

Hand holding an iPad with the words new product

The Wall St. Journal reported today that Western companies including Cisco Systems Inc. have been contracted to build an ambitious new surveillance project in China —a citywide network of as many as 500,000 cameras that officials say will prevent crime but that human- rights advocates warn could target political dissent.

Should companies be responsible for how countries use their products? Read on for a discussion of how being true to your principles is the only way to proceed…one way or another.

Effective Board Meetings

Business people in a board room meeting with a nice view of corporate buildings

Probably the most important procedure that the board will undertake is the board meeting. At this meeting members of the board obtain and exchange information from each other and from the executive team, establish the objectives of the organisations, take decisions on courses of action and investments, delegate authority to the management team, and jointly develop new ideas for strategy and value creation.

Board members have only three sources of information: their own personal inquiries, the reports and papers provided to them by the organisation and its contractors, and the information that they gather from the discussion and debate at their meetings. Only the last of these three sources is fully shared between all board members and it is this last information source that is the most powerful input to board decision-making.

It is very important that the board meeting allows effective communication and collective action and leaves everyone feeling positive, motivated, and productive. After a decision has been taken at a board meeting it is imperative that the board presents a sound consensus in all external forums.

Any questions or disagreements that may have come up during the discussion leading up to the decision must stay within the boardroom and must be treated as confidential.

Some boards may find this a difficult task. In those circumstances it is a good idea for board members to agree on a charter or a set of operating procedures to which they can all adhere. Other boards may find that they manage this behaviour without a requirement for such formal documents.

To ensure that the board meeting is productive the Chairman, assisted by the CEO, must plan thoroughly for each meeting, manage the meeting productively, and always see that all members participate as far as possible.

Each board must develop policies to cover the meeting processes. These policies should set out the time, place, and members of the board and executive who will attend the meetings. They should also list any external government or community advisers who may attend meetings, and the terms upon which they do so. The policy may also set out the frequency of meetings.

Some board members find it helpful to hold their meetings at different venues. This allows the board to develop a better appreciation of geographically diverse operations, or to develop stronger relationships with other stakeholder groups in whose offices they may choose to meet.

Each meeting should have an agenda designed to assist the flow of information and to support creative discussion by the board, covering issues of strategy, performance and compliance.

The agendas should be circulated before the meeting, and board members should from time to time be invited to suggest agenda items that they believe would add value. It is normal for the agenda to be circulated with a large amount of pre-reading so that the board members can prepare for an informed discussion.

The fact that the agenda comes with a large, possibly glossy bound, amount of laboriously prepared data does not mean that an individual director may not request a change after seeing it. Requests for changes are normally sent to the chairperson, but may, if your board’s policy allows, also be sent to the company secretary or any other nominated person.

The agenda may be prepared by the company secretary, the chairperson, the CEO, another designated board member, or a small team made up of any of the above.

Having an agreed agenda assists in the conduct of the meeting as everybody participating in the meeting knows what business has been completed and what business is still to come. This helps them to manage their time accordingly. The order in which items appear on the agenda may be chosen to suit the preference of that board. A typical board agenda may contain the following items:

  1. The title and purpose of the meeting.
  2. The date, time, and venue.
  3. Attendance and apologies.
  4. Presentation by invited guest speaker (if any).
  5. The minutes of the previous meeting.
  6. Matters arising from the previous meeting.
  7. The CEO’s report.
  8. The CFO’s report.
  9. Policy and strategic issues.
  10. Formal approval of matters brought to the board.
  11. Subcommittee reports.
  12. Government correspondence.
  13. Any other business.
  14. Date time and venue of the next meeting.
  15. Presentation by invited guest speaker (if any).

Some boards like to have strategic and open-ended discussions early in the agenda, so they are not cut short by time constraints. Others prefer to run through compliance and regular reporting before devoting time and analysis to open-ended questions.

Other considerations include the timing of presentations or “guest appearances” of non-board members who may have been invited to attend for one agenda item only. In the sample agenda above these guest appearances have been scheduled at the beginning or at the end of the meeting. In a full day meeting these may well be scheduled to coincide with a break or to allow conversation to take place informally over lunch.

By including a category titled “any other business” the board can discuss any items that are urgent or any matters that require a decision that cannot be scheduled to the next meeting and that came to the notice of the board or to the person preparing the agenda after the agenda had been finalised and issued.

It is a sign of problems on the board, if issues that were easily foreseeable before the agenda was prepared are discussed under this category, as it indicates of either a lack of forethought, or an attempt to “steamroller” a board into making decisions on issues for which they have not been provided with adequate background briefing information or time for reflection.

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Julie Garland-McLellan has been internationally acclaimed as a leading expert on board governance. See her website and LinkedIn profiles, and get her books Dilemmas, Dilemmas: Practical Case Studies for Company Directors and Presenting to Boards.

Want an Ace Team? Try a Virtual One!

A virtual team on a conference call

With the internet, skype and social media, the world is small. It used to be expensive to call friends in Denmark from North America, but now it is free to e-mail or skype. This makes a virtual, global team possible.

I suspect that many of the FML readers are solopreneurs, start ups and small businesses. During this business stage, there isn’t always enough work to hire one person for a function, such as marketing.

In the past, businesses hired the needed talent. Small businesses had a tough time attracting excellent talent. Now, in the age of technology, we can work with ready-made talent who is located at their own office. They may even be half-way around the world.

There are many search engine optimization firms, marketing consultants, PR firms, market research firms and so on. How do you know who to work with?

As always, trust is paramount. So, a referral from someone you know helps, and face-to-face meeting can often be needed initially. Evaluate the expert’s credentials. Then, start with small jobs, and see how they go before working on more critical tasks or making the arrangement more permanent.

Outsourcing goes beyond marketing. There are plenty of contract manufacturing firms, and research/development firms with concentrations of technical industries.

We all know that UPS has focused on being the supply chain partner to businesses. As I look around, the stationery store becomes an important supplier to office businesses, as do the DIY stores for contractors.

So, until the work becomes a full-time job or attracts the talent needed, build a virtual ace team!

For more resources, see the Library topic Business Development.

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Tove Rasmussen, of Partners Creating Wealth, offers business expertise worldwide to help organizations grow, and disadvantaged regions thrive.

Photo credit: Steve Cadman

Who is selling your product?

Blackboard with question mark light bulb

Have you ever stopped to consider a prospect’s view of your firm? Their first contact is usually with Sales. So it is of critical importance who is selling your product.

Start ups and those who have been in business awhile have different issues.

In a start up, I’ve heard a few owners/bottle washers say there was no one else to sell. Just the first employee/owner.

We can all sell; we are all born with selling skills, right? Well, as one industry insider reminded me, keep in mind there is a range of selling skills – from nothing to everything.

If you are selling, then how effective are you? Monitor your sales pipeline, which is the four or five stages of leads as they progress from an unqualified lead to a sale. Analyze the pipeline for accomplishments and areas to improve.

If you haven’t sold before, I’d suggest taking a credible course or at the very least reading a book on selling. One of my favorites is Strategic Selling by Robert Miller, et al.

In a longer running company, you will likely have sales managers or representatives. Be sure to assess their impact on the customers. Do customers like the sales rep? Is there respect and rapport? One way to judge this is to go on sales calls, mingle with customers. Always stay close to your customers.

Take a look at the selling skills of your rep. Is s/he able to close sales? Here s/he needs to read the buying signals and ask for the sale. This takes courage, which not all nice folks have. One way to monitor this is taking a look at the number of new sales the rep closes.

In all companies, the selling skills of the people selling the product are critical to success.

For more resources, see the Library topic Business Development.

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Tove Rasmussen, of Partners Creating Wealth, offers business expertise worldwide to help organizations grow, and disadvantaged regions thrive.

Photo credit: Valerie Everett

Porter’s Five Competitive Forces (Part I)

Two business men in an arm wrestling competition

Every business has competitors for its customers, who, after all, get to choose. Most business plans only focus on existing competitors. While that’s necessary, it’s not sufficient. You also need to look at the underlying structure of your industry, and assess the extended rivalry that exists within that structure. One way to do that is to apply the work of Michael Porter, which looks at the five competitive forces that (should) shape strategy.

Continue reading “Porter’s Five Competitive Forces (Part I)”