Security Sales & Integration March 2022 - 62
EXECUTIVE DECISIONS
Business Fitness by Paul Boucherle
paul@matterhornconsulting.com
@swisssherpa
Leading From the Boardroom
to Boiler Room (Part 1)
Most
important
post-COVID-19
are digital
transformation
solutions that
can transform
your abilities
to deliver on
more strategic
plans in a
tactical and
practical
method.
▶ OHHH NOOO, not more traditional leadership
nonsense ... blah, blah, blah ...
Yep, you are right. Some more C.R.A.P. on
leadership. Th ere are four steps in this new acronym
and this process will help anyone who
aspires to lead more eff ectively at any level of the
company. Sharing some lessons learned in the
USMC. First thing's fi rst. Let's clarify the difference
between a strategic and tactical plan so
everyone is on the same page.
Th ink of a strategic plan as the end state, end
of the journey, or the what. We are taking a road
trip from New York to California over the summer.
Tactical plans are shorter term actions that
support the strategic plan, such as where to turn
right or left, using a GPS unit, getting gas, and
determining who is driving and when. Th ink of
tactical plans as the how. Are we clear? Crystal!
Strategic plans are essential at corporate and departmental
levels. Leadership is required at both
levels. Strategy is about where you want to be to
meet goals. If the corporate strategy is growth or
market penetration to deliver results, then departmental
leaders need to think and plan around
those long-term goals. Will their current team
be able to step up? What training or new talent
will they need to plan for to support long-term
goals? Clarity in thinking, planning, resources and
preparation of training is key.
Paul Boucherle, Certifi ed
Protection Professional
(CPP) and Certifi ed Sherpa
Coach (CSC), is principal
of Canfi eld, Ohio-based
Matterhorn Consulting
(matterhornconsulting.
com) and an SSI Industry
Hall of Famer. He has more
than 30 years of diverse
security and safety industry
experience.
62
Leadership is not limited to senior management
positions. It is not their responsibility alone. Success
in business or military missions depend on
these factors:
Clarity and practicality of the leaders intended
outcome. Let's call that vision.
Realistic expectation for timetable and skill
stacks. Let's call this tactical execution.
Accountability of a leader and their individual
team members. Let's call this communication.
Processes that support the vision and enable the
tactical execution. Let's call this framework.
Clarity of vision is when your team closes their
eyes and can see the future, clearly. It should be
visceral and uncomplicated to grasp. It should be
practical and supported by why it is important. If
we don't make it to California by early September,
Security Sales & Integration MARCH 2022
we will be trapped at Donner Pass for the winter.
We know how that story ended. Editing your vision
is the hardest part but the most crucial step.
(We'll cover more on this next month.)
Realistic expectations are primary in recognizing
gaps, market realities, leadership styles and
needs for organizational growth training. Unrealistic
expectations can demoralize and disturb the
path for real growth. It can also result in turnover,
which we all know can be quite expensive with a
limited labor pool.
Accountability starts with senior management.
Th ey must be accountable for new directions in
addressing the gaps, realities and must support
change with patience. Th e clarity of their vision
should invite constructive steps to hold their people
accountable once they invest in the tools, training
and digital transformations to enable accountability.
At a departmental level, leadership must identify
weaknesses, coach, train and replace team members
who are not on board. Tough task, but necessary.
Processes. A company's processes will enable
or discourage success for strategic, and more importantly,
tactical execution of desired outcomes.
All businesses are people-based. Engage the entire
team in exploring new processes to reach your
goals. We utilize process mapping, improved communication
skills and active listening to improve
company delivery processes.
Most important post-COVID-19 are digital
transformation solutions that can transform your
abilities to deliver on more strategic plans in a
tactical and practical method. Manual traditional
methods of paper and pencil, high dependency on
face-to-face communication, team design reviews
and the transfer of datapoints were seriously disrupted
over the past 18 months. Add to that fewer
people to move that paper process forward and
you fi nd yourself being less responsive to customer
proposal needs. Th e fi nal blow is a delayed supply
chain for delivering products based on conventional
processes. Th e answer? Streamline decision
making and data acquisition.
We will dig in for a deeper dive on the mechanics
of making this happen next month. Stay tuned
for additional insights from your Sherpa Coach!
securitysales.com
http://www.securitysales.com
Security Sales & Integration March 2022
Table of Contents for the Digital Edition of Security Sales & Integration March 2022
Security Sales & Integration March 2022 - Bellyband Front
Security Sales & Integration March 2022 - Bellyband Back
Security Sales & Integration March 2022 - Cover1
Security Sales & Integration March 2022 - Cover2
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Security Sales & Integration March 2022 - Cover3
Security Sales & Integration March 2022 - Cover4
https://www.nxtbook.com/emerald/securitysales/august_2023
https://www.nxtbook.com/emerald/securitysales/july_2023
https://www.nxtbook.com/emerald/securitysales/june_2023
https://www.nxtbook.com/emerald/securitysales/may_2023
https://www.nxtbook.com/emerald/securitysales/april_2023
https://www.nxtbook.com/emerald/securitysales/march_2023
https://www.nxtbook.com/emerald/securitysales/february_2023
https://www.nxtbook.com/emerald/securitysales/january_2023
https://www.nxtbook.com/emerald/securitysales/december_2022
https://www.nxtbook.com/emerald/securitysales/november_2022
https://www.nxtbook.com/emerald/securitysales/october_2022
https://www.nxtbook.com/emerald/securitysales/september_2022
https://www.nxtbook.com/emerald/securitysales/august_2022
https://www.nxtbook.com/emerald/securitysales/july_2022
https://www.nxtbook.com/emerald/securitysales/june_2022
https://www.nxtbook.com/emerald/securitysales/may_2022
https://www.nxtbook.com/emerald/securitysales/april_2022
https://www.nxtbook.com/emerald/securitysales/march_2022
https://www.nxtbook.com/emerald/securitysales/february_2022
https://www.nxtbook.com/emerald/securitysales/january_2022
https://www.nxtbook.com/emerald/securitysales/december_2021
https://www.nxtbook.com/emerald/securitysales/november_2021
https://www.nxtbook.com/emerald/securitysales/october_2021
https://www.nxtbook.com/emerald/securitysales/september_2021
https://www.nxtbook.com/emerald/securitysales/august_2021
https://www.nxtbook.com/emerald/securitysales/july_2021
https://www.nxtbook.com/emerald/securitysales/june_2021
https://www.nxtbook.com/emerald/securitysales/may_2021
https://www.nxtbook.com/emerald/securitysales/apr_2021
https://www.nxtbookmedia.com