Guest post by Roy Vassie
Following my comment on the recent blog posting ’should I close down my window company’ the RCG asked me for a guest posting outlining some of the classic errors I have seen companies in our sector of industry make on a regular basis. After my first thought.. ‘there’s a series of books in this, how will I find the time to write them ‘. I gave the question some more thought and decided that rather than individual examples, of which I could literally quote thousands. I would go for the errors that cause the multitude of problems I see.
For those of you who don’t know me I will explain that through my work with Adminbase, I have been in the fortunate position to have been privy to the inner workings of hundreds of window and Conservatory companies over the years. I am as a result of this work acutely aware that many have succeeded in spite of their efforts rather than because of them.
In reply to the question ’should I close down my window company’ RCG outlined a number of issues that would need to be looked at in detail and addressed to ensure a company worked and operated profitably. The very fact that it was necessary for him to do this highlighted to me the most obvious problem I and my colleagues at Ab Initio see. The scenario goes something like this.
‘I’m too busy getting the work done to spend time analysing my business activity’s.’ or ‘I know I need to, but I just don’t have enough time to change things right now.’
This position is expressed by ones fortunate enough to have a full order book, the flip side of this being when the company is struggling with short lead times due to a shrinking order book, then we often hear.
‘I am too busy finding new, customers, reps, methods of generating leads to take time to spend time analysing my business activity’s.’ or ‘I know I need to, but I just don’t have enough time to change things right now, because I am too busy finding new, customers, reps, methods of generating leads.’ A truly self perpetuating problem.
So the most common mistake I see business owners making, is that many never make the time to stand back take a long hard look at their business and get in control. A simple but fundamental mistake, but one that I see made time after time, often by otherwise very intelligent capable people.
Then when the time comes or is forced upon the owner, or the company to take the ‘long hard look’ comes the second most common error.
They have taken a look at something that is very familiar and comfortable for them… their own business, and frequently draw the conclusion. ‘I have always done things this way and it’s worked just fine up till now’ or ‘Its not just my business that’s struggling everyone is in the same boat’
Different perspectives that both lead to the same point of view, that being to resolve to hang on in there, continue to do the same old things in the hope things will pick up.
The problem with this position is that the more radical thinkers amongst the competition, will steal the march on the guy that thinks this way, and in time our owner who is always too busy will be back in the ‘I am too busy finding new, customers, reps, methods of generating leads to take time to’ etc. etc. scenario.
I believe, the very competitive nature of our industry reinforces this problem. We dont have many who talk on a regular basis to their competitors, and of those that do, only a small minority will be honest about the issues they currently confront, especially the negative ones.
The strange thing is that the companies I personally know, who stand out as shining examples. (most of whom have done so for as long as I can remember) are the ones that buck that trend. They are willing to talk to virtually anyone about their businesses in an open and candid way; and they do so because they have found that this exposes them to new ideas and teaches them about others mistakes and as a result of this discourse they flourish.
As a company Ab Initio have held a number of seminars for our users over the years, to which we have invited customers from all over the country. The experience of meeting and discussing their businesses in detail with us and each other, has always been beneficial for both those companies and also for us, helping us as it does better understand the needs of our users.
So I guess that would lead me to conclude that the classic mistakes are.
1 Being unable to see the need for change within your own business or worse still being unaware of the need for change because you only have you own experiences to draw from.
2 The reluctance to make the changes that are needed, even when you know that change you must.
Roy Vassie
Ab Initio Software
http://www.abinitiosoftware.co.uk
Tags: ab initio, adminbase software, how to run a double glazing company
I’ve recently read a book called “Who moved my cheese” took a couple of hours to read but it sure hell points out the onvious if you do the same you get the same, if your struggling and don’t change anything you’ll still be struggling a year later.
Nice article Roy….couldn’t agree more
Change or Die !!
Steve
I would agree whole heartedly ,
But one thing I see far too often , granted normally in the public sector, is change for change sake . that one really winds me up, what a waste
I agree Kevin, very frustrating especially when the money funding those unrequired changes in the public sector is ours !!