Podcasts – KPI Management Solutions

In this episode of the Smart Business Performance Podcast, Roger welcomes Derek Kinnear and discusses the 5 Procurement Tips to move the bottom-line needle. This episode will boost your Business procurement to a whole new level!   Derek is the former Managing Director of Bidvest Group Procurement since 2009.   He was the Chairman managing the […] The post SBP030: 5 Procurement Tips to move the needle appeared first on KPI Management Solutions.

In this episode of the Smart Business Performance Podcast, Roger welcomes Derek Kinnear and discusses the 5 Procurement Tips to move the bottom-line needle. This episode will boost your Business procurement to a whole new level!   Derek is the former Managing Director of Bidvest Group Procurement since 2009.   He was the Chairman managing the procurement of the 2013 FIFA Confederations Cup and the FIFA 2014 Brazilian Football World Cup.   Prior to that, he was the CEO of Group Procurement at FNB (First National Bank) and a Financial Services Charter Committee Member.     Tune in now and make sure to take away the notes with you!   5 Procurement Tips to move the needle are: Run Procurement as a profit centre. If savings is the mandate: then the initiatives must exceed CPI. Monitor KPI's, using clean data. Ensure you adopt collaborative programs and relationships with your Partners / Suppliers. Communicate regularly with your Target audience (internal and external stakeholders).     Conversation Highlights: [01:01] Derek thinks that the World Cup experience was interesting. He thought of using most of the procurement process as the base of the 2014 World Cup. He joined Bidvest in 2009 and prioritised providing a great experience to everyone.   [05:40] Derek thinks that the easiest onset to get the cohesion going was with difficulty. A lot of the emphasis throughout the process was driven from a financial perspective.   [09:36] He explains his approach towards procurements in that environment.   [12:33] He unfolds the 5 Procurement Tips to move the bottom-line needle and elucidates the first procurement tip with the help of some intriguing examples.   [22:35] He further emphasize the need to pursue initiatives significantly higher than the CPI rate while clarifying the basic principle of 80-20 (Pareto Principle).   [30:06] You need people at a lower level. The only way you will translate that kind of financial result is through Key Performance Indicators (KPIs) that drive the Executives as well as operational people.   [38:38] If you're chasing only one criterion, and that's the price, then you will be doing yourself an injustice and you are going to do the organisation a massive injustice.   [50:45] Derek explains that if you can put all the above tips together, it could be the best-kept secret in the world. What you must do is to communicate!       About Our Sponsor: KPI Management Solutions helps organisations to meet their Stretch Goals using KPIs, OKRs, AI-enabled Technology and Training. KPI offers advanced data-driven  Procurement Performance services in association with Derek Kinnear.   Check us out at www.kpims.co.za. Download the KPI Spreadsheet for FREE for a limited time only.   Connect with Derek: Info@nxttxn.com Ring him up at +27 83 327 0001     If you enjoyed this episode of the Smart Business Performance Podcast, then make sure to subscribe to our podcast.      

In this of the Smart Business Performance Podcast, Roger welcomes Bryan Clayton, and discusses the entrepreneurial ventures of Bryan. He definitely will revamp your thoughts about Entrepreneurship by the end of this episode!   Bryan is the CEO and co-founder of GreenPal an online marketplace that connects homeowners with Local lawn care professionals. GreenPal has […] The post SBP029: How to start a business from scratch, & scaling it before exiting appeared first on KPI Management Solutions.

In this of the Smart Business Performance Podcast, Roger welcomes Bryan Clayton, and discusses the entrepreneurial ventures of Bryan. He definitely will revamp your thoughts about Entrepreneurship by the end of this episode!   Bryan is the CEO and co-founder of GreenPal an online marketplace that connects homeowners with Local lawn care professionals. GreenPal has been called the “Uber for lawn care" by Entrepreneur magazine and has over 200,000 active users completing thousands of transactions per day.   Before starting GreenPal Bryan Clayton founded Peachtree Inc. one of the largest landscaping companies in the state of Tennessee growing it to over $10 million a year in annual revenue before it was acquired by Lusa holdings in 2013.   Bryan's interest and expertise are related to entrepreneurialism, small business growth, marketing and bootstrapping businesses from zero revenue to profitability and exit.   Tune in now and make sure to take away the notes with you!   Conversation Highlights: [01:09] Bryan has been in business for more than 20 years. His father, one day, asked him to cut the neighbours grass. It was his first business, that he grew to one of the largest landscaping company, worth more than $10 million.   [02:48] He wanted to sell the company so that it could become a part of something bigger and his team members could have better opportunities. Lusa holdings finally acquired the company in 2013.   [04:24] It was as if the author of the book was shedding light on Bryan. If you have too many products and services, you need to consolidate before you sell your business. Bryan then emphasized the need to be the best at one thing.   [08:29] Bryan, after selling the Peachtree Inc., realised that business gives him the reason to level up and grow. So, in order to fill the void, he laid the foundations of GreenPal. GreenPal is like the “Uber for lawn care." He believes that revenues are the best form of financing.   [14:00] Bryan explains the importance of Profit at different stages of business. You first need is to get revenue. He further elaborates on the importance of customer feedback and shares some of the memorable feedbacks he received at GreenPal.   [21:19] Leveraging technology is a great opportunity for you to take your business to the next level and now is the time to implement it.   [24:57] Hire an expert for 4-5 hours a week than hire a newbie for 50 hours a week.   [27:28] Bryan thinks that if you look at your business as an infinite game, then you can help yourself get through the hard times. Failure is not an option. He also stresses the importance of Culture.   Special Reminder: Make sure to get your copy of Built to sell: Creating a Business That Can Thrive Without You Fix this next: Make the Vital Change That Will Level Up Your Business The Infinite Game   Download the GreenPal app Now! On App Store On Google Play Store     About Our Sponsor: KPI Management Solutions helps organisations to meet their Stretch Goals using KPIs, OKRs, AI-enabled Technology and Training   Check us out at www.kpims.co.za. Download the KPI Spreadsheet for FREE for a limited time only.   Connect with Bryan: Website LinkedIn

Do you know? Coaching can be a key driver of performance.   Want to know more about coaching and how can it enhance your business performance? Our guest today, will break down everything you need to know about coaching.   In this of the Smart Business Performance Podcast, Roger welcomes Clive Kaplan, the CEO of […] The post SBP028: The Benefits of Coaching for Finance Executives appeared first on KPI Management Solutions.

Do you know? Coaching can be a key driver of performance.   Want to know more about coaching and how can it enhance your business performance? Our guest today, will break down everything you need to know about coaching.   In this of the Smart Business Performance Podcast, Roger welcomes Clive Kaplan, the CEO of GREEN MIND CAPITAL (Pty) Ltd. The company focuses on assisting executives, especially emerging young CA's, in maximizing their potential and fast-tracking their careers.   Clive is a South African Charted Accountant CA(SA) with over 20 years' experience as an executive director in both listed and unlisted companies.   He brings some interesting perspectives to the field of management. Having been involved at Director/Board level, he offers a wealth of wisdom on both the people and business front.   Tune in now and make sure to take away the notes with you!   Conversation Highlights: [01:04] Clive was, from the beginning, preparing himself to become an executive coach. He explains that Passion is important as it fuels your drive towards success.   [05:14] Clive focuses mainly on coaching the CA market. He has more of a fifth-dimensional view of the clients and helps them move from the manager space into the executive space. He also elaborates on the present scenario of CAs in the business world.   [09:15] The CFO is responsible for everything regarding finance in the business. Clive markets a 6-Session package which covers the important things that one needs to be aware of in stepping into the executive space.   [16:47] It's all about the candidates and not about the company.   [22:22] Clive explains that not every executive needs a coach. If you do things differently, you can create different results.   [25:35] Clive thinks that COVID has turned the world into a digital space. It has created a lot of opportunities for the people.   [31:14] Clive elaborates on the key technical skills that young financial professionals need to develop. He / She needs to digitize the office of finance and then go on to help the colleagues.   Special Reminder: Still confused? Don't know your passion? Make sure to check out Clive's Course to help you find your passion.   Want to get coached by Clive? Visit here.   About Our Sponsor: KPI Management Solutions helps organizations to implement their BUSINESS STRATEGY and track the PROFITABILITY impact through to the Income Statement.   Check us out at www.kpims.co.za. Download the KPI Spreadsheet for FREE for a limited time only.   Connect with Clive: At GREEN MIND CAPITAL website On LinkedIn Or email him at clive@greenmindcapital.co.za WhatsApp him at +27 72 280 6878

People say that the topic of cold calling was dead many years ago.   Or… is it?   My guest today says, “false,” and by the end of this episode, you will be too!   In this of the Smart Business Performance Podcast, Roger talks with Chantell Kanes, Managing Director at The Cold Calling Company. She has a […] The post SBP027: If cold calling is dead, how does The Cold Calling Company succeed at it? appeared first on KPI Management Solutions.

People say that the topic of cold calling was dead many years ago.   Or… is it?   My guest today says, “false,” and by the end of this episode, you will be too!   In this of the Smart Business Performance Podcast, Roger talks with Chantell Kanes, Managing Director at The Cold Calling Company. She has a strong passion for sales consulting and lead generation.   She breaks down everything you need to know about the benefits of Cold calling. She definitely will revamp your thoughts about Cold calling by the end of this episode!   Tune in now and make sure to take away the notes with you!   Conversation Highlights: [01:28] Cold calling is the only way to get to get through a potential prospect in a direct form. She explains that if executed and monitored correctly it's definitely not dead!   [03:13] She describes Cold calling as the most cost-effective way to generate new leads and business. Cold calling directly targets specific people.   [07:10] There is no Cold calling without planning and preparation. The biggest part of Cold calling is to pass the gatekeeper. It takes blood to do this job!   [13:19] All goes down to preparations! You've got to be prepared and planned before even making the first call.   [16:50] You will definitely get 100 No's every day! Chantell believes that everyone can be taught to cold call if they are having the right mindset.   [19:02] Cold calling is actually a full-time job because you need to follow-up on the calls you made the previous day. She explains that they decided to go virtual in order to manage their employees.   [23:12] Business owners choose the Cold Calling Company for monitoring and managing whether the B2B Cold calling is being executed correctly.   [28:40] They do Cold call to the whole of South Africa. They also have run some campaigns for UK and would be keen to help you out!   [30:13] Cold calling is not dead. If your preparations are correct, then you will be able to provide this service in a very cost-effective way.   [31:31] Chantell is passionate about Cold calling because at the end of the day she see that it really does work.   Connect with Chantell: On LinkedIn Twitter Instagram Facebook The Cold Calling Company website Email her at chantell@coldcall-company.co.za Phone her on: +27 71 275 6293     If you enjoyed this episode of the Smart Business Performance Podcast, then make sure to subscribe to our podcast.

In this episode of the Smart Business Performance Podcast, Roger talks with Alina Miertoiu. Alina is a Senior Management Consultant at The KPI Institute and the Executive Manager of the Center for Performance Benchmarking. She has a professional background in business research, process improvement and management consulting, being involved in international strategy and performance-related projects […] The post SBP026 OKRs (Objective Key Results) the Key to Performance Management? Part 2of 2 appeared first on KPI Management Solutions.

In this episode of the Smart Business Performance Podcast, Roger talks with Alina Miertoiu. Alina is the OKR Product Manager and a Senior Management Consultant at The KPI Institute. She has a professional background in business research, process improvement and management consulting, being involved in international strategy and performance-related projects for clients from various industries, including IT, utilities, healthcare, venture capital, financial services and manufacturing. Starting with the basics about OKRs, they end up giving some powerful tips and tricks on how you can use OKRs to boost your business.   Tune in now and make sure to take away the notes with you!   Conversation Highlights: [01:10] A snap recap of the previous episode OKR is a goal-setting framework for defining and tracking objectives and their outcomes. The benefits of OKRs Objective v/s Key Result OKRs value purpose over performance. OKRs are more suited for a very innovative and fast-changing environment. They work better in a structured organisation.     [03:03] Link it back to the vision and strategy Settings up Individual OKRs You need to have 3 to 5 objectives and key results to measure each one of them. Alina doesn't recommend the OKRs to focus mainly on the numbers. Try to set priorities rather than going for the numbers. What about the big organisations?   [07:54] Why the OKRs are required to have aspirational goals? If you are doing the same thing, you won't get different results. Aspirational goals are the best way to know what we can do to have different results! Make sure to give your employees a safety blanket. What happens after you achieve your goal? How do you sustain your success? Balance the hygiene metrics with future-focused OKRs   [14:16] Can OKRs and traditional KPIs co-exist? With the OKRs, you are just trying to see what extra values and involvement they can bring. Can everyone use individual OKRs? If you want to have integrated OKRs, then you need to have approval. A story to take a lesson from…..   [22:21] The Topic of Cadence Is it a necessity to check your OKRs? You will need to readjust the path in order to achieve your goals. "A review doesn't need to be a formal 3-hour long discussion as long as we have an informal short chat and we are in agreement." Where does the agile framework meet the OKRs? A word of gratitude.   Special Reminder: Check out the first episode with Alina and make sure to share your feedback with Alina   Connect with Alina: On LinkedIn Email her at miertoiu@kpiinstitute.com     Where can we find out more information? Look out for the white paper by Alina called “OKRS – the silver bullet of performance management?” coming February 2021   If you enjoyed this episode of the Smart Business Performance Podcast, then make sure to subscribe to our podcast.

In this of the $mart Business Performance Podcast, Roger talks with Alina Miertoiu, Business Research Analyst at The KPI Institute, a research institute specialized in business performance, considered today the global authority on Key Performance Indicators research and education.   She is a Certified KPI Professional and her research activity in the Performance Management field […] The post SBP025 OKRs (Objective Key Results) the Key to Performance Management? Part 1 of 2 appeared first on KPI Management Solutions.

In this episode of the Smart Business Performance Podcast, Roger talks with Alina Miertoiu. Alina is the OKR Product Manager and a Senior Management Consultant at The KPI Institute. She has a professional background in business research, process improvement and management consulting, being involved in international strategy and performance-related projects for clients from various industries, including IT, utilities, healthcare, venture capital, financial services and manufacturing. Starting with the basics about OKRs, they end up giving some powerful tips and tricks on how you can use OKRs to boost your business.   Tune in now and make sure to take away the notes with you!   Conversation Highlights: [02:20] What are OKRs? OKRs is a goal-setting framework for defining and tracking objectives and their outcomes. Is there really need for another framework? The benefits of OKRs OKRs value purpose over performance.   [05:31] A practical approach towards OKRs Objective v/s Key Result An aspect of a good key result is to focus on outcomes rather than measuring the things in between. Do statistics matter? The frequency of reviewing the progress is a key element for a successful business. OKRs provide you with flexibility which is not possible in traditional frameworks.   [12:50] Who uses OKRs? OKRs have been around since the 70s! How OKRs played a crucial role in Google's success? OKRs are more suited for a very innovative and fast-changing environment. How can OKRs work in your context? Creating a hybrid system towards success OKRs work better in a structured organisation.   [17:35] Traditional KPIs v/s OKRs The key difference is the execution of the framework. 'This is what I want to achieve, how are you going to do that?' OKRs monitors how value is created rather than monitoring the numbers. Split your goal into short objectives. OKRs help you do things in a better way.   [21:51] Stop working in silos! How collaborations can lead you to success? The beauty of OKRs What about smart goals? Theoretically, you should achieve 70% from your OKRs. How to practically approach perfection?   [27:27] The essence of OKRs An example of how OKRs can put you closer to success   [31:31] Whole episode in a minute! OKRs are an agile and innovative way for managing performance. They are probably the best way to fast track and implement changes in your organisation. OKR require people to stretch their minds and vision. They require tracking on much more frequent basis and are part of a team effort. OKRs are something that drives cultural changes as well.     Connect with Alina Miertoiu: On LinkedIn Email her at miertoiu@kpiinstitute.com   Where can we find out more information? Look out for the white paper by Alina called “OKRS – the silver bullet of performance management?” coming February 2021   If you enjoyed this episode of the Smart Business Performance Podcast, then make sure to subscribe to our podcast.

Profit first is a way to make more profit for your business and also have predictable cashflows.   In this Episode, Lee Wilson from Profit First Coaching unpacks the methodology  into its core components   There are 5 big ideas used in the methodology:   Sales – profit = expenses Bank Profit as the first transaction […] The post SBP024 How to make more Profit with Profit First (Part 1 of 2) appeared first on KPI Management Solutions.

Profit first is a way to make more profit for your business and also have predictable cashflows.    In this Episode, Lee Wilson from Profit First Coaching unpacks the methodology  into its core components    There are 5 big ideas used in the methodology:    Sales - profit = expenses  Bank Profit as the first transaction each month  Multiple bank accounts to manage your cash flow   Right size your business - Teach the business to work with less including innovation  Declare profits (according to well-defined profit benchmarks) each quarter and celebrate     The benefits for any owner-managed business would be:    Right size your business taking out duplicate or unnecessary costs  Your Profit will therefore increase immediately  There will be adequate and predictable cash flow leading to reduced stress  You will become proactive with a forward-looking view of your business  Scaling and selling your business becomes much easier    Where can we find out more information?  Come to my website www.profitfirst.co.za  Get an overview, videos and a free summary of the book.  Book an assessment   Lee Wilson   Lee@profitfirst.co.za  +27 83 627 4494 

This is an Interview with Brad Forrest who runs very successful Graduate programs focused on data analytics: The demand for business-driven analytics is growing exponentially and organisations need a mechanism to develop people to grow and run solutions in an affordable and sustainable way.   Tips Select Graduates according to a Profile that suits the […] The post SBP023 How to run a Graduate Program Focused on Data Analytics appeared first on KPI Management Solutions.

This is an Interview with Brad Forrest who runs very successful Graduate programs focused on data analytics: The demand for business-driven analytics is growing exponentially and organisations need a mechanism to develop people to grow and run solutions in an affordable and sustainable way.   Tips Select Graduates according to a Profile that suits the type of work Train the Graduates using rapid techniques Don't train everything you could. Focus on what's important Repetition is important Time the graduates to ensure they reach the required benchmarks before releasing them Coach them on the job Give them real projects to work on with real milestones Bring them back to the classroom each month and plug the problems they identify It takes 12 to 18 months to really get up to speed Build sustainability and longevity for your organisation using Graduates

In previous podcasts, we spoke about the importance of balancing KPIs to avoid getting distorted results.    When looking at the selection of KPIs for a team or for the overall business, there is another level of balancing to be added.    The idea was first documented by Robert Kaplan & David Norton who Identified 4 perspectives that KPIs can be grouped by.    Financial Perspective - ask yourself, “How is Shareholder value created? The answer to this is normally answered with KPIs that address Financial Growth Financial Efficiency Optimized usage of their funds which includes generating cash, not consuming it Customer Perspective - ask yourself, “What valued our Customer expect from us?” They are normally seeking Quality Products and Services Meeting due dates A competitive price Good relationships or partnerships Product leadership and Brand could be important Internal Perspective- ask yourself “to satisfy our shareholders and customers, what internal processes do we need to excel at?” This will typically talk to Quality processes Efficiencies continuously improving the cost to produce outputs  Reducing cycle times of processes Ensuring good governance Executing projects on time, in scope and within budget   Learning and Growth - ask yourself “how will we sustain and improve the business long term?” This perspective does not address customer-facing activities but rather activities that are behind the scenes such as Building the capabilities of your people Optimising IT systems  Building the environment and culture that is needed   Within each of the above 4 perspectives, you also need to balance between efficiency and effectiveness otherwise you may be driving one at the expense of the other.    Tip  Group your business and Team KPIs into the 4 perspectives to ensure you have sufficient balance in your KPIs to execute on your strategic goals.   

In previous podcasts, we spoke about the importance of balancing KPIs to avoid getting distorted results.   When looking at the selection of KPIs for a team or for the overall business, there is another level of balancing to be added.   The idea was first documented by Robert Kaplan & David Norton who Identified […] The post SBP022 How to Balance your KPIs Part 3 of 3 appeared first on KPI Management Solutions.

When choosing KPIs for every business, team or individual, first consider who the customer is (external or internal) and what they want.  You will typically find that the starting point is that they want a product or service and it can be summarized as follows:  Quality – they want the product or service at the […] The post SBP021: How to Balance your KPIs Part 2 of 3 appeared first on KPI Management Solutions.

  When choosing KPIs for every business, team or individual, first consider who the customer is (external or internal) and what they want.    You will typically find that the starting point is that they want a product or service and it can be summarized as follows:    Quality - they want the product or service at the level of quality they are paying for,  and  Timeliness - They want it on time, and  Quantity - they will want sufficient of it to meet their requirements    These are the basic deliverables that virtually every deliverable must possess.    So, when you're choosing KPIs, try and address these 3 value drivers with matching KPIs.    So, if you are setting KPIs for a Service Desk engineer you could start with 3 KPIs    Quality - % First-time Fixes  Timeliness- % SLA met  Quantity - # Average number of calls closed per week    Here are 5 other ways you can balance your KPIs    Efficiency   Effectiveness  Lead and lag indicators  Capabilities or Inputs  Process adherence       Tip  Always ensure that you have addressed quality, timeliness and Quantity in a scorecard or dashboard before moving on    Resources mentioned in the podcast    Visit www.kpims.co.za/kpis  Www.kpims.co.za/training 

KPIs should always be balanced.   Why?   Because, what you typically find is that if you measure one thing, that thing will improve but something else will deteriorate.   For example, if I focus on. Production quantity, I might achieve the volumes I want but quality declines.   Similarly, if I measure quality I […] The post How to Balance your KPIs to avoid skewed results Part 1 of 3 appeared first on KPI Management Solutions.

KPIs should always be balanced.  Why?  Because, what you typically find is that if you measure one thing, that thing will improve but something else will deteriorate.  For example, if I focus on. Production quantity, I might achieve the volumes I want but quality declines.  Similarly, if I measure quality I might find that Quantity declines.  The trick is to always measure both at the same time and ensure they have the right weighting or focus.  At a business level, you could encounter the same problem.  If you only measure Financial Performance you will find that other perspectives such as Customer or People related KPIs deteriorate and you land up with a long term issue that becomes difficult to come back from.  The opposite is also true, if you only focus on measuring Customer or People related KPIs you could find that you underperform Financially and everyone loses.  Tip  Make sure you balance your KPIs but measuring the different types of KPIs at the same time. 

  A common mistake I see all the time is that KPIs are set as Customer KPIs when in fact the customer doesn’t value that measurement and benefits nothing from it. For example, a sales department crafted a few customer KPIs: $ Value if Gross Profit % Gross Profit $ Value if Annuity Business $Cost […] The post SBP019 When Choosing KPIs ask “what does your Customer Want?” appeared first on KPI Management Solutions.

When choosing KPIs, always start by defining who the customer is.  So the next logical step is to figure out what the customer is looking for.   A common mistake I see all the time is that KPIs are set as Customer KPIs when in fact the customer doesn't value that measurement and benefits nothing from it. For example, a sales department crafted a few customer KPIs:  $ Value if Gross Profit  % Gross Profit  $ Value if Annuity Business  $Cost of Customer returns    From the above examples, you can see that the customer has received no benefit from these.    Instead we should be asking how would the customer want to measure you as a supplier?    The answer to that question would like very different:  # of returned shipments due to Poor quality  # Mistakes on documentation  % Variance to lowest product price  % Product returned for Poor Quality  % Due Date met  # Avg time from order to Delivery  # Executive Engagements  % Net Promoter Score  Can you see the difference?   All of these KPIs are of value to the Customer and right now your customer might be measuring you on the achievement of them.    There are 3 Value propositions which we can discuss    Value for money (or a no frills offering)  Customers want a product quality that is fit-for-purpose and where the delivery is predictable.  It must be relatively easy to do business with you and there doesn't need to be a huge variety of products to choose from. The price needs to be competitive even  if it's not the lowest. Price will, however, become a discussion point if quality and delivery are lacking.  In times like these customers want a great offering at a great price. They love champagne, but invariably only have money for beer.  There are world-class companies that do this such as Walmart, Toyota, Macdonald's.  70% of my customer are looking for the price as the #1 value driver    KPIs    % Repeat Business  % On time and In full deliveries  #Average order lead time  % Credit Note to Sales    The trick for you is to ensure you measure the same in your internal systems.      2. One stop shop  This is the Customer Solutions model. You supply the customer with many  customized products and services and can be integrated into their supply chain.  Relationships on the ground are key as you increase the mix of services to product.  Companies that do this well include Microsoft and IBM,.  20 to25%    KPIs  % Contract renewals  Value of Referral Business  % Customer Satisfaction – you can use some sort of survey to get this information  % Net Promotor Score  Value of ROI from Joint Customer Initiatives      3. Product Leadership      Product leadership means providing cutting edge premium products. They are not to be confused with fit-for-purpose quality products as they have a much higher and superior quality and, perform at a much higher level.  Suppliers of leading products should earn a superior margin in order to service the additional costs these products require,   such as innovation costs,   research costs,   handling costs and,   branding costs.   In addition, be wary of launching innovation projects that aren't led by customer data as this can cause an unnecessary reallocation of resources away from productive and profitable activities.  Companies that do this include Mercedes Benz, BMW, Apple, Gucci Clothing.  5to10%    KPIs   # Innovation Awards  % Brand Awareness  # Average Ranking in Product Reviews  # New features per annum  # Average score in independent reviews      The trick for you is to ensure you measure the same in your internal systems.    Tip  Make sure your Customers would value your  Customer KPIs  

The most common question I get is, ” How do I choose the right KPIs?” Great question! There are millions of things that could be measured. You can only manage what you measure.   So if you measure the wrong things you will manage the wrong things and not get the results you’re looking for. […] The post SBP018: How to Choose Key Performance Indicators (KPIs) appeared first on KPI Management Solutions.

The most common question I get is, " How do I choose the right KPIs?"  Great question!  There are millions of things that could be measured. You can only manage what you measure.  So if you measure the wrong things you will manage the wrong things and not get the results you're looking for. (Of course you could be lucky and get the required result, but why leave this to chance?)  So, how do I choose the right KPIs?  Well, you need to look at the Goal you're trying to achieve and then select a KPI which is a good proxy of that goal.  If my goal is "Grow Revenue", then "% Revenue Growth" would be a good proxy. An increase in % Revenue Growth would mean that I reach my goal.    That's an easy example!    What if my goal is to  "improve Customer Satisfaction"?  Now this poses an interesting challenge as there could be a number of ways to measure this:    % Satisfied customers - as collected from a Customer Survey  % Net Promoter Score -  also from a survey  % of Repeat customers – This is a proxy that assumes returning customers are satisfied  % Proposals Accepted – This could be a good proxy for Price  % On-Time Delivery - Another proxy, assuming the customer satisfaction is a natural result of on-time deliveries, however, there could be other reasons why the customers are not satisfied even though the deliveries are on time.    The skill of selecting the right KPIs for the right situation is something that every leader needs to develop. This will take time but one thing you can do is get a list of KPIs that other organisations are using to help you on that journey.    Keep reading these tips because I will provide many tips for you to solve this problem. I can't do it in one shot.  Tip  Seek out a list of commonly used KPIs in your industry. 

What is a Key Performance Indicator? A KPI is a measure of performance used to measure Progress towards a target / a goal / a desired state.   A KPI is different from a  metric. A metric is anything that can be measured: Height Length Weight The number Sales orders The Value of fixed assets […] The post SBP017: What is a Key Performance Indicator (KPI)? appeared first on KPI Management Solutions.

What is a Key Performance Indicator?    A KPI is a measure of performance used to measure progress towards a target / a goal / a desired state.    A KPI is different from a  metric. A metric is anything that can be measured:    Height  Length  Weight  The number Sales orders  The Value of fixed assets    A metric becomes a KPI when you link it to a goal and have a clearly defined target to pursue and evaluate against. It also needs to be assigned to someone.    Tip:  Ensure that your KPIs are aligned to goals and have clearly define targets and someone is accountable. 

In this episode, Alan Sutton from Vat Solve explains some of the failure points that exist in the creditor's department which leads to a loss of VAT Cashflow.  Alan also explains the types of VAT anomalies that exist and how one can ensure that these are detected and corrected before they result in penalties or compliance issues.

In this episode, Alan Sutton from Vat Solve explains some of the failure points that exist in the creditor’s department which leads to a loss of VAT Cashflow. Alan also explains the types of VAT anomalies that exist and how one can ensure that these are detected and corrected before they result in penalties or […] The post SBP016: How to maximise your VAT cashflow appeared first on KPI Management Solutions.

Jordan Morrow is the Global Head of Data Literacy for Qlik in the US. He coined the term Data Literacy - the ability an individual/organisation has to properly consume data and drive insights & decisions. Learn ways in which you can improve data literacy.

The post SBP015: Corporate Data Literacy appeared first on KPI Management Solutions.

Grant Page has successfully gone from a costing clerk to a CEO over his career. Discover what tips he has to give on how to navigate that journey and how to stand out in your organisation. Learn what a CEO looks for in ground-level employees.

The post SBP014: How to move from Accountant to CFO to CEO appeared first on KPI Management Solutions.

In our current Economy, almost Everything is measurable. In this podcast, Steve discusses Capability measurements in correlation with Performance measurements and the 4 quadrants that a person could find themselves in.

In our current Economy, almost Everything is measurable. Key Performance Indicators and Key Capability Indicators play a huge role in this in the Business Performance space. In this podcast, Steve discusses Capability measurements in correlation with Performance measurements (KPIs vs KCIs) and the 4 quadrants that a person could find themselves in. The post SBP013: Performance and Capability Compared Part II appeared first on KPI Management Solutions.

Steve Rogers has developed – in correlation with KPI – Key Capability IndicatorsTM  as a term to measure how capable someone or something is at a specific point. These KCIs differ from KPI's in the way that Performance looks at the past and Capabilities looks at the potential for the future. In this podcast, Steve discusses 5 KCA's (or Key Capability Areas) that can be effectively used to measure people.

Steve Rogers has developed – in correlation with KPI – Key Capability IndicatorsTM  as a term to measure how capable someone or something is at a specific point. These KCIs differ from KPI’s in the way that Performance looks at the past and Capabilities looks at the potential for the future. In this podcast, Steve […] The post SBP012: Key Capability Indicators Part I appeared first on KPI Management Solutions.

Christine is the Head of Research at the KPI Institute - a Romanian-based company operating in other international spaces such as Australia, Dubai and Malaysia. In this podcast, she discusses the details of what a Smart KPI is and what it should do. She also touches on how they - at The KPI Institute - do what they can to increase and maintain Performance Management and Performance Culture using tools such as Scorecards and Dashboards.

Cristina is the Head of Research at The KPI Institute – an Australian company operating at  international level through its regional offices in Europe (Romania), Middle East (Dubai) and South East ASIS (Malaysia). In this podcast, she discusses the details of what a Smart KPI is and what it should do. She also touches on […] The post SBP011: The Fundamentals of KPIs & Driving Performance appeared first on KPI Management Solutions.

Brett Tromp is the current Chief of Financial Officer (CFO) of Discovery Health. He is very passionate about what he does and has a great belief in the values of health at Discovery. Brett has had many years’ experience and won the Young CFO of the year award in 2015. In this podcast, Brett discusses […] The post SBP010: 9 Skills Required in the Changing Role of the CFO appeared first on KPI Management Solutions.

Learn How to Collect Cash Faster with Chris de Zeeuw Every company must send out invoices and collect cash. As a result, Chris de Zeeuw’s company, Capisol, manages just that. They focus on client document management and automation. In other words, they focus on how to collect cash faster. Chris has many years’ experience in […] The post SBP009: How to Collect Cash Faster appeared first on KPI Management Solutions.

Tips on How To Make your ERP Implementation a Success Ian has had many years’ experience in leadership from HR to Production Management and finally General Management to Production Directing to – most recently, Project Leadership on a Large-scale ERP Implementation projects. He has also had experience in Supply Chain and Business Systems Directing. From […] The post SBP008: How to Make Your ERP Implementation a Success appeared first on KPI Management Solutions.

How To Speed Up Business Processes with Tips from the Emergency Services: Andrew Boden is the related Business Executive of Mediclinic Southern Africa. He founded ER24 in 2000. They have approximately 2000 staff and 350 emergency vehicles around the country. ER24 is now one of the biggest emergency call centres in the Southern Hemisphere. In this […] The post SBP007: Speed Up Business Processes like Emergency Services appeared first on KPI Management Solutions.

How To Reset Your Sales-force to Deliver This Year: Steve Rogers discusses ways in which to effectively measure and manage your Sales Force. He describes the importance of sales within the company and the extent to which Sales can be rearranged. In this podcast, learn how to reset your sales force with steps such as […] The post SBP006: How to Reset your Sales Force to Deliver This Year appeared first on KPI Management Solutions.

How to identify People’s EQs to Bring out their Best: In this episode, Karen Clarke unpacks a simple system of understanding people. This is often easy to read just in their behavior and measures EQ. There are four groups of people and each will have strengths and weaknesses depending on their levels of stress. It’s […] The post SBP005: How to Identify People’s EQs to Bring out their Best appeared first on KPI Management Solutions.

How To Drive Business Performance Without being the Angry Boss Wayne discusses the many reasons why ‘angry bosses’ are the way that they are. He tackles ways of reducing the frequency and level of anger while still driving Business Performance. Being an angry boss comes from insecurity as well as pride in performance. There may […] The post SBP004: Business Performance Without Being the Angry Boss appeared first on KPI Management Solutions.

How to Remunerate to Drive Performance: Learning how to Drive Performance in business can be tough. Thankfully, we have Bryan Love – a remuneration consultant to various international organisations in addition to private equity investors. For him, structuring remuneration to drive performance is critical. It can be difficult in business structure the work effort and […] The post SBP003: Remunerate to Drive Performance appeared first on KPI Management Solutions.

Data Based Decision Making: Learn how to improve your decision making based on internal data. The company, Energy Drive, has delivered exceptional financial results for their clients and themselves. Listen to our interview with their founder, Dave Betts. In this podcast, Dave describes an operational solution that delivers quantifiable ROI every single time. Listen to […] The post SBP002: Data Based Decision Making appeared first on KPI Management Solutions.

Improve Business Performance: Roger Knocker unpacks successes that he has experienced over 20 years of helping companies through KPI’s processes. In addition, he digs deeply into insights and success stories of customers and experts. He aims to help his audience implement these strategies into their operations. He also wishes to share his experience in How to […] The post SBP001: 5 Levers to Improve Business Performance appeared first on KPI Management Solutions.

Brett Tromp is the current Chief of Financial Officer (CFO) of Discovery Health. He is very passionate about what he does and has a great belief in the values of health at Discovery. Brett has had many years' experience and won the Young CFO of the year award in 2015. In this podcast, Brett discusses changing the role of the Chief Financial Officer in business and discusses 9 skills that CFO's should have to be successful. Changing the Role of the CFO You cannot measure change overnight – it will take time. Measuring CFO involves not just looking at the core financial functions, but also at external functions (such as how customers are behaving and how other parts of the business – such as IT – are operating). It is important to remember that the Chief Financial Officers are executives. This means that the Chief Financial Officer is also a business partner. As an executive (no matter what the role), you should be contributing to business growth. Look at the company and pretend you own it and you will think differently. This means you have to be interested and involved in all parts of the business. Other executives do not necessarily expect this change, but rather it involves initiative from the CFO's side. With this, it is important to remember to always work in unity and harmony with the other executives and the rest of the business. Remember not to abuse the position. CFO is just a name tag you put on your title, so try to see yourself differently. See how you can add value and find purpose and passion in what you do.     The post SBP010: 9 Skills Required in the Changing Role of the CFO appeared first on KPI Management Solutions.