Management

Delegation 101

Delegation 101 Jonathan Poland

Delegation is the act of assigning specific tasks and responsibilities to others, along with the necessary authority to complete them. This is a common management technique that allows managers to focus on higher-level tasks and responsibilities while empowering their team members to take on more responsibilities and develop their skills. Delegation typically occurs between a manager and a subordinate, and the manager remains accountable for the outcomes of the delegated responsibilities. By effectively delegating tasks and responsibilities, managers can improve the efficiency and effectiveness of their team. The following are illustrative examples.

Job Descriptions

The expectations for a role as stated in a job description. For example, a job description for a hotel manager that states that they are responsible for handling customer inquiries and complaints.

Goal Setting

Goal setting is the process of setting objectives for employee performance for a period of time such as a quarter or year. For example, an IT manager who sets objectives with a developer that state the developer will deliver the code for a project.

Communication

Communicating an instruction, request or command to an employee under your authority. If you are someone’s boss, asking them to do something is delegation. If you have no direct authority over someone, any instructions you issue them are simply a request.

Action Items

An action item is something that a person agrees to do in the context of a meeting. These are issued in a formal action plan document or as part of meeting minutes. If you are someone’s boss then any action items you give them can be viewed as delegation.

Work Assignments

Formal communication of work assignments such as responsibility for a client or project.

Ownership

Asking an employee to own something. For example, a marketing manager who assigns an employee to own a campaign.

Team Leads

Asking a direct report to take on a formal or informal leadership role. For example, a construction manager who asks a carpenter to lead a team for a renovation project.

Functional Leadership

Asking a direct report to lead a business function. For example, asking a construction manager to lead safety compliance across all job sites.

Missions

Management teams are commonly assigned missions. For example, a CTO who is given a mission to improve the operational efficiency of IT. A mission may span many years and be measured as multiple milestones such that it is more complex than an objective or function. It is generally unfair to assign these to low level staff who may lack the self-direction, relational capital and authority to fulfill a mission.

Named Person

Naming a person as being responsible for some function. For example, naming an employee as a investor’s relations contact for a company.

Relationships

Assigning an employee to manage a relationship. For example, an IT manager who is asked to manage a relationship with a vendor.

Informal Delegation

Delegating a task that isn’t documented. This can occur where the task is small, intangible or sensitive. For example, a manager who asks a designer to ask around and try to find information about a client’s marketing budget.

Delegation of Authority

Granting your authority to someone as part of delegation. For example, a hotel manager who asks a front desk staff to manage the hotel for a few hours with authority to make decisions regarding customer requests and complaints.

Delegation Without Authority

In many cases, management will delegate work without delegating the authority required to do the work. This requires management to approve any decisions requiring authority. For example, a hotel manager who asks staff to manage the front desk but asks to be called if there are any decisions to be made.

Delegation of Accountability

It is possible to delegate responsibility but it is not possible to delegate accountability. In other words, when you delegate work you remain accountable for any problems that occur. For example, if a CFO delegates responsibility for accounting to a manager they can’t claim not to be accountable for any financial problems or accounting irregularities that occur.

Sidelining

In some cases, delegation has political motives. For example, a manager who feels threatened by a talented individual on their team who tries to sideline the individual by assigning them to pointless or low value work.

Setting Up To Fail

Delegating a direct report to an assignment where they are likely to fail. For example, a manager who accepts an unrealistic mission or goal who then assigns it to you. Setting up to fail can also involve a lack of experience, support, training, resources and authority that makes a work assignment more or less impossible.

Unjustified Assumptions

In some cases, managers feel that they have delegated work based on assumptions that haven’t been properly communicated. For example, assuming that someone is dedicated to a project because you invited them to a project meeting without communicating an actual work assignment or action item.

Talent Management

Talent Management Jonathan Poland

Talent management is the process of identifying, developing, and retaining highly skilled and capable employees within an organization. It involves a range of activities, including:

  1. Identifying talent: This involves identifying individuals within the organization who have the skills and potential to take on leadership roles or make significant contributions to the company.
  2. Developing talent: Once individuals have been identified as having potential, it is important to provide them with opportunities for growth and development, such as training and education programs.
  3. Retaining talent: It is essential to retain top talent within the organization in order to maintain a competitive advantage. This can be achieved through competitive salary and benefits packages, as well as a positive work environment.
  4. Succession planning: Talent management also includes planning for the future leadership of the organization by identifying and grooming potential successors for key roles.

Talent management is crucial for any organization as it helps to ensure that the company has the necessary skills and talent to achieve its goals. It is important to regularly assess the talent within the organization and provide opportunities for growth and development in order to retain top talent and prepare for the future. By implementing effective talent management practices, companies can improve their overall performance and achieve long-term success.

Strategy

Planning strategy for recruiting, retaining, managing and developing talent.

Sourcing

Developing relationships with sources of talent such as universities.

Employer Branding

The process of establishing a valuable image for an employer in the market.

Recruiting

Recruiting is the end-to-end process of discovering talent and hiring them.

Onboarding

Giving new employees everything they need to do their job from the first day. This often includes efforts to introduce your organizational culture such as a orientation session.

Career Planning

Working with talent to identify and support their goals for their career.

Skills Inventory

Identifying the skills required by an organization and the current coverage and depth of those skills.

Succession Planning

Identifying critical roles and preparing individuals to step into those roles when required.

Training & Development

Providing opportunities for training and development to support career development and address gaps in your skills as an organization.

Benefits

Design, administration and communication of employee benefits.

Technology

Sponsoring systems and tools to improve the efficiency of talent management processes.

Policy & Procedure

Establishing, monitoring and controlling working rules and procedures.

Compliance

Compliance to laws, regulations, standards and internal guidelines. This involves training, communication, internal controls, monitoring, issue management and reporting.

Employee Relations

Managing relationships with employees including internal communications.

Working Conditions

Designing policy and procedure to ensure attractive working conditions. For example, policies related to work-life balance such as flextime.

Organizational Culture

Working to shape positive and productive norms, expectations and shared meaning. Organizational culture evolves over your history and isn’t directly controlled.

Organizational Structure

Designing the structure of an organization to support organizational objectives.

Employee Satisfaction

Measuring employee satisfaction and working with employees to improve things that are causing dissatisfaction.

Internal Branding

Building your brand from the inside out to develop a brand identity that is authentic.

Goal Setting

The process of agreeing to goals that deliver an organization’s strategy.

Performance Management

Agreeing to performance objectives and monitoring performance. Regular feedback is provided with rewards and recognition for high performance and management of performance issues.

Redeployment

The process of transferring employees to different roles, possibly to an associated entity such as a subsidiary.

Exit

The process of handling terminations and resignations.

Retirement

The process of transitioning employees into retirement and managing retirement benefits and relationships with retirees. Retirees are typically viewed as affiliated with your organization whereas former employees who have exited are no longer affiliated.

Operations Plan

Operations Plan Jonathan Poland

An operations plan is a document that outlines the steps a business will take to establish, improve, or expand its day-to-day processes and practices. Operations encompass all of the activities that a business performs on a regular basis to deliver products and services. Companies often focus on optimizing, expanding, and improving their operations in order to gain a competitive edge, reduce costs, and generate new revenue. Therefore, operations planning is a critical aspect of strategic planning. It involves outlining the actions that will be taken to improve and optimize the operations of the business in order to achieve specific goals.

Strategy

Operations play a central role in most business strategies. For example, if a company develops a plan to increase revenue by 50%, the plan will likely include a marketing, sales, and operations component. The operations component of the plan would detail the procurement, manufacturing, and logistics strategies needed to increase production in support of the revenue growth goal. In other words, the operations component of the plan outlines the actions that will be taken to optimize and improve the company’s production processes in order to achieve the revenue growth target.

Process & Practices

Operations refer to the core processes and practices of a business that are responsible for generating most of its revenue. These processes often represent a significant portion of a company’s costs and have a significant impact on its strategic goals. As a result, operations teams are responsible for continuously identifying and implementing improvements to processes and practices in order to achieve objectives such as efficiency, productivity, turnaround time, waste reduction, cost reduction, quality, customer satisfaction, and sustainability. Operations teams work to optimize and improve the core processes and practices of the business in order to achieve these goals and support the overall success of the company.

Contingency

As part of risk management, an operations team may develop a contingency plan, which outlines potential risks and the steps that can be taken to mitigate them. The contingency plan typically includes an assessment of the probability of each risk occurring and the impact it may have on the business. It may also include a risk response, which outlines the actions that will be taken in the event that a risk materializes.

Here is a brief example of a contingency plan for data center operations:

  1. Risk: Data center power outage Probability: High Impact: Critical Response: Implement a backup generator and power supply to ensure continuity of operations.
  2. Risk: Data center cooling failure Probability: Moderate Impact: High Response: Implement a backup cooling system and regularly test and maintain the primary system to reduce the likelihood of failure.
  3. Risk: Data center security breach Probability: Low Impact: High Response: Implement robust security measures, such as firewalls, encryption, and access controls, and regularly test and update them to reduce the likelihood of a security breach.

Go-to-market

Go-to-market is a plan for introducing a product or service to customers. This plan typically includes both marketing and operations components. The operations component of the plan focuses on delivering the product or service to the customer, which may involve information technology, manufacturing, logistics, and customer service. For example, a restaurant chain that plans to launch a catering service from three of its locations might develop the following high-level operations plan:

  1. Identify the locations where the catering service will be offered and ensure that they have the necessary equipment, staff, and supplies to accommodate catering orders.
  2. Set up a system for taking and processing catering orders, including the development of a catering menu and pricing structure.
  3. Coordinate with suppliers to ensure that the necessary ingredients and supplies are available for catering orders.
  4. Train staff on how to handle catering orders, including food preparation and delivery.
  5. Establish a system for tracking and monitoring catering orders to ensure that they are fulfilled accurately and on time.
  6. Implement customer service processes for handling inquiries and complaints related to catering orders.

Overall, the operations component of the go-to-market plan outlines the steps that will be taken to ensure that the catering service can be delivered to customers efficiently and effectively.

Production Management

Production Management Jonathan Poland

Production management is the process of planning, organizing, and controlling the production of goods or services. It involves coordinating the activities of the production process, including sourcing materials, scheduling work, and ensuring that quality standards are met.

Effective production management is critical for organizations looking to increase efficiency and productivity. There are several key principles of production management that can help organizations achieve these goals:

  1. Lean manufacturing: Lean manufacturing is a philosophy that focuses on maximizing value and minimizing waste. It involves streamlining processes, eliminating unnecessary steps, and using tools such as just-in-time production and continuous improvement to increase efficiency.
  2. Capacity planning: Capacity planning is the process of determining the amount of resources, such as labor and equipment, needed to meet demand. By accurately forecasting demand and aligning production capacity with it, organizations can avoid overproduction or underproduction.
  3. Quality control: Ensuring that products or services meet quality standards is an important aspect of production management. This can be achieved through the use of inspection and testing processes, as well as implementing quality management systems such as Six Sigma.
  4. Supply chain management: Managing the flow of materials and resources from suppliers to production to customers is critical for efficient production. This includes sourcing materials, managing inventory, and coordinating transportation and logistics.
  5. Resource allocation: Properly allocating resources, such as labor and equipment, can help ensure that they are used efficiently and effectively.

Overall, production management is a key aspect of organizational effectiveness. By implementing lean manufacturing principles, accurately forecasting demand, maintaining high quality standards, effectively managing the supply chain, and properly allocating resources, organizations can increase efficiency and productivity in their production processes.

Production Scheduling

Forecasting, planning and scheduling production processes.

Management Accounting

The numerical analysis of business processes. For example, a report designed to detect bottlenecks in a production line.

Production Budget

Planning and controlling the financial resources consumed by production processes.

Inventory Management

Management of inventory including inputs and outputs.

Quality Control

The process of detecting and correcting mistakes.

Quality Assurance

The end-to-end process of managing quality from materials to the customer. For example, a process that improves the design of a product that customers perceive as poor quality.

Efficiency

Eliminating waste to improve the efficiency of processes. In many cases, production processes are highly optimized to reduce wasted labor, capital, materials, energy and time.

Automation

Putting systems and machines in place to improve efficiency, quality or to meet other objectives such as safety.

Labor

Supervision of staff, labor relations, performance management and workplace health and safety.

Compliance

Compliance to laws, regulations and standards.

Sustainability

Processes to reduce damage to the environment.

Product Development

Developing production processes for new products and services.

Sales & Operations Planning

Working with marketing teams to forecast demand and schedule production.

Distribution

The process of order management and logistics to deliver products and services to customers.

Risk Management Process

Risk Management Process Jonathan Poland

Risk management is the practice of identifying and mitigating potential risks that could result in financial losses or other negative consequences. It is a common business practice that is applied to a wide range of areas, including investments, programs, projects, operations, and commercial agreements. The goal of risk management is to minimize the likelihood and impact of potential risks and to ensure the smooth and successful operation of a business. Risk management strategies may include risk assessment, risk control, risk monitoring, and risk reporting. The following are common steps in a risk management process.

Identification

Giving all stakeholders an opportunity to identify risk. This can increase acceptance of a program or project as everyone is given a chance to document all the things that might go wrong. The diverse perspectives of stakeholders helps to develop a comprehensive list of risks. It is also possible to use databases of issues with that occurred with similar business processes, programs or projects in your industry. Knowledge sources such as lessons learned and the risk registers of historical projects can also be used.

Analysis

Developing context information for each risk such as moment of risk.

Probability & Impact

Assessing the probability and impact of each risk. These can be single estimates such as high, medium and low. Alternatively, they can be a probability distribution that model multiple costs and associated probabilities for each risk.

Risk Treatment

Planning a treatment for each risk such as acceptance, mitigation, transfer, sharing or avoidance. Risks that are both low impact and low probability typically aren’t treated.

Residual Risk

Assess residual risk including secondary risks that result from risk mitigation, transfer or sharing.

Risk Control

Implement identified controls for risk mitigation, sharing, avoidance and transfer.

Monitor & Review

Continuously identify new risks as things progress, monitor implementation of controls and communicate risk to stakeholders.

Brand Legacy

Brand Legacy Jonathan Poland

Brand legacy refers to the strong association that a brand has with a particular product or service. A brand with a strong legacy is typically seen as a leader in its product or service category and may have significant value as a result. However, a brand legacy can also be seen as a double-edged sword. On the one hand, it can be a major asset, helping to differentiate the brand from its competitors and drive customer loyalty.

On the other hand, it can make it difficult for the brand to diversify or move into new product categories, as it may be strongly associated with a specific product or service in the minds of consumers. In addition, a brand legacy may make it difficult for the brand to escape association with a product that is no longer popular or relevant. Overall, brand legacy can be both a positive and a negative factor for a brand, depending on the specific circumstances.

Brand Management

Brand Management Jonathan Poland

Brand management is the process of creating, developing, and managing a brand in order to build brand equity and drive business success. It involves a range of activities, including:

  1. Developing a brand strategy: This includes defining the target audience, identifying the brand’s unique value proposition, and developing a positioning statement that distinguishes the brand from its competitors.
  2. Establishing brand guidelines: These are the rules and guidelines that govern the use of a brand’s visual and verbal elements, such as its logo, color palette, and tone of voice.
  3. Creating brand assets: These are the visual and verbal elements that make up a brand, including its logo, packaging, website, and marketing materials.
  4. Building brand awareness: This involves promoting the brand and increasing its visibility through marketing and advertising efforts.
  5. Managing the brand reputation: This involves monitoring and managing the brand’s reputation through activities such as customer service, social media management, and crisis management.
  6. Analyzing and measuring brand performance: This involves tracking key metrics such as brand awareness, customer loyalty, and sales to measure the effectiveness of brand management efforts.

Overall, brand management is the process of creating, developing, and managing a brand in order to build brand equity and drive business success. It involves a range of activities including developing a brand strategy, establishing brand guidelines, creating brand assets, building brand awareness, managing the brand reputation, and analyzing and measuring brand performance.

Practical Thinking

Practical Thinking Jonathan Poland

Practical thinking is a type of thinking that focuses on finding timely and reasonable solutions to problems. This type of thinking is characterized by a focus on the real-world consequences of different actions and decisions, and on finding solutions that are feasible and effective in the short-term. In contrast, other types of thinking may be overly complex, slow, inflexible, or focused on theoretical or ideological considerations, rather than on practical concerns.

Practical thinking is an important skill in a wide range of fields, including business, engineering, and public policy. In business, for example, practical thinking can help managers and leaders make effective decisions that are grounded in reality and that take into account the needs and constraints of their organizations. In engineering, practical thinking can help designers and developers create solutions that are both technically sound and feasible to implement. And in public policy, practical thinking can help policymakers identify and implement solutions to complex social and economic problems.

To develop practical thinking skills, it can be helpful to approach problems with a focus on the concrete and specific, rather than on abstract or theoretical considerations. This can involve asking questions about the real-world implications of different actions, and about the feasibility and effectiveness of potential solutions. It can also involve seeking feedback and input from others who have relevant expertise or experience. By engaging in this type of thinking, individuals can improve their ability to identify and implement practical solutions to a wide range of problems.

Here are a few examples of how practical thinking might be used in a business environment:

  1. A company is struggling to meet its sales targets. Rather than implementing a complex and time-consuming new sales strategy, a practical thinker might identify small, actionable steps that the company can take to improve its sales performance, such as offering promotions or training its sales team on new techniques.
  2. A business is facing increased competition from new, innovative products. A practical thinker might identify ways that the business can adapt to these changes and maintain its competitive advantage, such as by developing new features or services that meet changing customer needs.
  3. A company is looking to expand into a new market. Rather than conducting a lengthy and expensive market research study, a practical thinker might identify smaller, more targeted ways of gathering information about the new market, such as by talking to customers or industry experts, or by analyzing competitors’ products and pricing.

Customer Persona

Customer Persona Jonathan Poland

A customer persona is a fictional character that represents a specific type of customer that an organization is targeting with its marketing and sales efforts. These personas are typically based on real data and research about the target audience, and they can help organizations to better understand their customers’ needs, preferences, and behavior. By creating customer personas, organizations can tailor their marketing and sales strategies to be more effective and relevant to the specific customers they are trying to reach. Customer personas can be designed to represent ideal customers, realistic customers, edge cases, or even negative personas that illustrate the types of customers who are unlikely to have a positive experience with the organization. By using customer personas, organizations can better align their efforts to meet the needs of their target customers and ultimately drive more sales and revenue.

A customer persona is a fictional character that represents a specific type of customer that an organization is targeting with its marketing and sales efforts. Here are a few examples of customer personas that an organization might create:

  1. The Busy Professional: This persona might be a successful businessperson who is always on the go and has little time to shop for themselves. They are looking for high-quality, convenient products that can save them time and make their busy lives easier.
  2. The Conscious Consumer: This persona is someone who cares about the environment and the impact of their purchasing decisions on the planet. They are looking for eco-friendly products that are sustainably sourced and produced.
  3. The Tech-Savvy Millennial: This persona is someone who is always up-to-date on the latest technology and loves to try new gadgets and apps. They are looking for innovative products that make their lives more efficient and enjoyable.
  4. The Budget-Conscious Shopper: This persona is someone who is looking for the best deals and is always looking for ways to save money on their purchases. They are looking for value-priced products that are high-quality and affordable.

Deal Desk

Deal Desk Jonathan Poland

A deal desk is a team that is responsible for managing the sales proposal, negotiation, and contract process with customers. This is typically a part of the broader opportunity-to-close process, which involves aligning the pricing, revenue structure, and risk with the organization’s overall sales strategy. The main goal of a deal desk is to ensure that the organization is able to secure profitable deals that align with its business objectives.

Needs Analysis
A deal desk may issue tools for customer needs analysis such as a checklist or process.

Buyer’s Journey
Buyer’s journey is the practice of designing the sales process from the perspective of the customer. The deal desk may design this process to support sales teams. For example, they may provide a set of sales collaterals that guide the needs analysis and proposal process.

Pricing
Developing prices based on your strategy, competitive advantages and competition.

Revenue Structure
Modeling the structure of prices with components such as one time charges, recurring fees and usage based charges.

Competitive Intelligence
Developing an understanding of your customer’s choices including the prices of competitors and strengths & weaknesses of their products. Competitive intelligence may also consider other alternatives the customer has such as substitute goods.

Sales Offers
Developing product configurations, prices and revenue structures that can be offered to customers as a standard deal without any approvals process.

Complex Deals
Developing unique product configurations, specifications for custom work, prices and revenue structures for a customer working with sales teams. This is often done for large deals or deals with a lead user that has unique use cases that show potential for being scaled out to new customers in future.

Proposals
Supporting the sales team to develop proposals and pre-approve prices and negotiating limits.

Contract Management
Negotiating contract terms working with your legal team and the customer.

Risk Management
Identifying and measuring the risk associated with a proposal or contract.

Approvals
An approvals process for non-standard deals including low margin and high risk deals. It may also be necessary to approve unique product configurations and contract terms.

Deal Measurement
Calculating key metrics for a deal such as margins and risks.

Reporting
Reporting related to the opportunity-to-close process such as revenue, revenue forecasts and average deal margins.

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Consumer Goods Jonathan Poland

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Consumer goods are goods that are produced and purchased for personal or household use. These goods are typically consumed or…

Brand Values Jonathan Poland

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Change Resistance Jonathan Poland

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Process Improvement Jonathan Poland

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