Organization

What is an Intermediary?

What is an Intermediary? Jonathan Poland

An intermediary is a person or organization that acts as a go-between or intermediary for two or more parties in a transaction. Intermediaries can facilitate transactions by providing information, expertise, or other services that enable parties to engage in a successful transaction. They can play a variety of roles, including facilitating communication, providing advice and guidance, negotiating terms, and helping to ensure that the parties involved are able to fulfill their obligations.

Examples of intermediaries include brokers, agents, distributors, wholesalers, and other middlemen who facilitate transactions between buyers and sellers. In some cases, intermediaries may take on a more active role, such as by purchasing goods or services on behalf of a buyer and then reselling them to the buyer at a higher price.

Intermediaries play an important role in facilitating transactions and enabling parties to engage in successful business relationships. By providing information, expertise, and other services, intermediaries can help to ensure that transactions are completed smoothly and efficiently. Here are some examples.

Business Intermediary

A business intermediary plays some role in a business transaction. For example, a trading house that imports goods into Singapore on behalf of a German manufacturer.

Broker

A broker represents the interests of a party in a commercial transaction. For example, a real estate broker that represents the seller of a property.

Agent

Like a broker, an agent represents the interests of a party. The term agent is applied to an individual professional and broker is applied to an organization that represents the interests of parties. For example, a literary agent who represents the interests of a writer.

Middleman

Middleman is a term for business intermediaries who sit in the value chain between the producer and consumer. For example, a vegetable wholesaler who buys vegetables from farms and sells them to restaurants and retailers.

Supply Chain

Supply chain intermediaries are any firm that are involved in physically delivering goods to the consumer. For example, a freight forward company that handles the logistics of delivering solar panels from Vietnam to Canada.

Marketing Intermediary

A marketing intermediary is any firm that is involved with marketing a good including distribution, sales and promotion. For example, a car dealership that closes sales on behalf of a car manufacturer.

Channel Intermediary

Channel intermediary is another term for marketing intermediaries that are involved in distribution. For example, a farmers cooperative that sells agricultural goods to wholesalers on behalf of hundreds of farms.

Markets

Markets that provide a venue for buying and selling.

Go-Between

An informal term for anyone who facilitates a process for a fee. For example, a mediator who helps to negotiate a solution to a dispute.

Internet Intermediary

An internet intermediary is any firm that helps people to use the internet including connectivity, search, social media and publishing platforms such as a video sharing site or blogging tool.

Platforms

Platforms are digital environments that allow firms to develop and distribute systems, applications and media. For example, a platform that allows firms to develop and deliver mobile apps.

Employee Development

Employee Development Jonathan Poland

Employee development is the process of providing employees with learning and experience opportunities that support their career aspirations and the labor needs of an organization. This process typically involves creating individualized learning and development plans for employees, which outline the specific skills and knowledge they need to acquire in order to succeed in their current role and to advance in their careers.

Employee development can take many forms, such as formal training programs, on-the-job learning experiences, mentorship, and networking opportunities. It is often tied into performance management, such that continued learning and improvement is considered an essential part of an employee’s responsibilities. By investing in employee development, organizations can support their employees’ growth and career development, and ensure that they have the skills and knowledge they need to contribute to the organization’s success.

The following are common types of employee development.

Accreditations Awards & Recognition
Career Planning Certifications
Coaching Committee Memberships
Competency Management Cross-training
Education Support Individual Development Plans
Industry Conferences Internal Events (e.g. Career Development Workshops)
Internal Presentations (e.g. Lunch & Learn) Internal Training
Internal Workshops Job Enlargement
Job Enrichment Job Rotation
Job Shadowing Leadership Development
Lectures Mentoring
On-the-job Training Online Training
Performance Assessments Performance Feedback
Performance Goals Presentations (e.g. at industry conference)
Professional Conferences & Workshops Professional Organizations
Promotions & Advancement Self-Study
Stretch Assignments Stretch Targets
Succession Planning Training

Employability

Employability Jonathan Poland

Employability refers to the value that an employee brings to an employer. It is the collection of attributes, skills, and experiences that differentiate individuals who are in high demand by employers from those who may have difficulty finding suitable work. The basic elements of employability include:

  • Relevant education and training: Having the knowledge and skills that are necessary to perform the job effectively.
  • Work experience: Having a track record of success in previous roles, demonstrating the ability to apply knowledge and skills in a real-world setting.
  • Strong communication skills: Being able to clearly and effectively communicate ideas and information, both verbally and in writing.
  • Flexibility and adaptability: Being able to adapt to new situations and challenges, and to learn and apply new knowledge and skills.
  • Strong work ethic and reliability: Being dependable and willing to put in the effort to achieve desired outcomes.
  • Positive attitude and enthusiasm: Having a positive outlook and a willingness to take on new challenges.
  • Social Status: An individual’s reputation and how they are perceived by others.
  • Social Skills: Social skills including building rapport, influencing and collaboration.
  • Technology Skills: An ability to be productive with the technologies an employer is using.

Individuals who possess these attributes are more likely to be in high demand by employers, and to have better job prospects and career opportunities.

ERG Theory

ERG Theory Jonathan Poland

ERG theory is a motivational theory that was developed by Clayton Alderfer. It is an extension of Maslow’s hierarchy of needs and proposes that there are three main human needs: existence, relatedness, and growth. ERG theory states that motivations can be grouped into the categories: existence, relatedness and growth. Existence are motivations that are at the basic survival level such as the need to eat and be safe. Relatedness are social motivations. Growth is a set of motivations related to personal development and self-actualization.

According to ERG theory, the existence needs are the basic physiological and safety needs that are necessary for survival. These include needs for food, shelter, and security. When these needs are satisfied, individuals are motivated to fulfill their relatedness needs, which are the need for social connections and interpersonal relationships. Once the relatedness needs are satisfied, individuals are motivated to fulfill their growth needs, which are the needs for personal development and self-actualization.

ERG theory suggests that individuals can be motivated by different needs at different times, and that they may move back and forth between the different levels of needs. For example, someone who is motivated by their relatedness needs may temporarily shift their focus to their existence needs if they face a threat to their survival.

ERG theory also proposes that frustration and regression can occur when an individual’s needs are not met. Frustration occurs when an individual is unable to fulfill a higher-level need, such as growth, and regression occurs when an individual reverts to focusing on lower-level needs, such as existence, in response to frustration.

Overall, ERG theory provides a more complex and dynamic view of human motivation than Maslow’s hierarchy of needs. It emphasizes the interconnectedness of different needs and the role of frustration and regression in motivation.

Managing Expectations

Managing Expectations Jonathan Poland

Managing expectations is the practice of communicating information to prevent gaps between stakeholder perceptions and business realities.

It is common for stakeholders to develop a set of assumptions that are out-of-touch with goals, strategies, decisions, projects, technologies, processes, and practices that have been officially adopted by an organization.

In many cases, assumptions are undocumented and under-communicated. In other cases, assumptions are documented at the beginning of an initiative but are later invalidated by officially accepted changes.

Inaccurate stakeholder assumptions can result in failures and perceptions of failure. As such, it is common for management to invest a great deal of effort in managing expectations by carefully documenting assumptions, constraints, requirements, and decisions.

Beyond documentation, adequate face-to-face communication is known to reduce invalid assumptions.

Customer Service Techniques

Customer Service Techniques Jonathan Poland

Customer service is any person-to-person exchange between a business and a customer. Developing successful customer service is essential for any company to succeed in the market. Many companies evaluate its success solely on measuring how happy their customers are with certain products or services. It’s necessary to have a strategy to best suit your customers’ needs and mentality.

Customers want to be treated as unique and have specific needs, so it’s important to understand their personal situation and find ways for them to collaborate and continuously build a relationship with your brand. The last thing you want is for them to feel like they’re just being pushed through “the same old” service process or dealt with as a commodity. As such, automation and processes for customer service tend to be less important than a firm’s corporate culture. The following are a few customer service techniques and practices.

Daily Goals

Daily Goals Jonathan Poland

Daily goals are targets that you set for yourself to achieve on a particular day. These can include habits that you are trying to form and unique goals that you develop for that day. Daily goals are often process-oriented, meaning that they describe the actions that you will take, rather than the end result that you hope to achieve. This allows you to focus on the steps that you need to take to make progress, rather than the final outcome.

Respecting Time

Keep moving though things at a reasonable pace and avoid unproductive distractions.

Single Tasking

Focus on the task at hand to establish flow.

Quality Time

Strictly end work at 7 pm to help kids with homework and enjoy family activities.

Performance

Try to improve my 5k running time.

Networking

Be friendly, outgoing and approachable. Reach out to cultivate professional and social connections.

Communication

Reply to messages in a timely fashion.

Engagement

Push-in to conversations at work. Try to add constructively to the ideas of others but don’t be afraid to offer brave ideas and criticisms.

Learning

Listen in class and take detailed notes.

Backlog

Complete some tasks on my backlog.

Planning

Add good ideas to my backlog and drop ideas that are no longer a priority.

Self-Discipline

Avoid buying things I don’t need.

Quality of Life

Devote an hour to moderate exercise and eat healthy meals.

Sidelining

Focus on the positive and try to sideline any negativity I should encounter.

Change

Experiment with new ways of doing things.

Risk Taking

Try to expand my depth with openness to new things and a willingness to take on challenges.

Risk Management

Be careful biking to work. Be observant and expect that cars and pedestrians may do random dangerous things.

Hygiene Factors

Clean up my desk after each study session.

Character

Try to be kind and patient.

Unaffectedness

Avoid comparing myself to others. Maintain a strong sense of both confidence and humility.

Mindfulness

Try to live in the moment and see the wonder of things.

Introspection

Reflect on the day and try to identify things I could have improved.

Human Capital

Human Capital Jonathan Poland

Human capital refers to the future productive potential of people, which is often difficult to estimate directly. Instead, it is often measured using proxies such as education and health metrics for a population. Unlike traditional forms of capital, such as buildings and machinery, human capital is dynamic and can create or destroy significant value.

Abilities Administrative Capabilities
Agents of Change Aptitude
Artistic Talent Attention to Detail
Capacity for Calculated Risk Taking Capacity for Problem Solving
Charisma Communication Skills
Convergent Thinking Craftspeople
Creative Capacity Creative Visionaries
Credibility Cultural Capital
Cultural Competence Culture Visionaries
Design Thinking Divergent Thinking
Domain Expertise Education
Emotional Intelligence Engineering Prowess
Entrepreneurial Spirit Fluid Intelligence
General Intelligence Hard Skills
Health Honesty & Integrity
Industry Experience Industry Visionaries
Interpersonal Skills Inventive Thinking
Know-how Leadership
Lifestyle Visionaries Literary Talent
Management Competencies Mastery
Objectivity Personal Presence
Personal Resilience Physical Abilities
Political Leadership Professionalism
Rational Thinking Relational Capital
Reliability Research Abilities
Scientific Knowledge Scientific Leadership
Self-Direction Situational Knowledge
Soft Skills Storytellers
Strategic Thinking Systems Thinking
Technical Leadership Technical Skills
Traditional Knowledge Training
Work Ethic

Process Improvement

Process Improvement Jonathan Poland

Process improvement is a systematic approach to identifying and implementing changes to processes within an organization in order to improve efficiency, effectiveness, and overall performance. This type of improvement can be applied to a wide range of processes, including business processes, manufacturing processes, and administrative processes.

There are several different methods and tools that can be used to identify opportunities for process improvement. These include process mapping, which involves creating a visual representation of a process in order to identify inefficiencies and areas for improvement; process analysis, which involves gathering and analyzing data in order to identify potential improvements; and benchmarking, which involves comparing the performance of an organization’s processes to those of other organizations in order to identify best practices.

Once potential areas for improvement have been identified, the next step is to develop and implement a plan to make those improvements. This can involve a range of activities, such as streamlining processes, introducing new technology or automation, and implementing new policies and procedures.

One of the key benefits of process improvement is that it can help organizations to increase efficiency and productivity. By identifying and eliminating inefficiencies and bottlenecks, organizations can reduce the amount of time and resources required to complete tasks, which can lead to cost savings and improved performance.

In addition to increasing efficiency, process improvement can also help organizations to improve the quality of their products and services. By implementing changes that reduce errors and improve consistency, organizations can deliver higher-quality products and services to their customers.

Overall, process improvement is an important strategy for organizations that want to increase efficiency, improve performance, and deliver higher-quality products and services. By systematically identifying and implementing changes to their processes, organizations can achieve significant improvements in their operations. Here are some examples.

Waste

Process improvement eliminates waste. This can include wasted time, effort, movement, energy and materials. For example, a carpenter who puts the nails they need in a belt so that they don’t have to reach or search for the parts they need.

Addition

Adding to a process such as a carpenter who begins to inspect delivered wood for defects before accepting it.

Subtraction

Removing from a process. For example, a bank that removes 3 questions from a mortgage application that don’t correlate to any meaningful differences in risk or compliance.

Design

Adding design steps to a process such as a construction company that models a renovation in a simulator before ever building anything.

Planning

Adding or removing planning steps within a process. For example, a sales team that removes the requirement that sales people develop a plan for each account because they always produce low quality work that doesn’t impact revenue.

Priorities

Structuring the priorities of your process. For example, a manufacturing line where every employee knows that safety is the priority such that stopping the line for a perceived safety issue is always the right thing to do.

Ownership

Structuring authority to make your process more efficient. For example, a restaurant where all staff have the authority to action customer complaints in a reasonable way such as a refund for a menu item.

Tools

Changing the tools used in a process. For example, a designer who massively improves their design process by switching from a difficult to use operating system.

Synchronous Steps

Doing work at the same time. For example, a bank that has 4 week project planning cycles that run at the same time as 4 week project implementation cycles such that they plan for the next change while the current change is implemented.

Asynchronous Steps

Doing one thing at a time. For example, a construction company that completes foundation work before beginning framing.

Bottlenecks

Identifying steps or resources that are slowing down your process. For example, a government process that takes 1 day to process an application and 17 days to get official sign off on the processing.

Right Time, Right Place

Getting the resources that you need such as labor and machines together at the right time and place. For example, a call center application that automatically shows a summary of a customer’s account and recent transactions to the agent serving the customer.

Pull Processes

Allowing demand to pull supply in order to avoid waste. For example, a car manufacturer that doesn’t manufacture your car until you order it.

Last Responsible Moment

Last responsible moment removes the inefficiency of being too proactive by delaying things until they really need to be done. For example, an ecommerce company that delays fulfilling an order for 5 minutes after it is placed because a fraction of customers instantly regret their order and cancel within a few minutes.

Automation

Automating manual steps such as a house builder that automatically produces a basic architectural design from a set of customer requirements.

Toil Elimination

Toil is work that people find unpleasant. This is a natural target for automation or outsourcing. For example, a order fulfillment center that automates physically repetitive order picking tasks.

Continuous Improvement

A particular approach to process improvement that calls for incremental change over transformational change. This can be quite conservative and is inappropriate for processes that are severely broken. However, continuous improvement works where you are already somewhat efficient.

Process Reengineering

Process reengineering is an alternative to continuous improvement that seeks to transform a process as opposed to slowly improving it. For example, an ecommerce company that builds a completely automated order fulfillment process from the ground up without reference to the existing manual process.

Process Analysis

Process analysis is the practice of documenting a current business process. This can be surprisingly difficult as it is common for different stakeholders to communicate completely inconsistent understandings of the same process.

Gap Analysis

Gap analysis is the process of identifying where a current process fails to meet requirements or where the current process is simply irrational and inefficient.

Root Cause Analysis

Root cause is the true source of a problem where their may be hundreds of symptoms that look like causes but aren’t. For example, poor customer service that isn’t caused by employees or training but rather an inefficient software tool that adds stress to every customer interaction.

Bottom-up Improvement

A process that allows ideas from anywhere to flow into your process improvement efforts. For example, an airline that changes its check in process based on a suggestion from a passenger.

Restructuring

Changing an organization in order to make a process more efficient. For example, a bank that changes its IT department so that the developers who write code are always fully responsible for supporting that same code in production in order to eliminate political inefficiencies between development teams and operations teams.

Management Accounting

Management accounting is the process of measuring processes. This is required for process improvement as you can only confirm a process improved if you can measure it.

Process Optimization

The process of measuring a process, changing it and measuring again. This is essentially a series of experiments.

Optimization Myopia

The practice of becoming blinded by optimization whereby you miss the big picture. For example, a firm that become so obsessed with reducing costs on a production line that they end up sacrificing quality resulting in severe revenue decline and loss of brand value.

Be Careful What You Measure

Be careful what you measure is the observation that optimization often works very well such that intended consequences can result. For example, a process that optimizes for cost that ends up decreasing employee work satisfaction such that turnover increases 10x.

Systems Thinking

Systems thinking is the opposite of optimization whereby you try to consider the total impact of a change to processes. For example, an airline maintenance process that uses mise en place strategies to try to reduce latent human error.

Types of Process

Types of Process Jonathan Poland

A process is a systematic, controlled, and repeatable way of working that is used to achieve specific goals or outcomes. Processes are commonly used by businesses, teams, and individuals to increase productivity, create consistent and high-quality work products, and promote transparency. A process typically involves a series of steps or tasks that are performed in a specific order, and it may include inputs, outputs, and decision points. By following a well-defined process, businesses and organizations can improve efficiency and reduce the likelihood of errors or mistakes. Examples of processes include manufacturing a product, completing a project, or providing a service. The following are the basic types of process with examples of each.

Procedures

Procedures are a series of repeatable instructions for accomplishing a task. A procedure is a simple type of process. Likewise, more complex processes can include multiple procedures. For example, a procedure for showing a guest to their room that is part of a greater check-in process.

Procedure:
Showing a hotel guest to their room

1. Take the guest’s luggage.
2. Direct them to the elevator.
3. Direct them to the room.
4. Gently place the luggage on the luggage rack by the door.
5. Explain features of the room as required.
6. Answer any questions.
6. Tell the guest to enjoy their stay and depart by closing the door behind you while facing the guest.

Checklist

A checklist is a process or subprocess that allows steps or tasks to be completed in any order.

Checklist:
Clean Guest Room
□ Change linens
□ Replenish toiletries
□ Collect garbage

Business Rules

Business rules are formal logic that can be applied to work steps, tasks and activities. These are commonly included in processes.

Procedure: Cleaning Entry to Guest Room
Knock twice and wait 40 seconds. Listen for activity.

If the guest is in the room but doesn’t answer the door, call the room later by telephone.

If the guest is in the room, ask for permission to clean the room.

If the guest refuses cleaning, ask what time would be convenient.

If the guest is not in the room, enter to clean the room.

Workflow

A workflow is a process that includes both automation and human steps. For example, a check-in process at a hotel that includes human interaction, user input and computer code that performs tasks such as searching for a suitable room based on a customer request. Business rules are often automated in a workflow. The human steps in the workflow may be associated with procedures and checklists that are system validated to prevent human error.

Each step in a workflow is typically a screen. In the background, a system may do automated processing between each screen or while each screen is in process.

Automation

Processes can be fully automated with no human steps. For example, a cloud service that instructs solar panels to clean themselves as part of a maintenance process.

Continuous Improvement

Continuous improvement is the repeated and ongoing process of measuring, changing and measuring again. Where changes are small, this is a process of optimization. Where changes are big, this is a process of experimentation. Continuous improvement can be applied to any type of work including processes themselves. For example, a designer who changes their creative process a little with each project to try to continually improve their productivity and results.

Management By Exception

It often doesn’t make sense for a process to handle obscure conditions that rarely occur. Management by exception is the practice of implementing processes that handle most cases in a systematic way and allowing human decision making to handle exceptions. For example, an airline where a manager can override business rules implemented by a system where a customer has some reasonable argument as to why they are an exception to a rule.

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