SHOW & CHAPTER 28: HOW TO SHARE FINANCIALS WITH EMPLOYEES - WILLIAM EASTMAN

People cannot effectively play in the game of business if they don't have relevant information on performance. the books are shared (appropriately) and used daily to run the business; (1) company performance, (2) department performance, (3) individual contribution, (4) compensation estimate

Show Objective
Given Shows 5 & 20, you will create a plan to teach the company's financials throughout the organization to ensure every person and role understands how it contributes to its success.

EPISODE 129: Summary
Last week we covered the 3 critical financial documents every member of a business must understand; (1) Balance Statement, (2) Income Statements or P/L, and (3) Cash Flow Statement or Sources & Uses of Cash. This is where the training must start. Once they can read and understand by identifying why the changes occurred month to month, you can move on to harder concepts. Next you need to convert Business Plans into KPI's or Key Performance Drivers. The place to start is to transform KPI's into Profit Drivers.

Topics:

• Basic Training
• Turning Profit Drivers into KPI's
• Front Line Goals & Objectives

EPISODE 130: Basic Training - The Big 3
We covered the Financial Basics in Show 5. That show was focused on new business owners. Today we are taking those three statements and providing basic training for everybody else in the organization. People cannot contribute if they don't understand how the company performs over time and why what happened happened.

Topics:

• Testing Understanding
  • How does marketing and sales impact the top line or the revenue line?
    • Close Ratios?
    • Time in the Sales Process?
  • How does operations affect COGS (Cost Of Goods Sold)?
  • How does administration (non-variable costs) impact overhead costs?
  • How does employee turnover, accidents, sick days, etc.  impact profit?

EPISODE 131: Profit Drivers and KPI's
KPI's are used to determine the operational efficiency of the business and are essential. However the place to start is with Profit Drivers - at the end of the day how does the company make money. There is no standard model, each business is different, however there are some constants listed in the topics section.

It is essential the owner, with help from the management team and/or their accountant, identify what drives profit and therefore what actions must take place to make it happen - the KPI's.

Topics:

• Profit = Revenue - Costs
  • ​Revenue = Total Sales
    • Total Sales = Close Rate, Time to Sale, Average Sales Price
  • Margin = work scheduling, task scheduling, quality/waste
  • Production & Delivery Costs = direct costs of producing and delivering a product or service excluding overhead
  • People Costs = Turnover, Accidents, Sick Days, Training

EPISODE 132: Business Goals & Objectives at the Front Line
We provided an overview of MBO (Management By Objectives) in Show 20. Today we are covering the mechanics of how to make it happen.

Topics:

• Company Goals and Objectives
  • Aspirations (Initiatives) for the period - the why
  • Goals (Results) for the period - the what
  • Objectives (Activities) for the period - the who, when, and how
• Department Goals and Objectives
  • Which part of Company Goals does the Department impact?
  • Rewrite the Company Goal into Department Goals
    • Proposed Standards or Measures
  • Rewrite the Company Objectives into Department Objectives
    • Proposed Standard and Measures
• Personal Goals and Objectives
  • Which part of Department Goals does the Individual or Group impact?
  • Rewrite the Department Goal into Individual Goals
    • Proposed Standards or Measures
  • Rewrite the Department Objectives into Individual Objectives
    • Proposed Standard and Measures

Next Show/Chapter 32: Line of Sight

How to apply today's show to your business:

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