In this month’s real life case study, we are talking about how the End2end Health Check can have measurable benefits to your business. I have recently been working with an event company who wanted to ensure that its’ staff are motivated to go above and beyond to deliver large event jobs.
The first step in the process was to complete an ‘End2end Health Check’ to identify what was currently in place, what was missing and what needed to be done.
The business has cycles where it is quiet early in the year, with its busy period covering July to December, and has recently had a number of key staff poached by a larger event company at a critical time. Additionally, through our Health Check, we have discovered that there is a perception within the business that one employee is viewed as a ‘superstar’, however , with closer assessment of this employee’s bottom line, it became evident that the net profit this employee was bringing in to the business certainly did not warrant this status.
After analysis of the Health Check results, it was evident that the business wasn’t properly calculating and charging for all areas of labour required in planning and delivering an event. So, we began by working with the employer to identify a complete labour cost rate incorporating all facets of planning an event. Then we consulted each team member, and gathered feedback to accurately determine how they spent their time, and identify any previously unaccounted or incidental expenses that should in future be included in the total event cost.
Next, we met with each event manager to review their past performance and achievements, and discuss and agree on KPI’s for the year ahead. Additionally, incentives were reviewed and slightly modified to reflect the new format.
In the course of this process, the employer raised the suggestion of creating a team manager position to oversee and run the team, however, our analysis reflected that the cost wouldn’t justify the increased savings and sales. We then considered if the use of interns could be a cost effective tool to allow the event managers time to not only deliver on their jobs, but also to gain new business. This will be further investigated and trialled, in the coming months.
We have instigated a quarterly review meeting where each event manager meets with the employer to track their performance against budgets and KPI’s, and to discuss and identify how they can gain more time to do their roles. Each team member brings to the meeting details of their workflows for the past quarter and in their upcoming pipeline, and additionally is asked to compile a list of the top 5 things they wish to discuss with the management, so that the conversations are two way rather than just one way.
As a result of our process, the event managers are now able to identify where they need to spend more time and how to use their time, and the new interns, effectively. The net profit margins are starting to improve, as the staff are more cost conscious of exactly what is involved in delivering an event, and are ensuring that this is appropriately passed on to the clients.
All of the above has helped the employer gain a great measure of clarity and take back control of the business and staff, rather than the business controlling the employer. The clearer you are about what is expected from your staff, the better they will understand ‘the big picture’ which will flow on to create an engaged work force who will deliver the profit expectations.
If you would like to find out more about our End2end Health Checks for your business, please contact Annette today on 02 8977 4002