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Benchmarking: Setting the Standard
June 3, 2010 — Anonymous
“Yes We Can!” was the catch phrase for U.S. President Barack Obama. It became a chant, empowering his teams, his voters, his following. Those three words became an affirmation to his people, giving them the confidence to know that they could make a change happen.
Let’s take a little time to work on benchmarking. FocalPoint Business Coaching offers a benchmarking service and so, if you are a Brian Tracy Trained Certified Business Coach you have the tools and the know how to provide the service. Great. So let’s consider why you would use benchmarking for you client and how you might introduce it as part of a coaching consultation.
Benchmarking is setting standards. By setting the standard for a product, a service, a system or an event, there is a final goal established. That final goal is the standard.
So, for example, your client, Dave, manufactures rubber chickens Portland, Oregon, and he has asked you to help speed up production. You see, Dave has learned that he is losing sales to the rubber chicken guy at Cross the Road, who manufactures rubber chickens at a rate of 90 per day, compared to his paltry 74 faux poultry per day productivity. Dave figures Cross the Road’s probably beating him in sales by 16 birds a day.
So Dave is telling you that his benchmark for daily rubber chicken runs is 90, but you need to ask Dave why he figures productivity numbers are so important.
Before you do that, you run across the road and grab a few chickens from the competition. Sure enough, seven out of ten chickens are missing a body part. They are utility rubber chickens.
Now you can work with Dave on where his true standards lie. “Dave, you’re better than this,” you can tell him. “You’re benchmarking your chickens against the wrong standard. Your team makes grade A plastic cluckers.”
Now ask Dave:
- Who is your true competition?
- Who is the best rubber chicken manufacturer in the state?
- Why are they the best?
- What did they do to become the best?
Chances are Dave doesn’t know the answer to these questions. If he did, he wouldn’t be worried about the Cross the Road guys making more chickens than he does.
Now is the time to suggest to Dave he needs a FocalPoint Benchmarking session.
As a matter of fact, he may find out that people prefer Dave’s fabulous fowls to any in the state.