smps regional conference presentation
DESCRIPTION
Feb 10, 2011- Houston, TXTRANSCRIPT
Lessons Learned from “Coaching” Owners
And what that may mean for you…
2
Owner Defined….
C-suite…Boards…Stake-holders….Users…Facilities…Procurement
What we say to dogs…
What a good dog you are…Ginger
Want to go outside…Ginger
You want to chase your ball…Ginger
What dogs hear…
Blah Blah Blah…Ginger
Blah Blah Blah…Ginger
Blah Blah Blah…Blah Blah Blah…Ginger
We Coach Owner Leadership Teams
The Art of the Possible Keys to leveraging…not just hiring
service providers Keys to structuring…leading …
collaborative service provider teams
Don’t just hire the hands…
Hire intellectual understanding of your challenges…and the ability to “Think Bigger”
The Good News from our Practice…
Clients are investing more time and effort than ever before to explore service delivery improvement… in multi-dimensional ways
We do not get the same tired questions week in …week out…
The Bad News…
…there is consistent evidence that service and solution providers are not listening to the complexities of most client’s quest to…
Leverage…sophisticated services and technologies as tools…
Nothing happens until someone “Connects”
Why is “connecting” …in a respectful and authentic mannerSo important?
Houston Baptist University Art of the Possible 12December 15, 2010
Get “the meeting”
Avoid “the box”
“Build it and they will come”
“The art of the possible”
Chase work Create work
Connection starts with authentic questions…about the “issues behind the issues”
Connection takes hold…with a provocative authentic…solutions to the “issues behind the issues”
So What’s Typically Missing?
Why Doesn’t this occur naturally?
What’s in the way….
Owners(especially at leadership levels)don’t often know how to define ….and then ask for what they really need…
Service providers (especially complex high impact firms) don’t often know how to do more than “sell” their company…or their services
Emotions Owner Leadership Teams Express…
I am taking personal career risk How do I judge authentic interest? How do I judge authentic
solutions/teamwork/technology? How do I minimize real…and
perceived results risk?
Price…Politics…Brand… Narrowly Defined Experience
You understand our challenges…
You have creative solutions…
You want to work at it…
Owners will not understand 50% of what you say but will never admit it
Dignity protection is everything….particularly to the highly intelligent and powerful
The Owner’s team is usually the least experienced member of the project team
Ohio State University. South Campus Gateway
Capital Projects/Scopes are more about human behavior than “bricks and mortar”
Leveraging Retail…the Power of Best Buy and Star Bucks
•There is no “easy” button in the “connection” process
•The “real” decision-makers…
•Who “owns” the scope and it’s anticipated impact….
•Stakeholders are always evolving…
An Elephant in the Room
“The New Normal”
Cross leveraging CapEx/OpEx dollars
Leveraging Advisory Services
Leveraging IT
Leveraging Facilities
Liquidity…Not financing
Possible Sources:
•Public Private Partnerships
•Performance Contracting
•Revenue Cycle savings
•Operational Effectiveness
•Renewable Energy Monetized
Most Powerful when Aggregated…
To the Owner, your signature projects are only a tool to accomplish their
goals….
You have to specifically connect the “relevance dots” (the veterinarian
syndrome)
The Dog Whisperer…and Veterinarians
The Owner probably doesn’t understand your business...and
probably doesn’t care
Why?....they are overwhelmed and under-resourced
There are no “minor vendors”
The food service consultant may know more about the Client than you
do….
How can you leverage “downstream” firms?
One size does not fit all; There is no “one way” to solve most
scope delivery challenges
Owners hunger for “diverse collaboration”….
Mobile “Apps” in education Scheduling Library Holdings Class/Professor Evaluations Emergency Notification Buy anything the school
sells Podcasts Ask questions
http://www.prlog.org/10554748-macroview-labs-unveils-powerful-smartphone-app-for-colleges-and-universities.html
Source:
Your competition….is not your “real” competition
It’s a race to know and “connect” to the owner first
Good Market (positioning) Research is more about
“why”… than “what”
Moving Forward…
Look for ideas not prescriptions Mission and vision drive the effort Expertise without collaboration within
scope delivery teams can be detrimental
Engaging with the industry experts…takes work
Knowing what you want before you ask…is tough
There aren’t any “Silver Bullets”
The Bottom Line…
Strategic Visioning…is a pivotal precursor to leveraging service providers
Engage Expertise Early…and Often Conceptualizing…not just Planning Financial Engineering(Liquidity) Connecting Strategic Visioning to
Execution …is everything
“Connecting” is the key to playing rougher…
The Rich get Richer…
The Poor keep Submitting Proposals