People often ask us what the characteristics of an ideal employee or outsourced service are. The answer is they should be effective, dependable, and irreplaceable. If you are the employee or outsourced service, ask yourself, “Why was the job created, and what are the goals of the job? How and why was the job budgeted?” If you can honestly answer these questions you are on your way to becoming indispensable.
Here’s a big hint. All jobs have something to do with sales. How does your job create, maintain, or support sales? Sales is the only source of your salary or fee – period! Without sales there is no money for you or anyone else.
Sure, some folks take jobs with companies that are funded by an investor. Those companies have a budget which is steadily diminished by a “burn rate” – the amount of the investor’s money that is used every month to keep the project going. But if the staff is not actively involved somehow in sales, the company eventually folds. Then the employees look for a new company that has a new investor and set about burning up their money. The problem is that ultimately this approach to job security is counter-productive since one has to keep moving, resulting in a reputation of working for companies that failed. They failed because they could not create a positive cash flow resulting in profitability and growth.
If you want job security, build your reputation as an effective player. Here are 5 ways to become indispensable to your company:
- Follow the Money. Understand where the money comes from, now and in the future. If your job is now supported by an investment, realize that it must be supported by sales sooner or later, and in most companies, the sooner the better! While investments have time limits, sales should be continuous.
- Understand the Justification. Recognize why the job was created and how the job contributes to the sales process. From R&D to service, from accounting to administration, from production to marketing, every job must be pointed at supporting sales.
- Know the Processes. Don’t look for security in a cookie cutter approach that requires little thinking. On the contrary, the better you understand the processes and the reasons for the processes, the more effective you will be.
- Anticipate the Needs. Once you understand the processes for your job, look for opportunities to maximize those processes to the benefit of your company while reducing the time it takes to get the job done. Don’t wait to be told what to do, and don’t let opportunities get by you. Become relied upon to get the most out of every situation, rather than doing the least necessary to complete the job. Don’t just stay “busy,”’ be productive!
- Just Own It! Ultimately, when you thoroughly understand the goals of your job, not just the motions and procedures, you will be in a position to improve the job itself. By focusing on the goals you can better achieve them in a more effective manner. Follow through and follow up as if it was your own business.
So at the end of the day, did you help to increase sales? Did you bring more money in to the company than it cost to support your position? Did you take every opportunity to improve the products and services offered to the company’s customers? Did you help identify, communicate with, and sell the prospects? Did you jump on every opportunity, without being asked, to increase company income and reduce costs? If you did, congratulations! You own your job and are indispensable!
Who We Are
Michael Houlihan and Bonnie Harvey co-authored the New York Times bestselling business book, The Barefoot Spirit: How Hardship, Hustle, and Heart Built America’s #1 Wine Brand. The book has been selected as recommended reading in the CEO Library for CEO Forum, the C-Suite Book Club, and numerous university classes on business and entrepreneurship. It chronicles their humble beginnings from the laundry room of a rented Sonoma County farmhouse to the board room of E&J Gallo, who ultimately acquired their brand and engaged them as brand consultants. Barefoot is now the world’s largest wine brand.
Beginning with virtually no money and no wine industry experience, they employed innovative ideas to overcome obstacles, create new markets and forge strategic alliances. They pioneered Worthy Cause Marketing and performance-based compensation. They built an internationally bestselling brand and received their industry’s “Hot Brand” award for several consecutive years.
They offer their Guiding Principles for Success (GPS) to help entrepreneurs become successful. Their book, The Entrepreneurial Culture: 23 Ways To Engage and Empower Your People, helps corporations maximize the value of their human resources.
Currently they travel the world leading workshops, trainings, & keynoting at business schools, corporations, conferences. They are regular media guests and contributors to international publications and professional journals. They are C-Suite Network Advisors & Contributing Editors. Visit their popular brand building site at www.consumerbrandbuilders.com.
To make inquiries for keynote speaking, trainings or consulting, please contact firstname.lastname@example.org.