Manage the Process of Change
Emergent Business understands that any attempt to shift company culture, develop new skills, or improve your company’s process and practices is essentially an exercise in change management that will be met with varying degrees of resistance from your staff.
We also understand that legitimate differences exist in staff experience, skill and motivation. In order to address these realities it is important that your staff see value in developing new skills and improving their process. Therefore, we incorporate two fundamental phases that enable us to develop an in-depth understanding of your business and people so that the benefits associated with change can take place. Our intention remains focused on creating a learning environment of engaged and enthusiastic participants that find value in the consulting and coaching services we provide.
1 • Strategic Assessment & Process Improvement
Our strategic assessment provides valuable insights into the individual and collective strengths and weaknesses of your team. It clarifies assumptions, prioritizes areas for improvement, and provides an accurate baseline from which to implement an effective
client-specific skill development and process improvement initiative.
Our strategic assessment is a comprehensive process of discovery that is conducted over a series of interviews with executive, management and staff level personnel. Key areas of focus include the:
• Clarity of your mission
• Depth and breadth of your strategy
• Challenges executing your strategy
• Unquestionable strengths of the offering
• Role specific responsibilities, skills and industry expertise for individual and team success
• Effectiveness of the process, practices, systems and resources meant to support their efforts
• Your understanding of value creation, relationship development, proactive engagement and
• Styles of communication and collaboration within and among departments that create an
environment where teamwork, employee satisfaction and customer satisfaction are valued.
Staff interviews also allow us to identify personal and professional motivations, discuss concerns, and explore the positive implications of working together.
Our framework for success embraces the performance benefits associated with total quality and process management with the goal of establishing consistent and predictable practices that maximize performance. In that context, you can expect us to find inefficiencies in your process and practices that will require modification. You can also expect refinements in computer system applications, resources and collateral. In extreme cases recommendations may be made for redeploying staff, shifting responsibilities, or hiring an employee with preferred skills.
It is important to note that the integration of current and past client investments in systems, resources and skill development remains a cornerstone of our framework.
2 • Strategic Coaching & Performance Improvement
Strategic coaching is comprised of routinely scheduled executive, management and staff level coaching sessions that are delivered in small group and individual formats. Sessions are designed to address each area of weakness identified in the strategic assessment.
You can expect to be introduced to new concepts, to engage in discussion, embrace new skills and to role-play. All coaching sessions are results-driven and emphasize the application of newly learned skills in practical workplace situations - where your staff will identify opportunities, engage those opportunities, discuss outcomes, and make real-time course corrections in order to achieve desired results. Group sessions are limited to ten participants in order to maximize staff participation and comprehension. Executive and management participation in each session is expected to ensure the full integration of our approach among senior and staff level personnel.
We know from experience that individual successes that lead to greater understanding, lead to increasing levels of enthusiasm, competence and success in and among employees.
Individual executive and management level coaching sessions include routine progress debriefings, potential course corrections, process and performance management education and implementation, as well as strategic planning. Individual staff sessions are used to address personnel specific areas of weakness, accelerate the adoption of new skills, refine staff strategic sales and account management strategies, and to provide make-up sessions for absentee participants.
All process improvement changes are used in conjunction with client-specific reference materials to guide skill development and improve performance. Their integration into the day-to-day activities of your team is an integral part of each coaching session. Furthermore, coaching sessions are designed to consistently build upon the skills and practices introduced in prior sessions. Session objectives and certification criteria ensure staff comprehension and ability to execute in the field.
The Sobering Reality of the Sales and Business Development Professional
“As Managing Principal for the New Mexico operation of a national financial planning company, I engaged Joe Merlino's services to assist with training for financial advisors. Joe met with me several times over a number of weeks with a goal of fully understanding our products and processes. I found Joe to be an expert in training methods as well as the competencies I needed him to work with, which included personal marketing and values based selling. In spite of this expertise, he made significant effort to successfully understand the specifics of our company's approach. Although the program he designed was initially intended for newly hired trainees, we found the program to be significantly beneficial to senior members of our operation.”