Predictor of Profit:
Stick to Your Quality Commitments and Watch Your Business Thrive
Corporate real estate executives are increasingly charged with the effective management
of internal client accounts ranging from line functions that drive the business of the
business to the support functions that help facilitate the drivers.
Productive management of real estate staff becomes a critical component of the inside
client relations model, so what better source to farm ideas for this internal focus than
from a leading authority on the management of professional service firms?
That's exactly what attendees at the CoreNet Global Summit received in the second General
Session of the San Diego event, held November 19.
Speaker David Maister has advised firms around the world on a broad spectrum of managerial
and strategic issues and chose the topic "Creating a High Achieving Culture" for the San
Diego audience.
Maister offered his "Predictors of Profit," a set of axioms for asset managers to practice
in running their departments or serving internal clients ranging from sales to information
technology.
"We all get more by helping others succeed, not just by helping yourself," Maister observed.
"This is the underlying principle of 'exchange capitalism.' Do something for me and I'll do
something for you."
That's why a progressive approach toward empowering employees to realize their full potential
and to give them a say in how the business is run can be such a powerful force for success,
at the same time serving as a foundation for Maister's axioms, each representing a
qualitative or intangible that can make a perceivable difference:
- Client satisfaction is the top priority
- There's no room for placing personal agendas ahead of the clients' or office
- Those who contribute the most are the most highly rewarded
- Management gets the best work from everyone in the office
- Employees are required to learn new skills, not only encouraged to do so
- Invest in things that will pay off in the future
- Always treat others with respect
- The quality of professionals in our office is as high as can be expected
To accomplish all of these points, Maister said there's no room for pretenders.
"Going two-thirds of the way on a strategy offers no benefit. Figure out what you
believe in and stick to it." In doing so, always choose quality over volume. "Quality
is our reputation. Consistency is rewarded more than occasional high achievement. Pick
quality over volume. Do you have the guts to stick to your quality commitment?"
For more information, please go to
davidmaister.com
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