I had to write up some Case Studies from recent Client engagements for use on a Proposal today so I am in writing mode. I was looking for 3 appropriate Case Studies when I was struck by some of my unsuccessful experiences over the last 5 years. In truth probably more so the last 3 years in particular as it was in a challenging Market, that Clients would want a Proposal but then either:
- They weren't Ready to move forward; or
- They didn't really fancy doing it once they had a look under the 'bonnet'
You could say 'Tyre kicking' is what is going on but no harm, no foul as they say and give it 6 months we can always perform the legendary act of 'Circling Back' to check on current circumstances.
In Consulting you will bid for real work and either win or lose, there is no second place. However, I like to take a positive out of every engagement whether I won it or not, so I decided there had to be a half way house.
I produce my Proposal and submit it for consideration. I am then usually asked to present it and explain my approach. At this time you can gauge the appetite to immediately more forward or not. As I mentioned above in some instances there will be no movement, it isn't a win, its not quite a defeat as no forward momentum takes place but not securing a new Client is at very best a score draw.
So I developed ATOM. Yes I know I'm no Einstein, I am but a mere Irishman with a passion for writing which all my compatriots can also justifiably claim and a love of Finance Transformation.
I tell every Client, winner or not, that real analysis, Assessment, Review, Baselining takes 12 weeks on average. 12 weeks or less will give you a Target Operating Model for pretty much every Finance function in the World if you know what you are doing.
It takes me that long to look under the very large boulder which is your Finance function as I look at the People, the Process and Technology and when I do what happens? Every single time, without fail, what happens?
I find a Saving or two or three. I have NEVER failed to find a Saving. Show me the Money you cry and I will. You may not want the full blown Change Program but you have nagging doubts, compliance worries and low hanging fruit which is just outside of your grasp. You know that the Target Operating Model design work would unearth it, reassure you and allow you to tuck those Savings under your arm but you are unsure.
However, you are hesitant, you need a second opinion but you don't want to commit to the whole 9 Yards of a Finance Transformation Program. You want those Savings unearthed and identified. You want to hear about the Person or Solution that is just right for your needs but the top Boss won't go for a full blown Finance Transformation Program.
You are in a quandary. That is where ATOM comes in. Exploding onto the scene as Accelerated Target Operating Model design. ATOM, splitting and refining Finance in a short period of time.
Know in your gut that there are Savings under your Boulder? Then reach out and talk to me about ATOM and lets find your Savings today because in my experience they lie always under the same rocks.
Best Regards,
Michael Ryan.
For this and more check out my new Book 'How to Transform Finance' just Click below.
