Insomnia

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Branching Out; Rising Up

By Georgene Waterman

Q    I am an experienced branch manager at a building products distributor based in the Midwest with 10 locations throughout the United States. Our company president doesn't believe in planning and has never had a meeting where he brought all branch managers together. My branch runs well and is profitable, but many of the other branches have management turnover and are struggling to make a profit. I really have two problems: The first is that I am bored; the second is that I need help in approaching him about strategic planning for 2007.

A    One of the reasons the president is having trouble with some of his branches is that he has not communicated clear expectations to his branch managers. Planning provides a mechanism for him to communicate his expectations on an annual basis. It is not going to be easy to convince someone who has never used the strategic planning process to now embrace it.
    First, I would involve some of the branch managers who are struggling. I would put together a written plan of what you propose, the expected outcomes, how these outcomes will solve his problems and affect the bottom line, who will be involved and how he will keep abreast of the progress of the plan. Use the planning process as a means to help him solve one or more of his strategic headaches.
    He most likely will not see the need for this at your branch, since you are successful, but by involving the branches that are having problems, he will be more likely to listen to your ideas. Ask him to attend the strategic planning session and the quarterly follow-up sessions. Be sure your ideas include a means to share with the branches that have problems the best practices that are working at your branch. It will be harder for him to say no to two or three of you.
    Since there will be a cost associated with the planning (perhaps the hiring of a seasoned facilitator), make sure your strategic plan covers how these expenses will be paid. The more prepared you are when you approach him and the more passionate you are about how this will help his company, the better chance you will have to get the result you want. The planning process will lift you from your boredom and, if nothing else, give you some new experience to take to your next job.
Continued...

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