How do you convince a business owner that his practices are hurting the company?
Many times business owners don't want to change their way of thinking and refuse to change the way they approach things. This can result in building walls around them that prevent them from accepting change. How can you help a business owner see this?
In my experience practice owners know it is time to take corrective measures when the insurance payments stop coming in, or when they see a drop off in patient visits, or find themselves sitting in their offices instead of seeing patients.
It does not take a lot of discussion to convince them that something must done to change things once that realization occurs.
Well as an Owner of the Company one should involve in best management practices in the Interest of the Organization.It would be better to have 360 degrees Audit on quarterly basis so as to get a non biased feedback from each and every employee on how He/She would rate the organization in terms policies/practices undertaken.This would enhance the process of reaching down the line of organization to all levels of employees and know their thoughts.Based on an analysis of previous quarters measures can be taken and as said there is always an area of improvement but the doors are never closed for a Change.
Give them examples of new approaches that work, preferably with proven, documented results.
by illustrating the results of his practice versus best practices in his field of activities. I believe most business owners know something wrong in their practices but are not admitting it. Smart consultants and advisors are the ones who don't show this to the business owners but rather show the remedy in the form of 'improvement', 'enhancement', etc.
You've gotta come up with a solution to the problem and show how your solution will be better for the company. A company owner will always go with whatever makes the company more money or more happy customers. So I'd say get your numbers in order and prove your theory.
It is his business and his profit and loss..
You can only give your opinion and it is his decision. As an employee you can give a written observation and /or road map for improvement (without hurting his ego) to him.. and if he realizes and do the correction it is fine.. and if he does not.. you have done your job.
You have a choice/option to switch-over to another job.
By coming up with a constructive suggestion that can improve the maximization of the potential of the company, which is the ultimate goal - never by merely pointing out weaknesses.
in my experience you don't. The most difficult thing to do in sales is convince a prospect they are wrong. the most ingrained trait of human nature is not to be wrong. going back to the time humans began walking upright, to be right was survival and to be wrong could mean death. One wrong move could make the mistaken lunch for a saber tooth tiger!
thats why professional sales/marketing people NEVER try to convince a client they are wrong. Instead they sell the OPPORTUNITY. Then you allow the client to believe it was his idea.
So you'd never succeed telling a client he was hurting his chances by hiding behind a tree, instead you'd suggest "if you could just come from behind that hill he couldn't smell you and you surprise him and we'll all be eating tiger steak and wearing fur coats.