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Do you measure up?


Performance monitoring is essential to keep agencies and individuals on track, says Andrew Deverell Smith.


J


ust how well are you doing? Is there anything you could do even better? Sometimes it’s hard


to get a clear picture about how things are going for you, whether in your business or in your career, simply because of the relentless day-to-day pressures of just getting the job done. Here at Deverell Smith we are in the privileged position of being able to provide regular health checks for our clients and our candidates, helping them stand aside from the daily demands and providing them with the time, the tools and the industry information to evaluate just how they are doing, how close they are to meeting their goals, and how to identify what specific things they might need to do to increase their success even further. We hear often enough from


our doctors that we ‘need to know


closest competition? Does it match up with your goal? Do you have strategies in place to move it forward? What about staff retention? Are you attracting and keeping the right calibre of people for each post and position? If they are leaving, do you know why? Perhaps the basic salary/commission structure that you’re offering is out of step with other packages available in the market place – do you know what your competition is offering, and whether that might be a factor in staff moving away? And there are other, more


apparently intangible assets which DSR help their clients track as well. For instance, how is your brand perceived? Is it doing what you want it to do? Do you have strategies for monitoring customer perception and response? What about the company culture? Is it all that you’d like it to be?


“We’re in the privileged position of being able to provide regular ‘health


checks’ for our clients.” Andrew Deverell Smith


our numbers’ to stay healthy – it’s the same with a business or a career. It’s the numbers that give us a guide as to how things are going, and how they might be improved even further. And by the numbers we don’t just mean turnover or pay – there are hosts of numbers even more important than those. We know these as being Key Performance Indicators and these ‘KPIs’ are just like symptoms to the doctor to diagnose the remedies. For instance, do you know


your market share? How does it compare with that of your


www.thenegotiator.co.uk Similar questions are relevant


at an individual level as well – is your career on target? What specific steps, what experience, what training do you need to meet your goals and get you to where you want to be? What are your specialisms and how can you develop your expertise in those fields? Deverell Smith speaks to thousands of estate agencies and property companies in the course of each year – our team handled over 2,000 job placements last year alone. Not only this, but they regularly


conduct surveys amongst their clients and candidates to find out exactly what is happening in the industry, what is working well, and where individuals feel a need for change. Because of all this, we are able to provide invaluable, accurate, real-time information about new trends in the industry, so that our clients can do more than just keep abreast of the competition. Knowledge, they say, is power and our health checks provide our clients and candidates with the power to forge ahead. As part of our on-going


dedication to an ever-increasing understanding of what drives the most successful businesses, and what the best candidates are looking for in a job package, we have just finished conducting our 2012 Candidate Attraction Survey. The results are fascinating – and we will be in a position to share these with you at the up and coming Negotiator Awards on the 24th October 2012 –have you booked your place yet? Taking part in these professional events helps to build your knowledge, develop contacts and become a real player in the industry. l


TheNegotiator l October 2012 l 45


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