The KPI Improvement Coaching bridge

The KPI Improvement Coaching bridge

The KPI Improvement Coaching bridge helps firms coach their clients to make the changes that will drive their business forward. After helping clients gain clarity on their key business drivers, they'll set financial and non-financial goals for improvement and you'll establish a tactical plan to implement process and behavioural changes required to drive improvement.

To access the KPI Improvement Coaching bridge, go to Navigation panel > Bridges > KPI Improvement Coaching bridge.

Understanding the KPI Improvement Coaching process

The KPI Improvement Coaching service spans three clear stages:
  1. Establish.
  2. Measure.
  3. Improve.
What gets measured, gets managed. - Peter Drucker

The Process Guide outlines best practice use of the content in the KPI Improvement Coaching bridge; click the Download Process Guide button in the top right-hand corner to view this guide.

Note
Ensure you review the  Process Guide prior to using the content in the bridge

Marketing the KPI Improvement Coaching service

There are many ways to actively market the  KPI Improvement Coaching service, including: 
  1. Discussing your KPI Improvement Coaching Coaching service as part of a Complimentary Client Review, Proactive Accounting Meeting or Annual Accounts Review Meeting.
  2. Discussing who will hold your client accountable for achieving the KPIs set during a Business Planning session.
  3. Sending out relevant educational marketing content to your database to subtly position the value of a KPI Improvement Coaching.
    1. Go to Navigation panel > Marketing  > The Gap + BOMA  > The Gap + BOMA Content Library Catalogue to check out our education marketing content ready for you to send via BOMA
  4. Hosting one of our Gap Webinars or Seminars to generate interest in your KPI Improvement Coaching service.

Tip
Many clients don't understand the impact of improving their KPIs. It's up to you to demonstrate the impact, e.g. by calculating the impact of reducing rework by or improving margin by 5%. 

The KPI Improvement Coaching proposals

There are two proposals in the KPI Improvement Coaching bridge; one is for the standalone service and the other for KPI Improvement Coaching combined with Business Planning. Only send a proposal for services you have gained conceptual agreement for.
  1. Consider the client's unique situation and use the checkboxes to select the objectives, measures of success and value to the client; add bespoke objectives, measures of success and points of value to reflect the client's individual needs
  2. If your client does not accept within seven days, call them to follow up
For more information, see our Using proposals article.

Tip
Carefully read through the objectives, measures of success and values to better understand the types of problems this service will help solve for your clients.

Delivering the KPI Improvement Coaching service

Client outcomes

By undertaking KPI Improvement Coaching, clients will:
  1. Establish 3-5 key drivers that are fundamental to their business's success
  2. Identify and streamline key processes that will improve their profit and cashflow
  3. Create a SMART KPI Improvement Plan that summarises their 12 month improvement targets
  4. Understand how to measure each KPI and track them via a cloud-based performance dashboard

Service duration

The initial planning session takes 90 minutes. The remaining 11 monthly coaching sessions will each take one hour.

The service

You will facilitate an initial planning session to establish the key drivers in the client's business, record these in the client's KPI Improvement Plan, and teach them how to measure and monitor each KPI. You'll then meet with the client monthly to review how they went with completing their actions and set new actions for the next 30 days, updating their KPI Improvement Plan.

Prior to each session, you will provide all attendees with pre-work to complete, ensuring that any issues that need to be discussed are identified and you can prepare accordingly.

Important info
We recommend enforcing a 'no pre-work, no meeting' policy. Politely discuss the benefit of pre-work and reschedule the meeting so it does not become one of discovery.

Click  here for more information about common content found in the Gap bridges and how they relate to each step in the  KPI Improvement Coaching process. See the  KPI Improvement Coaching Process Guide for detailed information about the  KPI Improvement Coaching content.

Key content in the Delivery folder includes:
  1. KPI Improvement Coaching Tactics Guide: an internal guide to support you to ask the right questions and drill down deeper into the client's processes and KPIs.
  2. KPI Improvement Coaching Growth Equation: an Excel calculator to use to demonstrate the powerful and cumulative effects of marginally improving the client's KPIs.
  3. KPI Improvement Plan: a template to record the client's critical KPIs, the key processes or behaviours relating to each one, and the client's 12 month goals, and 30 day goals and actions.

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