When we think about a “win”, most often it is thought of as defeating your opponent, or imposing your will; however, when it comes to business, you win by helping your client and others win!
For Insource, our model dictates that we truly have “skin in the game”, and feel our client’s wins/losses the same as they do. We are true partners, not only in practice, but by definition. If our client is losing, then we are in danger of losing the client. When our client is doing well, we are guaranteed to prosper beside them! We provide our clients with a value-added service. We are there to be a solution to their problems; not be a problem they are looking for a solution for. And whether your business is in the service industry, manufacturing, or distribution, your business is most likely not too different from Insource when it comes to creating a Win/Win scenario.
One approach to Win/Win that I have found to be proven and effective for our clients is to identify a problem area, and offer them a value added opportunity to help solve the issue. My role at Insource as an Implementation Manager is to successfully start-up our model in a client’s operation (often in innovative and creative ways) and help them Win!
When Insource implements a new work cell or new account we are there because the client is currently experiencing a pain - low productivity, rising labor costs, extended overtime, poor quality, high turnover and training costs, etc. Our client wins because Insource delivers increased efficiency and proven methodologies through a managed service that improves operational performance and provides an overall cost savings to their business. Insource wins by bringing in new revenue along with promotion opportunities for our team, and additional income for our Associates. It’s the ultimate win/win!
It’s important to share those Win/Win scenarios and demonstrate your value. At Insource, we use Scorecards – a great visual of your performance - and regular Business Reviews to discuss opportunities with our clients and to share our Wins to date.
Recently, one of our clients implemented new systems software and we noticed they were using an ultra-expensive label (approx. $.11/label). Experimentation and out-of-the box thinking by Insource determined that another label provided the same end result and provided a cost savings of over 90% (cost of approx. $.01/label)! This resulted in a $330,000/year savings from Insource’s area alone, with an estimated savings of $1,000,000 annual savings plant wide! Client management was exceptionally happy with the find, and this solidified Insource’s partnership where the client truly knows we are a “partner” that cares about their business!
Some wins, as illustrated above, are immediate and tangible wins for both Insource and our Clients; while other wins are more intangible, serving to strengthen a partnership. Feel free to share some of your Win/Win examples that you’ve experienced at your company and with your clients.
Below are some fun video clips of “Win/Win” from popular TV shows/Movies that you might enjoy!
Thanks and keep Winning!
Director of Implementation and Operations Improvement.
About the Author
Cory Arrowood, MBA is the Director of Implementation and Operations Improvement at Insource. He has been with the company for over 6 years and has implemented several new work cells and sites for Insource during his career. Cory is an alum of East Carolina University and currently lives in the greater Charlotte NC area.
Insource is a national provider of labor solutions and has been making a difference in manufacturing and distribution operations for over 20 years. To learn more about Insource and how we can make a difference within your operations, check out our website www.insourceperforms.com or contact Wayne Davis, VP of Sales at 919.675.5884 for more information.