Relating Retention to Market Responsiveness, Customer Focus, and Performance
There is a direct relationship between customer retention and employee retention. However, this relationship often goes unrecognized because our inability to distinguish the differing paces of business conditions and retention. Ask nearly any executive to describe today's business environment, and he or she is likely to comment on the rapid speed of business. Among other items, they will identify accelerating demands for market responsiveness, increasing customer focus, and improved organizational performance. However, few executives will be able to speak as eloquently about the relationship between employee retention and the business context. In part, this failure is attributable to a view regarding the inherent value of others.
Organizations that seek to understand the relationship of retention to organizational performance need a rigorous approach. Rigor requires data-driven planning and decision-making. Rigor is enhanced with the acquisition of relevant skills in measurement and access to internal and external data. The combination of skill and access can support new outcomes in organizational culture and leadership.
Compressed business periods make the matter of organizational culture increasingly relevant. Speed, quality, and cost - as organizational factors - relate to cultural aspects of alignment, communication, and mindset. Culture, ultimately, creates a significant competitive advantage.
When the going gets tough, progressive organizations emphasize leadership development as part of their culture. The focus on leadership development will include a spotlight on both senior levels and the leadership bench in the organization. It is difficult, if not impossible, to distinguish organizational leadership and culture. At the level of customer building and customer retention, leaders support employee learning and change. Without learning and change, organizations lose the ability to maintain customer focus.
We work with organizations to strengthen the relationship of culture and retention to organizational goals. Everyday, around the globe, leaders awaken to the choices of engaging in good and profitable pursuits.