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You are here: Home / Archives for Performance Improvement

Performance Improvement

June 30, 2010 By Peter de Gosztonyi

Brainstorming techniques or How to handle your boss(es) in a brainstorming session

by Peter de Gosztonyi

Project is off to a great start, you have representation from all of your stakeholders and everyone is going to attend the first brainstorming session. Everything is going perfect until your boss says oh by the way I will be attending your workshop.

Even if you have a good relationship with your boss, running a brainstorming session with different levels of authority present can be at the least uncomfortable to a down right disaster. The challenge is usually ensuring that everyone has an equal say in the idea generating and that no one individual can dominate or push a specific agenda or even force a specific outcome.

I have been in many cross level sessions and in a well managed environment the facilitator will utilize a number of different techniques to discretely neutralize these potentially disruptive influences. But what if you don’t have a trained facilitator and perhaps you haven’t encounter this situation before ?

Here are a few variations on the idea generation process that can get even the most reticent person involved as well as creating a level field for the idea generation.

There are 2 prerequisites that must be in place:

1. The statement or issue to be brainstormed is clearly stated and understood by everyone

2. A set of rules is presented and agreed upon such as no criticism of ideas, the crazier the better, all ideas are documented and visible, build on the ideas and encourage participation.

The classic approach is to have each person state an idea that is recorded on a flip chart and in a structured environment each person has a turn building on or providing new or variations on the ideas. If no idea is presented then they pass. The session is over when everyone passes. In an unstructured environment ideas are voiced by anyone at anytime. The disadvantage of this is that a quiet person or one that is intimidated will not participate fully.

An alternative would be brainwriting, and this is more suitable to individual expression where individuals write down up to 4  ideas on a paper and then either pass it on to the next person (6-3-5 method) or select a previously completed paper to modify or add to those ideas. Eventually when no more ideas are being generated, the papers are gathered and ideas consolidated.

Using the traditional sticky paper where ideas are first noted down by each individual and then grouped and organized by the team. This approach has a tendency not to generate builds or go off on different directions.

The use of analogies / free word association can result in unusual connections by comparing the problem to seemingly unrelated objects, creatures and words. Similarly visual brainstorming makes use of the team producing a picture of how they see a situation or problem. These approaches are all participatory and can be dominated by the more vocal elements so a facilitator is necessary to ensure that all participate.

In a group where only advantages or disadvantages of a problem are identified, or when members fo the group are polarized and arguing, a method called Plus Minus, Interesting PMI, can be used. Clearly identify the subject of the PMI, then brainstorm the positive aspects of the idea, then the negative aspects finally the interesting points of the idea – neutral aspects, points to explore, or unusual features.

An important element in getting the ideas ranked is the multivoting approach, where each idea ( after consolidation) is ranked based on the groups opinion. This is another potential area for influencing the outcome if not handled properly. In an open voting system, each person selects one third of the items on the list and then the votes are tallied by a count of hands for each item. Then eliminate the items with the fewest votes and redo the voting until a manageable list is made. Note that this does not discard the idea or say that it is not important, just that in the context of the particular issue under discussion these items rank lower than the others, and they may be addressed later.

In lieu of public voting, each person has a set number of stars or check marks and then place them on the items they deem important, or they rank them and place a 1, 2, 3 etc on the top 5 ideas. This method encourages anonymity and identifies the sequence based on the majority. Thus one individual would not be able to easily influence the outcome.

A more formal method that combines and uses these techniques is referred to as the Nominal Group Technique (NGT) and many trained facilitators favour this approach.

The importance of any brainstorming session is the usable ideas and solutions that are generated by the group. The follow through of actually implementing or doing additional research is necessary to ensure that the time and resources have been well utilized. If no visible outcome is seen, it becomes harder and harder to get people involved on other projects.

The following references can provide more detail on these concepts:

The Team Handbook Peter Scholtes

The quality Toolbox Nancy R Tague

The Creativity Tools Memory Jogger Goal OPC

Filed Under: Performance Improvement, Social Networking

February 11, 2010 By Peter de Gosztonyi

Part 4 Conducting a Website Performance Audit

Now is the time to introduce the performance analysis element to the process. An audit can be a scary concept especially when one considers the association with taxes. Fear not this is not even remotely the same, it is really a complete review of what you have and what you are doing with it so that you can use this information and components to improve. If you are interested in having Zanka Consulting do it check us out.

Initially we started out having the website as an online business card or brochure website, simple a place on the web where people can go to find out more about us. For a long time that was about it and we felt that was all we needed, until we looked at our success rate. Our performance measures were very simple

Time period

Nov to Dec 2009

Metric

Total

Conversion rate

$ value

Number of unique visitors

413

100%

Number going to our “contact us” page (page visits)

29

7%

$150k

Number of Calls/emails from web page

1

0.2%

$5K

Number of sales

0

0%

$0

Some assumptions: $ value per customer is $5,000. This amount is only used as an example

Date was taken from Google analytics

Our conversion rate of visitors to leads to calls were basically 0 that is, it was an abject failure as a separate sales channel. This fortunately was not our only sales channel and as we tracked visitors, we were able to see an increase in visits when we made contact with potential clients, of which many did convert to sales. That was then and this is now – SEO, inbound marketing, social networking, iPhones (which I love) have all matured and evolved to appoint where if you have a business your success will depend on how well you use your online channel. So what to do.

The methodology is to first perform a review of the current assets of the website. Identify what is working and what is not, what content to keep, identify back links, page url’s that draw visitors, what the weblog files are telling you, and what performance metrics are being used today. Additional information can be gathered about the website such as user’s perception, usability, consistency in message, and so on.

Start with your Website Assets

Most organizations are in their third or fourth generation websites and they have built up assets on their websites Assets include:

· Content

o How many pages do you have?

o How many will be removed?

o Will pages move to a new URL?

o How many new pages will you create?

o What is your most popular content?

o What is your most powerful content?

· inbound links

o How many inbound links are there to my entire site?

o What inside or landing web pages have links?

o Where do my links come from?

o Which ones are the most powerful links?

· keyword rankings

o What are my keywords rank for today?

o What are my competitor’s keywords rank?

o What keywords should I want to rank for?

o How has my keyword rank changed over time?

· conversion tool

o What page or link generates most of my leads?

§ landing pages

§ shopping carts

§ “Free” white papers or other items of value to target customers

o What are my best conversion methods?

o How can I increase these conversions?

It is important to determine what assets you have and keep them, what doesn’t seem to be working or have much interest, then remove them ( but don’t throw them away, they may be useful just not the way you were using them in the past).

Measuring Website Assets

If you are using Google Analytics, you will need to look at a bunch of options, the first step is to set your date to cover the past 6 months if you have a lot of traffic or 12 months for smaller sites.

Use the content option to see which pages have the most visits and analyze these to see why would some one go there, usually the home page or “/” gets the majority of the visits but not always. On one site that I manage the job posting page usually exceeds the home page in traffic.

Check also referrals to see where traffic originates and also who sends it to you. Have a look at Google’s webmaster tools to see who is linking to your website and how many of those actually refer traffic. What this tells you is that you should keep the URL intact and analyze the page content for key words and how it reflects your website objectives.

You can also  see the path that users take to get to this page.

Filed Under: Performance Improvement

February 5, 2010 By Peter de Gosztonyi

Part 3 Establishing your Website Objectives

If you don’t have a clear website objective statement, or is not well documented.  Then one can use the same approach used for the organization objectives in the previous post ; however this is a lot easier when an organizational vision exists. Again a brainstorming type session is the best approach where the organization’s executive ( usually the one responsible for the website) and the web development team work out a stated objective and identify the key performance objectives that the website needs to achieve that will meet the overall organizational objectives. For example the purpose of a bookstore website is to sell books on line. For a volunteer or nonprofit organization it is to recruit members and donations.

Zanka Consulting provides a structured facilitator led website objective discovery session that has proven very successful in getting to the key elements. We have also used this successfully in a remote environment where participants were in another location and conferencing facilities were used ( e.g. Skype). In small organizations this method is used in a one to one session and is very successful.

In some cases, like Web-Insight, it was not as obvious what our primary objective was, so a lot of thinking and discussion needed to be done to clarify the purpose of our website. Then this needed translation into how the internet can be used as a key communications vehicle.

First of all it is important to establish the type of business you are in and the potential. Here are a few check points that may help. When answering ask yourself what I do now and what can I do using the Internet.

· Do I sell products or services

o Can my products be shipped anywhere

o Can my services be provided from a distance

· Do I need to have physically contact with my customers

o Installation/ repair

o Direct service – cleaning etc

· Am I selling a commodity (low price, high competition)

· Do I have a captive market

o Am I reaching all of the potential customers

· Do I sell locally only

o Is this my preference

· Is it a long sales cycle ( usually to large organizations)

o Could I automate some or all of the process

· Can it be self serve by the customer ( replaces call centre or direct personal involvement)

o Would my customers prefer to have “self-serve” options

The result for Web-Insight was that as a consulting company we serviced only local clients such as government departments, associations and medium to small businesses. Typically we would meet several times throughout a contract and much of that could have been avoided, but since it was in close proximity meeting was not a real issue. The most important element was the first meeting and the last presentation meeting where the relationship was established and the results presented.

Other than the first and last meetings our customers preferred to let us do what we were contracted for and required status updates. Of which few actually required face to face meetings. In many instances time was limited and meetings brief, so conference calls and shared workspaces became the norm. Although using the webinar format for presentations can have its risks we found that customers once on board were more conscious of time and cost savings that the traditional face to face and used video and phone conferencing. Well documented status reports and deliverables including presentations are a defacto requirement.

The outcome of this analysis was that we could use online communication media to conduct both the initial meeting ( we use Skype for the visual aspect – it is good to at least see with whom you are dealing with) and the final results meeting via phone or video conference. The deliverables usually were in the form of a detailed report which were posted, with supporting documentation on a wiki.

Therefore our website objective should be to promote customers from outside of our local region and provide these services using the many communications tools available on the Internet.

Filed Under: Performance Improvement

February 3, 2010 By Peter de Gosztonyi

Performanc Analytics – Part 2 where to start your website optimization

The obvious place to start is how to attract visitors. First of all one must need to know how successful the existing website is and what works and what doesn’t since a lot of effort has gone into the past website design so there must be something that is worth keeping.

Benchmark

Benchmarking is to identify what you will be comparing your website to so that you can measure the improvement as well as identify what is working well and where you need to adjust your website to get the results you want. In effect you place a stake in the ground and use this as your starting point.

What to benchmark?

· Your website performance against objectives

  • What are your website objectives
  • How do you know if and when you have reached them
  • What to do to improve the performance
  • What impact did those improvements make – did they work

· Performance analytics of your existing website

  • What metrics/information do I need
  • Where do you get the information
  • Where do you start

§ a common recurring question at this stage it will depend on a lot of factors based on what you have done with your website and your organization so far.

It all begins with what are you trying to do with your website.

So start at the very beginning with the purpose of your website, ask yourself what are you trying to achieve with your website, what is the desired outcome. If that is difficult or not as crystal clear as it should be then one needs to go even further back to know what your organization’s vision and mission is. Actually that is where you should really start.

Organization  Objectives

If your organization has a clear purpose and direction then it is easy to determine what the website should be doing to help you accomplish your organizational goals. If not then this is the place to start. Although there is a lot about the precise meaning of a vision/mission/value statements and many organizations spend huge amounts of time developing these statements, but all you really need to do is clearly state what your organizations objectives are. If you stick to these then it becomes clear what you need to do for your website.

How do you know if you have a good vision/mission? Here are some examples:

eBay: “eBay’s mission is to provide a global trading platform where practically anyone can trade practically anything.”

Coca-Cola: see http://www.thecoca-colacompany.com/ourcompany/mission_vision_values.html

Web-Insight: our objective is to provide measurable performance analysis and insights to organizations that will enable them to significantly improve their website performance, enhance the visitors experience and improve their bottom line.

If you don’t have a vision statement or think you need to refresh your existing vision/mission/values statement consider the approach that Web-Insight deployed – a facilitated brainstorming workshop approach where a cross representative of an organization’s employees meet to review the vision and mission of the organization and to clarify or update the existing vision. The outcome is a concise statement that will be the guiding principle for the organization and consequently the website.

This can be simple or take a long time to work out and is fundamental to the success of any business. If you are at this stage of defining or clarifying your vision, either focus on this internally by taking everyone (for a small organization) or the key people to sort this out. The best place to find out more about this process is to visit Quality based Organizations such as American Society for Quality (ASQ), Malcolm Baldridge (US) or National Quality Institute (Canada) to develop this. Lots of other resources abound.

The bottom line have a clear statement of purpose that is measurable.

Next step your website objectives.


Filed Under: Performance Improvement

February 1, 2010 By Peter de Gosztonyi

Performance Analytics – Part 1 A Website Journey to Website Optimization – Part 1 Getting Started

Starting the journey to improving website performance

Web-Insight provides consulting services to large and small organizations on how to improve and measure their website performance. We have been involved in just about all of the stages of website redesign from full web redesign frameworks, information architecture to home page benchmarking. Our clients range from the Canadian Federal Government to associations and small business. So far all of our clients have been located in Ottawa, so using our website was relegated to a simple brochure or business card site.

Times have changed and the Internet is a much more sophisticated marketing medium and essential for any business to have a presence where it matters.

This blog is an attempt to document this journey and to see what impact one can have and what can be learned. At the time of the writing of this entry, we haven’t reached the end so I don’t know the outcome. That we will learn over time.

Scenario:

  • Our website is several years old and needed a freshening up.
  • We are using Dreamweaver to update the site but it is getting very cumbersome and takes far more time to update than I have to do it
  • Other people also want to update their section but have to go through me to do it and I can’t always respond in a timely fashion
  • We need a simple yet full featured Content Management System that is cost effective and has all of the features we need.
  • Website should be optimized for SEO
  • Our business focus has changed
  • Need to focus on inbound Marketing to drive more traffic

Solution:

The web-hosting and CMS part were very easy to resolve since we already use 1&1 and have been very pleased, so when they came out with the 1&1MyBusiness offering it was just what we needed. So I configured the site (www.web-insight-ottawa.com) as the test site before I redirected our www.web-insight.ca. I immediately ran into conceptual design problems with content, layout and Search Engine Optimization as well as marketing the site through social networking.

The old site was just not doing its job so I decided to improve my website conversion rate by following a plan to design an effective website and use social networking to build traffic and customers. Our current website is www.web-insight.ca and it has been used simply as a brochure site providing some information mostly from the blog entries that I have been writing and little else.

The starting point: decision to place effort on this medium to:

  1. Attract and connect with my customers
  2. Convert these visitors to leads and then to customers
  3. Measure the success of these efforts

This certainly sounds simple enough, but the very first question is where do I start and what are the next steps.

What I am planning to do is to document my experience with building a new website that is focused on inbound marketing and geared to generate customers that are not just local.

Topics that we will cover:

  • Where to start
  • Website objectives
  • Benchmarking the performance measures
  • Audit the website assets
  • Website business measures
  • Home page and landing page layouts
  • Website content and architecture
  • Performance analytics to measure success
  • Monitoring website

I am sure as I go through this process I will digress and go off on tangents which hopefully should be interesting. At least you may partake in my rants and raves.

Filed Under: Performance Improvement

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