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Sales Growth |
Team Development and Management | Profit Growth |
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Why Build a Corporate Support Team?
The purpose of a corporate support team – and everything they do – is to build sales and profits. Although it may seem counter-intuitive, at some point in a chain’s growth, it becomes more efficient and cheaper to centralize the work of business support functions including: accounting & finance, marketing, store development, menu & product development, operations support, human resource development, et. al.
Cost control at the corporate level is all about focus on the fundamental purposes of business – sales and profit growth. The appropriate size and cost of a chain’s support team should relate directly to the amount of sales and profits they add to the company.
The ChicagoFS™ Approach to Support Team Development
ChicagoFS™ approaches corporate support team development from the top down, working with the client’s senior management team to identify specific goals, build consensus, authorize step plans, and to land positive results – quickly.
A typical program may include the following steps:
1. Define company business and guest experience goals 2. Re-state the leadership roles of the senior management team 3. Re-state the sales and profit roles of the corporate support staff 4. Identify the costs, profit returns, and economic opportunities for the support team 5. Determine the skills needed to meet the support team roles 6. Re-organize the support team around sales and profit goals 7. Outsource professional services as needed 8. Fill personnel skill gaps and eliminate duplications 9. Plan the support team’s growth through milestone business events or stages 10. Budget the support team cost through growth stages
The Corporate Service Attitude
Every member of the corporate support staff and senior management team should be cross-trained in at least one unit operations skill – and spend at least one day a month working in their “adopted” unit. |
Case Examples
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