Miller’s Monday Morning Message

Andrew MillerMiller’s Monday Morning Message
presented by ACM Consulting Inc.

Andrew Miller on operational excellence, strategy, life balance and everything in between

Toronto – October 28, 2013
The talk of Toronto these days is how well the Toronto Maple Leafs have started out the new hockey season. As of this writing, they were 8-4 and tied for first in the conference. However, Leaf fans being as critical as they are, the fact that the Leafs have been out shot by their opponents in most games has become a hot topic. People believe that the strong play of the Leafs can’t be sustained if the other team consistently gets more shots.
 
My simple question is, “Why?” If the Leafs are getting better quality shots and scoring chances than their opponents, why does the number of shots matter? People still hold the mentality that if you throw enough pucks at the net, maybe you’ll catch a break. This is sometimes true, but it’s the exception. Most goals are scored as a result of a quality scoring chance, not merely having a high volume of shots. Maybe we are measuring the wrong statistic.
 
Think about this in the context of your organization. Is it the number of opportunities you have or the quality of those opportunities? When you stratify your customer base, you focus on those opportunities that have the best growth potential and have the best fit for your organization. It’s about the quality of the opportunities, not the volume of them. Isn’t it better to have five high quality leads than 20 low quality ones?
 
“Too many organizations focus on every opportunity and give them all the same amount of attention,” says Andrew Miller. “The most successful organizations focus their efforts and resources on the best opportunities with the best prospective customers.”
 
Let’s hope the Leafs can continue to focus on the quality of their scoring chances and capitalize on them.
To request an interview or more information, please contact:
 
Andrew Miller
416-480-1336
 
Follow me on Twitter @AndrewMillerACM
© Andrew Miller. All rights reserved. 2013.

Miller’s Monday Morning Message

Andrew MillerMiller’s Monday Morning Message
presented by ACM Consulting Inc.

Andrew Miller on operational excellence, strategy, life balance and everything in between

Toronto – May 13, 2013
I was fortunate enough to spend a few days last week with some of the finest healthcare leaders in Canada, both on the provider and the industry side of the equation. Based on the many discussions I had with them and my own experiences, here are a few observations:
  • Providers and suppliers are trying to accomplish the same goals-Everyone involved ultimately wants to find a more cost effective healthcare system and one that improves patient care. The challenge is aligning short-term goals to ensure that happens.
  • No solution can happen without the involvement of government-This may even mean that government needs to step back and alleviate some of the legislation that hinders health care leaders. As it stands, some of the legislation is counter-productive and only makes it harder for leaders to do their jobs.
  • There is a lot to learn from different areas of the country-Although each region is different, many of the challenges are the same (aging population, mounting legislation, reduced budgets, and so on). We need to do a better job of sharing solutions and best practices from across the country.
  • There is a leadership gap-Many of the healthcare leaders have a great deal of experience and have been in the industry for years. It is not yet obvious where the next generation of healthcare leaders will come from. Organizations need to do a better job of succession planning to ensure that this gap gets minimized.
  • Perception is not reality-Many industry organizations assume that the roadblocks and constraints happen at the individual organization level. In fact, many of the largest challenges to overcome were not created by the individual organizations, and they are struggling just as much as industry to overcome them.

“It’s amazing what can happen when you bring some of the best minds together and talk about specific issues and opportunities,” says Andrew Miller, president of ACM Consulting. “You realize that it is not hard to find common areas of interest and benefit. The problem is that we don’t provide enough forums for all of the parties to come together and develop the right solutions.” 

To request an interview or more information, please contact:
 
Andrew Miller
416-480-1336
 
Follow me on Twitter @AndrewMillerACM
© Andrew Miller. All rights reserved. 2013.