Marixi G. Carlos

Managing Your Online Presence – Part 1

2010-09-24T07:35:00.000+08:00

Overview

As the world continues to become even more interrelated and interconnected through the internet and the explosion of social media, the foremost attention any business owner should be in maintaining an accurate image and presentation of his company on the web. All too often, you will find dated information, with information that are either i) no longer relevant, or even worse, ii) basic contact information that are no longer accurate. The latter can be disastrous, with potential clients tuning you out because they either can’t contact you or worse, that they are left with the image of an non-responsive company who doesn’t want their business.

With the explosion of interconnectivity, the world wide web grows in its complexity. The company website is no longer an electronic flyer or brochure. Social networking sites have, with lighting speed, shown us how quickly they can effectively traverse various modes of online communication, essentially creating on-going interactive discussions and generate communities. The dynamism is explosive. It is fast. And, any company who wants to grow and continue to compete in today’s market has to harness this beast sooner rather than later.

The question of how to engage this web of linkages means understanding how these sites are connected, and more importantly, how all of that can translate to revenue generation for your business. It is important, in fact, essential at this stage to clearly define what one’s objectives are when developing an internet strategy. Otherwise, it is quite possible to get caught in the web and wonder down the road why your specific objectives are not being met. We can talk more about this later.

The key is content generation and continuous interaction. To succeed, you have to engage your market constantly. And, the more you do so, the better you learn about your customers and how best to serve their needs. Some will say this is no different than before – that the essentials are the same – and I agree. But here is the big difference … the difference that can make or break you. The difference in today’s market is that all of this is happening at an incredible pace -- a pace that keeps people on their toes, and separates the serious players from the rest.

So, where do you want to be?

Stay tuned for other posts on this topic as I continue to discuss Managing Your Online Presence.

The Challenges of Off-shoring / Shared Services / Outsourcing ...

2010-09-08T10:01:00.000+08:00

I have friends in various sectors of Shared Services (Citi, DKS, Shell), two of whom hold higher positions (region/cluster heads) who were my former staff and who I continue to mentor. In the course of discussions with them, I have some thoughts that a new entrant into shared services / bpo in the Philippines might consider.

The fundamentals of sound management have changed very little.

40 years ago, we called it sub-contracting. Today it’s called outsourcing / off-shoring.
Before, we were told to measure improvements. Today, it’s called metrics, benchmarks and performance management.
Before, we developed structures, methods, policies and procedures. Now, it’s called frameworks and methodologies.
Today’s shared services industry is much like captive manufacturing extended to back office services operations especially for those who are head-quartered in the US or Europe and establish their back-office operations here in Manila (e.g, Citibank, Deutsche Bank, Chevron, Shell etc). I have heard of many in the younger organizations approach their off-shored shared services as outsourcing businesses, not realizing that there is a huge difference in the two.

But, we must recognize that, indeed, some things have changed –

Shared services now often leads one to think of off-shoring, which involves cultural management / HR issues that, before, used to not be present.
The workforce, Gen Y, who now compose much of the lower ranks (called processors in some outsourcing companies) have different priorities. Therefore, traditional human capital motivators may not be the most efficient, especially with regards to cash compensation. There remains a number of levers that can be shifted to motivate, incentivize the employee.
Accountability has done a 360. In a straight-forward company, accountability lay with top management. During the beginnings of sub-contracting and the establishment of off-shore services / outsourced services, we saw some of the responsibility being transferred to these off-shore entities. SOX fixed much of that, responding to changes in the industry dependencies structures that were evolving, resulting in the clear return of accountability and responsibility to head office top management.
Performance management which used to be given by someone’s immediate superior in the Philippines, now is being given by the client based in another country – 360-degree feedback. This includes feedback from manager, peer, subordinate and client off-shore, i.e., outside of the Philippines. So, we are seeing global organizations begin to fold-in the off-shored back office / shared services into the global community. This is more apparent in the more mature organizations (Citi, Shell, Chevron, for example), and less apparent for the newly off-shored organizations. Looking at the two, there is a striking difference in the corporate cultures as the younger organizations learn (sometimes painfully) what off-shoring / shared services means and how best to effect the changes on-shore and off-shore.

The challenges –

Pressure continues to deliver efficiencies that will drive bottom line growth.
There exists today tight competition for qualified professionals exists amongst multi-national companies establishing their back-office here in the Philippines. This competition, unfortunately, has led many organizations to enter into what I see as unnecessary salary wars, and poaching tactics that may result in short-term benefits, but in the long term will result in a lower value proposition to off-shoring as profit margins tighten.
Embracing a common goal for the cross-cultural, multi-time-zone organizations with competing internal performance metrics.

Take-away…

Off-shoring / outsourcing / shared services does and will contribute to bottom line profits for the global organization.
Successful proponents will be those that can integrate on-shore, head office vision with off-shore vision.
This can best be achieved through quick response generated from a culture of transparency between on-shore and off-shore.
Off-shore hiring have to realize that the basics of sound management remains the same, regardless of actual experience. Much of the local talent pool remains untapped specifically because off the outsourcing experience qualification. But, an examination of the core skills required to perform the job will often not require those qualifications by which candidates are being short listed. Alternatively, the more important qualifications such as critical thinking, job fit with personal goals, independent attitude, maturity are not being measured in the hiring process. Interestingly, much of the attrition points specifically to these factors, and yet, organizations and hiring managers are not “testing” for it in the hiring process.
For the Philippines in particular, a large portion of the talent pool educated and experienced off-shore exists, most of whom remain untapped. Remember that there will always be qualified Filipinos abroad who will want to come home, and vice-versa.

The off-shoring / shared services / outsourcing industries still have much to learn. We have to begin to challenge our old paradigms and begin to look at these challenges through different lenses. But, that’s not a bad thing. Continuous learning is necessary to respond to changes. This is essential to progress.

Project Management Institute

2010-09-03T08:30:00.000+08:00

With development of new technologies, methodologies, and the increasing scale of implementations, the role of the Project Manager becomes more crucial in determining the success of a target outcome within budget.

Many people have been doing projects for years without actually realizing it. Large organizations have institutionalized project management offices (PMOs). Others have project management officers because of the nature of their industry (i.e. construction, software development, engineering consultants, etc.). But what about your run of the mill operating company or service company? Do they have project managers? Of course they do! And, every manager who is responsible for a project should endeavour to skill up and apply current methodologies or frameworks to ensure that the execution of the project he or she is handling is done so in the best possible way.

So, what do you do if your company doesn't have these structured organizational layers and you happen to be in charge of a project? Where do you get information and knowledge about how to better handle or manage the people, resources, other stake holders, budget, all while making sure that timetables are on track and communication flows are efficient. It's a lot for one person to handle, so you have to be systematic about it.

I found the Project Management Institute.

PMI is a wonderful place to start putting structure in your knowledge base in how to handle projects. It's open for membership to anyone who is interested in project management. The excellent thing about this organization is it sets for a standard or framework with the aim of professionalizing the role of the project manager and project management itself. With membership comes access to reference material published by the PMI. It becomes a forum where project managers can interact with each other to learn from the experiences of others. You also gain access to join a local chapter where you can meet and share thoughts with project managers in your area. This is increasingly important as projects get larger in scope and budget.

Tribute To Arturo Carlos, Founder, IMI

2010-08-28T11:13:00.000+08:00

Food For Thought

2010-05-07T12:25:00.001+08:00

I received this email message the other day ... a good one that I hope you will keep in mind ... and put a smile on your face a we enter an exciting next few days. Remember to vote wisely.

Take into account that great love & great achievements involve great risk.

When you lose, don’t lose the lesson.

Follow the three R’s: respect for self, respect for others, responsibility for all your actions.

Remember that not getting what you want is sometimes a wonderful stroke of luck.

Learn the rules so you know how to break them properly.

Don’t let a little dispute injure a great relationship.

When you realize you’ve made a mistake, take immediate steps to correct it.

Spend time alone everyday.

Open your arms to change, but don’t give up your values.

Remember that silence is sometimes the best answer.

Live a good honorable life. Then when you get older & think back you’ll be able to enjoy it a second time.

A loving atmosphere in your home is the foundation of your life.

In disagreements with loved ones, deal only with the current situation. Don’t bring up the past.

Share your knowledge. It is a way to achieve immortality.

Be gentle with the earth.

Once a year, go some place you’ve never been before.

Remember the best relationship is one which your love for each other exceeds your need for each other.

Judge your success by what you had to give up in order to getting it.

Approach love & cooking with reckless abandon.

The Importance of Balance

2010-03-25T08:45:00.000+08:00

Remember when we were young, we were always encouraged to be well-rounded?

Well, in today's speedy, hectic, hyper-connected world, it is even more important to stay balanced ... and that is nothing more than making sure you remain well-rounded. It is so easy to get caught up in everything that needs to get done at work or at home that many times we forget we also need to take time for ourselves.

I'm not simply talking about "me" time. Everyone needs to work on his or her personal development. Have some goals for yourself. It doesn't have to be big, but it should be a stretch from where you are. And, you should have goals for the various roles you play -- for yourself as an individual, a professional, a partner/spouse, a parent, a friend.

Remember to work on the TOTAL YOU, rather than just one aspect of yourself.

"It's Lonely At The Top" ... in the beginning, that is.

2010-03-03T03:08:00.002+08:00

Ten years ago, when I first took this leadership post in a related company, the HR Manager (Mary Jo) of my former company told me, "It's lonely at the top, yeah?"

I was young, ambitious, aggressive, idealistic -- just a bundle of energy raring to go and make sweeping changes and improvements. Yet, those changes required making difficult decisions. I was aware of that.

When I first entered the company, people were very hopeful and positive about new leadership. I shared with the people the vision and dreams of the Board -- it was like a renewal of sorts for everyone.

After all the excitement, we settled on actually getting those promises fulfilled. But, change does not come overnight ... and people often forget that change comes at a cost. If the company was to change, if we were to achieve the dreams and vision I shared with them, everyone had to change as well. This was something they did not realize until the time came to actually doing it.

In the beginning, I was so busy with immersing myself in the business -- getting myself up to speed, you might say. I didn't even notice the working lunches and extended hours.

As time went by, however, I did notice a distance between me and people who now reported to me who used to be my friends and buddies before I joined the firm. That's when Mary Jo asked me that question.

I often spoke to Mary Jo, even after joining the new company. We could spend hours talking about what motivates people, and inspires people. I have always believed that great leadership is only as good as its ability to inspire the people who actually do the work. With this premise, my task was huge.

I am lucky to have had a sounding board like Mary Jo, who, during those times when difficult decisions were to be made ... unpopular decisions ... she would sit me down and remind me about our company's core value of compassion.

There is always a good way -- a better way -- of doing or saying anything.

Over time, and with a lot of work and patience, the managers and staff began to realize the value of what I was talking about. Eventually, they saw and they changed. It didn't happen overnight. It was not a total change. But change is good.

In the process, I changed too. And, that is good.

So, my message to new leaders: Go and forge ahead! It may be lonely in the beginning, but eventually, people turn around. Just make sure that in every act, you act with compassion. That is good.

Some Quick Notes On Competitive Pricing

2010-01-20T12:51:00.000+08:00

I was prompted to write this post because of the latest Cornell Center for Hospitality Research news-mail that appeared in my Inbox this morning. One of the articles in the email highlighted a CCHR research report done sometime last year (2009) that studied competitive pricing of hotels. This article, "Competitive Pricing Decisions in Uncertain Times" by Cathy Enz, Linda Canina and Mark Lomano was voted the article of the year for 2009 in the Cornell Hospitality Quarterly (CQ). You can click CHR: "Competitive Pricing Decisions in Uncertain Times" to get it.

I thought it timely to write this post since yesterday, I had a lively discussion with my team as they presented their strategies and tactics for 2010, and of course, given today's highly competitive environment, pricing is a question. There is always downward pressure on prices during an economic downturn -- that's a fact, as business try to off-set weaker demand with higher volume. Initially, one would think "Sure! Lower prices to attract more customers!" And yet, we all know that in a price war, everyone suffers. So, the question is, are you really better off or did you just give up revenue that was already yours?

At its core, the article examines the elasticity of demand as it relates to the lodging industry. What sets this study apart from others written on the subject is that it proposes looking at elasticity with respect to one's competitive set. This approach makes a whole lot of sense because pricing moves affect the competitive set, and depending on your product type (ie. luxury, mid-market) the impact of pricing decisions would be different.

In the end, the idea is to maximize the bottom line, so understanding the impact of top line drivers is essential. The next step is to understand variable and fixed costs, and there's another useful study that proposes a peek into that for an individual property, but that's another post.

Thought for The Day

2009-11-24T11:16:00.000+08:00

"The superior man is modest in his speech, but exceeds in his actions. " ~Confucius~

Humility is one of the greatest virtues one can have. When I think about those people I have met who truly inspire, I find that they are such humble people. I believe that it is actually their humility that contributes to their consistent action and excellence.

I remember speaking to a former employee who has been "pre-judged" by her new boss. This lady is a performer and in many cases is the envy of her peers and superiors. She is highly confident of her ability and she gets things done, quite often exceeding expectations. In her new organization, it seems as if people are waiting for her to fail. She came to me seeking advice, and this is what I said. Ignore it. Do your work well. And SHOW them what you are capable of achieving.

A Life Goal

2009-10-16T09:05:00.000+08:00

Every now and then you think to yourself ... What is this all about?... What am I all about?

And, at different stages in my life, my personal goals have changed. There is ONE, however, that hasn't.

I want to live my life to have positively impacted my sphere of influence as much as possible,
and leave this world a better place then when I arrived.

What's your life goal? What are you doing today to make it real?

New Layout

2009-10-13T14:13:00.000+08:00

I've revised my layout! Previously, my resume was uploaded as a blog post. Now, it's contained in the link section to the right. I've linked it to a special shared / public folder using GoogleDocs, thanks to Google's new shared folder feature.

This now leaves the main blog section free, allowing me expand the use of this blog to cover other professional topics.

For those of you who know me, I've been working in the Philippines for some 19 years now. About half of that time was spent working at an investment house, Exchange Capital Corporation, the Philippine investment banking office then Jardine Fleming, the Asia arm of the Flemings group. The last 10 years, however, I've been connected with Exchange Properties Resources Corporation, a Philippine company that owns and operates Caylabne Bay Resort, in Cavite, Philippines.

Over the course of my professional life, I have come to realize that there is so much more to actual experience that is NOT available in the classroom setting. So many things about just getting the work done and what it takes to get things done. One aspect that I find fascinating is the relationship between culture and management, and how all of that relates to creating an organization that works.

This blog aims to explore many of those insights. I hope you find it useful, or otherwise thought provoking.

Thanks for visiting.