Fresh Eyes and Open Minds

I do consulting work for retailers and manufacturers. Clearly, 2008-2009 is and has been, for many, a difficult time to be in the furniture business. Last week, I worked with the management team of a top 100 furniture retailer and had an incredibly great session. In consulting with clients, I have some advantages they might not possess.1. I am not intimately, evenly closely involved in their businesses. I can see things with a fresh pair of eyes and identify issues that are right under their noses. The old ‘forest and trees’ adage.
2. I am not strategically or emotionally locked into any “we have always done it that way” mantra that must be adhered to.
3. I have worked in the industry since 1975 and have learned a few things along the way.
4. I am a consummate and typical consumer. I understand how consumers’ think, because I am so often thinking about buying something (much to my dear wife’s chagrin and consternation).

I came away from my last meeting with this team, pleased that management saw the validity of most of my recommendations (even though several were somewhat offbeat and not common practices in the industry).

There are two points I would like to make.

1. Occasionally, management of any company should come into work and shift to a different paradigm. They might try to look at their business with a fresh set of eyes as if they have never stepped foot in there before. They should question, “Why we do things this way?” even if they already know the answer. In short, managers might benefit the business greatly if they stepped back, took a really long and hard look at the company, and question, “WHY?” After all, this is what many consultants do…challenge the validity of the way things are done.

2. Management should always keep an open mind to new and fresh ideas. Just because strategies and tactics may have been in place for decades does not necessarily mean that they are still the most effective in today’s cloudy environment.