Learn how to leverage Human Resources to grow your business.

1. Using HR Processes
To Grow Your Business
Gary Wheeler, SPHR, GPHR, CCP, CBP
Gary Wheeler, The Virtual HR Director, LLC 1

2. Objectives
 “What does it really mean to be a strategic
business partner?
 How do I know if I am meeting that objective?
 How can I do a better job of partnering with
top executives
 Help you set six goals to take back to the job
 Opportunity to share HR Legal updates
Gary Wheeler, The Virtual HR Director, LLC 2

3. What Are The Four Priorities
1. Increasing shareholder value
2. Profit
3. Customer satisfaction
4. Employee satisfaction
 Note: from an HR perspective, we must accomplish
this in reverse order to achieve this goal
Gary Wheeler, The Virtual HR Director, LLC 3

4. How Do You Grow Business?
1. Profitability (five-ways)
2. Productivity (four-ways)
Gary Wheeler, The Virtual HR Director, LLC 4

5. Business Basics
 You can use this
CHASSIS to build
either a VW or a
PORSCHE ...
 This is the most
powerful business
secret you’ll ever
learn ...
Gary Wheeler, The Virtual HR Director, LLC 5

6. Five-ways
 There are five-ways to increase profitability
 Leads – marketing
 Conversion rates – sales
 Number of transactions – customer service
 Average dollar sale – sales & accounting
 Margins – engineering
 Where does HR fit in?
Gary Wheeler, The Virtual HR Director, LLC 6

7. Number of Leads
x
Conversion Rate
=
No. of Customers
x
No. of Transactions
x
Ave. $$$ Sale
=
Revenues
x
Margin
=
Profits
Gary Wheeler, The Virtual HR Director, LLC 7

8. Let’s put in some numbers ...
Number of Leads 4,000
x x
Conversion Rate 25%
= =
No. of Customers 1,000
x x
No. of Transactions 2
x x
Ave. $$$ Sale $100
= =
Revenues $200,000
x x
Margin 25%
= =
Profits $50,000
Gary Wheeler, The Virtual HR Director, LLC 8

9. 10% increase
Number of Leads 4,000 4,400
x x x
Conversion Rate 25% 27.5%
= = =
No. of Customers 1,000 1,210
x x x
No. of Transactions 2 2.2
x x x
Ave. $$$ Sale $100 $110
= = =
Revenues $200,000 $292,820
x x x
Margin 25% 27.5%
= = =
Profits $50,000 $80,525.50
Gary Wheeler, The Virtual HR Director, LLC 9

10. 100%
Number of Leads 4,000 8,000
x x x
Conversion Rate 25% 50%
= = =
No. of Customers 1,000 4,000
x x x
No. of Transactions 2 4
x x x
Ave. $$$ Sale $100 $200
= = =
Revenues $200,000 $3.2 million
x x x
Margin 25% 50%
= = =
Profits $50,000 $1.6 million
Gary Wheeler, The Virtual HR Director, LLC 10

11. HR Competency Model
Gary Wheeler, The Virtual HR Director, LLC 11

12. Strategic Contribution
 Culture management
 Fast change
 Strategic decision making
 Market-driven connectivity
Gary Wheeler, The Virtual HR Director, LLC 12

13. Personal Credibility
 Effective relationships
 Achieving results
 Personal communication
Gary Wheeler, The Virtual HR Director, LLC 13

14. HR Delivery
 Staffing
 Development
 Organization structure
 HR measurement
 Legal compliance
 Performance management
Gary Wheeler, The Virtual HR Director, LLC 14

15. Business Knowledge
 Value chain knowledge
 Value proposition knowledge
 Labor knowledge
Gary Wheeler, The Virtual HR Director, LLC 15

16. HR Technology
 HR technology
Gary Wheeler, The Virtual HR Director, LLC 16

17. Developing a Strategy
Corporate HR
Vision Vision
Mission Mission
Goals Metrics
Strategy Strategic Imperatives
Gary Wheeler, The Virtual HR Director, LLC 17

18. Strategic Imperatives
Strategic
Initiatives
New
Projects Programs
Processes
Gary Wheeler, The Virtual HR Director, LLC 18

19. HR Strategy
An image of the desired
future / inspirational &
aspirational Vision
A clear and
compelling goal Mission
Needs/wants to Goals
achieve
The plan by which the goals
and mission will be achieved Strategies
Tactical / operational plans Initiatives
to implement the strategy
Gary Wheeler, The Virtual HR Director, LLC 19
© Copyright Human Resource Business
Partner Consultant 2005

20. Measures
 Balanced Score Card
 Key Performance Indicators (KPI’s)
Gary Wheeler, The Virtual HR Director, LLC 20

21. Action Plan
 Three steps to ensure HR is more strategic
Gary Wheeler, The Virtual HR Director, LLC 21

22. Thank You
Gary Wheeler, The Virtual HR Director, LLC 22