Jun 1, 2021
In Part 2,
Charlie Leichtweis, founder of Experts
in HOW LLC, digs into Results and Relationships in leadership (100%
of both). Charlie shares the value of no longer doing what you're
not getting paid for with his unique Direct Profitability
- Leadership has an equal emphasis on Results and
you build the relationship you can get laser focused on results
without running over people, or without being negative.
goals and metrics tied to the results you want to achieve, and when
things aren’t going right look for root causes and solutions
instead of blaming people.
- Figure out what the barriers to success are,
and engage everyone on the team to mitigate the barriers.
compensation and bonuses to employees’ contribution to achieving
- Communication from the top down and across
functional areas is key - it’s important to give people hope about
what you’re building and to help them understand how their role
ties to the overall results.
important part of the communication process is to give people a
voice to share issues, concerns, and frustrations.
- Everyone has a right to ask questions, and
everyone has a right to get answers to their questions - open
- Measure both leading and lagging indicators and
understand the data that you need to help people get better at what
they do - business intelligence.
- DPM -
Direct Profitability Model
- Product level - foundational direct cost
- Customer level - aggregate of products for that
- Market level - aggregate of customers in that
- Identify fixed costs not directly attributed to
the aggregation of product, customer, and market cost and
understand who is directly responsible to measure and report on
those costs to get to enterprise profitability.
is to stop doing what you’re not getting paid for.
swing example - connecting the dots
perfect golf swing involves multiple elements - grip, posture,
club, etc. - you won’t have the perfect golf swing by focusing on
each one individually, you have to relate them to one another to
produce a result.
business you have to avoid silos and share knowledge and data
across functions in the organization to produce the results you
want and execute sustainable profitable growth with your
- Learning “How” is not a problem - nobody knows
“How” before they start doing things.
- Understand and apply the balance of
relationships and results in leadership.
goals and metrics for the results you want to achieve and
communicate those goals and metrics to everyone involved in
achieving the results.
things go wrong, look for root causes and solutions instead of
- Create open communication on your team where
everyone has a voice and has the opportunity to ask questions and
- Understand your direct costs and your fixed
costs - make sure someone is responsible for measuring and managing
the fixed costs that aren’t direct.
doing what you’re not getting paid for!
knowledge and data across departments and functions to produce
𝗖𝗛𝗔𝗥𝗟𝗜𝗘 𝗟𝗘𝗜𝗖𝗛𝗧𝗪𝗘𝗜𝗦 is the
founder of Experts in HOW LLC, a business consultancy focused on helping
businesses learn HOW to identify, prioritize, and eliminate
barriers to success. Charlie is the author of top selling books
including The Power of Respect in Business and Qlikview Your
Business. He is also a popular speaker, a Forbes Business Council member,
and serves as a member of the Board
of Directors for a number of companies.
You can reach Charlie Leichtweis
at expertsinhow.com or find him on LinkedIn at
president and owner of
Consulting, has worked
in the Retail industry since 2000. Clint and his team connect
suppliers & retailers in the creative arts industries for stronger
relationships and strategic sales growth, in order to bring joy to
consumers through artistic creative and decorative
For more insightful
conversations with leaders in the Arts & Crafts Retail industry
If you'd like to be a guest on
the podcast, reach out to Clint O’Rear at Clint@CreativeRetailTalks.com.
"Carpe Diem" Kevin MacLeod (incompetech.com)
Licensed under Creative Commons: By Attribution 4.0 License