Be an Asset
Most companies have reduced operations and field staff to the point where the IR department has to be a “full-service” business function. That means you have to do “it” [whatever “it” is—locate, identify, inventory, catalog, enable redeployment, market and/or sell] the surplus if you expect to increase the contribution of IR to the bottom line. Expecting operations, engineering, manufacturing or field personnel to do anything other than make you aware that surplus exists is probably asking for more than they have the time, resources or interest to provide. Remember the old cliché, “If it is to be . . . it is up to me.” Follow that philosophy and you will expand your scope and increase your contribution to the corporation.
Your effectiveness is judged by your sense of organization, the quality of your correspondence, and how you and your workplace look. Do you and your office surroundings present a businesslike appearance? Does the quality of your work create the impression of being well managed? Does your demeanor convey a sense of chaos or controlled organization? Do your homework. Prepare for client meetings by knowing as much about the situation or project as possible.
Investment recovery cannot be performed from behind a desk in some corporate office. IR is a field—or plant—centered function that requires IR specialists to have “face-to-face” contact with assets and with their location. Conduct site visits, be known by the operating personnel and know the facilities. IR is truly a function that benefits from the style of management known as “managing by walking around.” Follow this principle and increase your worth to the organization.
Be accessible. Ensure that phones are covered and messages (including email) are responded to within 24 hours. Act on the clients’ requests promptly and remember that their deadlines are your deadlines. Provide feedback and regular updates on your progress. KEEP THEM INFORMED! Utilizing email provides a progress tracking file where phone calls do not.
Try and evaluate your job performance through the clients’ eyes. All the users of your services have their own problems, pressures, deadlines and obstacles to overcome. It is our job to help them become more successful at what they do. When you help clients improve their bottom line, the recognition of investment recovery as a significant value added function increases. And your sense of value increases along with it!