selling leadership - amazon web services...judy bicking october 15-17, 2019 | westin kierland resort...

October 15-17, 2019 | Westin Kierland Resort | Scottsdale/Phoenix, AZ

Selling Leadership

Judy Bicking


PROPRIETARY AND CONFIDENTIAL PAGE 2Slide 2

P2P & O2C Process Consultant & Certification Author/Instructor

a 27-year veteran of Johnson & Johnson , Global AP/P2P Director of Financial Business Services

Owner of Nautical Retail Store

Chair for SKD’s Financial Committee

Judy Bicking


Learning Objectives

- How to change the perception and value of accounts payable

- Developing a powerful Mission and Vision with focus on the bottom-line

- Move from defensive to a strategic offense:

- Getting approval for: automation, raises and recognition, education, reports

- Valued and trusted ‘leader’ of people…. not paper


How did you acquire your leadership skills?

- Professional Training

- Effect of previous bosses [good & bad]

- Day by Day, Situation by Situation

- Still developing

Goes well: Gives credit to staff Takes creditGoes wrong: Owns it. Blames others


Perception

• What is the perception of your AP group?

• How were these perceptions developed?• Ask for copies of invoices• Late invoices? High processing costs?• What’s so hard about paying an invoice?

• What do you think is the AP Mission?

• What does your staff think is their job?

• Do you have ‘control’ over the process?…….. Or does the process have control over ‘you’ [AP}


First: Start with the staff !

I’m ‘just” the

VMF….

- I’m JUST !


First: Start with the staff !

I’m ‘just” theInvoice processor

- I’m JUST

How do you and your staff see your value?

“I’m JUST the…….”

Change their perception: Reveal their true value tothe entire Organization!


Where to begin:Five Characteristics of a Best-in-Class AP Team

- They have Mission, Vision, Goals- Business Plan

Value: - Financial Statements- Bottom-line savings

- Ownership- TAKE Ownership

- Structure [Workflow]- P2P …….. T2R

- Invested in:- Education- Technology, environment

Do you OWN your work?No?..............TAKE CONTROL.


Change starts with you!

What’s the perception of your actions?

• Do you over-ride policy?

• Do you trust in their skills, decisions?

• Can you let them make mistakes?

• Do you answer their questions?

• Can you “let go”? <Trust> but <validate>

• Do you sort / give priority to “oldest” invoices?

- FIFO

• Do you report only “good” metrics {Paid-on-Time}

- Don’t stack the deck

Stacking the Deck


Listening can only make you smarter ! Policy & Procedures: Own the Process

Coffee with Judy• Listen to staff

- Without distractions (phone away)

- Without comment

- No complaints about staff/leader[Process not People}

• Then: check P&P’s vs execution - Clear/precise/repeatable/IC’s?

• Use Metrics to GUIDE YOU, - NOT the noise

• ABC: Activity Based Cost – ACH vs Wire

• Invite yourself to meetings

• Are you HEARD at your mgmt. meetings?


PROPRIETARY AND CONFIDENTIAL PAGE 11Slide 11

I hope the next slideyou’ll want to capture

on your phone.

I hope the next slideyou’ll want to capture

on your phone.


What if this were your New Mission?Not paying invoices… but

To build a cohesive relationship with procurement and suppliers to develop a compliant purchasing

strategy for goods and services to meet the needs of the organization while making a positive impact to

the bottom-line while protecting the cash, supporting the cash management strategy and

timely, accurate data to the financial statements in a paperless environment.

Written by: Judy Bicking


P&P’s are Reactive rather than Strategic

AP on Defense: reacting to:

• Rush checks

• Late payments

• Unhappy customers

• Maverick invoices

Strategic Offense:

• Pay on Pcard or ACH or it’s NOT rush!

• FIFO and Invoice MUST come to AP

• Resolve vs solve. AR calls… SOLVE: send a copy… RESOVLE: where was invoice sent, PO#?

• Commodity by Commodity• PO….. Pcard• NonPO with Preferred Suppliers


CFO said “If I train them, they’ll leave!*!

• Don’t answer their questions, but ask questions: - Make them learn- Ask for a Plan B

• Upgrade their skills: Education / Certification- IT Tech’s assigned to AP

• Break silo’s and bring in those who touch the process & Clarify/redesign


Now sell Leadership

• What are your CFO’s goals?• Don’t know• To make a profit?• Have dollars for research?• Develop new products?• Be compliant?• Accurate compliant Financial Statements• All the above?

PWC: study lists the top 4 priorities for CFOs of mid-market and large org’s in 2019, 2020 and 2021 as1) Performance Management2) Growth Strategy3) Organization & Human Capital4) Risk Management

https://www.pwc.fr/fr/assets/files/pdf/2018/01/priorites-2018-du-directeur-financier_eng.pdf


How to sell Leadership

• Become a Strategic Partner: Tie P2P goals to support CFO’s goals:• Develop a Business Plan based on Mission & Vision• Change/Add/Delete policy to achieve plan• Metrics to achieve Business Plan• Request a meeting: Gain their support:

• Never over-ride policy• Introduce & Support at Kick-off meetings

• Gain a budget to achieve:• Bottom-line savings • Accurate, timely, compliant Financial Statements


Where are you on this mode?


Q&A

orIOFM BoothJudy Bicking

selling leadership - amazon web services...judy bicking october 15-17, 2019 | westin kierland resort...

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