Posted by Jay W. Curry

Terry Welch, President & CEO of Sinclair Group explains their process of improving business performance.

Please excuse any typos in this hasty transcript.


Jay Curry: And we’re back. Hello Texas. Welcome to Texas Business Radio. We’re having fun today. This is going to be a great segment. But before we get started, let me remind you, texasbusinessradio.com, that’s where you go. It’s all there, everything, pictures, videos of our guests, information about our hosts, it’s all there. Texasbusinessradio.com. Now we do monitor hashtag TBR if you’re into tweeting. TBR as in Texas Business Radio. And we have our famous 24 hour hotline. That’s right. You can call in at 3:00. Matt has a red phone right by his bed. He gets the answers … Or gets the questions from you, and we will get the answers. We’ll get the specialist on, and we’ll see that you get the question answered. That’s 844-814-8144. 24 hours. But everything’s at texasbusinessradio.com.

Jay Curry: With that said, let’s get right into the segment because this is going to be very informative and I think very meaningful for many CEOs out there who would like to improve slightly. I have here in the studio Terry Welch, who’s president and chief executive officer for Sinclair Group. This is a management consulting group, I would say. Terry, thank you for joining us.

Terry Welch: Jay, thank you for having me on the show today.

Jay Curry: Let’s start with: What the heck is The Sinclair Group? What do you do? Who do you do it to?

Terry Welch: Well, first Jay, let me tell you. This is our 21st year in business. We’re celebrating.

Jay Curry: Congratulations. Yeah.

Terry Welch: We’re a little late in celebrating 20 years, but we decided to celebrate it for 21. Sinclair Group has been, as I said, 21 years. We are a management consultant group, but we’re focused on improving business performance, helping organizations that either have a need to make a change, a transformation because of business conditions, or maybe even because of what most companies are going through, the change in experience level across the workforce. We come in. We help the client identify what their gaps are. We help them go through a process to prepare the organization for change. And then with our unique experience levels, because most of our consultants and associates have 35 years of experience. That’s experience of doing it in the real world, in the industries that we serve.

Terry Welch: And they go in, and they help that organization understand the possibility and what that change really will deliver. And they work with the organizations with their sleeves rolled up. And we help the clients get there faster, in a quicker period of time delivering those bottom line results.

Jay Curry: One of the things I like about your model is you’re not all things to all people. You’re very focused. Your people, you have, what? Life cycle methodologies that you’ve developed?

Terry Welch: We have life cycle methodologies, which we call our intellectual property. It’s the best practices put in a way that delivers the best results. And our model, again like I said, is very unique, is that we go in with the clients and get and help the clients use these best practices. So kind of like what we’ve talked before, and I’ve told many clients, is that we’re in this world now of the information age, digitization. The ability to put the new tool in to gather all this information, well, if you do that and the organization doesn’t have the skills and capabilities to use it, typically you don’t get the results you want.

Terry Welch: We go in and we help the organization prepare for that, to go through that change process, to build those capabilities and those experiences, and get the work processes put in place to use that analytical information the most efficient way. And for many CEOs, getting information and being able to put it in place very quickly to deliver the business results in a changing environment is very important. And that’s how we help most of our clients.

Jay Curry: From my background, I love the idea of best practices. That’s what it’s all about. Yours may be slightly different than somebody else’s. And theirs may be slight … Not meaning you, but your client, what’s required slightly. But you need to have somebody that understands best practices and how to apply it in your business. Of course, I was in automation, and we always needed somebody like you guys to come in. Let’s don’t automate it the wrong way. Let’s have somebody like you come in and line up the best processes for performance maximization. And then we’ll bring the software in and match it to what you come up with. Is that kind of like what you’re talking about?

Terry Welch: You’re hitting it right on. If you don’t put the best practices in, if you don’t help the organization change the way that they get work done before you put the automation process in, or the new computer system that is going to get the data and start to make the process changes that are needed, if you don’t prepare that ahead of time, and you don’t change the way work is being done. And that’s not just the day to day work, it’s also how you buy raw materials, how you procure goods, how you end up having your final product go out to the client, how it’s supplied to the client. If all that’s not integrated together and changed, then most of the time that new tool, that new computer system, the new automation, typically doesn’t deliver the results.

Terry Welch: We typically see in the industry that most automation, when it’s implemented, probably only gets 60% of the results that they want. What we see when we help clients in changing the process, and working to build that capability, they typically achieve 98%, 99% results.

Jay Curry: Keyword here, change management, one of the hardest things for a CEO, or a business leader, or a divisional leader, or change management, getting people to change and change in the right way. What’s the trick to that? Because that’s what you guys specialize in.

Terry Welch: Well, we’ve learned over time. And because of all of us being in the industry and facing this ourselves in our leadership roles that we had, the thing we realized is that it’s engaging the organization. It’s how you engage. You can’t just tell an organization what you want done. You have to be able to bring experience. And you have to be able to bring a methodology that helps people prepare their self, the capability. And so what we kind of talk about is, it’s like a project. We go slow at first to go fast at the end. And a lot of people try to make change occur fast, and then they go slow at the end.

Terry Welch: We take the organization through a very clear methodology of building their capability to accept change, then to lead change through the organization. And when the organization picks up the leadership role, the speed almost doubles. And what we see then is they own the results. They’re changing. They’re making the changes necessary. They’re holding their self accountable. They know who is responsible and accountable for doing what task and what activities at the organization. When that all comes together, that’s what makes the change process occur. Most people skip the accountability and the responsibility.

Jay Curry: It sounds like, and this is very interesting, that you bring on experienced people, 35 year people. You’re not bringing on 28 year olds who just graduated from Harvard.

Terry Welch: And I like 28 year olds.

Jay Curry: Yeah. Well, we all do. And we’ve got to have them because the 28 year olds become the 35 year experienced people later. But the cost of some of the big firms for a 28 year old, you can do it for half the price with somebody with 35 years experience. And so when you come in, you’re not just saying, “This is what you need to do.” You’re able to say, “Let me explain why this is important.” They’ve got the background and the experience to know.

Terry Welch: Yes.

Jay Curry: That’s very powerful.

Terry Welch: It is. And we get a lot of compliments from our clients that when after we’ve been with a client and have led them through this process, the feedback that we get through, either they’re wanting to share it with another prospective client, or they share it directly back to us, is when your team came in, they very quickly became accepted by the organization.

Jay Curry: Got it.

Terry Welch: They were not an outsider. They weren’t a consultant. They were part of the team helping with the change.

Jay Curry: The helping is one of the keys if you’re going to have change management.

Terry Welch: You got it.

Jay Curry: Tell me. When should somebody call? We’ve got CEOs, business leaders out there. What’s the right time to call?

Terry Welch: I would tell a CEO, and I’ve told our current clients, if you have a change that you’re needing to make, you’re going through a business environment change, maybe you’ve had an issue occur, a significant business opportunity, or significant process issue that occurred, incident, and you need that change to occur, and you need the organization to rally around that change, that’s when I think you need to call us because that’s what we focus on. We focus on helping clients work their way through those kind of issues.

Terry Welch: We also deal with a lot of private equity firms that want to acquire a new asset. And they’re doing it for a reason, because they believe that they can improve that and turn it around to a profitable business. What we believe is that we can help them identify it and get there quicker.

Jay Curry: I love it. I do love it. Very important change management, management performance assessments. If somebody wants to learn more, where do they go?

Terry Welch: If they want to learn more, they need to go to our webpage, ww.sinclairgroup.com, or just at any time, off that webpage we have our phone numbers. Give us a call. We would like to have a great discussion with you.

Jay Curry: All right. There you’ve got it. Folks, this is Jay Curry. We’re going to have to break. Pay a few bills. Don’t go anywhere. We’ve got a great segment coming. Thank you, Terry, for this story. And congratulations on your 20 years
success.

Terry Welch: Thank you Jay.

Jay Curry: All right. We’ll be right back, folks. Don’t go anywhere.

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About the Author
Jay W. Curry

Jay W. Curry

Along with hosting “Texas Business Radio”, Jay is a Professional Certified Coach and Master Chair facilitating four Houston-based Vistage peer groups. In addition to being a best selling non-fiction author, the 2015 release of his award winning novel, Nixon and Dovey: the Legend Returns, adds novelist to his title. Jay holds a BS in Mathematics from Oklahoma State and an MS in Computer Science from Kansas State. You can learn more about Jay HERE.

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