IESE expert: Turn workers into ‘solid citizens, not stars’ To properly develop professionals is to make them “solid citizens” in the workplace, not “stars,” said Dr. Ma. Julia Prats, head of the Department of Entrepreneurship at IESE Business School in Barcelona, Spain. In a September 2 lecture entitled “Managing Professional Service Firms,” Dr. Prats said that professionals are able to transcend their own interests in favor of those of the company. This results in delivering quality service and winning loyal clients.
Clients’ loyalty
Dr. Prats’s lecture centered on perennial issues that beset service-based firms. Such issues include loyalty-profit relationships and management of working professionals. “[Having] loyal clients,” said Dr. Prats, “lowers the costs of getting new clients through referrals from the ones you have and helps improve the business.” Many businesses, however, fail to realize that building trusting client relationships requires a lot of time and resources, she said. According to Dr. Prats, businesses should take into
account the quality of service the clients look for. “The expected service level is a product of your reputation, and it is always better to under-promise and over-deliver. Always try to surprise your client,” she said.
Virtuous cycle
Dr. Prats stressed that managing professionals well is key to achieving the goal of having loyal clients. She proposed that “[a virtuous cycle] begins with managing a working environment that is conducive to caring for the professionals.” Satisfied professionals then become loyal to the company and deliver high-quality service. The company, in turn, brings in loyal clients and generates more profits that can be used to further improve the working environment. Dr. Prats emphasized that good compensation, clear career prospects, empowerment through decision rights, and the nature of the work are key areas of the work environment which owners can focus on. Victor Cruz SCM 5th Year
Dr. Ma. Julia Prats
CFA predicts lower agri growth for 2009 The UA&P Center for Food and Agri Business (CFA) predicted a lower agriculture growth this year. At 2-3%, the low growth projection was traced to “abnormal weather conditions,” said CFA Executive Director Dr. Rolando Dy during the Mid-Year Food and Agri Business Conference last July 14. “Climate change has made the year 2009 quite an abnormal year,” said Dr. Dy. “Rains have already started as early as the first quarter.” Last year, the CFA projected a 4-4.5% growth in agriculture production for 2009.
Dr. Dy also traced the slow growth to the high fertilizer prices last year, making farmers hesitant to buy greater amounts. “In return, even poultry producers cut back on production because of high corn prices, which…led to higher chicken prices.” The CFA’s projection for next year, however, is optimistic. Dr. Dy said that a “modest growth of 3-4% is projected for 2010,” given that no El Niño would occur. He also said that “the presidential elections…can boost demand for food, and thus, agricultural products.” Various agriculture officials attend-
ed the briefing, including Dr. Frisco Malabanan, program director of the Ginintuang Masaganang Ani (GMA) Rice Program; Mr. Benjamin Tabios, assistant director of the Bureau of Fisheries and Aquatic Resources; and Dr. Preceles Manzo, OIC assistant secretary of the Department of Agriculture. Mr. Ronald Mascariñas of the Bounty Agro Ventures, Inc. and other individuals from the private sector also attended the event. Mr. Daryl Zamora Corporate Communications Office
UNIVERSITAS November 2009
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