Amanda Sokell's 'Unblock' - a book review
Link to the podcast with Amanda.
A Summary
We’re all constantly seeking ways to boost our agency’s performance and profitability. Amanda Sokell's 'Unblock' book offers a fresh perspective on tackling the productivity puzzle that's been plaguing us since forever… Her approach is very practical.
Spoiler Alert of sorts… I do know Amanda, we have been on several skiing trips together. However, I will review the book as If this were not the case!
Amanda doesn't just rehash tired productivity tips; instead, she looks at the ‘organisational DNA’ that shapes a company's productivity culture.
In brief, the book is structured around four key levers:
Promise
Price
People and
Process.
This framework provides an all-around view of productivity that goes beyond simple time management or output metrics.
What seems to make 'Unblock' different is this focus on measuring productivity at an organisational level.
Sokell introduces two new metrics that could become valuable additions to any agency's KPIs.
the productivity wage quotient (PWQ) and
the order integrity ratio (OIR)
The book's strength lies in its practical (if general) application. Sokell provides a roadmap for conducting an 'Unblock Audit,' helping you identify untapped productivity potential within your agency. She then guides you through prioritising improvements and managing the inevitable change that follows.
For agency leaders, the sections on pricing and people management are particularly relevant. When talent is our primary asset, understanding how to optimise these areas can lead to significant productivity gains.
While the book is grounded in solid research, it's not an academic tome. Sokell draws on her extensive consulting experience, peppering the text with real-world examples that bring her concepts to life.
And now a bit more detail…
Here are some of the key concepts.
The Four Productivity Levers
Sokell structures her approach around four main levers that drive productivity:
1. Promise
This refers to the organisation's purpose and strategy. Sokell argues that a clear, well-communicated promise aligns the entire company and drives productivity.
2. Price
Pricing strategy significantly impacts productivity. Sokell introduces the concept of 'price integrity,' emphasising the importance of pricing that reflects true value and costs.
3. People
This lever focuses on talent management, culture, and leadership. Sokell stresses the importance of creating a productive culture and developing people's skills.
4. Process
This covers operational efficiency, technology, and systems. Sokell emphasises the need for streamlined processes that support rather than hinder productivity.
Key Metrics and Tools
Sokell introduces two novel metrics for measuring organisational productivity:
1. Productivity Wage Quotient (PWQ)
This metric measures the relationship between an organisation's value-added and its wage costs. It's calculated as:
PWQ = (Revenue - Cost of Goods Sold) / Total Wage Cost
2. Order Integrity Ratio (OIR)
This measures how well an organisation delivers on its promises to customers. It's calculated as:
OIR = Number of Perfect Orders / Total Number of Orders
Practical Application: The Unblock Audit
One of the book's most practical elements is the 'Unblock Audit' process. This involves:
Measuring current productivity using PWQ and OIR
Assessing the organisation's productivity culture
Identifying barriers to productivity across the four levers
Prioritising areas for improvement
Creating an action plan for change
Real-World Examples
Sokell provides numerous case studies throughout the book. For instance:
A motorcycle dealership that improved its PWQ by 20% over 18 months by focusing on pricing strategy and process improvements.
A global pharmaceutical company that increased its OIR from 68% to 92% by addressing issues in its promise (strategy communication) and people (training and culture) levers.
A software company that doubled its productivity in 12 months by overhauling its pricing model and implementing more efficient processes.
These examples illustrate how the four levers interact and how improvements in one area can have ripple effects across the entire organisation.
Change Management
Sokell dedicates a significant portion of the book to change management, recognizing that implementing productivity improvements often requires significant organisational change. She provides a structured approach to managing this change, including:
Creating a compelling case for change
Building a coalition of supporters
Communicating the vision effectively
Empowering employees to act
Generating and celebrating short-term wins
Consolidating gains and anchoring new approaches in the culture
By providing this comprehensive framework, Sokell aims to give business leaders the tools they need to not just identify productivity improvements, but to successfully implement and sustain them over time.
In Conclusion…
The book was never aimed at agency leaders. However, the principles are universally applicable, and a savvy agency leader will easily see how to adapt them to the agency world
In summary, 'Unblock' is a valuable addition to any agency leader's bookshelf. It offers a systematic approach to boosting productivity that goes beyond quick fixes, providing a framework for lasting organisational change. In an industry where efficiency can make or break an agency, Sokell's insights could be the key to unlocking your team's full potential.