CompuCom's Jim Dixon knows a thing or two about change. He helped take the company public in 1987, retired in 1996, and was brought back as CEO to lead its turnaround after it was taken private in 2004. The turnaround required Dixon to transform CompuCom from hardware reseller to services business, which is not an uncommon theme among solution providers these days. Today, CompuCom pulls down about $1.2 billion in services revenue annually, profits have improved fivefold compared to 2004, and the company employs more than 12,000 people in four countries. CompuCom's transformation will be the subject of Dixon's talk at the Best of Breed Conference next week in Orlando, Fla. In a recent interview, Dixon said leaders must incorporate a few key elements into any effort at organizational change or transformation.

Have A Vision, Share It With Employees

"You have to have the vision, and the belief that you can turn it around," Dixon said. Ask for feedback from employees. Some will say, "I didn't ask for change," Dixon said, and others will welcome it. This will make it easier to see where employees fit into your vision and what roles they would best play as the organization changes.

Wake Up To Opportunities

And train your people to do the same. Any solution provider or hardware business is should always be looking to produce goods and services in greater quantities, at lower cost and with better customer service. Recognizing opportunities – whether they're hidden in downward margin trends, reduced customer traffic or other business trends – is very important, and you'll only get good at it by practicing.

Listen

The pace of change in the industry is accelerating, and Dixon said companies have to be prepared to make major changes every few years. If they don't, they're not going to survive, he said. Perhaps the best way to stay on top of those changes is to listen to customers, Dixon said. Solution providers want to spend less and sell more. Their customers want the same things. Having open, productive relationships will help organizations stay ahead of trends and maintain the flexibility and efficiency necessary to lead change within their organizations. "No matter what, constantly talk to your customers," Dixon said. "They'll tell you. You just have to listen."