63. Action Program: Broad & Specific Milestones Statement of performance & goals Statement of Benefits Resources Requested Specific Action Programs (7-9 Months) Broad Action Program (1-5 yrs)
64. Specific Action Program: Gain market leadership: A=Absolute First Priority, B=Highly Desirable, C=Desirable Marketing Chief of Staff October 2011 Marketing staff and external consultants 2 persons 200000 C 4. Improve market intelligence through marketing research efforts Marketing Manager June 2011 Marketing Organization 14 persons 1200000 B 3. Promotion based on rebates Marketing Manager September 2011 Advertising Department 2 persons 500000 A 2. Advertising Dealer Coordinator December 2011 Dealer coordination Department 14 persons 400000 A 1. Dealer training Responsibilities Scheduled Competition Manpower Requirements $ Cost Priority* Program Description
71. Action programs as per the changes of internal and external environment to eradicate the system losses of employee productivity.
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80. Key Result Area & Performance Measurements: -All previous factors have short and long-term dimensions. Balance between short & long-rang goals -Surveys Public responsibility -Statistical indicators -Periodic employee surveys Employee attitudes -Development programs -Inventory of portable people -Effectiveness of program implementation Personnel Department -Competitive standing -R&D and innovation in Engineering, Manufacturing, and Marketing Product leadership Output (value added)/Input (Payroll+Depreciation) Productivity Market share Market position Residual Income Profitability Performance Measurement Area
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82. Critical success factors: Job cost budget/actual Performance to budget on major jobs -Turnover, absenteeism, etc. -Informal feedback. Company morale Bid profit margin as ratio of profit on similar jobs in this product line Profit margin on jobs -Company’s year of experience with similar products. -New or old customer -Prior customer relationship Risk recognition in bids and contracts -Change in market share (each product) -Growth rates of company markets Market success -Orders/Bids ratio - Customer ‘perception’ interview review Technological reputation with customers Price/Earnings ratio Image in financial markets Prime measures Critical success factors
83. Fig: The Data Cube Division A Division A Division A Consolidated International Division D Division C Division B Division A Business variables Business units Competitors Customers Industries Past Time Future
86. Competitive profile: *=current, o=future, ++=extremely strong, +=strong, E=even, --=extremely weak, -=weak * * * o * o* * o o * o* * o o o o* o Location and number of plants Sizes of plants Ages of plants Integration Human resources Logistics of management systems Quality Procurement Capacity utilization Unionization Manufacturing ++ + E - - - Factors Area
87. Competitive profile… … .. *=current, o=future, ++=extremely strong, +=strong, E=even, --=extremely weak, -=weak Location & number of sales offices Location & number of warehouses Human resources Distribution system Market research Price competitiveness Breadth of product line Brand loyalty Sales for productivity Distribution & service productivity Business image Marketing ++ + E - - - Factors Area
88. Competitive profile… … .. *=current, o=future, ++=extremely strong, +=strong, E=even, --=extremely weak, -=weak R&D Facilities Human resources Development of new products R&D funding Patents R&D and Engineering ++ + E - - - Factors Area
89. Competitive profile… … .. *=current, o=future, ++=extremely strong, +=strong, E=even, --=extremely weak, -=weak Location of corporate headquarters Management competence Planning & control systems Reward system Delegation of authority Fitness of organizational culture & values Corporate image Quality of corporate staff Capability of negotiating with the environment Financial strength Management ++ + E - - - Factors Area
90. Competitive profile… … .. *=current, o=future, ++=extremely strong, +=strong, E=even, --=extremely weak, -=weak Market share Sales growth Return on investment Return on equity Asset turnover Financial results ++ + E - - - Factors Area
97. Motivation and Reward system in the strategic mode: Observed group performance Observed individual performance Period of observation Short term Long term Fig: Determinants of managerial compensation Stock Options Bonus Incentive Plan Salary Increase