The general manager will drive volume and throughput well beyond breakeven levels, and will support their managers to achieve results. If all managers make their goals, the GM will make his/her goals because the equity value will increase.
Emphasize interdepartmental coordination. Sales can support production by seeking jobs that fit the plant with flexible delivery schedules, if needed. Production can support sales by over-recovering rates and delivering quality products on time and under budget. Pricing/estimating can support the whole process by improving the win ratio of jobs bid, and by leveling the load to stabilize throughput, thus driving volume. If workflow through the plant is level, then overhead as a percentage of sales is reduced, producing greater profits or more competitive rates.
- People:
- JOHN M. COLLARD Would