Philip Walcoff - "The Fast Forward MBA in Business Planning for ...

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Philip Walcoff - "The Fast Forward MBA in Business Planning for Growth"Page 123TABLE 8.8 EXAMPLES OF ADDITIONAL FIVE-YEAR GOALS ANDRELATED ANNUAL OBJECTIVESFive-Year GoalsSubmit $10 million (total value) inProposals.Submit 4 major ($10 million)competitive proposals as the primecontractor.Annual ObjectivesSubmit $1.5 million (total value) inproposals.Submit one proposal as the primecontractor.35% competitive proposal win rate Win one competitive proposal.Enter FY 2004 with a backlog of$250 million.Create a prime contractorsubcontractorrevenue ratio of70/30.Win all existing contractrecompetes.Establish a monthly productivity bydivision of:Enter FY 2000 with a backlog of $20million.Create a prime contractorsubcontractorrevenue ratio of 40/ 60.Win 50% of contract recompetes.Establish monthly productivity bydivision of:Scrap, 3,000 tons Scrap, 2,000 tonsHauling, 2,000 loads Hauling, 1,500 loadsDemolition, 15,000 tons Demolition, 3,000 tonsEstablish a workforce of 250employees.Be active in local college recruiting.Own our headquarters building.Establish a board of directors andmeet quarterly.Have a complete corporateinfrastructure in place—marketingand sales, HR, finance, accounting,and administration.Establish a workforce of 100employees.Have local college recruitment plan inplace for 2000.Sign lease for expanded office space.Develop a list of potential boardmembers.Hire a director of marketing and sales.file:///C|/Documents and Settings/gasanova/Local Setti...orward_MBA_in_Business_Planning_for_Growth/e-book.html (138 of 219)16.02.2005 13:54:23
Philip Walcoff - "The Fast Forward MBA in Business Planning for Growth"toward the eventual achievement of the strategies you defined in Chapter 7. You will be tracking yourperformance against your annual objectives throughout the year.At this point you have completed the fourth element of your business plan—your annual objectives.The remaining activity is to develop an action (or implementation) plan that servesPage 124TABLE 8.9 EXAMPLES OF ANNUAL OBJECTIVES THAT STEMFROM ISSUESIssue 1. Our approach to business development is haphazard anduncoordinated; everybody's doing their own thing. There are no standardbusiness-development practices and procedures in place.Objective. A corporatewide business-development process and associatedprocedures are in place and fully operational.Issue 2. We're not rewarding our effective employees sufficiently; we lackmanagement and staff incentives such as a performance-based compensationprogram and/or a stock-ownership/profit-sharing plan.Objective. A companywide performance-based compensation program is inplace and fully operational.Issue 3. We don't sufficiently train our management and staff.Objective. An employee training program is fully defined and in place forimplementation next year.Issue 4. There are communication gaps between major elements of ourcompany; between line organizations, between staff organizations, and betweenline and staff.Objective. A program for regularly scheduled line and staff meetings isdefined and meetings are underway; additional communicationsenhancements are defined for implementation next year.Issue 5. Our managers don't understand their roles, responsibilities, andauthorities to carry out their jobs; there's no clear statement of goals andobjectives; and we lack position/job descriptions.file:///C|/Documents and Settings/gasanova/Local Setti...orward_MBA_in_Business_Planning_for_Growth/e-book.html (139 of 219)16.02.2005 13:54:23
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Philip Walcoff - "The Fast Forward MBA in Business Planning for ...

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