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"Analysis indicated that the 67 major issues were raised 633 times by the 20 sample companies. Recallthat for an issue to be considered, at least 5 of the 20 companies had to voice the same issue. Figure 3.3portrays the distribution of these 633 responses in the 9 issue categories. Again, marketing and sales(158 responses) andPage 29Figure 3.2Percentages of major issues by category.personnel and compensation (106 responses) led the way.Referring to Figures 3.2 and 3.3, we see that the distribution of issues by category and the frequency ofthe 633 issue responses resulted in the same ranking of criticality for the 9 issue categories. It isinteresting to examine the most pressing issues voiced by the 20 sample companies. There were 8 issuesthat were brought up by at least 75 percent of the sample companies:1. Marketing and sales. "Our approach to business development is haphazard and uncoordinated;everybody's doing their own thing. There are no standard business-development practices andprocedures in place."file:///C|/Documents and Settings/gasanova/Local Settin...Forward_MBA_in_Business_Planning_for_Growth/e-book.html (40 of 219)16.02.2005 13:54:23
Philip Walcoff - "The Fast Forward MBA in Business Planning for Growth"Figure 3.3Frequency of major-issue responses by category.2. Personnel and compensation. ''We're not rewarding our effective employees sufficiently; we lackmanagement and staff incentives such as a performance-based compensation program and/or a stockownership/profit-sharingplan."3. Personnel and compensation. "We don't sufficiently train our management and staff."Page 304. Communications. "There are communication gaps between major elements of our company; betweenline organizations, between staff organizations, and between the line and staff."5. Management and operations. "Our managers lack accountability and authority; they don't understandtheir roles, responsibilities, and authorities to carry out their jobs; there's no clear statement of goals andobjectives; and we lack position/job descriptions."6. Systems and processes. "We lack standardized, documented, and effective systems, processes,policies, and procedures; we shoot from the hip."7. Planning. "We don't have an agreed-upon common vision, focus, direction, goals, and objectives forthe company—a business plan."8. Resources. "We're understaffed; we need to expand our corporate (marketing/sales, human resources,accounting, contracts, financing, administration) and line/technical/operations staff."file:///C|/Documents and Settings/gasanova/Local Settin...Forward_MBA_in_Business_Planning_for_Growth/e-book.html (41 of 219)16.02.2005 13:54:23
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