President and CEO at Salient Federal Solutions, Inc. and Chairman ...

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Understanding the case for Metrics• The Start-Up– The CEO’s “on the ground” experienceminimizes the need for metrics as a way tomonitor projects• The Established Company– The CEO requires metrics from his middlemanagers in order to monitor the success ofkey projects– Daily, weekly, monthly, quarterly and yearlymetrics reports provide insight into thesuccess of projects2
Experience with Metrics• General Electric/ Martin Marietta/ LockheedMartin– Highly Metricized– Earned Value Management were the norm– Basis of estimates were required on all bids, quotes orRFP’s– Monthly Variance Analysis Reports were required– Performed postmortems on projects to validate metrics– Projects were too large to manage without formalmetrics“If you can’t measure it, you can’t improve it”Edwards DemingCompany Proprietary3
Page 1: Unanet October 27, 2011Salient Fede
Page 6 and 7: Finding the right balance of Metric
Page 8 and 9: Labor Utilization100%95%90%85%80%93
Page 10 and 11: Days Sales Outstanding1601401201008
Page 12 and 13: We depend on tools to make ourasses

President and CEO at Salient Federal Solutions, Inc. and Chairman ...

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