Precast Inc. - July/August 2008 - (Page 23) Does Your Company Stack Up? According to a recent American Management Association report, high-performance organizations are generally superior to their low-performance counterparts in the following areas: • Their strategies are more consistent, are clearer and are well thought out. • They are more likely to go above and beyond for their customers. • They are more likely to adhere to high ethical standards throughout the organization. • Their leaders are relatively clear, fair and talentoriented. • They are superior in terms of clarifying performance measures, training people to do their jobs and enabling employees to work well together. • Their employees are more likely to think the organization is a good place to work. • Their employees use their skills, knowledge and experience to create unique solutions for customers. Source: American Management Association study (2007), The HighPerformance Organization hours to develop,” says Wehrung. If the odds don’t look good, then he will move on to the next project. Wehrung also looks at the 80-20 rule in reverse: 80 percent of a company’s challenges are created by 20 percent of its customers. “If you can eradicate the 20 percent that causes issues,” he says, “look at how much time you could free up to do other things.” Coons also keeps a close eye on his company’s bidding process, and says he impresses on his team the fact that the firm “can’t be all things to all people.” By adding value for those customers that it does serve, Spillman Co. has been able to raise its profit margins while working in a more focused manner that targets its customer base. “Our hit rate on quotations has gone up JULY/AUGUST 2008 | WWW.PRECAST.ORG 23 http://www.precast.org
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