Tuesday, December 28, 2010

Cliche #10 - The Value of a Plan

Frank's management cliche #10:
“The real value of a plan is not in stating what to do, but in defining the universe of what not to do”
Image source:billivorylarson.com
Explanation:
I have always been a big fan of planning. In fact, every organization I’ve been responsible for in the last twenty years has written and executed a plan. Some plans encompassed whole companies. Maybe some managers who have written them over the years will comment. Here is my favorite example of how plans go wrong if not managed closely and “the universe of what not to do” creeps into a manager’s world.


We had recently completed a comprehensive plan for the entire company when I received a call from Mary, our controller. “Hi Frank, We’re (the accounting department) meeting with a software vendor today at lunch to talk about new time keeping system and they’re bringing in lunch, do you want to join us?” I was busy at lunch and I thanked her for asking and declined. After I hung up I continued thinking about her request and called her back. “Hi Mary, I was just wondering why you are meeting with this software company since new timekeeping software isn’t in the very comprehensive plan you gave me last week for your department that covers at least 12 months of activity”. She objected saying that our timekeeping software had never worked well. “Then why wasn’t it in your plan?” I continued, “Not only that, but the IT group also has a comprehensive plan for the next year that doesn’t include researching and installing new time keeping software. The manufacturing group, which would take the brunt of the disruption in learning to use a new timekeeping methodology, also has a comprehensive plan that doesn’t include new timekeeping software. And last, but not least, the maintenance department, which would have to install the new timekeeping hardware does not have this in their plan”. “That’s the reason we wrote a plan and coordinated the activities of all the departments so that their respective resources wouldn’t get pulled in whatever direction some other department dictated. So now I’m wondering why you would waste your department’s time and the vendor’s time exploring a project that has zero chance of moving forward for at least a year. If new timekeeping software really is a critical need for the company, you should propose it in next year’s plan and if it survives the planning process, all the other departments will also have it in their plans. If that happens, then it would be a good idea to start meeting with potential vendors. Remember my cliché, “Decide what is important and then call vendors, not the other way around”.

I think Mary actually carried through with meeting the software company since it was already arranged, but I didn’t hear another word about installing a new timekeeping system. It was a good teaching moment for Mary where she learned that one of the main reasons for writing a plan is to define what we weren’t going to work on that year.

That's what I think.  Tell me what you think.

Wednesday, December 15, 2010

Ops #4 - Phone Sex

I was swapping business stories with a friend the other day and after about the fourth one they suggested I include them in my blog.  She said "you have a hundred of these stories and other people would enjoy hearing them, especially if they illustrate a point you are making in another posting".  So here is the first one.  I don't think it illustrates any particular point, but it is kind of amusing.  Yes, each story related actually happened and is accurate as best I can remember.

Image source:callruby.com
In the mid 1990's, I was the GM for a plant of a building products company located in a southern state.  I was sitting at my desk when the HR Manager asked to speak with me.  She wanted to let me know that an employee had let her know that our new receptionist of about two months, who was young and attractive, was having what the employee called "phone sex" with customers.  "Wow, that is a pretty serious accusation" I said. 

The receptionist sits behind a window to the lobby where there were frequently visitors waiting for someone in the company, or filling out an employment application.  The receptionist reported to the HR Manager.

I asked the HR Manager to look into the complaint and let me know what she found.  She came back an hour later and told me the following.  "I stood in the hallway outside the door to the reception area where she couldn't see me and listened to her taking phone calls.  After a few that were uneventful, I got an ear full of very graphic language between her and the person on the other end of the line that went on for several minutes.  I'm sure anyone in the lobby could hear it too."  The HR Manager then went on to detail how she had confronted the receptionist, and learned that the person on the other end of the line was a married distributor of our products, who was "just having some fun".  It turned out that he wasn't the only person who was having this type of fun with the receptionist, although it never went further than conversations on the phone.

So I asked the HR Manager how she wanted to handle the situation, since the receptionist reported to her.  She thought about it for a few seconds and said "I'll talk to her about it".  To this I responded, "good idea, and while your talking about it with her, make sure the words "your fired" come out of your mouth".

 Yes, this really happened.  How would you have handled it differently?  What factors would you consider in making a decision on how to respond to this situation?

Tuesday, December 14, 2010

Cliche#9 - Initiative

Frank’s Management Cliché #9


“I’d rather re-direct someone every day than have to push them to do anything.”

Image source: ehealth.va.gov

Explanation:

How does a manager develop initiative and risk taking in subordinates? I think it starts with letting them know that they are expected to take initiative and that they are allowed to make mistakes. Additionally, they need to know that, as the manager, you will re-direct them in a constructive way if they are going in the wrong direction. Here is an example from my Navy days that illustrates this point.

I was a junior officer on the bridge of a ship standing watch as the Junior Officer of the Deck. I was giving commands to the helmsman (steers the ship) and the Lee Helmsman (communicates with the engine room to control the speed of the propellers). The ship’s captain happened to be on the bridge and was sitting in his cushy chair to watch as we were maneuvering with several other ships in the battle group. Only the captain and the Executive Officer are allowed to sit while on the Bridge, everyone else must stand. It was a pretty precarious situation and a bad maneuver on our part could be embarrassing to our ship, or disastrous if we actually hit one of the other ships. Because of my anxiety and inexperience in this type of situation, I looked over to see how the captain would react after every command I issued. After several commands, the captain called me over to his chair. “Ensign Moreman, why do you look over at me every time you give a command?” I probably gave some lame excuse, like I didn’t realize I was doing it. He then said “let me tell you something. You can’t screw up bad enough that I can’t get you out of it.” “You just do your job like I’m not here and you’ll hear from me if you make a mistake - and we’ll fix it together.” I never looked over again, and he didn’t need to step in.

There are two parts to the deal struck between the manager and the employee about initiative. The first is that the manager will allow, and expects the subordinate to act on their own initiative. The second part is that the manager must be allowed to redirect the subordinate without fear of discouraging future initiative. Some employees (like teenagers), once they get a taste of being independent, resent any interference by the person in authority over them. It is best to discuss this before it happens and make a deal. “I will allow, and expect, you to take the initiative, and you’ll agree to let me participate when I see the need”.

Image source: laprogressive.com

Monday, December 13, 2010

Listening to Succeed

There is a tremendous amount of information available about listening in personal relationships, but this post is primarily focused on the listening skills needed for a manager.  We will start with the basic questions of why we listen and expand to obstacles to effective listening and the best listening behaviors.  One of the primary differentiators between the most effective managers and the least effective is their ability to listen. Depending on the study being quoted, we remember a dismal 25-50% of what we hear.  Make sure the 25% of what you remember are the important points.

Image sources: ehow.com, livestrong.com

Why do we listen?
  1. To obtain information. 
  2. To understand. 
  3. To learn.
  4. For enjoyment. 

Why are good listening skills important to a manager?
  1. Saves time.
  2. Can keep the manager from making mistakes.
  3. Employees will talk to a manager that listens.

When does a manager need to exhibit good listening skills?
  1. Counseling
    1. Evaluations
    2. Career development discussions
    3. Coaching
  2. Getting improvement suggestions
  3. Investigating a disciplinary event
  4. Giving or receiving a task - to make sure requirements are understood exactly
  5. Meetings – A person can only have influence if they are “present”, and are carefully following the discussion at a meeting. The person who pays the closest attention in a meeting will be in the best position to shape the decisions made and outcome of the meeting. Those that are in the room, but not “present” will just have to go along with the decisions made.
  6. Negotiations – The key to a successful negotiation is knowing what is important to the other side. Sometimes what is important to one side is superfluous to the other side, but can be traded for what is wanted. This means listening very carefully.
  7. Selling – Hearing what the customer wants, or more importantly what they will pay a premium to get.
  8. Meeting with customers/suppliers – Listening carefully will win business and higher prices with customers and better service and lower prices with suppliers.

What are some obstacles to effective listening?
  1. Doing something else while the other person is talking – reading emails, answering a ringing phone.
  2. Distractions
    1. Noise – background noise that makes it difficult to hear what is being said.
    2. Other conversations – dividing attention between more than one speaker is usually not possible.
    3. Physical environment – temperature, air quality, not enough space, etc.
    4. Discomfort of listener
      1. listener is ill
      2. Hungry
      3. Need to use restroom
    5. Inability to stay quiet – Some people just need to talk to hear themselves .
    6. Not interested in topic
    7. Lack of understanding of jargon used - medical, legal, indusrty terms.
    8. Selective listening  - to only those things that the listener agrees with, or has interest.
    9. Hearing what you want to hear - instead of what the person is saying.
    10. Prejudice or bias
    11. Being preoccupied with accents or speaker’s ability to communicate
    12. Listener formulating their response instead of listening to the whole message.
    13. Lack of attention span
    14. Listener’s worry, fear, anger, or preoccupation with other problems

What are some good listening behaviors?
  1. Practice, Practice, Practice – Not everyone is born with good listening skills, but every manager can get better applying the things learned in this post and practicing them.
  2. Show respect for the speaker
  3. Stop talking – Learning only happens when listening.
  4. Look and act interested
    1. Nod head
    2. Make comprehension noises - uh hoh, right, I see, etc.
    3. Lean towards speaker
    4. Maintain eye contact – This doesn’t mean to literally stare into the eyes of the speaker. Most people actually look at the mouth of the speaker, which is better for the listener and less distracting to the speaker.
  5. Don’t interrupt - obviously there are times when an interruption is appropriate, but the point here is to allow the speaker to finish their thought before barging in. At an appropriate pause in the conversation, asking clarifying questions is OK.
  6. Remove distractions – background noise, etc.
  7. Be patient - the listener will have ample opportunity to rebut, or make a counter point.
  8. Hold your temper or opinions - especially if the speaker isn't even talking about you personally.
  9. Notice body language - Body language link
  10. Use positive non-verbal communication skills – body language that shows interest and not defensiveness.
  11. Avoid emotional involvement -when too emotionally involved, a listener tends to hear what they want to hear-not what is actually being said. Stay objective and open-minded.
  12. Listen to understand, not just hear -.get the speaker’s real message.
  13. Repeat what was said in a way that shows understanding - not just memory.
  14. Ask questions for clarification and to show understanding
  15. Pay attention to what is not being said – recognizing that a speaker may leave out certain details on purpose can sometimes help the listener hear the “real story”.
  16. Focus on content, not delivery. Message, not messenger.
  17. Refrain from side conversations when listening in a group setting.
  18. Manage the physical environment - temperature, noise, proximity to others
  19. Take notes - if appropriate to the situation
  20. Make sure there is enough time to effectively listen - or reschedule to a better time.
  21. Don’t put words in the speaker’s mouth.

What are the consequences of poor listening skills?
  1. Only getting part of the information
  2. Making bad decisions
  3. Missed opportunities
  4. Making the wrong personnel decisions (not promoting or hiring the best person)
  5. Wasting time
  6. Getting the wrong message
  7. Taking wrong, or no action
  8. Frustration for the speaker and the listener
  9. Poor Morale
  10. Loss of credibility for the manager
  11. People won’t talk to you
  12. Cost to the company financially
  13. Arguments

Wednesday, December 8, 2010

Ops #3 - Sources of Cash

Image source: 4ingrid.com
I’ve often said that every manager should have the experience of worrying about making payroll, or paying the company’s bills. It has a way of focusing the mind and giving a greater appreciation for money and how precious it is. I learned this lesson when I had to lay off almost half the office staff and was having daily conversations with vendors and asking them to extend us a little more credit while we got the company’s operations and finances healthy. At one point, over half of the company’s payables had aged more than 120 days.

I had been in the job for less than a month when I called a meeting with my staff and wrote the single phrase on the white board that you see as the title of this post. After explaining the severity of our situation, we brainstormed how we might find some money to keep us afloat.

Here is what we came up with:

Owners invest cash

Borrow money

Sell Shares (ownership)

Sell Assets

Cut expenses

Delay vendor payments (stretch AP)

Collect Accounts Receivable (AR) faster

Reduce Inventory

Make a profit

That’s what we wrote, so let’s take them one at a time.

Owners invest cash – The owners had no money to invest.

Borrow money – The owners had already mortgaged their homes to keep the business going and we were only able to keep operations going using a line of credit from an asset lender. Basically all customer payments went straight to the lender and they would release cash according to their asset calculations. This arrangement impacted many of our other suggestions because selling assets or reducing inventory had the unintended consequence of reducing our ability to borrow.

Sell Shares (ownership) – There was no appetite for this from the owners. It was a family owned business and they were not ready to bring in additional partners, even if they could find some.

Sell Assets – Buildings were leased and the equipment was pretty unsophisticated and very old.

Cut expenses – Half the staff was already gone and we had been in the situation for so long, there was really no where else to cut. We didn’t spend a nickel that wasn’t absolutely necessary.

Defer payments (stretch AP) – We already had over 50% of vendors more than 90 days past due. Any further and we would be shut down.

Collect AR faster – We had very little leverage with customers due to poor quality and their concern for our viability. We did redouble our collection efforts, but it didn’t make much difference. Most of our customers were reasonably good payers.

Reduce InventoryThis turned out to be the silver bullet and was the only realistic chance to get a one time injection of cash. Through very aggressive actions and by doing everything anyone could think of, we reduced our inventory by half. It created the cushion we needed and gave the business some time to fix operations and do what was really the best way to generate cash – make a profit.

Make a profit – The company had experienced two years of steady losses. We turned our first profit in the second month of the turn around with a 50% increase in revenue, which was entirely from past due orders. With dramatically improved operations and quality, the profits started to be predictable and the company had healthy cash flow from operations after about a year.


Yes, this really happened.

Can you think of any other sources of cash?

How do you keep a company from getting into this situation in the first place?

Leave a comment.

Monday, December 6, 2010

Cliche #8 - Tell yourself the Truth

Frank's Management Cliche #8

"You can lie to other people, but never lie to yourself"



Image sources:jgfmarketing.com, vicdorfman.com

Explanation

I am not advocating lying to anyone, but most importantly, don't lie to yourself.  I'm mainly talking about the big things here, not where you will spend the weekend.  The lies I'm talking about are about the things you are putting off to another day, when in reality you know in your heart you will never get around to doing them.  here are some examples:

I'm going to work for myself someday.
I'm going to graduate school, but I need to make some money first.
I'm going to move to San Francisco and get a job someday.
I know I need braces, and I'll get them someday, but not now.
I'm definitely going to get back in shape as soon as I have a little more time.
I'll spend more time with the kids after I get my career on track.
I'm going to learn how to invest in stocks and manage my own money.
I'm going to write a book.

This is not a call to action.  Just a call to be honest with yourself.  When you say these things to other people, they already know, probably better than you do, if you will ever do them.  Try asking someone if they think you'll actually start your own business someday, or that you'll take the time to get in shape.  They probably won't be totally honest with you, but you'll be able to see by their reaction to your question whether they think there is a 10% , or a 90% chance you'll do it.

There are lots of people that when they make a promise, they always keep it.  But that only applies to promises they make to other people.  Promises we make to ourselves are constantly being broken, or pushed further down the road.   Here is a small one I made to myself that I still get a chuckle from when I think about it.  When I was first starting my career, I didn't like the commute I had.  I figured out that if I wanted to get someone to drive me to work and back, it would cost me about $18,000 per year.  So I told myself that as soon as my salary increased by $18,000, I would hire someone to drive me to work.  Well, I never did it and I know I never will.

One way to get better at this is to link things you know you'll do with things you think you might not do.  For instance:  Tell yourself that you will not buy a house until you have gotten your graduate degree, or at least enrolled.  Tell yourself, and others, that you won't go on vacation until you get back in shape.  You'll be able to tell by your reaction to the link how serious you are about what you are telling yourself.  If you are really hesitant to make the link, then you are probably lying to yourself.

Friday, December 3, 2010

Bottlenecks in Manufacturing

All the posts up to now have been applicable to any company or industry. This one is specific to manufacturing companies.


The concept of bottlenecks in manufacturing has been around for at least 20 years, and many managers feel they are well educated in the need to eliminate them. It is, however, always a good idea to refresh this concept and look at it from a few different angles. The concept of a bottleneck was popularized by Eli Goldratt when he published his remarkable manufacturing book, The Goal.


Let’s start with the definition of a bottleneck:

A bottleneck occurs when the demand or need for a process exceeds the available capacity. This is characterized by the fact that time lost cannot be made up.

Image source: zubinmehta.wordpress.com
A bottleneck is not necessarily permanent, but can emerge and disappear with changing demand. For example, the welding department, that is used in the fabrication of several products for a company could become a bottleneck every time a particular product is run, but the department usually has plenty of capacity. This is why it is sometimes difficult to identify bottlenecks. Someone will think a department is a bottleneck, but the very next day the function has no demand and is idle.

It is also difficult to pinpoint bottlenecks because of the dynamic nature of any endeavor that requires lots of people, which means there can be lots of noise in the system. For example, consider the following day in the life of a particular company that makes a simple product that is made from four components fabricated in separate departments and then assembled. Each department has a different capacity. Let’s call the departments A, B, C, D and Assembly

Hour 1: Rough start - lost production in every department. Also department C has a worker that is late – lost production for the first two hours of the day in C.
Hour 2: A machine breaks down in dept B, but is fixed quickly – lost production in B.
Hour 3: Because of the breakdown in dept B in hour 2, the assembly department is idled for 20 minutes.
Hour 4: Workers are getting hungry and anxious as they wait for the lunch hour to begin. Lost production in all departments.
Hour 5: A worker is injured in dept B and is out for the rest of the day. Workers in dept A help the injured worker – Lost production the rest of the day in dept B, and lost production in dept A.
Hour 6: The work orders for dept D are incorrect. It takes 20 minutes to get them corrected – Lost production in D.
Hour 7: A worker in dept C has a parent teacher conference and has to leave early. Lost producton in dept C for hours 7 & 8.
Hour 8: The workers in dept A decide to do a major clean up of the department spaces – subtract all production for hour 8 in dept A.

You can see that what management thought was a balanced process is anything but balanced in practice. There are just too many things going on to accurately predict the output of each department. This is why it is important to know which processes are constraining the output at any given time.

It is a very powerful concept to understand that the output of a bottleneck process determines the output of the entire plant or organization. Consider this simple financial example:

Let’s say that a small department of three people is the bottleneck of a factory that has 300 people and produces $100mil per year and could easily take another $10mil in orders if they had enough capacity. There really isn’t enough work to justify another full person in the bottleneck department because they are very highly skilled people and expensive. If another person was hired, the department would produce the additional 10% needed, but then all four people would be idle for 20% of their day. Many managers would balk at having four expensive people idle for this amount of time. But look at what it would mean to the plant. If the cost of the additional person was $100,000, this would be the investment needed to increase the plant output by $10mil. Let’s make the scenario a little more complicated and say that the value of what the three person department produces is less than what it costs the company in pay and expenses of the department. The value of the bottleneck should be viewed as the value produced by the whole organization when making decisions about that department. In this case the company produces approximately $500,000 per hour ($100mil/2,080hrs). This is the true value of the bottleneck’s production. When the expense of $100,000 over a full year to is compared to the additional production of $500,000 per hour for the plant, the decision to hire gets a little easier. Of course, another department may emerge as the next bottleneck before the entire $10mil in output is realized, but the fact remains that the additional expense will be small in comparison to the benefit.

Although it would be too time consuming to get into how to find a bottleneck in this post, particularly because there is almost always very different opinions in any team on where to find the bottleneck. The reasons provided are usually entirely anecdotal. This is a good place to start however. Try to get the team to agree on a few candidates for the bottleneck and then begin to collect data to find out which one is the biggest constraint according to the data collected.

Once you have identified what is believed to be the real bottleneck, what things can you do to make sure the output of that process is maximized. Here are some suggestions:
1. Add people
2. Move people from non bottleneck areas
3. Add Equipment
4. Reduce set up time
5. Farm out work to other departments
6. Farm out work to vendors
7. Train people to be more efficient
8. Move in more talented people
9. Speed up equipment
10. Move equipment from other areas to the bottleneck
11. Stage parts
12. Ensure quality
13. Redesign product
14. Improve process
15. Provide better supervision

When else should bottlenecks be considered?

1. Buying equipment – Don’t buy equipment for any other area if the bottleneck area needs anything.
2. Sick days – If someone calls in sick who works in the bottleneck area, take action immediately to backfill.
3. Starting & stopping times – Make sure that work is being performed every minute available, either through extra supervision, or other methods.
4. People coming in late or leaving early – make sure this doesn’t happen unless planned ahead with backup personnel to keep the work moving.
5. Maintenance – Make sure the machinery in the bottleneck is the most reliable.
6. Inventory (safety stock) – extra components may be wasteful if they are everywhere, but it will pay off in the bottleneck area.
7. Work order accuracy – Extra time checking for 100% accuracy is cost effective in the bottleneck area, but probably not factory wide.
8. Scheduling priority – Make sure anything needed by the bottleneck process has top priority if it will keep the area from losing time.
9. Better supervision – The bottleneck area should have the best available supervision.
10. Engineering Changes – Any changes from engineering to make the process more efficient in the bottleneck area should be implemented immediately, even if it is only an incremental improvement and large improvements could be implemented in other areas.