Show Me the Money

Getting Results From the Whole Organization Means It’s Not Just About the

Environment

Panel Presentation & Discussion

• Getting Results from the Whole Organization: ANAB Moves Toward Integration of Standards-based Management Systems. Should You?– Chris Spire, QEP

President, Spire Environmental Consulting• Be Careful Who You Listen To

– Douglas B. Johnson, Ph.D. President, Environmental Intelligence Inc.

• Getting Results: Show Management the Money– Sandra B. Austin and Michael G. Coleman, Ph.D. Principals, The Coleman Austin Group, Inc.

Question:

HAVE YOU EVER DRIVEN YOUR CAR

OVER THE SPEED LIMIT?

Why?

• IMPATIENT?

• CARELESS?

• LOW RISK OF GETTING CAUGHT

BY THE SPEED POLICE?

Management thinks…

THEY WANT US TO DO WHAT?

…THAT WILL COST A

$ZILLION!

HOW MANY MORE WIDGETS WILL WE HAVE

TO MAKE TO PAY FOR THAT?!?

Helping or hurting…

DO YOU THINK LIKE MANAGEMENT?

IF NOT,

YOU ARE LIKELY PERCEIVED WITH A NEGATIVE BIAS…

…A NECESSARY EVIL!

WE FACE THE “SPEED POLICE”

COMPANIES FACE THE

“COMPLIANCE POLICE”

UNLESS THERE IS A BUSINESS REASON TO COMPLY…

COMPANIES WILL PUSH THE LIMIT

…JUST LIKE US!

So let’s talk business:

A COMPANY EXISTS TO MAKE A PROFIT.

THIS IS GOOD!

PROFITS = JOBS = FUNDING

(For things like “environmental” initiatives)

So how can we have the best of both worlds?

WE WOULD ALL BE MORE EFFECTIVE

IF

WE SPOKE THE SAME LANGUAGE

AND

APPLIED UNIVERSAL MEASURES

The measures that run a business:

THE LANGUAGE OF MANAGEMENT IS

THE LANGUAGE OF RESULTS:

1. RISK

2. COSTS

3. CYCLE TIME

4. REWORK

5. PROFITS

IN YOUR COMMUNITY,

DO YOU THINK ABOUT REDUCING TIME & REWORK?

ABOUT INCREASING PROFITS?

E S Q EN A U TV F A CI E LR T IO Y TN YMENTAL

REDUCE CYCLE TIME & REWORK ACROSS THESE SILOS.

CONVERT RESULTS TO $ SAVINGS…A BUSINESS CASE.

SHOW THEM THE MONEY!

E S Q EN A U TV F A CI E LR T IO Y TN Y

REDUCE CYCLE TIME AND REWORKYOUR

COMPANYMENTAL

YOUR REAL CUSTOMER!R&D O S F ESH

P A IN E L N SE R E AW A S N Q T CP I & E ETC.R OO N MD S AU RC KT E TD IE NV GELOPMENT

• SPEAK THEIR LANGUAGES

• PARTNER…DON’T EDICT

• PRODUCE RESULTS…MEET MEASURES

R&D O S F ESHP A I

N E L N SE R E AW A S N Q T CP I & E ETC.R OO N MD S AU RC KT E

REDUCE CYCLE TIME AND REWORKYOUR

COMPANY

TD IE NV GELOPMENT

IN SHORT, YOU MUST WORK AS ONE PROFITABLE COMPANY

IMPLEMENT CROSS-FUNCTIONAL & CROSS-SILO QUALITY TOOLS

FOR

INNOVATION

PROBLEM SOLVING

STANDARDS & ACCOUNTABILITY

Let’s be clear…

THIS DOES NOT MEAN: ESQ with R&D/New Prod Development, then…

ESH with Operations, then…

IS with Sales & Marketing, then…

NOR DOES IT MEAN: R&D/New Prod Development with Operations without ESQ

Operations with Purchasing without ESH

Etc.

DO NOT SUB-OPTIMIZE THE COMPANY BY

ONLY IMPROVING YOUR SILO

IMPROVE THE BUSINESS

IMPROVE THE PERCEPTION

“HOW TO” SHOW MANAGEMENT THE MONEY

A SIMPLE BUSINESS CASE FOR “XYZ”

• “XYZ” REDUCES FINANCIAL RISK BY $____

• “XYZ” AVOIDS POTENTIAL COSTS BY $____

• “XYZ” REDUCES CYCLE TIME BY ____, SAVING $____

• “XYZ” REDUCES REWORK BY ____, SAVING $____

• “XYZ” WILL INCREASE PROFITS BY $____

SHOWING MANAGEMENT THE MONEY GETS RESULTS!

GETTING RESULTS SHOWS MANAGEMENT THE MONEY!

QUESTIONS?