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STRATEGIC PLAN Summary and Action Plan Maps based on our

PURPOSE & CORE VALUES

2012-2014

Integrity. Quality. Commitment.

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PURPOSE & CORE VALUES Helping Shape Communities

Building Safely

Building with Excellence

Building Careers

Building Relationships

Building our Reputation

STRATEGIC COMPONENTS CUSTOMER

OPERATIONAL EXCELLENCE

LEARNING & GROWTH

FINANCIAL

CLIENT FEEDBACK

SAFETY

COMMUNICATION

REVENUE GROWTH

CLIENT RETENTION

PRODUCTIVITY

ASSOCIATE SURVEY DATA

IMPROVE HIT RATE

CLIENT ACQUISITION

SELF-PERFORM

TALENT MANAGEMENT

BACKLOG

CLIENT RELATIONS

ESTIMATING

STAFFING REQUIREMENTS

EXPANSION

Integrity. Quality. Commitment.

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Customer ACTION PLAN OBJECTIVE

Measure

Target

Data Source & Sharing

Initiative

CLIENT FEEDBACK

Level of expectations managed

Customer signs off on 90% survey Project Charter, Align satisfaction at project meetings with survey end, 70% survey data, survey/letter response rate request criteria

CLIENT RETENTION

Repeat Clients

70-75% of gross profit from repeat clients

New Clients

Successful 25% hit rate by count approaches/ trends, on new client multiple level pursuits interaction

Client Interaction

3 clients per quarter (PX/PM/PE)

CLIENT ACQUISITION CLIENT RELATIONS

Interim & final Customer Survey, Letters of Recommendation

Top 10 based on ROI Market Analysis & snapshot matrix, client CRM Software retention training

Client relations criteria, monitoring process, establish budget(s)

DRI's*

Eric Riehl

Jim Negron

CRM Software

Jim Negron

CRM Software & Viewpoint

Eric Riehl

*DRI = Designated Responsible Individual

Integrity. Quality. Commitment.

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Customer

ACTION PLAN MAP OBJECTIVE

ACTIONS PLANNED:

RESOURCES NEEDED: METRICS/ GOALS :

CLIENT FEEDBACK

2012

2013

2014

1. Create a standard approach/ policy. 2. Create auto-generate criteria for surveys. 3. Cross reference survey topics at OAC and GMA meetings. 4. Create a ‘template’ for reference letters. 5. Add policy & templates to PE & preconstruction manuals. 6. Add to project close-out log 7. Discuss results at estimating & operations meetings.

1. Identify survey criteria below 90% satisfactory rating; focus efforts on increasing rating. 2. Cross reference OAC and GMA meetings with survey topics. 3. Discuss results at estimating & operations meetings.

1. Identify survey criteria below 90% satisfactory rating; focus efforts on increasing rating. 2. Cross reference OAC and GMA meetings with survey topics. 3. Discuss results at estimating & operations meetings.

• •

CRM Software Viewpoint

Surveys:

Maintain 90%+ overall score

Surveys & Reference Letters:

Achieve 70% response rate

• •

CRM Software Viewpoint

Surveys: • Maintain 90%+ overall score Surveys & Reference Letters: • Achieve 75% response rate Integrity. Quality. Commitment.

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CRM Software Viewpoint

Surveys: • Maintain 90%+ overall score Surveys & Reference Letters: • Achieve 80% response rate 4


Customer

ACTION PLAN MAP OBJECTIVE

CLIENT RETENTION

2012 ACTIONS PLANNED:

1. Analyze ROI for top 10 clients by total profit in each market segment. 2. Determine best potential for future profitable work from each of the top 10. 3. Provide client retention training to operations staff. 4. Evaluate which clients shall be dropped.

2013 1. Analyze ROI for top 10 clients by total profit in each market segment. 2. Determine best potential for future profitable work from each of the top 10. 3. Provide new associates with client retention training.

2014 1. Analyze ROI for top 10 clients by total profit in each market segment. 2. Determine best potential for future profitable work from each of the top 10. 3. Provide new associates with client retention training.

RESOURCES NEEDED:

• • •

Viewpoint CRM Software All departments

• • •

Viewpoint CRM Software All departments

• • •

Viewpoint CRM Software All departments

METRICS/ GOALS :

70-75% of gross profit from repeat clients

70-75% of gross profit from repeat clients

70-75% of gross profit from repeat clients

Integrity. Quality. Commitment.

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Customer

ACTION PLAN MAP OBJECTIVE

ACTIONS PLANNED:

CLIENT ACQUISITION

2012

2013

1. Evaluate successful approaches / trends in previous acquisitions. 2. Identify clients to pursue. 3. Determine CK associates to interact with new clients at multiple levels. 4. Develop criteria for successful pursuits of clients for proposals (negotiated).

1. Evaluate previous years successful acquisitions to determine beneficial processes. 2. Identify clients to pursue. 3. Determine CK associates to interact with new clients at multiple levels. 4. Adhere to set criteria for successful pursuits of clients for proposals (negotiated).

2014 1. Identify clients to pursue.

RESOURCES NEEDED:

• •

Marketing CRM Software

• •

Marketing CRM Software

• •

Marketing CRM Software

METRICS/ GOALS :

25% hit rate by count on new client pursuits

25% hit rate by count on new client pursuits

25% hit rate by count on new client pursuits

Integrity. Quality. Commitment.

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Customer

ACTION PLAN MAP OBJECTIVE

ACTIONS PLANNED:

CLIENT RELATIONS

2012

2013

2014

1. Develop criteria that qualifies as client relations. 2. Develop monitoring process. 3. Educate associates on expectations and budget parameters. 4. Add client relation guidelines to PE and preconstruction manual. 5. Discuss client relations guidelines at new hire orientation. 6. Establish budget.

1. Evaluate previous years goals at associate annual review. 2. Establish budget for coming year.

1. Evaluate previous years goals at associate annual review. 2. Establish budget for coming year.

RESOURCES NEEDED:

• •

Marketing Operations

• •

Marketing Operations

• •

Marketing Operations

METRICS/ GOALS :

3 client contacts per quarter (PX/PM/PE)

3 client contacts per quarter (PX/PM/PE)

3 client contacts per quarter (PX/PM/PE)

Integrity. Quality. Commitment.

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Operational Excellence ACTION PLAN OBJECTIVE

SAFETY

PRODUCTIVITY

SELF-PERFORM

ESTIMATING

Measure

Target

Data Source & Sharing

Initiative

DRI's*

Incident Rate

Zero recordable incidents

Leading indicators, reporting of near hits, subcontractor safety training

Incident Rate

Dean Locher

"Circle of Productivity"

Meet or beat industry standard production rates & provide accurate production rates to estimating

Develop "Circle of Productivity", Viewpoint dashboard reports, consistent phase codes

Time Quantity reports, cost book meetings, labor & material reports, productivity reports

Rich Martin

25:1 ratio of journeymen to Expand/Improve apprentices, grow Self Perform self perform trades to Capabilities meet revenue growth goals

Viewpoint tracking of self perform bid data, expand equipment setting trade

Viewpoint

Dean Locher

Improve Estimating Accuracy

Implement Preconstruction policy & procedure manual

Estimate Data Rich Sheet, Estimate Risk Martin Assessment

Maintain 1.5% net margin

*DRI = Designated Responsible Individual

Integrity. Quality. Commitment.

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Operational Excellence ACTION PLAN MAP OBJECTIVE

SAFETY

2012 ACTIONS PLANNED:

1. Support and enforce the objectives of Safety Committee.

2013 1. Support and enforce the objectives of Safety Committee.

2014 1. Support and enforce the objectives of Safety Committee.

RESOURCES NEEDED:

CK Everyone

CK Everyone

CK Everyone

METRICS/ GOALS :

• •

Zero recordable incidents Achievement of goals of Safety Committee

• •

Zero recordable incidents Achievement of goals of Safety Committee

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Zero recordable incidents Achievement of goals of Safety Committee

Integrity. Quality. Commitment.

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Operational Excellence ACTION PLAN MAP

PRODUCTIVITY

OBJECTIVE 2012 ACTIONS PLANNED:

Overall Goal: Determine what to track and how to track it 1. Create ‘Circle of Productivity” committee. 2. Develop ‘Circle of Productivity’ outline. 3. Standardize consistent cost tracking phase codes and production rates.

2013

2014

Overall Goal: Start Tracking

Overall Goal: Analyze Data

1. Integrate standardized cost codes from estimating to operations 2. Create dashboard reports to accurately track productivity. 3. Develop pre-construction planning protocol for projects with intensive selfperform component.

1. Analyze 2013 baseline data via quarterly productivity reviews 2. Refine reports as needed to assist with analysis 3. Develop Quality Assurance/ Quality Control (QA/QC) protocols for all facets of the organization.

RESOURCES NEEDED:

• • •

Estimating Operations Accounting

• • •

Estimating Operations Accounting

• • •

Estimating Operations Accounting

METRICS/ GOALS :

Accurate, consistent and timely measurements of productivity

Accurate, consistent and timely measurements of productivity

Adjust standard production rates based on 2013 baseline data

Integrity. Quality. Commitment.

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Operational Excellence ACTION PLAN MAP OBJECTIVE

ACTIONS PLANNED:

SELF-PERFORM 2012

2013

2014

1. Meet long term capacity of profitable growth matrix. 2. Incorporate self-perform bid data (man-hours/cost) into Viewpoint tracking. 3. Expand apprenticeship program. 4. Develop estimating/operations plan to expand equipment setting trade.

1. Meet long term capacity of profitable growth matrix. 2. Evaluate organizational structure of self-perform trades. 3. Develop resource loaded schedules to identify manpower and equipment needs.

1. Meet long term capacity of profitable growth matrix.

RESOURCES NEEDED:

• •

HR Operations

• •

HR Operations

• •

HR Operations

METRICS/ GOALS :

Ratio of journeymen to apprentices (25:1)

Ratio of journeymen to apprentices (15:1)

Ratio of journeymen to apprentices (10:1)

Integrity. Quality. Commitment.

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Operational Excellence ACTION PLAN MAP OBJECTIVE

ACTIONS PLANNED:

ESTIMATING

2012

2013

2014

1. Finalize preconstruction policy and procedure manual. 2. Develop and implement bid/proposal ‘deal sheet’ process prior to submission. 3. Develop formal risk assessment review process.

1. Revise/update preconstruction policy and procedure manual. 2. Finalize cost book standardization. 3. Develop estimating training program & integrate with associate development manual.

1. Revise/update preconstruction policy and procedure manual. 2. Explore new technologies to benefit the estimating process. 3. Research Lean Processes to be integrated in estimating functions.

RESOURCES NEEDED:

• •

Estimating HR

• • •

Estimating Operations HR

• • •

Estimating HR Lean/Six Sigma Training

METRICS/ GOALS :

Completed manual

Full implementation of manual Manual training for all new hires

Key associates to complete Lean/Six Sigma training

Integrity. Quality. Commitment.

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Learning & Growth ACTION PLAN OBJECTIVE

COMMUNICATION

ASSOCIATE SURVEY DATA

Measure

Target

Data Source & Sharing

Initiative

DRI's*

Maintain 80% favorable rate on Associate Survey communications Results from associate surveys

Communication plan, Associate survey, overhaul Cornerstone, Cornerstone, revamp website website

Lindy Lampe

Associate Survey 80% Favorable Rate, Results 60% Return Rate

Annual survey, communicate survey results, monitor areas of concern

Jill Harris

Associate Survey

TALENT MANAGEMENT

Associate Development

Continuing training and development per position

Associate HR tracking within Development Program Viewpoint

Jill Harris

STAFFING REQUIREMENTS

Internal Promotion/ External Hiring

Maintain staffing needs of Strategic Plan

Career tracks, promotion criteria, Associate Development Program

Jill Harris

Hit Rates & Financial Statements, HR tracking

*DRI = Designated Responsible Individual

Integrity. Quality. Commitment.

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Learning & Growth ACTION PLAN MAP OBJECTIVE

ACTIONS PLANNED:

COMMUNICATION 2012

2013

1. Define & develop communication plan. 2. Set up schedule for quarterly phone blasts with upper mgmt presenting. 3. Continue the bi-annual field training day or bring back the annual meeting. 4. Overhaul Cornerstone & publish on regular basis. 5. Develop annual calendar marking communication dates to meet. 6. Utilize website as a communication tool.

1. Continue annual communication plan. 2. Make any necessary changes to plan. 3. Overhaul Cornerstone and make it a monthly newsletter with larger issues being published quarterly. 4. Annual calendar with communications goals.

Cornerstone/Communication Team – OA’s, Marketing, Other Associate Survey

Develop annual calendar

RESOURCES NEEDED:

METRICS/ GOALS :

2014 1. Continue annual communication plan. 2. Annual calendar with communication goals.

Cornerstone/ Communication Team Associate Survey

Increase in associate survey results

Integrity. Quality. Commitment.

Cornerstone/ Communication Team Associate Survey Increase in associate survey results 14


Learning & Growth ACTION PLAN MAP OBJECTIVE

ASSOCIATE SURVEY DATA

2012 ACTIONS PLANNED:

1. Develop associate survey. 2. Send out survey first quarter of fiscal year. 3. Evaluate results from survey. 4. Provide management team survey results. 5. Establish goals & baseline for improvement. 6. Communicate results to CK associates. 7. Develop action plan for areas of concern. 8. Implement Action Plan. 9. Monitor areas of concern.

2013 1. Send out survey first quarter of fiscal year. 2. Evaluate results from survey. 3. Determine if goals & baseline for improvement were met. 4. Provide management team survey results. 5. Establish goals & baseline for improvement. 6. Communicate results to CK associates. 7. Develop action plan for areas of concern. 8. Implement Action Plan. 9. Monitor areas of concern .

2014 1. Send out survey first quarter of fiscal year. 2. Evaluate results from survey. 3. Determine if goals & baseline for improvement were met. 4. Provide management team survey results. 5. Establish goals & baseline for improvement. 6. Communicate results to CK associates. 7. Develop action plan for areas of concern. 8. Implement Action Plan. 9. Monitor areas of concern.

RESOURCES NEEDED:

• •

Survey Human Resources

• •

Survey Human Resources

• •

Survey Human Resources

METRICS/ GOALS :

Numbers/Percentages from each question on survey

Numbers/Percentages from each question on survey Minimum 50% return rate Elevate all responses to 80% favorable (score of 4 or 5)

Numbers/Percentages from each question on survey Minimum 60% return rate Maintain 80% favorable rate

• •

Integrity. Quality. Commitment.

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Learning & Growth ACTION PLAN MAP OBJECTIVE

ACTIONS PLANNED:

TALENT MANAGEMENT

2012

2013

2014

1. Develop overall goals and objectives for program. 2. Develop program standards. 3. Executive committee approval on program. 4. Determine list for positions to be completed – which positions, years. 5. Establish Ad Hoc committees as needed. 6. Communicate plan to associates.

1. Implement associate development program with select positions. 2. Monitor and evaluate progress. 3. Make needed changes as the program proceeds.

1. Continue to evaluate progress of first group development program. 2. Implement associate development program with next group of positions. 3. Monitor and evaluate progress. 4. Make needed changes as the program continues.

RESOURCES NEEDED:

• •

Human Resources Ad Hoc Committees

• •

Human Resources Ad Hoc Committees

• •

Human Resources Ad Hoc Committees

METRICS/ GOALS :

Develop professional development requirements for job classifications

Were professional development requirements met?

Were professional development requirements met?

Integrity. Quality. Commitment.

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Learning & Growth ACTION PLAN MAP

STAFFING REQUIREMENTS

OBJECTIVE

ACTIONS PLANNED:

2012

2013

2014

1. Review needs of profitable growth matrix. 2. Determine staffing requirements. 3. Relate promotion track to associate development plan. 4. Establish criteria to complete for promotion.

1. Review needs of profitable growth matrix. 2. Determine number of promotions/external hires.

1. Review needs of profitable growth matrix. 2. Determine number of promotions/external hires.

RESOURCES NEEDED:

• •

Human Resources Department Heads

• • •

Human Resources Department Heads Associate Development Program

• • •

Human Resources Department Heads Associate Development Program

METRICS/ GOALS :

Keep up with personnel needs of strategic plan Matrix within group – if 70% or lower need training, help, etc to improve

Keep up with personnel needs of strategic plan.

Keep up with personnel needs of strategic plan.

Integrity. Quality. Commitment.

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Financial ACTION PLAN OBJECTIVE

Measure

Target

Initiative

Data Source & Sharing

DRI's*

REVENUE GROWTH

Revenues

15% in Revenues while maintaining 1.5% net margin

Increase Hit Rate, Future Backlog, Gross margin

Hit Rate Reports & Financial Statements

Jim Graves

IMPROVE HIT RATE

Awarded Projects

25% hit rate on hard/negotiated & proposals

Go/No-Go protocol, Preconstruction manual, Off-ramp culture

Hit Rate Reports

Josh Corna

Awarded Projects

Future backlog to reflect 50% or 6 months of future revenues.

Existing Market Saturation

Exceed 8% local market share

BACKLOG

EXPANSION

Forward looking action plans to identify Hit Rate Reports & pursue future & Financial markets, projects & Statements clients Dodge Potentials, Expand to new Hit Rate Reports geographic markets & Financial Statements

Jim Graves

Josh Corna

*DRI = Designated Responsible Individual

Integrity. Quality. Commitment.

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Financial

ACTION PLAN MAP OBJECTIVE

ACTIONS PLANNED:

REVENUE GROWTH

2012

2013

2014

1. Set goals for average contract size by market. 2. Review market segment allocations. 3. Monitor monthly income statement. 4. Manage backlog calculations.

1. Set goals for average contract size by market. 2. Review market segment allocations. 3. Monitor monthly income statement. 4. Manage backlog calculations

1. Set goals for average contract size by market. 2. Review market segment allocations. 3. Monitor monthly income statement. 4. Manage backlog calculations

RESOURCES NEEDED:

• •

Projected income statement Previous year F/S with awarded jobs

• •

Projected income statement Previous year F/S with awarded jobs

• •

Projected income statement Previous year F/S with awarded jobs

METRICS/ GOALS:

Grow Revenues by 15% year over year. (Base $115M) Increase future backlog to reflect 50% or 6 months of future revenues. Maintain a 1.5% net margin.

Grow Revenues by 15% year over year. (Base $115M) Increase future backlog to reflect 50% or 6 months of future revenues. Maintain a 1.75% net margin.

Grow Revenues by 15% year over year. (Base $115M) Increase future backlog to reflect 50% or 6 months of future revenues. Maintain a 2.0% net margin.

• •

• •

Integrity. Quality. Commitment.

• •

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Financial

ACTION PLAN MAP IMPROVE HIT RATE

OBJECTIVE

2012 ACTIONS PLANNED:

2013

1. Develop and implement a consistent Go-No-Go protocol. 2. Develop and implement strategy for handling small projects. 3. Develop and implement off-ramp indicators and protocol. 4. Develop the number/contract value to bid per new client. 5. Determine the average bid size of job per estimator. (develop estimator workload calculator)

1. Develop the number/contract value to bid per new client. 2. Establish goals for contract awards within contract size ranges. 3. Evaluate Go-No-Go protocol effectiveness.

2014 1. Develop the number/contract value to bid per new client.

RESOURCES NEEDED:

• •

Market projections Management Team

• •

Market projections Management Team

• •

Market projections Management Team

METRICS/ GOALS:

• •

25% hit rate on negotiated/hard bids. 25% hit rate on proposals by count.

25% hit rate on negotiated/hard bids. 30% hit rate on proposals by count.

25% hit rate on negotiated/hard bids. 33% hit rate on proposals by count.

Integrity. Quality. Commitment.

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Financial

ACTION PLAN MAP OBJECTIVE

ACTIONS PLANNED:

BACKLOG

2012

2013

2014

1. Grow each Market to reflect the overall revenue growth of 15%. 2. During preliminary budget review, compare prior year awarded job by market vs. current budgeted market goals and adjust each market to reflect revenue growth for upcoming year.

1. Grow each Market to reflect the overall revenue growth of 15%. 2. During preliminary budget review, review prior year actual awarded to budget and adjust each market goals to reflect revenue growth for upcoming year.

1. Grow each Market to reflect the overall revenue growth of 15%. 2. During preliminary budget review, review prior year actual awarded to budget and adjust each market goals to reflect revenue growth for upcoming year.

RESOURCES NEEDED:

• •

Market projections Management Team

• •

Market projections Management Team

• •

Market projections Management Team

METRICS/ GOALS:

Ratio of 40% self-perform work to 60% subcontract.

Ratio of 40% self-perform work to 60% subcontract.

Ratio of 40% self-perform work to 60% subcontract.

Integrity. Quality. Commitment.

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Financial

ACTION PLAN MAP OBJECTIVE

EXPANSION

2012 ACTIONS PLANNED:

1. Using Dodge to track overall market potentials by local market (21 county central Ohio). 2. Monthly compare actual market potentials by local market to actual hits. 3. Explore new revenue options in markets outside of local market.

2013 1. Using Dodge or other publication to track overall market potentials by local market. 2. Monthly compare actual market potentials by local market to actual hits. 3. Develop plan to create new office outside of current local market.

2014 1. Using Dodge or other publication to track overall market potentials by local market. 2. Monthly compare actual market potentials by local market to actual hits. 3. Implement plan to create new office outside of current local market.

RESOURCES NEEDED:

• •

Dodge potentials Hit Rate summary by local market

• •

Dodge potentials Hit Rate summary by local market

• •

Dodge potentials Hit Rate summary by local market

METRICS/ GOALS:

Local market share to 7%

Local market share to 8%

Local market share to 8%

Integrity. Quality. Commitment.

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BALANCED SCORECARD

FINANCIAL

LEARNING & GROWTH

CUSTOMER

OPERATIONAL EXCELLENCE

Integrity. Quality. Commitment.

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CK Plan Test