IV. International Controller Congres
Controlling Intelligence Adventure (CIA)
IN VOLATILE TIMES – CONTROLLER AS A BUSINESS PARTNER April 26-27, 2012, Poznan
Transfer of responsibility to lower level: how hard it can be?
Dragica Erčulj
ICV Regional delegate SE Europe Head of CRMT Institute
About CRMT d.o.o.
• leading consulting company in Slovenia, B2B
• specializing in Corporate Performance Management, Business Intelligence, Data Warehousing, Master Data Management, education and training
• customers from different industries
• CRMT Institute is a part of CRMT, dealing with education: trainings, seminars, workshops, conferences
– School of Controlling – since 1995 – School of BI – for 3 years
7. BI or not BI conference
12. Adriatic Controller Conference (ACC, ICV)
About me
Dragica Erčulj, dipl ekonomist
For the present:
• Head of CRMT Institute
• ICV Regional delegate SE Europe
• Consultant, trainer & lecturer (in the area of controlling and CPM projects)
Besides:
• Head of ICV work group Slovenia
• Member of Internationaler Group of Controlling
• Member of The Slovenian Association of Facilitators
Schedule
• Every bit of decision-making looks to the future
• Defining the process to avoid misunderstandings
• Role of the controller: help to avoid major mistakes
Transfer of responsibility
“Will someone else do things as good as I do/did?”
Choose the right people
Do they know the strategy?
What – why – how to do?
Give them proper information
Define responsibilities & competence
Motivate them Act in accordance with defined processes
Sales people are focused on sales
1. They are persistent.
2. Successful sales people are avid goal setters.
3. Great sales people ask quality questions.
4. Successful sales people listen.
5. Successful sales people are passionate.
6. Successful sales people are enthusiastic.
7. Successful sales people take responsibility for their results.
8. Successful sales people work hard.
9. Successful sales people keep in touch with their clients.
10. Successful sales people show value.
Source:
Kelley Robertson: 10 Characteristics of Successful Salespeople)
Education & training
• Learning by doing is not enough
• Understanding and using the proper controller tools is a must:
– Product cost calculation and product costing scheme
– Profitability and contribution margin
– Target costing
– ISO curve
– Break Even Point
– Customer contribution – KPI (forecast- actual ) – Variances – Ect.
»Boss, you said the recession is comming. That’s why sales representatives were dismissed, we've stopped advertising, canceled the web page, cut the work time. And now, look ... ... «
Define the process: Management model
Job to be done (competence to make decisions)
Right person in right place ?
Being able to fulfill the job? Can we afford to undertake the activities?
Objectives to be achieved (profit, market share,...)
Personal development (Job enrichment, how to learn from variances)
Source: Controling and the Controller (CA)
Activities to be undertaken to reach objectives, What budgets needed?
Objectives and activities in harmony? Steering /controlling
Variances occur – take corrective actions
Define the process: Management model
Job to be done (competence to make decisions)
Objectives to be achieved (profit, market share,...)
Being able to fulfill the job? Can we afford to undertake the activities?
Right person in right place ? Learning
Personal development (Job enrichment, how to learn from variances)
Source: Controling and the Controller (CA)
Activities to be undertaken to reach objectives, What budgets needed?
Objectives and activities in harmony? Steering
Pvariances occur – take corrective actions
Controller as a business partner
• Role of the controller
• What is controller’s job in this matter?
– Transparency
– Create instruments – tools
– Train the sales staff
• Who is the controller in our “case” company?
Transfer of responsibility
• Strong will
• A wish to change something
• A wish to change ourselves
• Clearly defined objectives
• A system - management model
• Stand by the plan and all activities
• Result: Long term advantage –mutual trustworthy
Is it really so hard?
Thank you for your attention!
Dragica Erčulj
Head of CRMT Institute dragica.erculj@crmt.com
+386 41 964 730
CRMT d.o.o.
Tehnološki park 20
SI-1000 Ljubljana
http://www.crmt.com
Dragica Erčulj
ICV, Head of WG Slovenia
ICV, Regional delegate SEEurope
Dragica Erčulj
