Organizational Development and Market Diversity Presented by: Ron - - PowerPoint PPT Presentation

Organizational Development and Market Diversity

Presented by: Ron A. Autrey President & Owner Miller Electric Company

• Increase Profit Margins
• Decrease Overhead
• Increase Cash and Net Worth
• Without Borrowing any Money

Definition: How to triple the size of a 75 year old company in four years

Organizational Development and Market Diversity

• The company was founded in 1928
• In 1966 Revenue = $1.5 million dollars
• 1996 = $70 million, 1997 = $84.5 million
• The message was: “Don’t fix what isn’t

broken”

History Lessons

No change is what we got $84 million grew to $83 million And stayed there for six years !

The World Is Flat!

“There is nothing like returning to a place that remains unchanged to find the ways in which you yourself have altered.”

• Nelson Mandela,

‘A Long Walk to Freedom’

The 2000 Millennium

What would I do if I had the power to change the company? Back to 2000

Out Of The Closet!

• I unrolled my org chart
• I pitched my management philosophy
• I outlined a five year plan that showed

significant growth

Back To The Closet

2003 The New Beginning

• Year Two: $160 million
• Year Three: $250 million

In the first year Revenue rose from $94 million to $126 million $94 million $311 million

• Year Four: $303 million
• Year Five: $311 million

2004 - 2008

Leaders and Followers are Different

Maslow’s Hierarchy of Needs

Maslow Got It Right in 1943

• Step One: Imagine It
• Step Two: Design It
• Step Three: Build It
• Step Four: Live It

The Power Of Positive Imaging

• Dr. Norman Vincent Peale

• Picture where you want the organization to be

and what it looks like.

• Design the organization and overlay your

existing company or department in the new plan.

• Identify the missing players and pieces and

work toward completing the plan.

Image The Plan

Ten Southeastern States = $40 Billion Florida Electrical Construction Market 2004 = $8 Billion Dollars Six Contiguous Southeastern States = $21 Billion

Be A Smart Bank Robber!

• Your Market Capacity Defined
• Your Customer List
• Your Territory
• Your Company’s Territory
• Your Competitor’s Customer List

What’s In It For You?

• Preventive Maintenance
• Corrective Maintenance
• Emergency Maintenance
• OTHER Maintenance & Services

Generator Maintenance

• INTRApreneurial Culture
• Market Divisions
• Autonomy and Delegation
• Continuous Learning Culture

Organizational Management

• Intimate knowledge of the Marketplace
• Specific Customer and Systems knowledge
• Technical Advantage over Competition
• Better Market focus and Penetration
• Timely and Appropriate Response to Market

Trends/Changes

• Effective Specialty Branding

Division Vice Presidents

• Who are your Core People?
• Who Survives a Downturn?
• Who Stays?
• Who Goes?
• Who Leads Your Expansion?
• Who Follows in the Future?

Key Person Exercise

• Found who the most expendable and the

most valuable people are

• Identified potential internal transfers of

personnel

• Learned where the new expanded

marketplace is and what types of projects we would find there What We Learned

• Creating a Learning Organization
• Continuous mentoring and improving of

processes and people Continuous Education

• We Are Better Trained
• More Experienced
• Highly Motivated
• We Know What We Want and

Where and How to Get It

Where We Are Now

Where are You Going?

• Alan C. Kay, 1970

“The Best Way to Predict the Future is to Invent It” !!!

THE END