Baria Planning Solutions, Inc.: Fixing the Sales Process
Autor: goude2017 • May 8, 2018 • 1,319 Words (6 Pages) • 1,099 Views
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To maintain the utilization at the desired level:
- No additional hires required
- Train all the resources in Proposal support stage to work in all 4 industries
The utilization is below 85% in all quarters.
The additional costs incurred are cross-training costs for 13 resources in proposal support to work in 3 additional sectors
Total Additional Cost = $ 236,260 [see Annexure 3]
Advantage
- Since all resources are pooled together, optimal utilization could be attained
Disadvantage
- The competitive advantage gained from industry specific expertise is diluted
Conclusion:
- Option 1 provides the desired performance levels incurring the least additional costs, while retaining the competitive advantage (industry specific expertise). We can retain the existing structure and maintain the utilization at optimum (medium risk) by hiring 1 resource for proposal support and training 5 to work in 2 industries each.
- Option 2 can be kept as a contingency plan to streamline the focus on an industry if the demand in the future increases.
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Annexure 1
Option 1 – Maintain the existing structure of proposal support
Proposal Support
Quarter
Workload Requests
Mean Process Time
Resources
Resources earlier
Change
Available Work Hours
Utilization
Utilization
Rule of Thumb
Energy Sector
Q1
35
32
3
3
-
1,320
84.85%
Medium
Q2
37
32
4
3
1
1,760
67.27%
Low
Q3
31
32
3
3
-
1,320
75.15%
Medium
Q4
32
32
3
3
-
1,320
77.58%
Medium
Government Sector
Q1
15
32
2
3
(1)
880
54.55%
Low
Q2
29
32
3
3
-
1,320
70.30%
Medium
Q3
42
32
4
3
1
1,760
76.36%
Medium
Q4
18
32
2
3
(1)
880
65.45%
Low
Manufacturing Sector
Q1
38
32
5
5
-
2,200
55.27%
Low
Q2
45
32
5
5
-
2,200
65.45%
Low
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