Analytics-Based Enterprise Performance Management
  • CODE : CHDE-0024
  • Duration : 90 Minutes
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Chris DeVany is the founder and president of Pinnacle Performance Improvement Worldwide, a firm which focuses on management and organization development. Pinnacle’s clients include global organizations such as Visa International, Cadence Design Systems, Coca Cola, Sprint, Microsoft, Aviva Insurance, Schlumberger and over 500 other organizations in 22 countries. He also has consulted to government agencies from the United States, the Royal Government of Saudi Arabia, Canada, Cayman Islands, and the United Kingdom.

He has published numerous articles in the fields of surviving mergers and acquisitions, surviving change, project management, management, sales, team-building, leadership, ethics, customer service, diversity, and work-life balance, in publications ranging from ASTD/Performance In Practice to Customer Service Management. His book, “90 Days to a High-Performance Team”, published by McGraw Hill and often accompanied by in-person, facilitated instruction, has helped and continues to help thousands of executives, managers, and team leaders improve performance.

He has appeared hundreds of times on radio and television interview programs to discuss mergers and acquisitions (how to manage and survive them), project management, sales, customer service, effective workplace communication, management, handling rapid personal and organizational change and other topical business issues. He has served or is currently serving as a board member of the International Association of Facilitators, Sales and Marketing Executives International, American Management Association, American Society of Training and Development, Institute of Management Consultants, American Society of Association Executives, Meeting Professionals International and National Speakers Association. Chris is an award-winning Toastmaster’s International Competition speaker. He recently participated in the Fortune 500 Annual Management Forum as a speaker, panelist and seminar leader.

Chris has distinguished himself professionally by serving multiple corporations as manager and trainer of sales, operations, project management, IT, customer service and marketing professionals. Included among those business leaders are Prudential Insurance, Sprint, BayBank (now part of Bank of America), US Health Care and Marriott Corporation. He has assisted these organizations in mergers and acquisitions, facilitating post-merger and acquisition integration, developing project management, sales, customer service, and marketing strategies, organizing inbound and outbound call center programs, training and development of management and new hires, and fostering corporate growth through creative change and innovation initiatives.

Chris holds degrees in management studies and organizational behavior from Boston University. He has traveled to 22 countries and 47 states in the course of his career.


Many organizations are far from where they want and need to be with improving performance, and they apply intuition, rather than hard data, when making decisions. Enterprise performance management (EPM) is now viewed as the seamless integration of managerial methods such as strategy execution with a strategy map and its companion balanced scorecard (KPIs) and operational dashboards (PIs); enterprise risk management (ERM); capacity-sensitive driver-based budgets and rolling financial forecasts; product / service / channel / customer profitability analysis (using activity-based costing [ABC] principles); customer lifetime value (CLV); lean and Six Sigma quality management for operational improvement; and resource capacity spending planning. Each method should be embedded with business analytics of all flavors, such as correlation, segmentation and regression analysis, and especially predictive analytics as a bridge to prescriptive analytics to yield the best (ideally optimal) decisions. This presentation will describe how to complete the full vision of analytics-based enterprise performance management.

Learning Objectives

  • How strategy maps and their companion balanced scorecards communicate strategic objectives with target-setting to help cross-functional employee teams align their behavior to the strategy and better collaborate
  • Why measures of channel and customer profitability and customer value are now superseding profit and service-line measures – and shifting from product to customer-focused organizations including future potential value – customer lifetime value
  • How activity-based cost management (ABC/M) provides not only accurately traced calculated costs (relative to arbitrary broad-averaged cost allocations), but more importantly provides cost transparency back to the work processes and consumed resources, and to what drivers cause work activities
  • Reforming the broken annual budgeting process with performance-based budgeting that links strategy to operations and processes volume sensitive rather than simply incremental at each cost center
  • Why business analytics, with emphasis on predictive analytics and pro-active decision making, is becoming a competitive advantage differentiator and an enabler for trade-off analysis
  • How all levels of management can quickly see and assess how they are doing on what is important – typically with only a maximum of three key performance indicators (KPIs)
  • How to integrate performance measurement scorecards and ABC/M data with:
    - Strategy formulation
    - Process-based thinking and operational productivity improvement
    - Channel/customer profitability and value analysis and CRM
    - Supply chain management
    - Quality and lean management (Six Sigma, cost of quality)

Course Level - Basic/Fundamental

Who Should Attend

  • CxOs
  • CFOs
  • Financial officers and controllers
  • Managerial and cost accountants
  • Financial and business analysts
  • Budget managers
  • Strategic planners
  • Marketing and sales managers
  • Supply chain analysts
  • Risk managers
  • CIO and information technology staff
  • Board of Directors

Why Should You Attend

Many organizations struggle to answer these types of questions:

  • How well do our managers and employees understand our executive team’s strategy?
  • Are we measuring the right metrics? 
  • If we are measuring key performance indicators (KPIs), are they “balanced” between financial outcomes and the non-financial measures related to customer loyalty, process improvement, employee learning & growth, and innovation? 
  • Are we measuring too many strategic KPIs where many are arguably operational performance indicators (PIs)? 
  • Are our product and service-line costs accurate? Or are our accountant's miss-allocating indirect expenses (i.e., overhead support)? 
  • Do we measure the non-product channel and customer costs to report profit or loss by each customer? 
  • How effective is our annual budgeting process? Does its benefit exceed the costs to produce it? 
  • Is the budget out of date within a few months after it is published? 
  • Do experienced managers “pad” their department’s budgets? 
  • Is consolidating cost center budgets bottom-up cumbersome? 
  • Do we understand incremental/marginal expense analysis classifying the behavior of our resource capacity expenses as sunk, fixed, step-fixed, or variable based on the planning time horizon? 
  • Are many of our decisions based on intuition or experience rather than on fact-based data? 
  • How much competency does our organization have with analytics? 
  • How much resistance to change does our organization have that is slowing our adoption rate of progressive managerial methods?
  • $200.00



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