Page 108 - Performance Leadership
P. 108
Chapter 6 One Version of the Truth • 97
F igur e 6.2
Money Transfers in a Retail Bank
102
Predictive
patterns
100
90
96
94
92
90 Analyze for
material differences
88
Customer Total Net Accepted Accepted Accepted Accepted
Contact Trans- Trans- Transfer Clearing Interest and
Moments actions actions Date Date Date Received
• In the software company example, understanding how to define
revenue, which allows account managers to understand the
financial consequences of their operational sales decisions, can
lead to changed behaviors that are more fully aligned with
strategic objectives.
• In the railway company example, gaining deeper insight into
operations is possible through a horizontal value chain and a
methodology that provides an understanding of what drives
operational efficiency.
• In the mobile telephony company example, breaking out
average revenue per user, helps us evaluate the quality of
revenue and gain deeper insight into what average revenue per
user actually means.
• In the retail banking example, transaction volumes can be
predicted by understanding existing patterns and using
forecasting algorithms.
You can start the alignment process by asking the following questions:
