I intend to write a series of articles in this regard. To begin with, we will be focusing our attention towards the most pressing issue being faced by any operator these days which is… “Increasing revenues”.
In my own opinion, engineers present in the Technical department are never really aware of the impact of their every day activities, tasks and decisions on over all “balance sheet”. As soon as an engineer is inducted into a technical department he is moulded by the environment into someone who is good in following processes, learning technical knowledge of systems and executing them by the book. He is evaluated and appraised on the basis of criteria which judge him as a good engineer instead of evaluating the monetary benefits brought about by him for the company. On the contrary, rest of the employees belonging to Marketing, Admin and S&D departments have Revenue target, Cost Targets and sales targets respectively.
Therefore I suggest that some of the engineers (if not all)in Service provider’s ‘Technical operations department’ needs to have awareness and to some extent responsibility of revenue targets. The targets for these engineers can be called as “Enrichment Targets”. For example group of engineers in Operations department can have 5% revenue enrichment target for a fiscal year. This target will push these engineers to
- Proactively identify revenue leakages
- Proactively identify and resolve hidden problems
- Suggest solutions to reduce cost and time to market a service and product.
The group of these engineers can become an asset to your marketing/sales department and they can always look towards these engineers to provide extra impetus in order to achieve revenue targets.
Very good thoughts indeed!
Well done !!!!