Author Archives: Tom Foster

About Tom Foster

Tom Foster spends most of his time talking with managers and business owners. The conversations are about business lives and personal lives, goals, objectives and measuring performance. In short, transforming groups of people into teams working together. Sometimes we make great strides understanding this management stuff, other times it’s measured in very short inches. But in all of this conversation, there are things that we learn. This blog is that part of the conversation I can share. Often, the names are changed to protect the guilty, but this is real life inside of real companies.

Shrink Wraps in 20 Seconds

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Our next Leadership class in Fort Lauderdale kicks off March 19. Visit www.workingleadership.com to register.
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“Yes, I have been looking at this new shrink wrap machine for next year. It picks up a pallet, automatically spins it and shrink wraps it, all in about 20 seconds. It’s pretty cool. It’s on my list of things to buy for next year,” Corina proudly stated.

“Great! But is that where we need to spend the money?” I asked.

“Well, I usually always get to spend what I spent last year. In fact, if I don’t spend it, I will lose my budget the following year and will have to do a song and dance to spend anything.”

“But is that where we need to spend the money?” I repeated.

Corina looked down at her feet, then back up. “I really don’t know. Every year, I go out to the equipment show in Las Vegas and look around. I have a pretty good eye for deals on equipment and I have to justify the trip.”

“But is that where we need to spend the money? Where, in your system, should we focus our attention? Remember, as a manager, your role is to create, monitor and adjust the systems in your area. I really don’t care about neat robotic equipment. I care more about impact on the system.” -TF

Cap Ex Time Span

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“I know I have a budget report to submit every October, but it only takes me about a week to put it together. I just look around and see what equipment on the floor really needs replacing, get some vendor quotes and run it up the flag pole. Sometimes I get the budget, most times I don’t. You describe this as a 15 month Time Span task?” asked Corina.

“That’s the problem,” I replied. “If you see that report as a one week Time Span task, then it is of little value to the company. That is why identifying Time Span is so important. Only when you understand that this is a 15 month Time Span task do you understand that it is a much bigger project.” I could see a glimmer of understanding, so I pressed.

“By October, I need you to really look into the future for the entire following year. I need you to get a big piece of paper and flow chart out your system. I want to see each production element, time studies on each process, handoffs, bottlenecks and dependencies. Using your discretionary judgment, I want a well-thought out recommendation for Cap Ex that will help the company earn money. It still might only take a week to prepare the report, but the thinking is much deeper. This is a 15 month Time Span project.” -TF

Manager’s Discretion

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“What about me?” Corina continued. “As a Manager, my job is different. How would discretionary judgment be stated on my job description?”

“Let’s take your job description, identify one of your Key Result Areas and see what we come up with,” I said.

Job Description
Job Title: Plant Manager
This is a Stratum III Position. This role in the organization is to create the systems in the plant, monitor and improve those systems.
Key Result Area – Cap Ex Equipment
Prescribed Duties: By October 1 each year, the Plant Manager will submit to the Management Team an analysis and recommendation for the purchase and retirement of all production equipment whose value (at purchase) is $5,000 or greater for the following calendar year.
Time Span – 15months. This task requires the Plant Manager to look ahead to the following calendar year, to anticipate changes in production systems and work flow or other circumstances that will affect production capacities; to examine the remaining useful life of existing equipment and to explore new technologies which may be useful in the plant. The Plant Manager will use discretionary judgment to analyze production capacities, market demand (from sales) and return on investment on each piece of equipment. The Cap Ex Equipment plan will be reviewed by the Management team for modification and approval by November 30 each year.

Supervisor’s Discretion

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Job Description
Job Title: Supervisor
This is a Stratum II Position. This role in the organization is to make sure the work gets done.
Key Result Area 1 – Scheduling
Prescribed Duties: By Wednesday at 5:00p, post the team work schedule for the following week.
Time Span – 4 weeks. This task requires the supervisor to look ahead on a rolling 4 week basis, to anticipate changes due to team member vacations or other circumstances that will affect the team members attendance; and to look ahead on a rolling 4 week basis, to anticipate changes due to production fluctuations which may require a reduction in shift personnel or overtime. The supervisor will use discretionary judgment to create the schedule based on those circumstances. Overtime must be approved in writing by supervisor’s Manager.

“So, just posting the schedule on Wednesday isn’t the half of it,” Corina flatly stated. “I have always accepted that if the schedule got posted, the job was done. Now I am beginning to see that Supervisor effectiveness occurs way before Wednesday. Also, the boundary is very clear for discretionary judgment. Overtime requires approval.”

Corina thought for a minute.

“What about me?” she continued. “As a Manager, my job is different. How would discretionary judgment be stated on my job description?”
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Our next Leadership Program in Fort Lauderdale begins Wednesday, March 19. For more information, visit www.workingleadership.com.

Discretionary Decisions

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“How do you talk about discretionary judgment in the Job Description?” Corina asked.

“Right at the top,” I replied. “And attached to each Key Result Area.”

“Okay, I have a supervisor position. The Key Result Areas are:

  • Scheduling
  • Equipment Maintenance
  • Safety
  • Production

“The prescribed duties are easy,” Corina explained. “The supervisor has to post the schedule, maintain the equipment, prevent time-lost accidents and meet the production schedule. How do you figure in discretionary judgment?”

“The first element to establish is the Time Span of Discretion. How long do you, as the Manager, expect the team member to be able to make routine decisions (using their discretionary judgment) without having to come to you for direction? And that Time Span may be different in each Key Result Area.

“Let’s start with scheduling. How far into the future do you expect your supervisor to schedule your team members in their work assignments?”

Corina squinted, “I believe next week’s schedule is always posted the Wednesday before.”

“And what about the week after that, and two weeks out and three weeks out?”

“Well, those aren’t posted, but the supervisor has them in a notebook on his desk. They’re not finalized because some people may have vacation, or the production schedule may require overtime.”

“So, the supervisor is looking out four weeks into the future, using his discretionary judgment, making decisions about work assignments based on things like vacation and production schedules. Would you say the Time Span of Discretion is about four weeks?”

“Yes,” Corina began to nod. “It’s not just that the supervisor posts the schedule on Wednesday. To do an effective job, it’s the discretionary decisions being made four weeks out, in his notebook, looking ahead.” -TF

Herbie

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How do you incorporate discretionary behavior into a job description? Prescribed duties are easy, but what about the discretionary part?

When I was 17, I dropped out of high school and worked as a dishwasher at a restaurant. I quickly learned something about systems-thinking that stuck. In the middle of the work station sat a huge dishwashing machine. Temperature gauges, auto soap dispensing and a 90 second cycle timer. Whenever I placed a rack of dishes into the machine, there was a minimum 90 second cycle. No matter what I did, I could never go faster than the machine. The machine, in manufacturing terms, was my bottleneck. Herbie. My mantra was to keep Herbie working. Except for a few seconds each cycle, to move one tray out and a new tray in, my focus was to keep Herbie in cycle.

That 90 second period was my discretionary time. I could soak silverware, rack glasses, stack plates. It was my discretionary time that determined my throughput. If I kept trays in the queue, I was most effective. Whenever Herbie sat idle, I was losing ground. It is the discretionary behavior that determines effectiveness. How does a Manager capture that from team members? -TF

Discretionary Performance

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Question from the Ask Tom mailbag:

Question:

How do you incorporate discretionary responsibilities into the job description?

Response:

This discussion hinges on the difference between prescribed duties and discretionary duties.

Prescribed duties are easy. Those are the ones you are told explicitly to do.

But do we pay an executive, who writes a letter, for the mechanics of pushing a pen to make ink flow onto a piece of paper, or pressing keys to make letters appear on a screen? Or do we pay an executive for the discretionary thinking that goes into the message of the letter?

Do we pay a machine operator for the prescribed duties of moving a piece of metal into position and pressing a button to cut the metal? If that were the case, we would simply purchase robotics. Or rather, do we pay the machinist for the discretion of how raw materials are organized to enter the work area, the cleanliness of the scrap produced by the machine, the attention paid to the preventive maintenance to keep the machine operating?

Indeed, effectiveness in a position may have more to do with discretionary performance than prescribed performance.

So, how do we build discretionary performance into the expectations of the job? Can it be done through the job description document? Comments? -TF

Time Span of Discretion

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Greetings from Austin. It’s warmer here.
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“What should I expect from my accounting department?” asked Roland.

“I don’t know, what do you expect?”

“We have a job description for each position, but it’s just a list of things that have to get done,” Roland continued.

“Is it sufficient to clearly communicate what you expect?” I asked.

“I thought so, when we wrote them up, but now I don’t know. You have been talking about Time Span. How does that figure in to all this? How can it be helpful?”

“Okay, let’s look at your Accounts Payable position. When you look at the work that has to get done, does your job description accurately describe the tasks?”

Roland pondered for a minute, “Yeah, but even if my A/P person does all the things on the list, even gets them done before they are due, they could still be doing a lousy job.”

“Oh, really, how so?”

“The job description says that all the invoices have to be recorded into the computer system and coded to the various expense accounts. And check runs are supposed to be finished by 5:00p every Thursday. But the person could still be doing a lousy job.”

“Tell me more,” I continued.

“They could do all the prescribed duties okay, it’s the discretionary things, like looking to see if we could take a discount if we paid early, or making sure we don’t pay the same invoice twice in the same month. Stuff like that.”

“So, it’s the discretionary part that’s not made clear in the job description.”

Roland thought some more, “You’re right, the job is really bigger than what is reflected in the job description. How do you put that stuff in the job description?”

Post It Note Mentality

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We had an enthusiastic pile-on to yesterday’s question from the Ask Tom mailbag. It was kicked off by a response from Michelle Malay Carter. Michelle is one of the principles of a company called Peoplefit. You can read more from Michelle at Mission Minded Management. My thanks to all those who posted yesterday.
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So, I am in Cincinnati this morning. Cold up here for a Florida boy. Working with 50 managers from a company interested in the research of Elliott Jaques. I am often asked, “What is your workshop about?”

Elliott’s research spanned more than 50 years exploring the notion that each of us has an innate capability to handle varying degrees of complexity, in both our personal and business lives.

We, as Managers, have an intuitive sense about this capability, especially in others. Yet, we have no language to talk about it, nor a way to measure it.

  • Charlie has a post-it note mentality.
  • Sally just doesn’t get it.
  • Sam is in over his head.
  • George is in the weeds.

When I say these things, you know exactly what I mean. Yet these descriptions don’t help us pinpoint a person’s capability. Elliott’s research gives us that language and defines the scientific measuring stick. Tomorrow, I will talk more about its application in the workplace. -TF

Mr. Nice Guy

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From the Ask Tom mailbag:

Question:

This is about the production supervisor for our company. He is generally well regarded by most of his subordinates, as easygoing, who tries to help his employees in any way he can. If a worker needs a small loan until payday, he digs into his pocket. If an employee needs some time off for a personal problem, he takes up the slack himself, doesn’t dock the time off.

At the last performance appraisal, one of his workers had experienced a large number of personal problems during the year. In the appraisal, he decided to do as much as possible to help. Although an average worker, he rated him outstanding in virtually every category. Because the firm’s compensation system is heavily tied to performance appraisal, this created a merit increase of 10% in addition to COLA.

The employee has acknowledged that his performance was no better than average, but didn’t hesitate to tell his friends about his wonderful boss.

What difficulties do you think this has created for the company? Is there anything that should be done to diminish any negative impacts?

Response:

For, now, I will leave this to our readers. Please post any comments you have using the link below. To read posted comments, follow this link to the website that supports this blog. This should be interesting. -TF