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Knowing When to Cross Train

July 22nd, 2010 by Brad

Setpoint is a small business that is agile and can adjust as quickly as the management team can move. There are not committees, boards, and endless studies that have to be approved before decisions can be made. Layers of management don’t exist in our company and overlapping job functions don’t happen very often. Everyone wears multiple hats, but in most job functions, we are only one layer deep. If that person is out of the office that job doesn’t get done.

In most cases this is ok, because it is only for a day or two. But what happens when it is a longer period that the person is unable to be at work. If it is a critical function, it can be disastrous; business can grind to a halt very quickly.

At Setpoint we decided to implement a very simple form of cross training to account for those events. We asked ourselves this question – If the person that is responsible that job were gone for two weeks, what impact would this have on the company? We then grouped those job functions or key processes into one of three buckets:

  • We would be OK
  • We would be OK as long as nothing broke
  • We have to have that job done virtually every day

We would be OK

In this category go jobs or functions that are important to the company, don’t necessarily have critical things that need to be done on a daily basis. One job that we put in this category is the management of our website. If we had to leave it alone for a couple of weeks, we would be ok.

We would be OK - as long as nothing breaks

Identify ones that if nothing breaks, life in the company can go on, but if something goes wrong – it has to be fixed. All IT functions are group in this category. If nothing breaks, the company is fine. If something does go wrong it needs to be fixed quickly.

We have to have the job done virtually every day

Jobs that we grouped under this category are:

  • Payroll
  • Invoicing
  • Procurement
  • Accounts Payable

For the first category we have done nothing to prepare, for the second one, we are working on it and haven’t quite figured out what to do, the last category we have implemented a cross training program. We started by identifying an alternate that would learn the job and be able to do it if the primary person was not here. How much training needs to happen? Setpoints view is, who ever the alternate is, has to practice enough that they can take over the job function if needed. That doesn’t mean that they know all the esoteric details of what can happen, but generally they can handle what needs to be done.

One example, we are an open books company which means that every Monday at 1:00 PM we gather together in what we call the “huddle” and review the key numbers on a big white board. Kara is our alternate for this and once a quarter she figures out the numbers and then puts them up on the white board. If there are intricate details that need to be adjusted for that week, she doesn’t do that, but she is confident enough through practice that she can deal with 95% of what it takes do the white board for our huddle. This has come in handy more than once when the primary person is out for the day.

Planning for these events in this way makes it easier for management to sleep at night.

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Setpoint’s Project Management Method Part 2

July 15th, 2010 by ksmith

In part 2 of our project management series, Joe Knight our CFO talks about why traditional project management doesn’t work.  Traditional project management uses accounting that measures revenue earned by the percent complete based on costs.  We believe this idea is flawed and Joe explains why.  Setpoint measures progress on a project by labor only, or by earned value rather than on a percent complete of materials spent.  Stay tuned for part 3…

Catch up on Project Management Part 1

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Has Computer Aided Design (CAD) improved our lives?

July 8th, 2010 by Setpoint

We all remember how CAD would save the world and make our engineering lives more productive, error proof, and repeatable. Well the jury is in and it’s far from the end all be all.

CAD software is just one of many tools that we engineers use.  It has its value but I have found that it’s not for everything and in many cases it can hinder getting the work done.  It does not take the place of a thinking brain and sometimes it will lengthen the time line on certain projects.  When using CAD people will sometimes go into a black hole and design something that may be a bad idea to begin with, and instead of being trashed right then and work on the next iteration, there is now a beautifully articulated drawing complete in every way that is discarded and worthless. Sometimes something is designed in CAD that just needed a rough sketch.  In the past we could take paper and hand sketches over to a machine shop and work with them and get the parts more quickly than the time it takes to get a 3D model.

At one point one of our customers forced us to switch from one CAD software program to another product.  It cost us $60,000 in hardware just to make the change and we experienced a drop in performance since the engineers had to learn a new program.  The first year we looked at the mechanical engineering cogs for weldments, tools, machined parts, and sheet metal material, looked at the design and engineering hours and normalized the cost of living, cpi, and for everything we’ve bought since the conversion.  The ratio was dead steady and then there was a decline in productivity with a hard cost of $300,000 and a soft cost for training and learning of another $300,000.  Upgrading and going to new systems all the time is a complete waste of money.  If you think you’re going to be more efficient, you’re not.  The feature set increases faster than you can learn to use them and implement them.

Another time when using CAD software is inefficient is concepting.  This is the initial phase of design and it doesn’t replace a good artist or hand sketcher and a competent engineer. In concepting scale reviews aren’t important.  For example designing a car in CAD isn’t as good as building a model on the floor where several people can walk around it and look at it.  Way too many people have only one tool in their toolbox, CAD.  It replaces thinking for action and they can struggle all day drawing some image rather than going and getting a piece of wood and testing it.

What has your experience been?  Has CAD software improved your workplace?

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Setpoint’s Project Management Method Part 1

June 30th, 2010 by ksmith

How do you manage projects?  The Setpoint way of project management is different from that of most companies.  We are a project based company and the standard accounting methods of tracking projects does not work for us.  We have seen many competitors go out of business, not because they don’t have good engineers and can make the machines work, but because they are not able to do it profitably.  In the first of five video clips, Joe Knight our CFO will talk about how Setpoint manages projects and what makes our way different from other methods.

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Revenue Recognition in Managing Projects

June 22nd, 2010 by JoeK

One of the issues that the founders of Setpoint, Joe Cornwell and Joe VanDenBerghe realized early on was that they did not like the way the accountants did project based accounting. At the crux of the problem was the cost versus budget approach to revenue recognition. Under GAAP (Generally Accepted Accounting Principles) the rule for project revenue recognition was percent of cost complete. For example, if one spent $1,000,000 on a project and the total project cost budget/estimate to complete was $5,000,000 then the project would be considered 20% complete for revenue recognition purposes. So to complete this example if the project revenue was $7,000,000 then 20% of revenue would be $1,400,000. So the period profit and loss statement for that project would look as follows:

Revenue    $1,400,000
Expenses   $1,000,000
Profit         $  400,000

The Joes questioned the validity of that profit. They debated with their accountant. They struggled with the concept. Their issue was with the way their automation equipment business operated. A large machine can take 6-9 months to complete. A lot of the work is at the end of the project when the machine is starting up and being debugged. The problem with the GAAP accounting method is that the profit is recognized before the real tough work is completed. As an example say Setpoint builds a $3,000,000 machine that will take about 9 months to complete. In the first 3 months the machine’s materials are received and design is complete. Let’s say that material costs on the machine are $1,500,000 and the design cost another $100,000 in labor. So by the GAAP accounting method the machine is $1,600,000/$3,000,000 or 53% complete. Therefore, 53% of the projected profit can be recognized in the first 3 months. One the other hand, a small fraction of the total labor to complete the job has been incurred at that point.

Let’s assume that Setpoint estimates that the total labor costs will be $1,000,000. So by labor measures Setpoint has spent 10% of its labor budget or $100,000/$1,000,000. Yet the accountant will say that the machine is 53% complete. This discrepancy can create a false sense of safety early on in a project when little work is done. Furthermore, if there was large labor overruns later in the project during the startup/debug process those past profits could be overstated.

Because of this issue Setpoint decided to measure revenue in a different way. At Setpoint, we measure percent complete by labor only. We evaluate how much labor was spent on a project every week and then we estimate labor required to complete the work and use labor only to recognize percent complete for revenue recognition.

Setpoint uses two methods for estimating labor. First, for smaller projects we look at labor by discipline and estimate how much will be needed to complete the project relative to what has been spent. For our larger projects we look at these numbers based on schedule based earned value tools. We update these projects on a weekly basis so our project engineers can stay close to the performance of our projects and to make it possible to communicate our profitability to the entire company on a weekly basis. We will talk more on project tracking and earned value in a later blog.

We also have a white paper that talks more about our project management techniques, feel free to download it.

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Anticipating Cash Flow on a Large Contract

June 17th, 2010 by Machel

Does your company play offense or defense, when managing cash?  Cash flow management is always best when played offensively, rather than defensively.  If there is a project on the horizon that is larger than normal and will stretch a credit line, calling vendors ahead of time to request credit limit increases or terms extensions is vital.

Over the last eighteen years, Setpoint has developed a great working relationship with their vendors.  This has paid off more than once.  Because we pay our bills consistently on time and/or take discounts, we have been told by most of our vendors that we are one of their preferred customers. If you have not been paying your bills on time, or you consistently drag them out – quit reading right now, you won’t have a chance. Occasionally when we have needed a little flexibility in our payment terms they take our calls and work hard to get us the help we need.  When we go to the vendors with a request, without a doubt every one of them have said “Yes”.  Sometimes vendors can’t provide the terms we requested, but they come back with something that we both can work with to help us during our crunch time. This can only be done if you are playing offense and know well in advance that you need the help. Calling when you are already 60 days overdue on your bills will not get you very far in negotiations.

These calls can be a difficult thing to make.  Here is where the old adage applies, “if you don’t ask, you don’t get”.  There are a few questions that need to be asked before calling on the aid of the vendors.  For instance:

  • Do we pay our bills on-time?
  • Do we award PO’s to the lowest bid?  Or do we use a variety of matrices for awarding PO’s?
  • Do we have someone who can communicate well with our vendor’s credit department?
  • Can we articulate the reasons for the extension?
  • Are we willing to pay a finance charge to vendors, if needed?
  • Do we ask the same thing from all vendors?

If you can answer positively to these bullets, you are prepared to go to the next step.  Some other questions you should consider are:

  • Is it a temporary or permanent change?
  • How often do we ask them for changes in terms?
  • Can we afford to order from vendors who can’t or won’t extend terms?

Who do you call?  No, not Ghostbusters.  Who makes the calls?  It is good to have both the purchasing and the finance department make the calls.  Purchasing can start the dialogue with the sales department, while the finance department can contact the vendor credit department.  Generally, the credit department will request information from their sales force to check on the customer’s stability and contract viability.

Any coach will tell you that their offensive team is the most important part of the team.  In business this means that understanding your cash flow needs well in advance – will keep you out of trouble. Ask yourself this, are you ready to play offense?

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Continually Implementing the 5 S System

June 3rd, 2010 by ksmith

After working for Setpoint for almost 4 years now I have come to expect the continual 5 S clean up around the office and the shop floor.  This year I was tasked with cleaning up our internal Company Intranet site and no sooner had I started that when I was tasked with going through the 5 S’s of sort, straighten, shine, standardize and sustain of our website.  After we found so much unneeded stuff on our Intranet we wanted to make sure our website wasn’t filled with a bunch of old or outdated information.

Sorting though and looking at what you have on a website seems to take a while because not only are you cataloging what is there, you’re making decisions on its importance.  Working at a custom automation company there have been many projects that we have done over the years, and from a marketing standpoint I wanted to emphasize all the capabilities that we possess.  However, from a company standpoint I had to consider which capability was a critical core competence that we wanted our potential customers to understand vs. a capability that is more of a commodity that most automation companies possess.

Straightening up the site required that I carefully go though the website and make sure everything had a consistent look, feel, and were in the same places.  For instance the lead generation form was important.  I know that I don’t like it when I go to websites and struggle to find the lead generation form or even to find my way back to where I came from so in straightening the information I have tried to make sure everything is set up the same.  I also felt that it makes it easier to go to various web pages if there is some similarity in where to go to find certain things.  For instance, under the about section there better be information about the company like their history, management, and press releases.  That’s what I have come to expect on other sites so I made sure it was the same for mine.

Shine is a little different on a website since you don’t have floors to sweep and polish, but it is no less important.  In shining the site I looked at the feeling or look of each page.  Does it have a clean look to it?  Is it really crowded or is it empty?  Shining for the website became the overall look and feel.  It’s hard to find your way around a site that is crowded and has a lot of extra stuff shoved into every corner.

Standardize came easily after sorting and straightening.  Once the importance of items had been established, the standardization of placing the content onto the website in a consistent way leads to a standard look and feel on each page.  Because each item had been sorted and straightened and the website “shined” the standardization fell easily into place.

Now comes the time of sustaining the changes made as well as sustaining the standardized process of placing new items onto the website.  It would be all too easy to just say whew we made it through that, but that’s not what the Toyota Production System (TPS) is all about.  TPS is all about continual change, making changes all the time to add value, continue to learn, grow and get better at what you’re doing.  That’s why continually running through the 5 S’s of sort, straighten, shine, standardize & sustain is so important.  Each time you go through the steps there will be new items to look at and work on.

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Lean Automation Equipment from Concept to Machine

May 13th, 2010 by ksmith

Being in marketing has its advantages.  I get to watch our engineers work on complex projects every day and since I am the one that puts movies together, I decided it would be cool to watch them go from a clean sheet design through to the machine being assembled by the shop.  When the engineers started working on a concept for a new machine I took pictures every day of the white boards where they were sketching out their designs.  They start here so that they don’t have to keep going back and changing a model in SolidWorks.  Then when they did start to design on the computer, I had the lead designer take a picture every day of the machine.

It was really cool to see the design changes that resulted in a much more compact design than the original idea that they started out with.  After the machine was fully designed I hooked up a camera to take pictures at intervals throughout the day to watch our assembly crew put each component onto the table and see the machine come to life.

This clip takes a machine from concepts on a white board through design and build of a machine.   I hope you enjoy it.

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Picking a SEO Company or any Vendor

April 29th, 2010 by ksmith

Over the last 3 years I have been learning about what SEO is and how it works.  So what is it?  Search Engine Optimization, it’s how websites get found by the search engines, Google being the most popular search engine.  Over the last few years we’ve used a few different companies but felt that our site was stagnant and we were ready for it to move forward again so I started to look around and find a new SEO company to help. 

I started searching a few months ago and was disappointed by some of the companies that I found.  As I searched for companies I looked through their websites; after all I wanted my website to be better so they had to have a great website.  Some sites didn’t even answer basic questions as to the services they offered or what those services entail.

Some companies I contacted had a good website but on review of their proposal I realized that they were using old outdated information for the services they were providing.  Coming from a company who goes out and searches for the newest technologies to integrate into an automated solution it was frustrating to see companies trying to push services that were considered outdated when I started learning about SEO three years ago.

The most frustrating was when I contacted a company to find out more about their services only to not have someone contact me back.  There was one company that I thought would be a good match and I submitted a request twice, the second time I heard back saying the regular contact was out of town and that they would assign someone else to contact me, only they never did.

After reviewing the proposals I realized that some companies were very upfront with what their strategies were while some were vague.  Those that were upfront seemed to be more trustworthy because they weren’t trying to hide what it is they were planning on doing.  At what point would the more vague companies let me see what they were offering to do for me?

In searching for a SEO company I found ways to improve my website and our company.  Do people come to my website looking for what we offer and leave feeling like I didn’t answer their questions?  Does my company or my website use old outdated information or equipment?  Do we follow up on the leads that come into our site?  Are we giving them the run-around?  Are our proposals lacking in the explanation of what services we are offering?

Bottom line is there are no silver bullets in finding an SEO Company. My feeling is that you must decide what direction or help your website needs and then go out and find that specific SEO Company that can help you. I have yet to find the SEO Company that can do it all.

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5 S Lean Intranet Cleanup

April 15th, 2010 by ksmith

As a follow up to our 5 S Lean of the Intranet following the Toyota Production System’s lean philosophy, I finished cleaning up and redesigning our Intranet here at Setpoint.  We replaced the old Intranet with the new design a few weeks ago and so far it’s running smoothly.  After sorting through the more than 500 items we ended up with only 75 that we actually needed to keep.  Of those 30 are sales training audio files.  We found that in all there were 10 documents that were used the most and decided that we wanted to group them all together.

Figuring out the right headings took a few iterations.  For those 10 documents we started with Commonly Used but then when testing it no one thought it was a link to the documents they wanted, they thought it was some type of header above the other categories.  So I changed it to Frequently Used and still it was seen as a header when I presented it to everyone.  During that meeting they said why don’t you call it Stuff You Actually Care About, so we did.  Now all documents are only 2 clicks away, a far cry from the previous version.

Now comes the sustaining.  Every time we add a document we are going to verify if we really need it on the Intranet or if another location is the right place for it.

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