Win Plans

18-Feb-2021

By: James Callahan

Winning is seldom achieved without hard work and planning. Each service line in project services met last August to formulate how they would win in 2021. These Win Plans were informed by a service line SWOT analysis, competitor analysis, an analysis to determine what is and is not in our “wheelhouse,” and by answering the question, “What are we going to do to win?” Each Win Plan generated a list of action items for each operations manager to own the completion. These were developed with sales and some administrative group representatives and are reviewed every two months with the appropriate general manager and vice president.

These Win Plans are the cornerstone of our “Small Ball” initiative, whereby we deliberately and methodically grow revenues and profits by aggressively pursuing the right opportunities. These opportunities allow us to grow every service line’s base business while producing acceptable risk-adjusted returns.

The right opportunities mean the right customer, in the right geographic area, with the right team available to execute the work. We embraced this philosophy a couple of years ago, and it continues to pay dividends. We want to grow the base business of every service line, and we understand that even “small” wins can add up to a dominating strategy.

The hard work and planning associated with “Small Ball” is paying off as the project services group, along with 10 of 11 individual service lines, have grown their revenues quarter over quarter as of December.

“Small Ball” is not the only way that we are looking to grow our market share and dominate the market. We are simultaneously playing “Gorilla Ball.” In this initiative, we seek to ensure that we put the proper amount of emphasis and planning into winning opportunities that would have a major financial impact on the company or wins that are transformative to a service line. We are currently working on several of these “Gorilla Ball” opportunities that will come our way over the next couple of years, and we intend to report out on our success as we progress through 2021.

If you have not picked up on the “Small Ball” and “Gorilla ball” baseball analogies, no worries. Just note that both approaches can be successful strategies for a winning team, and we are implementing both strategies as we strive to dominate in project services.

 

James Callahan

As vice president of project services, James provides strategic oversight and management of the company’s project management services line. He is responsible for successful operations of projects worldwide, providing integrated total project support for customers’ onshore and offshore activity. James is a graduate of Nicholls State University and holds a Masters of Business Administration and B.S. in Computer Science. He joined Danos in 2013.


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