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Breakout Session # 907 Mark W. Phillips, Ph.D. The University of Texas at San Antonio

Obtaining Worth Performance. Breakout Session # 907 Mark W. Phillips, Ph.D. The University of Texas at San Antonio Date Tuesday, April 27, 2004 Time 2:45pm- 3:45pm EST. Training. Captain, we have a problem!. Customer senses something’s wrong. Solution: We need training!!!

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Breakout Session # 907 Mark W. Phillips, Ph.D. The University of Texas at San Antonio

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  1. NCMA World Congress 2004 “Maximizing Value to Stakeholders…Contract Management in the Business World”

  2. Obtaining Worth Performance Breakout Session #907 Mark W. Phillips, Ph.D. The University of Texas at San Antonio Date Tuesday, April 27, 2004 Time 2:45pm- 3:45pm EST NCMA World Congress 2004 “Maximizing Value to Stakeholders…Contract Management in the Business World”

  3. Training Captain, we have a problem! • Customer senses something’s wrong. • Solution: We need training!!! • Not always the “impact” needed. NCMA World Congress 2004 “Maximizing Value to Stakeholders…Contract Management in the Business World”

  4. Consequences & Incentives Tools & Resources Expectations & Feedback Environment Company/Unit Performance NCMA World Congress 2004 “Maximizing Value to Stakeholders…Contract Management in the Business World”

  5. Consequences & Incentives Tools & Resources Expectations & Feedback Motives & Preferences Selection & Assignment Skills & Knowledge Environment Company/Unit Performance Employee NCMA World Congress 2004 “Maximizing Value to Stakeholders…Contract Management in the Business World”

  6. Worthy Performance W = A = A B P + B Accomplishment = Accomplishment Cost of Behavior Performer’s Repertory of Behavior and Environmental Factors NCMA World Congress 2004 “Maximizing Value to Stakeholders…Contract Management in the Business World”

  7. Costs of Behavior B= P + E Costs of Behavior equal the costs of the person and his/her skills and the working environment NCMA World Congress 2004 “Maximizing Value to Stakeholders…Contract Management in the Business World”

  8. (Process, Tools, Procedure) (Incentives and Consequences) (Expectation and Feedback) (Skills and Knowledge) (Capability and Capacity) (Motives) NCMA World Congress 2004 “Maximizing Value to Stakeholders…Contract Management in the Business World”

  9. The Tabasco Story • Workers production down. • Management’s call, “we need training.” • Workers were paid by hour with no minimum quota • No one knew how they compared NCMA World Congress 2004 “Maximizing Value to Stakeholders…Contract Management in the Business World”

  10. (Process, Tools, Procedure) (Incentives and Consequences) (Expectation and Feedback) (Skills and Knowledge) (Capability and Capacity) (Motives) NCMA World Congress 2004 “Maximizing Value to Stakeholders…Contract Management in the Business World”

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