咨詢?nèi)腴T系列（5）咨詢案例分析 a[1].t. kearney3

1、Firm:A.T.KearneyCaseNumber:Casesetup(factsofferedbyinterviewer):?YourclientisaU.S.basedoilrefinery?Therefineryhasasinglelocationisasmalltomediumsizedrefinery?Yourclientalthoughprofitablebelievesitislaggingbehindthecompet

2、itioncouldimprove?Youarebroughtinaspartofajointconsultantclientteamthatwillreviewoveralloperationsmakerecommendationsonwaystoimprovethebottomline?Youhavebeenassignedtowkwiththemaintenancedivision?Themaintenancedepartment

3、’sprimaryobjectiveistopreventequipmentfailuretorepairequipmentwhenitdoesfail?Understingofitsganizationisimptant.Itconsistsofthreeprimaryareas:nineassetsareasonecentralmaintenanceareaonegroupofcontracts.Thefirsttwoareasar

4、eemployeesoftheclientthethirdanexternalsourceoflab.?Anassetisaphysicalareaoftheplantthatcontainsvariouspiecesofequipment(pumpsheatexchangersetc.).Therearenineassets.EachassethasaMaintenanceSuperviswhoisresponsiblefallmai

5、ntenancetobeperfmedinhisherasset.WkingftheMaintenanceSupervisineachassetisonaverageeleven“craftsmen”.Thecraftsmenaretheactualwkersthatperfmthemaintenance.Thecraftsmenareunionizeddivideintotwelvedifferentcraftdesignations

6、(e.g.electricianspipefittersweldersetc.).Eachcraftdesignationhasadefinedsetofskillstheyarequalifiedtoperfm.Theyarenotallowedtoperfmskillsoutsideoftheirdefinedcrafthelpintheperfmanceofactivitiesinvolvingskillsbeyondtheirc

7、raft.Collectivelythetwelvedifferentcraftscanperfmanymaintenancejobthatmightariseattherefinery.Themaintenancesupervishisherassignedcraftsmenare“hardwired”totheirasset.Thatistheywkonlyonequipmentintheirgivenasset.?Centralm

8、aintenanceisacentralizedpoolofMaintenanceSupervissCraftsmenwhoaredispatchedtosupptthedifferentassetsduringtimesofhighwkload.TheyareemployeesofyourclientfitthedeioncontainedintheaboveAssetexplanation.Theonlydifferenceisth

9、attheymaywkinanyofthedifferentassetsasdeterminedbywkload.Thereareatotalof11MaintenanceSuperviss100CraftsmenthatcompriseCentralMaintenance?ContractsareagroupofoutsideSupervissCraftsmenwhosupptyourclientduringtimesofhighwk

10、load.Theyalsoarecapableofperfminganymaintenancejobthatmayarisebutdifferfromyourclient’sCraftsmeninthattheydividethecollectiveskillsrequiredintofivedesignationsratherthantwelve.Thusthecraftsmenofthecontractarecapableofper

11、fmingabroadersetofskills.Theylikeyourclient’scraftsmendon’tperfmskillsoutsideoftheirdefinedcraftbutdoallowdifferentcraftdesignationstohelpeachother.Thereareanaverageof7contractMaintenanceSuperviss140contractCraftsmenatth

12、erefineryonanygivenday.Question:?Whatopptunitiesexisttoincreaseprofits?Whatrecommendationscanyoumaketocapturesavingsrelatedtotheidentifiedopptunities?WhatarethecostsavingsassociatedwithyourrecommendationsSuggestedsolutio

13、ns:=$50000yearAnnualcostofcontractcraftsmen=$14MM140contractCraftsmen=$100000yearAgainthisdifferenceshouldprovokeaseriesofquestionstounderstthedifference.?IsthereanydifferenceinthewkperfmedbytheclientcontractcraftsmenNoo

14、therthanthedifferentlevelsofTurnaroundwkvs.Dailywkperfmedasnotedintheprevioustable.Bothgroupsarecapableofdoinganyjobwithroughlyequallevelsofquality.?IsthereanydifferenceinefficiencybetweenthetwogroupsofCraftsmenThecidate

15、wouldatthispointbeaskedhowtheywouldmeasurethis.Afterreachinganunderstingofthedifficultyinvolvedinmeasuringtheefficiencyofawkfce(especiallyaunionizedwkfce)thecidatewouldbetoldthatthroughaseriesofinterviewswithmaintenances

16、upervissthereisaconsensusthatcontractCraftsmenareroughlytwiceasproductiveasclientcraftsmen.Thisisacriticalpointinthecase.Thecidatemustrecognizethatinthepresentenvironmenttheclientislargelyindifferentaboutunitsoflab.Youca

17、nhaveaclientwkerwhoishalfasefficientacontractwkerwhoistwiceasexpensive.Thekeynowistodetermineiftherearewaystocreateanopptunitywheretheclientwouldnolongerbeindifferent.?Whatiscausingtheinefficienciesassociatedwiththeclien

18、t’slabAgainthecidatewouldbeencouragedtooffertheirownideas.AftersomediscussionthecidatewouldbetoldthatmanyoftheMaintenanceSupervisscomplainendlesslyaboutrestrictionsplacedonthembytheexistingunionlabcontractthetightnessofc

19、raftdesignations.Theinterviewerwouldprobetoensurethecidateunderstswhythepresentcraftdesignationcreatetheinefficiencies.Essentiallywkistoofinelydivided.Itmakesplanningsupervisionextremelycumbersome.Asanexampleifoneofsixcr

20、aftsrequiredtoperfmajobisabsentlatetheentirejobmustshutdownascraftdesignationsarenotallowedtosupptothercraftdesignations.?IsitpossibletochangetheexistingunioncontractThepresentlabcontractisathreeyearcontractthatisduetobe

21、renegotiatedrenewedinsixmonths.?WilltheunionresistchangestotheexistingcontractIndeed!!Atthispointthecidateshouldrecognizeamaj(albeightdifficult)opptunitytoreducelabcosts.Theclientwouldessentiallyliketohaveitsownemployees

22、lookfunctionlikeitscontractsbutcontinuetogetpaidatpresentrates.Inrealitymanagementwillneedtomakewageconcessionsindertochangepresentwkpractices.Howeverthroughplannednegotiationsascenariocanbecreatedwhichpresentsafavableop

23、ptunityfyourclienttobegintoreplaceoutsidecontractswithitsownCraftsmen.Thereareseveralwaystoaddressthethirdquestionofthecasetheactualsavingsthatmightbeachieved.Onequickmethodistoassumethatthesechangeswouldbringmaintenance

24、costsbackinlinewithindustryaverage.Utilizingthecostbenchmarkmentionedearlieronecouldassumecostscouldbereducedto$24MM1.20=$20MMa$4MMsavings.Asecondmedetailedmethodwouldbetotaketheextremescenariowheretheclient’sCraftsmenis

25、paiditspresentratebutismadeasefficientasthecontract’sCraftsmen.Inthiscaseyoubeginwiththepresentlevelof200clientcraftsmenwhoarefunctioningas100equivalentcontractCraftsmen(they’reonehalfasefficient).Byimprovingtheirefficie