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1、Increasing Your Operating MarginLifelong Learning 2007 Greg MarselloOperating Operating Margin.Margin.Operating Operating Margin.Margin.Operating Operating Margin.Margin.Ideal LERN Financial Format with Percentages$_100%$_10-15%$_45-50%$_60%$_40%$_35%$_5% Why Increase Operating Margin to 50%?Surplus
2、 must growReserves must growInvestments must growStaff intellectual capital must growSecurity/independence must grow50% Operating Margin LERN Financial Format$_100%$_10-20%$_30-40%$_50%$_50%$_30-40%$_10-20% Actions to TakeIncrease promotion costs. Be more targeted. Decrease production costs. Better
3、negotiating. Increase prices.Focus resources on winners. Cut the dogs.Require accountability. Staff training plans. Look at the numbers.Actions to TakeLet moneymakers make money. Telecommuting more important.Software must do more of the work. Web-based is best. Reduce meetings to 5% of time or less.
4、 Use virtual office.Dean/Director buffers staff from Central Administration. Focus on the job.Think in terms of business units. Centralize operations.Actions to TakeDiversify delivery method mix. F2F courses, online, conferences, seminars, contract training, consulting.Dean/Director must be out of d
5、ay-to-day and generating opportunities. 50%.Do not copy the competition. Beat the competition.Plan. Everything needs to know what they are doing.Pricing Is Critical1.Know your production costs2.Know your production percentage3.For open enrollment, know your average participants4.Do market pricingPri
6、cing ExampleStep 1. Production Costs = $400Step 2. Production Percentage = 40%Step 3. Required Income = $1,000 ($400/40%)NOTE: Contract sales skip next two steps.Step 4. Average Participants = 10Step 5. Formula Price = $100Step 6. Do Market Pricing/Finalize PriceOptions: Reduce Costs. Offer As Is. D
7、ont Offer.Moving Forward1.Major shift takes 3-5 years. Be realistic.2.Focus attention on pricing. Someone should be approving.3.Think diversification. Think investments.4.Use One-Year Market Plan. Also have a Three-Year Strategic/Vision Plan.5.Make 50% Operating Margin a Priority.Thank You!marsellolern.org
