Why Incentivizing People with a Revenue Goal is Like Rolling the Dice
As a business consultant, I’ve seen my fair share of companies attempt to use metrics
In his seminal work The Goal, Eliyahu Goldratt introduced the Theory of Constraints (TOC), revolutionizing how businesses approach production flow and operational efficiency. A key principle of TOC is understanding that bottlenecks—or constraints—limit the flow of work, whether in manufacturing or information processes. One of the most overlooked culprits of chaos in these systems is piles of Work in Progress (WIP).
WIP might seem like a measure of productivity. After all, producing something feels better than producing nothing, right? Unfortunately, that “busy” feeling can be misleading. In reality, excess WIP creates inefficiencies, escalates costs, and fuels chaos. Let’s unpack why.
Here’s why piles of WIP create problems:
In both manufacturing and service industries, WIP refers to partially completed goods or tasks awaiting the next step in the process. While it’s tempting to think more WIP means more progress, Goldratt’s TOC explains that WIP is often a symptom of deeper issues—primarily, a misaligned flow between process steps.
1. Increased Handling and Rework
When WIP piles up, workers or systems often touch the same materials or information multiple times before completion. Whether it’s parts being moved, resorted, or reprioritized in production, or information being revisited and updated in job scheduling, this redundant handling wastes valuable time and energy.
2. Bottlenecks Become Worse
Bottlenecks represent the slowest point in your process. Excess WIP in front of a bottleneck exacerbates delays because the constraint can’t process items faster than its capacity. Instead of smoothing the flow, the system becomes gridlocked, creating even longer lead times and missed deadlines.
3. Hidden Problems Stay Hidden
Goldratt emphasized that when WIP piles up, it masks the true problems in a process. Issues like inefficiencies in upstream or downstream tasks, poor scheduling, or capacity imbalances remain hidden.
Without addressing these root causes, teams focus on managing WIP rather than fixing the system.
4. The Cost of Chaos
WIP carries significant costs, including material holding costs, increased labor for management, and reduced throughput. In information processes, such as scheduling or job orders, it leads to confusion, errors, and miscommunication. The end result? Higher expenses and frustrated teams.
Understanding Effective Flow: The TOC Perspective
According to Goldratt, the key to operational efficiency is focusing on flow, not capacity utilization. The goal isn’t to keep every machine or person busy at all times but to ensure the smooth and uninterrupted movement of work through the system.
To achieve this, organizations must:
Imagine a manufacturing plant where parts are produced faster than the assembly line can handle. Operators, trying to stay “productive,” continue producing parts, which accumulate in front of the assembly area. Workers spend hours moving, counting, and organizing these parts. The assembly team, meanwhile, struggles to keep up, causing delays in shipping finished products.
Now consider a service environment: a scheduler processes job orders as quickly as possible, creating a pile of tasks for the operations team. The operations team, overwhelmed, must constantly reprioritize, leading to missed deadlines and frustration.
In both cases, excess WIP creates chaos. Workers are busy but not productive, costs rise, and throughput suffers.
Breaking the Cycle of Chaos
Jocelyn Wallace is a Fractional COO for hire, and founder of Profit Plus Business Advisors, an advisory firm that helps business owners maximize profitability and valuation.
If you are ready for a financial and operational health assessment for your business, please set up a call to learn more.
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