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AIRLINE SERVICES - PA RETREAT - Coggle Diagram
AIRLINE SERVICES - PA RETREAT
CURRENT STATUS
YTD Performance
Company NOI trending to $1M (11%)
Net Income $513K
Projected Rev: $2M
Projected Expenses: $712K
Projected NOI - 28% Profit
ORD ALO
Accomplishments
Partially In-person
CIP Tracker Implementation
Finance Manager Hire
2022 Budget Approved ($1.3M +8%)
Goals
Increase Coordination
Airfield Project Coord. Hire
Define Roles & Responsibilities
Increase Communications
Reconfigure Office
Increase Client Support
MIA ALO
Accomplishments
AA and MDAD embrace ALO
Back to In-Person
Entering Year 3 of 5, with budget increased by CPI ($250K)
Goals
Capital Projects Team Addition
Redefine Roles & Responsibilities
Complete Office Build-Out
Hire Entry Level ALO-Type Support
Consider Local Presence
Incentive Compensation Program
Effective July 2022
Discretionary Bonus - Non-Mgmt
Bonuses
Merit Increases
Promotions
Incentive Compensation Plan
Formula-based on Performance, Business, and Contracted Staff
No Discretionary Components
TAKE-AWAYS / TO DO'S
A version of CIP Tracker Project Info on AAAC Site
Follow up on Incentive Compensation Program
Pat & Chris will package SWOT and send to group
2022 IT Feedback Early Next Week
2022 Marketing Materials for Budget Next Week
Expanding the Pipeline (and Add SAT and B6)
Competitor Analysis on Side
Ron Finance Biz Use Agreement Analysis
ASG Pitch Development for other PA's
Conference Attendance to Mike for 2022 Budget
Feedback on Retreat (Useful, Missing, etc.)
2022 BUDGET INPUT
IT
Replacement Laptops
Software? Other Needs
Conferences - T&D
Marketing Materials
General Non-Billable Travel
SWOT ANALYSIS
Strengths
Technical Capabilities
Proven ALO Reputation
Breadth of Aviation Project Expertise
National Airport Experience
Adaptable
Act as True Representative
Ray Donovan
Staff Cross-Functionality
External Relationships
Lease Negotiations
Strong Existing Client Base
Weaknesses
Limited Market Experience
Perception of Niche Services
Under-Utilizing Staff Strengths
Balance of Jr & Sr Roles/Responsibilities
Oversubscribed
Staff onboarding/training
ASG Silo / Corporate Culture
Lack of Project Visibility
Opportunities
Create a New Marketable Service
Blue Ocean ALO Concept
Budgeting for JD Office Interaction
Building a "conflict-free" elevator pitch
Differentiation from competition
Threats
Reliant on Core Assignments
Retention
Competition Growth
LESSONS LEARNED
2021 Proposals
DANTEC - Won late 2020
LAX ARL - Lost to L&B Team
UA Extension of Staff - Won
TBITEC Consortium - RFP Due 1/5
Challenges
Low Demand Staffing
No Empty Chair
Relationship Building
What are our best relationships?
AA and UA (CRE)
DL
NK (DANTec)
AvPorts (ASG)
What can we do to strengthen / leverage?
Getting the brand out
Workshops with CRE
How to build new ones?
2022 REV PLAN & PIPELINE
JD Corporate Growth Goal - Increase Rev by at least 10% Annually
Pipeline are the opps that can drive growth in rev
Pipeline can range from 2-4x's rev plan depending on PA & goals
All Sr. Staff in IC Program will have pipeline Targets for 2022
All PA staff contribute to pipeline
2022 Rev Plan: $2.2M | Additional Pipeline Requirement: $1.46M
Current 2022 Rev Plan only consists of Booked Work
Below the line opps exist but aren't needed to meet goal
Opp for entry level hire to fill in rev plan
AS PIPELINE
Currently ID'ed pursuits in pipeline totalling $2.5M
Target is a pipeline of 2-3 x's our revenue plan goal, reflecting our need to grow and realistic probability of hitting on pipeline projects
Current pipeline is about 33% below our goal.
Where do we need to take action on in this list and ask Darryl/Brad to focus on as well.
BIZ LONG TERM VISION
Growth target is minimum 10% growth in Rev YoY ($3M in 2025
Where will the growth come from?
FINANCE BIZ UNIT OPPS
Ron is performing analysis on Use Agreement opps; Not as many as anticipated
We need that pitch, market, and leverage relationships
We have the Finance Team and Resources to do something big
CONFERENCES
ACC/AAAE Airport Planning, Design & Construction Symposium (Nashville, TN, March 1-3)
AMAC Annual Business Diversity Conference (June 20-22 in Chicago)
AMAC JD Event for 20th Anniversary
A4A, AAAE, Phoenix