Performance Management: Finding the Missing Pieces (to Close the Intelligence Gap) / Edition 1

Hardcover (Print)
Used and New from Other Sellers
Used and New from Other Sellers
from $1.99
Usually ships in 1-2 business days
(Save 97%)
Other sellers (Hardcover)
  • All (18) from $1.99   
  • New (9) from $2.75   
  • Used (9) from $1.99   


Performance Management (PM) is the process of managing an organization’s strategy through a fully integrated system of business improvement methodologies supported by technology. PM encompasses the methodologies, metrics, processes, software tools, and systems that manage the performance of an organization. Written by a leading thinker and pioneer in cost and performance management, Performance Management shows corporations how to implement PM tools–or refine the ones they already have–to make better executive and operational decisions that will achieve greater results.

Describing the full vision of PM and how to reap the most benefits from it, Performance Management shows organizations how to use PM tools that have existed for decades or have become recently popular–such as balanced scorecards, Six Sigma, and activity-based management–to collect data, transform and model the data into information, and Web-report it to users. Author Gary Cokins exposes PM as not just an integrated set of improvement methodologies but also as a discipline intended to maintain a view of the larger picture and to understand how an organization works as a whole. PM can be successfully applied to managing any organization, including businesses, hospitals, universities, government agencies, military bodies, and every other entity that has employees and partners with a purpose.

In Performance Management, CEOs, CFOs, vice presidents, and managers discover:

  • How to refine aspects of existing PM systems to work in harmony with newer components and apply "what-if" scenario modeling to them
  • The explicit linkage between strategic, operational, and financial objectives, and how to communicate these linkages to managers and employee teams
  • How to measure the profitability of customers and apply this knowledge to marketing strategies and campaigns
  • How time, service level, cost, quality, and flexibility all interrelate with trade-offs
  • How to align employee behavior to strategic objectives and motivate employees to accept strategy as everyone’s job
  • How to test and validate the goals set by senior management

Performance Management shows senior managers how to use tools already in their grasp to navigate their organizations to the top of their game through better guidance, feedback, and decision-making.

Read More Show Less

Editorial Reviews

From the Publisher
"…a discipline intended to maintain a larger picture and to show how an organisation works as a whole." (Long Range Planning, 2005)
Read More Show Less

Product Details

  • ISBN-13: 9780471576907
  • Publisher: Wiley
  • Publication date: 3/15/2004
  • Series: Wiley and SAS Business Series, #1
  • Edition number: 1
  • Pages: 304
  • Product dimensions: 9.21 (w) x 6.14 (h) x 0.75 (d)

Meet the Author

GARY COKINS is a strategist for SAS, the world’s market leader in data management, business intelligence, and analytical software. He is an internationally recognizedexpert, speaker, and author on advanced cost management and performance improvement systems. Cokins has served on activity-based information committees with several organizations including: CAM-I, Institute of Management Accountants (IMA), American Production and Inventory Control Society (APICS), American Society for Quality (ASQ), Society of Manufacturing Engineers, American Institute of Certified Public Accountants (AICPA), Institute of Industrial Engineers, and Purchasing Management Association of Canada. He is the author of four previous books: An ABC Manager’s Primer, Activity-Based Cost Management: Making It Work, Activity-Based Cost Management: An Executive’s Guide (Wiley), and Activity-Based Cost Management in Government.

Read More Show Less

Table of Contents

About the Author.

About the Web Site.


1. Why the Need for Performance Management as a System?

PART ONE: Performance Management Process.

2. Integrating a Suite of Proven Methodologies.

3. Support from Fact-Based Data and Information Technology.

PART TWO: Strategy Maps and Balanced Scorecards: The Link between Strategy and Successful Execution by Operations.

4. Measurement Problems and Solutions.

5. Strategy Maps and Scorecards as a Solution.

6. Strategic Objectives’ Drive Gears: Cascading Measures.

7. A Recipe for Implementation.

8. The Human Side of Collaboration.

9. Fact-Based Management Accounting Data.

10. Scorecards and Strategy Maps: Enablers for Performance Management.

PART THREE: Leveraging Financial Analytical Facts and Truths.

11. If Activity-Based Management Is the Answer, What Is the Question?

12. Activity-Based Management Model Design and Principles: Key to Success.

13. Operational (Local) Activity-Based Management for Continuous Improvement.

14. Strategic Activity-Based Management for Customer and Channel Profitability Analysis.

15. Predictive Costing, Predictive Accounting, and Budgeting.

16. Activity-Based Management Supports Performance Management.

PART FOUR: Integrating Performance Management with Core Solutions.

17. Customer Intelligence and Customer Relationship Management.

18. Supplier Intelligence: Managing Economic Profit across the Value Chain.

19. Process Intelligence with Six Sigma Quality and Lean Thinking.

20. Shareholder Intelligence: Return on Whose Investment?

21. Employee Intelligence: Human Capital Management.

PART FIVE: Performance Management, Business Intelligence, and Technology.

22. Data Management and Mining with Performance Management.

23. Final Thoughts: Linking Customers to Shareholders.


Read More Show Less

Customer Reviews

Be the first to write a review
( 0 )
Rating Distribution

5 Star


4 Star


3 Star


2 Star


1 Star


Your Rating:

Your Name: Create a Pen Name or

Barnes & Review Rules

Our reader reviews allow you to share your comments on titles you liked, or didn't, with others. By submitting an online review, you are representing to Barnes & that all information contained in your review is original and accurate in all respects, and that the submission of such content by you and the posting of such content by Barnes & does not and will not violate the rights of any third party. Please follow the rules below to help ensure that your review can be posted.

Reviews by Our Customers Under the Age of 13

We highly value and respect everyone's opinion concerning the titles we offer. However, we cannot allow persons under the age of 13 to have accounts at or to post customer reviews. Please see our Terms of Use for more details.

What to exclude from your review:

Please do not write about reviews, commentary, or information posted on the product page. If you see any errors in the information on the product page, please send us an email.

Reviews should not contain any of the following:

  • - HTML tags, profanity, obscenities, vulgarities, or comments that defame anyone
  • - Time-sensitive information such as tour dates, signings, lectures, etc.
  • - Single-word reviews. Other people will read your review to discover why you liked or didn't like the title. Be descriptive.
  • - Comments focusing on the author or that may ruin the ending for others
  • - Phone numbers, addresses, URLs
  • - Pricing and availability information or alternative ordering information
  • - Advertisements or commercial solicitation


  • - By submitting a review, you grant to Barnes & and its sublicensees the royalty-free, perpetual, irrevocable right and license to use the review in accordance with the Barnes & Terms of Use.
  • - Barnes & reserves the right not to post any review -- particularly those that do not follow the terms and conditions of these Rules. Barnes & also reserves the right to remove any review at any time without notice.
  • - See Terms of Use for other conditions and disclaimers.
Search for Products You'd Like to Recommend

Recommend other products that relate to your review. Just search for them below and share!

Create a Pen Name

Your Pen Name is your unique identity on It will appear on the reviews you write and other website activities. Your Pen Name cannot be edited, changed or deleted once submitted.

Your Pen Name can be any combination of alphanumeric characters (plus - and _), and must be at least two characters long.

Continue Anonymously

    If you find inappropriate content, please report it to Barnes & Noble
    Why is this product inappropriate?
    Comments (optional)