David Miller, President, Director and founder of Citation Jet Pilots, and Lannie O’Bannion, Vice President of Sales at Textron, discussed what it takes to drive consistent business growth during a Thought Leadership Spotlight Presented by Textron Aviation at the 2015 Chief Financial Officer Leadership Forum in Dallas on Sept. 17. During the presentation, Miller pointed out that an “airplane” model can help a business evaluate its productivity.
According to Miller, CFOs are challenged to help CEOs make good decisions. However, CFOs must understand that trade-offs must be made to ensure a business can succeed, Miller said: “Every airplane is a compromise. It does some things well and other things not so well. Finding the exact right size airplane for your operation and where you’re going is a critical factor.”
Finding the right advisor can have far-flung effects on a business, Miller said. A trusted advisor can help a company become more productive, Miller noted, because he or she will share the same goals as the business itself. In addition, this advisor helps a business ride the “airplane” and bolster its chances for ongoing success, Miller said: “The airplane is a productivity tool. It’s more than just getting from point A to point B. If you can get the customer on the airplane and have meetings on the airplane, it’s an unusual setting. Everybody goes to a conference room, but not everybody gets to go to the back of a corporate jet. You can entice your prospect using that method.”