The Guardian from London, Greater London, England • 19

19 THE GUARDIAN Thursday November 27 1969 SMTUA TTIKIDNS PEOPLE AT WORK by RUTH WEISS CREATIVE SERVICE Jayprint TEXTILE TECHNOLOGY with a marketing dimension about 2,500 LEICESTER LONDON MANCHESTER "WHAT BUSINESS NEEDS Is a principle of management that will give scope to individual strength and responsibility and at the same time give common direction of vision and effort, establish teamwork, and harmonise the goals of the individual with the company's common weal and the only principle that can do this is Management by Objectives." Peter Drucker What is MbO? (BBUDEO The vigorous development of Co-operative retail trade through disciplined marketing of both own label and nationally branded products is demanding a complete rethink of the quality, style and range of our women's wear, children's wear and household textiles. The new strategy Is already having an impact on turnover and profitability. The Technical Services Manager In this new role will be directly accountable for the planning, implementation ana review of quality control and testing activity based on objective specifications which he will assist in determining. Involvement In new product development will follow. We seek a qualified textile chemist with depth experience of product construction and finishing, who has already been exposed to a marketing environment.

Technical soundness is not In Itself sufficient The blend of tenacity, diplomacy and creative ability is vital In establishing consistent and acceptable standards. Write, quoting reference C.18S, to B. E. Mitson, Management Recruitment Officer, The Jayprint Group which Incorporates three production plants and a design studio wishes to appoint a trainee creative print salesman based in Manchester. We require A MAN IN THE 23-30 AGE GROUP who Is already a proven salesman In consumer selling.

We offer a challenging career in an organisation with tremendous growth potential. Previous print experience is not necessary as training will be given. Company car provided. Commencing Salary up to 1,250 PA. Applications In writing tor-Mr.

T. A. Fox M. Inst. M.

Sales Manager, Jayprint (Manchester) 847, Ashton Old Road, Manchester. Mil 2HA. CO-OPERATIVE WHOLESALE SOCIETY NEW CENTURY HOUSE CORPORATION ST MANCHESTER M60 4ES that good managers have always set themselves standards and objectives and worked towards them. MbO is nevertheless the aware, disciplined approach, the clinical appraisal of the company in the round. Most important of all it calls for complete agreement with and understanding by the managers individually as a team.

MbO's key word is consultation. Little can be achieved by orders from the top. All can be done by fully involving the people who have to bring about change. MbO therefore reforms autocratic managerial attitudes. Its success depends on co-operation, enthusiasm, and awareness of short and long term needs.

This in turn provides the stimulation for job satisfaction, personality growth, and the satisfaction behaviourists write about. MbO must curb dictatorial methods and parochial pride in the growth of one department at the expense of others. It must bring about participation, without which no winds of change can sweep through any company corridor. Theory and practice This understanding of human aspirations is one of Mr Humble's achievements. He has in effect married two concepts, that of the management "guru," Peter Drucker, and that of Douglas McGregor's philosophy of commitment and motive.

As a practitioner, providing practical frameworks for theories, he has achieved a marketable product. This combines quantitative techniques for measuring unemotional objectives and reconciled them with the emotive problems of man. No one company is the same as the next, in size or structure. Even within the same industry different MbO packages can be worked out after lengthy appraisal by the men with the advice of the expert, but never solely by the expert. The main demands made by a manager are agreement by his bosses with what he is doing and the way he is doing it, the understanding that he is allowed to get on with it to show what he can do, but that he must be told how he is doing and given a chance to learn more.

Only in the final instance does he want to make sure he it paid properly. In practice, MbO Includes constant review, constant balancing to achieve the required result. MbO brings out the strengths and the weaknesses," says Mr Humble, who considers it performs various functions. First, that of a diagnostic tool, to establish what is right and what is wrong. Secondly, as the framework on which to construct, reform, and plan with full control for the future.

There is no shortage of case studies. At a recent BIM seminar, Mr J. J. O'Hea. joint managing director of Colt Heating and Ventilation, analysed the benefits from one year's MhO.

Among these was a change of management thinking, that is, accepting the need to measure, with managers now thinking in terms of objectives not duties. It was found that on average, there were 20 suggestions for each improvement on each management job description. Many of these referred to savings and of a total of 120,000 at least 60,000 was entirely attributable to the MbO basis." The Civil Service too has saved money by MbO. Fulton referred to the need to introduce MbO to effect reform. In some areas of the Services, MbO was already in operation.

The introduction of the method into the Royal Naval Supply and Transport Service of the Ministry of Defence has resulted in savings and increased efficiency. A true crusader. Mr Humble sees no limitations for his methods. The emerging nations, with their management gap as well as other resources gaps, can benefit from short-term MbO management development It has been done in India where, since 1965, 20 Indian consultants of exceptionally high calibre" have been trained. Developing countries' problems are an involved subject, but companies that operate in them must accept the different values and attitudes of the local population.

An MbO plan could doubtlessly be evolved to bring out the best in men for their own good, and that of their countries. MANAGEMENT by Objectives means the evolving of a master plan, an overall company strategy, in terms of which all other facets of planning and personal aspirations must be established. The method of defining these overall objectives and working within a definite framework and amending it, as It shows signs of stress, is particularly British. It can be claimed that Britain is ahead of other countries in this management skl. Two men are responsible for this, John Humble and Denis Eyan.

Mr Humble, the apostle of MbO who has written standard works on the subject (one is translated into nine languages) is a director of Urwick, Orr and Partners. Mr Eyan. jid of studies at the British Institute of Management helped to put MbO on the map by providing BIM platforms for regular seminars. Mr Eyan is involved in a coming MbO venture, the first long-term residential course to train MbO staff advisers. The five-week course, to be launched in January, will help companies which cannot afford an outside consultant at anything up to 75 a day.

The course costs some 500, but sounds worth it compared with consultants' fees. From a national point of 'view, the more MbO practitioners there are the better. It is the framework, the skeleton which can hold together management concepts such as discounted cash flow, network and value analysis, budget controls, and so on. It evaluates each technique within the overall planned set of controls, and integrates them within the whole management system. That is the magic of MbO.

It sets out to clarify precisely and on paper what a company is, what it is about and about to do. Because it forces management as a whole, indeed as a team, to think about the company's objectives and how these can be achieved, given the available resources of money, material and men, as well as outside conditions and pressures and making as accurate market predictions as possible, reform must follow. There is perhaps nothing so very new about this. It could be argued Reinsurance Become a key woman in a man's world Join us as a NAAFI Club manageress. If you have an interest in catering we will provide full training through our training centre in Surrey.

You will ensure the smooth running of one of our clubs for H.M. Forces, involving kitchens, restaurants, bars, and a shop. You will order and control stock and deal with the bookwork arrange caterings for sports days, dances, etc. It is always busy, never dull, and there are opportunities for service overseas. Good starting salaries with first review after approximately 6 months plus free board and accommodation.

Your salary therefore is virtually pocket money after the government has had its share Preferred age is over 22 years, catering experience is an advantage but not essential. If you are looking for a worthwhile job write to Miss V. H. Turner, Personnel Department (PDB), NAAFI, Imperial Court, Kennlngton, London S.E.ll. one of the leading brokerage houses in the City is to appoint a director for their world wide reinsurance business.

expansion of the existing portfolio and the creation of a strong supporting team is the role. an intimate knowledge of the London treaty market and of international reinsurance is required. terms and profit participation are for discussion and will be well into five figures. "Write in confidence to us as the group's advisers. Nothing will be disclosed without permission.

Letters should be addressed to K.R.C. Slater. JOHN TYZACK PARTNERS LTD IO HALLAM STREET LONDON WIN 6DJ THE GUARDIAN -PEOPLE AT WORK SERIES To advertise in this series, contact JANE BURGESS, THE GUARDIAN, 3 CROSS STREET, MANCHESTER 2. 061-834 2345 We want a writer of copy .1 o. than Honours Graduates a copywriter conlntt New lr il Ul c3 Th.

development MSry ook tor an w' an addition look for PHARMACEUTICALS DIVISION have How to know as much about business as a businessman As a Tax Inspector, it's no use talking to a diamond merchant or the owner of a racing stable about his tax liability unless you know how the business operates. Otherwise, you would be unable to apply your knowledge of the tax laws In the way you should. You receive a valuable professional training and you keep on learning not only about tax laws, but about new areas of commerce. The work of an Inspector anneals to people with keen minds. As an Inspector vou deal with the more In weseeKw" wi 'OTng pr technlc.1 Xeern-andCmrn copy- nut research and volved cases cases which call for considerable intellectual and personal qualities as well as knowledge.

You have wide powers of discretion, and you are expected to use them. You get responsibility early. By your late twenties, you could be in charge of a large district You become an acknowledged expert In your field a valuable career asset. If you start at 21, you should be earning over 2,300 by the time you are 27 and in your mid-thirties be on a scale taking you up to 4,200. By the age ot 40 a successtui man win ne on a scaie rising to ana mere are ntgner posts sun.

Qualiflcations.You must have or expect to obtain a degree with honours, and be aged under 32. Send for the booklet "In Command at 30" and an application form. Please quote ref: 32020. You will then be write "V-Vh standard. text to a high stanu growing interest.

experience and Salary win b. commentate ability- Th. Personnel invited by a nearby I ax inspector to visit mm ana see tor yourseir wnat ne aoes. write to i ne secretary, Civil service commission, savne now, Lonaon, wia zaa. i i PROCESS METHODS CHEMIST A vacancy exists in the Chemical Department of the Division Manufacturing Plant at Macclesfield for young Process Methods Chemist.

The minimum qualification for this post is a good honours degree In Chemistry, together with some organic chemical research or process development experience, preferably In a pharmaceutical or fine chemical environment. The successful applicant will lead a team of young qualified chemists and he will be responsible for the establishment of new processes together with investigation and improvement of established processes. There are good prospects for promotion In the production management field. Our salary policy Is well defined and progressive and the person appointed will receive an attractive salary, plus membership of the ICI Profit Sharing Bonus Scheme and Staff Pension Fund. Applicants, approximately In the age range 25-35, should wri'e, giving brief details in the first instance to cn The aerocrat offer to undergraduates inn ii UUIil I.

A. Cowie, Personnel Officer, Imperial Chemical Industries Limited. Pharmaceuticals Division, Hurdsfield Industrial Estate, Macclesfield, Cheshire, SK10 2NA. TO ih0usir Can you sell SYSTEMATIC TRAINING It so. your abilities could find real xpresjton In the advisory role ot FIELD TRAINING OFFICER (NORTH OF ENGLAND) You may be a specialist In one branch ot industrial training, but you will be familiar with modern training thought in general.

In any case, you will have had an industrial career, probably in textiles, including experience one or more management service functions From 3 base in Manchester, your work would take you to firms, educational establishments, manufacturers' associations, and professional bodi throughout the North of England where much has already been done to create a sood climate ftx improved training. Backed by the experience and resources which the Board can provide, you would find an exciting opportunity to make a real impact In a lively and developing Industry. But let us tell you mora For further details and application form, write or telephone Keith Tctlow, Chief Training Officer, Knitting, Lace Nat Industry Training Board, 4 Hamilton Road, Sherwood Rlso, Nottingham. NC5 1AU. Nottm.

61075. KNITTING LACE AND NET INDUSTRY TRAINING BOARD PROJECT ACCOUNTANT There is an attractive opportunity at our Manchester Factory for a man aged up to 35 to fill the position of Project Accountant It is an ideal position for somebody who is either recently qualified or studying for Part A.C.W.A. or for final year A.C.A. Consideration will also be given to unqualified men with the relevant experience. The successful candidate will be responsible for the preparation of justifications and financial analysis on new and proposed capital expenditure projects.

Preference will be given to applicants who can show positive achievements in any field which points to ambition and ability to assume responsibility. The position is pensionable, carries a competitive salary, 35 hour5 day week and 3 weeks' annual holiday. Please apply in writing giving brief details to The Personnel Manager CORN PRODUCTS TRAFFORD PARK, MANCHESTER 17. A member of a multi-national group of companies Coin Product at Tralloid Park operates an axtensive and modern plant producing starches, dextrine: glucose adhesives. cote oils, caramel and pure maize oil.

Industnas served include paper, packaging, fond, brewing, foundry, textiles chemical and a guaranteed eareer when you nave taken your degree. Only a few hours GROWING THE LAND OF OPPORTUNITY large (600m.) organisation with the very highest uandards of professionalism. The life before you would be full of interest. For more information please wntc.givingyourdatcof birth, saying what you are reading, at what University, and how long you have been up. The address is Group Captain E.

Batchclar, RA.F.,Adastral House (7 0 IX London, WCi. Royal AirRxce If you arc thinking of an executive job, this conld be the time for you to start it; now, while you are at University; by joining the Royal Air Force. You would continue living and working like any other undergraduate; but with three important advantages a 'salary up to 855 a year, membership of a University Air Squadron, and an assured career on graduation. This would start with officer and professional training in the Royal Air Force. You can be commissioned as a mlot.

navieator. eneineer, or in one of the specialised administrative branches dealing with personnel management, finance or logistics, rou wouia oe pan 01 a MANATEES Rich In resources, second largest country In th world, young and dynamic with a modern economy. Canada has years of growth ahead. If you have on and have the personal qualities required for ettlisj successfully in a new country, Canada offers scop for a full life. Canada rewards ambition and hard work with on of the highest standards of living.

You and your family will be protected by a social welfare programme. Primary and secondary schooling is mostly free, with dpportunities for advanced education for deserving students lacking financial means. And, of course, Canada is only a few hours away by air six days by sea. Send mm to your nearest office for information about STRUCTURAL STEELWORK WITH ACCOUNTANCY BACKGROUND WORKS MANAGER working ana living conditions in uamaa. Stmt occrpttfits is sfrofft if rtnisl Cabimt Miktn Cir Matliinies Cooks Dairy Fi rmhindt Dintut Dn Mikm Ciititiins Doctors Economists Enginiirt Fur 6 Girmmt Workt-rs Itbtinini MichinWts MithtmiiiniM MidtuI Tacknoloflsts MitiHirvi Norm Pilhaloglitt Fkarmiriiu riant Hnars Prelaw art ftaprimmri Psychologists Stttar-Opirstare Social Workiri Sargaons Systams Aaafyits Tkarapttts Tc4 Malcaa Uiolttwaa VtUratriaM CANADIAN GOVERNMENT RUSSELLS RUBBER CO.

LTD. A vacancy exists for an experienced SALES REPRESENTATIVE This is an interesting and progressive post for an energetic man having a sound connection and knowledge of the Trade in the North of England, preferably based in Leeds area. Remuneration by salarv and commission. Car provided. Write, giving details of career to date and present earnings, to: Sales Manager, RUSSELLS RUBBER CO.

Capewell Works, Hadley, Telford, Salop. Manpsvm ft Immigration Sinict Dt.C2Tl1) BELFAST. 22 North StrMl. IRMINQHAM. Rotunda Building.

Nrw StrM. GLASGOW. Filming Housi. 134 R.nfraw Strut C3. LONDON.

38 Grosvanor SlrMt London. W1X OAA MANCHESTEIt.GltlwlyHu. Piccadilly South. M12JQ. CUTHERET Nam to take complete control of the finances and accounts of this profitable, national Company based in Manchester and Southend, and its growing subsidiaries.

An increasing turnover, presently 450,000, is achieved by the direct sale of domestic food mixers. New marketing campaigns are developing. The opportunity is offered to establish a position of central influence over the further development of the Group and thus to command the appropriate salary. UNIT MARKETING LIMITED, Barham Lodge, Coddenham Road, Barham, Ipswich. Telephone Claydon 484.

An experienced man Is rqulrd to taka charge of planning and control in our factory. you can help us make profits-you tan share them This may be a tough assignment but thi man with the right experience and organising ability can look forward to full support, satisfaction, Kood remuneration and a bright future with pension to follow BURTON CONSTRUCTIONAL ENGINEERING CO. LTD. BURTON-UPON-TRENT, STAFFS. 6C2711 Occupation LIE.