Download Profit and Loss Consulting Best Practices

As Jamie Dimon, CEO of JPMorgan Chase, once noted, "Performance is not just about the P&L, it's about risk." In the world of Strategic Management, Profit and Loss (P&L) responsibility stands as a critical benchmark for business leaders. It is deeply intertwined with the cornerstones of business management: Risk Management, Operational Excellence, and Performance Management. While P&L responsibility can challenge even the most firm-footed leaders, the critical insights and innovative approaches revealed here might change your perspective on this quintessential business gauge.

Profit and Loss Responsibility: The Rudder of Strategic Management

P&L responsibility serves as the rudder of a business's Strategic Planning. The executive holding this responsibility has full accountability for both generating revenue and managing costs. Successful navigation relies on a clear understanding of the business's financial model, ability to identify and mitigate risks, and foresight to make informed decisions that result in profitability.

"Every business is a P&L business," but never underestimate the variability within this seemingly simple phrase. For instance, brick-and-mortar businesses, Digital Transformations, development projects, product segments, or geographies can all have their own P&Ls. Understanding one’s P&L context is crucial for meaningful interpretation and subsequent action.

Profit and Loss: The Hallmark of Operational Excellence

We cannot talk about Operational Excellence without mentioning P&L. From our experience at McKinsey, only the organizations tuned to gain insights from trends and anomalies in their P&L statement achieve Operational Excellence. This is because profit trends highlight lurking inefficiencies and help identify corrective measures. Simple correlations can often reveal compromise in quality or lack of process standardization.

• Revenues on a downward trend might imply stiff competition or need for market repositioning.
• An increase in the Cost of Goods Sold relative to Sales could point towards rising raw material costs or deteriorating supplier relationships.
• General and Administrative (G&A) costs overrunning point to poor planning and lack of forward visibility.

The Intricate Dance of Risk Management and Profit/Loss

A key component of Risk Management is foreseeing events that could adversely impact company performance. Businesses that are adept at Risk Management ensure they always keep an eye on their P&L. They constantly ask questions about their market position, people capability, and operational efficiency, which impact the profitability of their enterprise.

By conducting stress tests on various elements of the P&L statement, an organization can chart its response to a range of possible scenarios. This ensures that the business remains resilient and can still deliver profitable results under adverse conditions.

Performance Management through the Lens of P&L

If managed correctly, P&L can become a barometer for Performance Management, showing whether the company is on the right track or if strategic realignment is required. This is best explained through the consistent review of targets set against achieved results that could subsequently be used for rewards and recognition.

1. Identify performance drivers—Whether the surge or decline in profit hinges on market dynamics, internal processes, or personnel performance.
2. Balance short-term and long-term targets—Harmonize immediate monetary results with building capabilities for future profitability
3. Performance-based compensation—Tie compensation to the achievement of P&L targets to ensure alignment with company goals.

The key to optimized Profit and Loss management lies in maintaining a delicate balance between focusing on financial results and managing business, operational, and risk realities that drive those results. This synergy will not only generate profits but ensure sustainability and resilience in a constantly evolving corporate landscape.