Module: Performance Management – Making Performance Measurable & Visible

Overall Objectives of the Module

After completing the module, the participants will be able to:

  • Explain which criteria determine success for a business and the importance of controlling (performance management).
  • Explain the performance management process and the significance of the individual process steps in relation to the company’s success.
  • Explain the difficulties in measuring performance in non-profit and public organisation.
  • Explain the difference between productivity and profitability and give practical examples.
  • Use financial KPIs to manage profitability, efficiency, liquidity and financial gearing.
  • Explain the importance of non-financial measures of performance.
  • Use non-financial KPIs to manage processes and the supply chain, customer relation, employee relation and corporate social responsibility.
  • Explain the concept of the balanced scorecard.
  • Explain the “impact model” and its impact dimensions.
  • Develop an impact model for a particular business.


Trainer Profile

Georg ZIHR

Public Procurement Excellence

Senior Lecturer
Management Accounting and Control Group
WU Vienna University of Economics and Business, Austria


“The head is round so that thoughts can change direction.” (F. Picabia)

Professional Background

Current Position:

  • Senior Lecturer at the Institute of Management Accounting and Control Group, WU Vienna

Career History:

  • 2001-2005: University Assistant, Institute of Cooperatives
  • 1999-2001: Research Assistant, Institute of Cooperatives
  • 1997-1999: Head of Academic Dean’s Office

Educational Background

  • 2004: Doctoral studies, Business Administration at WU Vienna
  • 1987-1993: Degree program in Business Administration, WU Vienna