Compendium Of Corporate Games
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Transcript of Compendium Of Corporate Games
Business Improvement ModelIncorporating
“Opportunity Management”
Compendium of Corporate Games©
© 2004 Hearnshaw and Partners
Example Successes…1. A company going through early stage development managed to expand by a
magnitude per year over a 3 year period achieving a $20M turnover in the 3rd year without significant growing pains and without wasting money on poor developments.
2. A large Defence Company implemented the system for staff utilisations and improved utilisation of staff by around 3-4% as well as greatly improved forward planning. Resulted in a $12M improvement on the bottom line in the first year.
3. A systems company implemented the Opportunity Management system to control tender and partner selection which improved the normal success rate from around 30% to over 70%.
4. A transport company implemented systems that resulted in the EFT staff levels were reduced by 30% and productivity improved within its call centre.
5. Product Management processes were brought under control which reduced R&D expenditure by more than 60%, improved logistics support, reduced product manufacturing costs and created clearer vision and branding.
Typical Problems facing a Company.
No Time
Competition
No Money
No Knowledge
No Plans
Customers
No Improvements
The Basics…If we assume that success in a business is based upon financial reward then the formula for improvement is based on the following function:-
∆$ = f (D1, D2, D3)
Where:-D1 is Demand
D2 is Distribution
D3 is Discipline
$
D1
D2
D3
Distribution
Discipline
Demand
$
The Model of the ‘Business Stool’…Customers wanting to buy the products or services on
offer
Customers being able to easily and simply access
products they need/want
Internal systems and processes that enable
products and services to be offered effectively
Demand
Need Want Price Volume
AdvertsRegulation Physical Reputation
Government
ValueProposition Cost
RealPerceived
BenefitsPR
Brand
Competition
MarketAccess
SupplyAccess
BenefitChannel
Competition
Markets Cost Time Relationship
Manufacture
Fulfilment Support
Locations Simplicity Margin Volume
InstallOrder Selling
Distribution
Internal External
Discipline
Production Finance, HR etcR&DSales
Customers Suppliers Environmental Markets
Competition
Partners
CapacityCapabilityPlans
Opportunity Management
The Company
The Opportunity Cloud
Opportunities
Customers
Market Forces
Competition
Technology
PartnersCapacity
Capabilities
Strategic Plan
Opportunity Management
• New Opportunities –– Sales/customers– Product Management
• Entails –– Business Planning– Competitor Analysis– Client Analysis– Opportunity Analysis– Staff resourcing and skilling– Brand Management– Tracking and Reviews
Profile of theCompanies
ModelOf
Competitors
Profile of theCompanies
ModelOf
Competitors
Profile of theCompanies
How it works…
Profile of theCompany
Profile of Opportunity
Compare
ModelOf
Opportunity ModelOf Company
CompetitionMarketForces
IdealOpportunity
ActualOpportunity
Time
A numerical modelallows us to compare
disparate opportunities
SUCCESS
ModelOf
Opportunity
Profile of Opportunity
ActualOpportunity
ModelOf
Opportunity
Profile of Opportunity
ActualOpportunity
ModelOf
Competitors
Let The Games Begin…
I. The Opportunity Cloud i. Opportunity Management Factors.
2. Tools and Processes:-i. Business Planning Processes and Termsii. Profilingiii. Opportunity Developmentiv. Management Reviewsv. Branding
3. Applications:-i. Sales Opportunitiesii. Resourcing and skillingiii. Product Developmentiv. Client and Competitor Analysis