Compendium Of Corporate Games

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Transcript of Compendium Of Corporate Games

  • 1. Business Improvement Model
    Incorporating
    Opportunity Management
    Compendium of Corporate Games
    2004 Hearnshaw and Partners
  • 2. Example Successes
    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.
    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.
    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%.
    A transport company implemented systems that resulted in the EFT staff levels were reduced by 30% and productivity improved within its call centre.
    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.
  • 3. Typical Problems facing a Company.
    No Improvements
    No Money
    No Plans
    No Time
    No Knowledge
    Customers
    Competition
  • 4. 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
    $
    D2
    D1
    D3
  • 5. The Model of the Business Stool
    Customers being able to easily and simply access products they need/want
    Customers wanting to buy the products or services on offer
    $
    Internal systems and processes that enable products and services to be offered effectively
  • 6. Demand
    Competition
    Need
    Want
    Price
    Volume
    Adverts
    Regulation
    Physical
    Reputation
    Value
    Proposition
    Cost
    Benefits
    PR
    Government
    Real
    Perceived
    Brand
  • 7. Distribution
    Competition
    Benefit
    Channel
    Market
    Access
    Supply
    Access
    Markets
    Cost
    Time
    Relationship
    Locations
    Simplicity
    Margin
    Volume
    Fulfilment
    Support
    Install
    Order
    Selling
    Manufacture
  • 8. Discipline
    Internal
    External
    Opportunity Management
    Production
    Finance, HR etc
    R&D
    Sales
    The Company
    Customers
    Suppliers
    Environmental
    Markets
    Partners
    Competition
    Capacity
    Capability
    Plans
  • 9. The Opportunity Cloud
  • 10. 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
  • 11. How it works
    Model
    Of Opportunity
    Model
    Of Competitors
    Model
    Of Opportunity
    Model
    Of Competitors
    Model
    Of Company
    Model
    Of Competitors
    Model
    Of Opportunity
    A numerical model
    allows us to compare
    disparate opportunities
    Profile of the
    Companies
    Profile of the
    Companies
    Profile of the
    Companies
    Profile of
    Opportunity
    Profile of
    Opportunity
    Profile of the
    Company
    Profile of
    Opportunity
    SUCCESS
    Actual
    Opportunity
    Actual
    Opportunity
    Compare
    Ideal
    Opportunity
    Actual
    Opportunity
    Competition
    Market
    Forces
    Time
  • 12. Let The Games Begin
    The Opportunity Cloud
    Opportunity Management Factors.
    Tools and Processes:-
    Business Planning Processes and Terms
    Profiling
    Opportunity Development
    Management Reviews
    Branding
    Applications:-
    Sales Opportunities
    Resourcing and skilling
    Product Development
    Client and Competitor Analysis