Compendium Of Corporate Games

12
Business Improvement Model Incorporating “Opportunity Management” Compendium of Corporate Games© © 2004 Hearnshaw and Partners

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Transcript of Compendium Of Corporate Games

Page 1: Compendium Of Corporate Games

Business Improvement ModelIncorporating

“Opportunity Management”

Compendium of Corporate Games©

© 2004 Hearnshaw and Partners

Page 2: Compendium Of Corporate Games

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.

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Typical Problems facing a Company.

No Time

Competition

No Money

No Knowledge

No Plans

Customers

No Improvements

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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

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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

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Demand

Need Want Price Volume

AdvertsRegulation Physical Reputation

Government

ValueProposition Cost

RealPerceived

BenefitsPR

Brand

Competition

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MarketAccess

SupplyAccess

BenefitChannel

Competition

Markets Cost Time Relationship

Manufacture

Fulfilment Support

Locations Simplicity Margin Volume

InstallOrder Selling

Distribution

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Internal External

Discipline

Production Finance, HR etcR&DSales

Customers Suppliers Environmental Markets

Competition

Partners

CapacityCapabilityPlans

Opportunity Management

The Company

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The Opportunity Cloud

Opportunities

Customers

Market Forces

Competition

Technology

PartnersCapacity

Capabilities

Strategic Plan

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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

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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

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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