paul.fileman@transmentum.com

The key to rapidprofitable growth.

Planning and Strategy

Planning and Strategy

Do you have a written strategy or business plan which has been bought into by all of the stakeholders, partners, stakeholders, suppliers, and investors in the business and is it being implemented to perfection?

1 2 3 4 5

We do not have a written strategy or clear goals. We are in the dark.

We have a sound 3-year strategic plan with clear goals understood by all stakeholders.

Sales Strategy, Management and Execution

Sales Strategy, Management and ExecutionAre you recruiting the right sales people, with the right skills, managing their performance effectively, providing them with the correct sales tools, and pointing them at the right target markets in line with your range of products and services?

1 2 3 4 5

Sales meetings, when we hold them, are a frustrating mix of excuses and blame.

Our sales and marketing processes are working well for us. Sales meetings areregular, constructive reviews that drive improvements in the processes.

Marketing and your Proposition

Marketing and your PropositionAre you consistently winning new customers from your key target list by taking a planned documented approach to the design of proposal documents, websites, brochures, case studies, press releases, price presentation, service and product descriptions, and contracts?

1 2 3 4 5We win some work but not enough to meet our growth aspiration. We are not getting many enquiries and we are constantly beaten down on price.

Our plan is working well for us and we are winning the customers we most want to win at the win-rate we planned and at the prices we planned.

Help Desk

Help Desk

Is your help desk working effectively with excellent call handling processes, effective performance measurement and is it delivering first time resolution in alignment with your SLA targets and with excellent customer satisfaction?

1 2 3 4 5We have no measurements or system in place. Our managers have become very adept at resolving urgent issues when customers complain

Our help desk measures and performance indicators are well established and our managers use them proactively to constantly seek to improve customer service levels and response times.

Operations

Operations

Are your automated services, measures and processes working well so that your technicians/engineers are all fully effective with minimum dead time, doing the work that you planned at the rates that you planned?

1 2 3 4 5We are still reactive, getting to jobs when we can, usually servicing the customer who is shouting loudest first. We have no idea how many people we need – but we cannot afford any more.

Our technical team operates in a proactive manner with no measurable backlog. Customer satisfaction is excellent and we have a clear set of measures which we use to plan team growth and development.

Suppliers

Suppliers

Do you have carefully planned supplier strategy to ensure that you maximise their support, obtain investment into your business, and have the right portfolio of services and products with the right balance of supplier risk?

1 2 3 4 5

Our supplier relationships are poor so we work with the people we get on with best taking what we are given.

Our supplier strategy is proving effective. Market Development Funds are used to drive the business forward and our pricingstructure is well aligned to our plans.

Products and Services

Products and Services

Do you add new products and services (either in house developed or sourced from a third party vendor) based on a clearly defined product development programme?

1 2 3 4 5

We are happy with what we have got and do not add new products and services to our offer.

We have a well thought through product development plan and we work well with our in-house team and our strategic vendor partners to add new products and services to the mix in an ordered fashion.

Intellectual Property

Intellectual Property

Do you have systems, procedures, and policies in place to ensure that you create IP that adds net worth to your bottom line and that your IP is adequately protected at all phases of product and service development, introduction and exploitation?

1 2 3 4 5

Intellectual property is something that wedo not recognise in our business.

Intellectual property is a major element in our strategic plan to build value in the business. We protect everything that it is realistic to protect. Our development process is well documented and audited.

Which of the eight questions that you have already answered is keeping you awake at night?

paul.fileman@transmentum.com