New Partner / Associates / 2nd tier Consultants How do we attract the right people to join us ?

New Partner / Associates / New Partner / Associates / 2nd tier Consultants2nd tier Consultants

How do we aHow do we attract the right people to ttract the right people to join us ?join us ?

2© The Delos Partnership 2006January 2006

What we doWhat we do

OUR VISIONTo build a strong reputation for achieving immediate, long-lasting, measurable improvements in

our clients’ businesses – a service our clients will be the first to recommend.

WHAT WE DO FOR CLIENTSWe are a specialist business education, coaching and consulting partner. Our focus is to transform client

supply chain and profitability by tackling any or all of the following: Customer Service levels Inventory levels Product costs, and overheads Culture and behaviours.

We search for practical, simple, radical ways in which clients can always add value to their customers. This will require changes in systems, processes and culture.


The Delos ModelThe Delos ModelFor Business Integration For Business Integration

InnovationInnovation

VisionVision

StrategyStrategy

PrioritisationPrioritisation

DemandDemand

SupportSupport

SupplySupply


Lean is elimination of wasteLean is elimination of waste

RunRun

RunRun Setup

Setup

ReceiveReceiveSuppliersSuppliers InspectInspect StoreStore

PickPickSetup

Setup QueueQueue

InspectInspect

Operation 10

QueueQueue Setup

Setup RunRun

Operation 20

InspectInspect

StoreStoreQueueQueueInspectInspectStoreStore

CustomersCustomers

Operation 30


The Core Measures and The Core Measures and Financial EffectFinancial Effect


People ValuesPeople Values

TraditionalTraditional NowNow FutureFuture

Process problemsProcess problems Not my job Ownership Accountability

Management StyleManagement Style Supervise Facilitator/

Team Leader

Coach

Working StyleWorking Style Individual Team Empowered

Teams

Training and Training and

EducationEducation

Non-existent Luxury Necessity

KnowledgeKnowledge Ignorant Understands Expert

Attitude to PeopleAttitude to People Liability Cost Asset


The Delos PartnershipThe Delos Partnership

What we offer:

• Assessment Excellence against our unique checklist• Public and in-house tailored courses covering all aspects of Business Management including

simulations• Consulting and coaching on all aspects of business and supply chain management• Particular expertise in process improvement for:

Integrated Enterprise Leadership (Sales & Operations Planning) Sales Forecasting and Demand Management Strategic and Operational Procurement Enterprise Systems/ERP implementation support

• Strong experience in major industries: Pharmaceuticals Aerospace and Defence Chemicals FMCG


AssignmentsAssignments

Industry Agrochemicals

Where Swiss HQ – global manufacture and distribution

Objective Improve service and availability, and move away from being operationally excellent to more customer focussed – develop customer focussed supply chain.

How carried out Lean and agile workshop and follow on consulting days

Result Identification of savings of $3.5m of inventory and operating expenses plus significant reduction in lead times


The Delos Core valuesThe Delos Core values

• We are passionate about improving our client’s performance forever

• We are realistic in our plans aims and objectives

• We listen, we learn, we improve all the time

• We are honest, open and truthful in what we think, say and do

INSIGHTINSIGHT INNOVATIONINNOVATION INSPIRATIONINSPIRATIONINSIGHTINSIGHT INNOVATIONINNOVATION INSPIRATIONINSPIRATION


Delos StrategyDelos StrategyInnovation Innovation

of thought leadershipof thought leadership

conceptsconcepts

Client relationshipsClient relationships

That support unhesitating That support unhesitating recommendationrecommendation

Expand and grow through Expand and grow through geography and productgeography and product

development development

Deliver consulting, coachingDeliver consulting, coaching

And education that makes And education that makes our clients excellentour clients excellent

Develop new courses in all areas of the

Delos model, which willSupport clients goals for

success

Develop consulting and coaching skills and services,

that will improve Client success

To develop and grow the business under the

Delos BrandThrough licensing opportunities

To develop andgrow the Delos

Brand so that it becomesInternationally recognised asA force for thought leadership

In business support

To have a continually growing listOf clients prepared to provide usWith quotes on our excellence

To build upA list of clients

In chosen industry Sectors, who are

globally recognised names

To establish new clients in sectorsAnd countries not previously

Dealt with each year that contribute10 % of annul revenue

To demonstrateBrand recognition

Amongst 10 % of potentialClients

Deliver coursesWhich clients

Consider excellent [4+]

Get feedback fromConsulting clientsWhich supports

The conclusion that we Achieved their aims and objectives.

To establish clientsThat will reference

Us on our website in newSectors and industries

To gain associationOf our brand name

With clients [“Boehringer recommends Delos”

To add atLeast 2 new

CoursesPer annum to our

portfolio

To acquire coachingExpertise in countriesOutside our current

Sphere of activity [Europe]

To acquire1 new licensee

Per annum

To make the DelosBrand recognisedIn each country

Innovation, Inspiration and insight in pursuit of clients’ perfection


Offer to potential new membersOffer to potential new members – what is the benefit to them - – what is the benefit to them -

• Working in a Team to help and support each other• Act global but think local, you got the network and the opportunity for it• Harmonised and professionally set up Marketing, Branding, Webpage

and communication (Books, Articles, etc.)• Great split between independent work and shared activities• Bigger opportunities to catch that you can not apply for alone (or in a

very small organisation)• References and Case Studies to build on• Existing clients and international contacts• Selective co-operation/membership options existing Licensee,

Associate and Partner• Existing product portfolio on top of the individual Consultancy approach

(Assessment, IEL, LEAN, Courses, etc.)• Marketing Support and Budgets available• Customer ownership and Bonus System (10% turnover for customer

owner)


What group of people do we What group of people do we target? target?

PARTNERS

• Max 2/3 Partners per Country

• Management experience on Senior Level

• Individuals or small Business with at least basic Consultancy Experience

• Network they bring is more important than functional background (split between Sales and delivery if needed)

• Ideally starting with a project to ensure coverage for the first challenging months / year

• Willing to spend the majority of their time for building and evolving Delos

LICENSEES / ASSOCIATES

• Functional Experts as Associates

• Part time available to Delos

• Experiences in the field of teaching / coaching / training, etc as Licensees


What is the structure to bring What is the structure to bring them into? them into? • Joining through Licensee or Associate before becoming a Partner or 6-9

months Probation phase to ensure both sides are happy• Maximum no. of Partners across the organisation to ensure flexibility, control

and appropriate decision process• Amended Meeting structure with fixed Agenda

Bi-monthly Partner Meeting half day strategic topics (Brainistorm, decisions, etc.), half day Client value add Agenda topics, half day progress review (for discussions).

Clear Ownership of topics and discipline on Agenda Changed location incl. Customer, Market or Representative Agenda topic (to

understand the specifics of the market better) 1 Evening Event (not necessarily a Dinner)

• Idea!!! Regional split and ownership for support (i.e. UK/Ireland, South/West Europe,

Central Europe, South/East Europe) All Partners have always equal rights / shares but maybe some decisions could be

done by 2/3 majority voting


List of Topics from Last Partner List of Topics from Last Partner MeetingMeeting• Volume&network effect, support, opportunities• Shared Values, a community• Shared business model, consulting and teaching material, Know how

How can Delos support you to become more successful / earn more money Great business model how can this be leveraged in the market

• Fun, pleasure lifestyle How do we run our meetings and how do we build the team; are we a team? What do we share outside of business

• Branding, common offering, proposition References to build the Branding, you do not need to start from scratch You do not need to maintain and build your own one, costs are shared

• Pan European, international project Act global but think local, you got the network and the opportunity for it You got the opportunity to run for bigger businesses and compete with the bigger

guys• Stronger together than alone

The big benefit Calculation to show how the investment (plus the 14%) pay off Several options of how to join Delos, what are they and what do they mean?

• Organisation simplicity How can we maintain it with more Partners List the benefits of it to make it transparent

New Partner / Associates / 2nd tier Consultants How do we attract the right people to join us ?

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