PASCION Future CPO-event June

Size: px
Start display at page:

Download "PASCION Future CPO-event June 15 2011"

Transcription

1 PASCION

2 PASCION Future CPO-event June

3 Event Agenda welcome intro P Masschelein, president PASCION G Rietveld: the purchase paradigm splitup in workgroups break debrief per groep (+- 5 min approx) debrief Gerco roundup JP Hollevoet & K Smet start buffet Page 3

4

5 Paradigm A set of assumptions, concepts, values, and practices that constitutes a way of viewing reality for the community that shares them, especially in an intellectual discipline Paradigm shift A change from one way of thinking to another. It's a revolution, a transformation, a sort of metamorphosis. It just does not happen, but rather is driven by agents of change Paradigm paralysis The inability or refusal to see beyond the current models of thinking Page 5

6 Classical procurement Business-driven procurement Break out session Feedback Debriefing Page 6

7 If you want to change purchasing, you have to change the purchasers Buyers want lower prices, at all cost Buyers are loaded with testosterone Procurement has surpassed its use-by date Page 7

8

9 Mental connection with the board: procurement = cost savings Economic crises are procurement s perfect storms Procurement gets promoted from backroom to near-boardroom, headed by a new star: the chief procurement officer Mainly by tendering procurement achieved that (supply) markets became much more efficient and competitive In the shortest of times procurement grew into the second most important business function (McKinsey, 2000) Page 9

10 Buyers belief: I save, hence I exist There s an end to what procurement can achieve through volume aggregation and tendering Suppliers cannot become more efficient than efficient The recent crisis surfaced extreme procurement behaviour (pay later, pay less) By continuing these price pressing practices procurement starts to demolish supplier relationships, supply chains, and thus the economy Fierce buying helps procurement to provide his organization systematically with weak suppliers, quality-poor products, and minimal services Page 10

11 Genuine breakthroughs in procurement fail to appear Increasing executive attention for procurement doesn t generate results. In many organisations procurement didn t evolve beyond a narrow, traditional practice (McKinsey, 2007) Procurement, albeit unintentionally and unaware, is the architect of its own island The procurement agenda is most often self-invented, fully isolated from business objectives After completion of the sourcing cabin we re starting to build a second (and third) cabin: one for SRM, or one for e-auctions, or one for category management. We re just creating our fantasy island Not aware of the fact that from a business perspective everything we can, know and do is fully irrelevant Page 11

12 Procurement Island is our comfort zone Our role is to build a bridge connecting our organization with the supplier land However, we only have an eye for the construction of the bridge, not for its function That is, we do not spend our energy in tempting our business colleagues and suppliers to cross the bridge From a procurement perspective we re doing great. However, that perspective is wrong Procurement delivers the wrong things to the wrong people Page 12

13

14 Top management Common focus of procurement Financial impact Financial impact Business management Business impact Procurement Recommended focus for procurement Page 14

15 Focus on cost drives out quality Focus on quality drives out cost Page 15

16 Operational excellence Corporate values Businessgedreven LESS inkoop MORE Ethics/integrity Transparency Lawfulness Sustainability Brand value Employership Safety Cost Effort Time Waste Complexity Risk Capital employed LESS Revenue Margin Quality Service Innovation Flexibility Cash MORE Page 16

17 threats Business model Vision Mission PMCs Business strategy weaknesses Capital model Earnings model strengths opportunities End-to-end value chain perspective Partners Key suppliers Common interests Missing capabilities Procureme nt strategy Outsourcing Capabilities Production strategy Operational excellence Value propositions Marketing/Sal es strategy Distribution model Customer needs & benefits Customers Segmentation Customer relation Staff Style/values Enabling strategies Operating model Structure Systems Page 17

18 Suppliers who properly understand the business your organization is in and are capable of adding value to it Suppliers who have complementary capabilities and the will to match them to your organisation s ambitions Suppliers selling solutions (in stead of products) New suppliers It is a golden rule in Sales that it is far more effective to foster the current clients than to hunt for new ones Wouldn t the same rule apply to suppliers? Suppliers who have been scraped to the bone by Procurement And lost their motivation to go for the extra mile Page 18

19

20 We do want to move beyond cost savings. However, the board just wants savings from procurement. There s nothing we can do about it... Or is there? If so, which (broad) strategy would bring us a break through? Page 20

21 Interesting story so far. Yet, it does not apply to us. We re already business driven Because? Please share with us your best practices, demonstrating a businessdriven approach Page 21

22 Fierce buying helps procurement to provide his organization systematically with weak suppliers, quality-poor products, and minimal services. True or false? If true, what should we change? If false, why? Would your business colleagues agree? Would your suppliers agree? Page 22

23 Having influence on business management is the key to businessdriven procurement Do you agree? Why / why not? On a scale from 1-10, how much influence would you have on business management? Since there s no such thing as having too much influence: what could we do to intensify our influence? Page 23

24 Discussion groups Group A - case 1 - Zaal 1: Katrien Van Broeck (Atlas Copco) Bart Smedts (ASCO) Joris Meerschaert (Unilin) Joke De Knock (Cegelec) Sabine Bouckaert (Barco) Isabelle Martens (NMBS) Group B - case 2 Zaal 2: Karolien De Maen (ASCO) Tom Smet (Cegelec) Wendy Fleurackers (Telenet) Marc Hermans (Barco) Hans Schurmans (Belgacom) Page 24

25 Discussion groups Group C case 1 Zaal 3: Birgit Naeyaert (Atlas Copco) Sara Van Reeth (ASCO) Elise Delbeke (Unilin) Wim Bosmans (Cegelec) Marc Slegers (Telenet) Sophie Bauden (Barco) Group D case 2 Zaal 4: Hans De Ruysscher (Unilin) Guido Engelen (Cegelec) Filip Schwartz (Telenet) Johan Kesteloot (Barco) Gunther Gutermann (Eandis) Patrick Florus (Mazda) Page 25

26 Discussion groups Group E case 1 Zaal 5: Matthieu Nyst (Cegelec) Liselot Declercq (Barco) Johan Maes (Eandis) Jan De Veirman (Belgacom) Mark Neefs (Fabricom) Herman Merckx (Mazda) Group F case 2 Zaal 6: Roger De Vos (Atlas Copco) Mieke Tollet (NMBS) Steven Cloostermans (Eandis) Hederik Tijs (BASF) Paul Mariën (Belgacom) Sandra De Clercq (Mazda) Page 26

27 Discussion groups Group G case 1 Zaal 7: Dimitri Deneve (ASCO) Ann Demaegdt (Unilin) Chris Croonenborghs (NMBS) Kurt Ceulemans (Eandis) Gert Van Nuffelen (Belgacom) Mark Neefs (Fabricom) Group H case 2 Zaal 8: Jan De Leersnyder (Unilin) Lenart Lenaers (NMBS) Jean-Pierre Hollevoet (Eandis) Guy De Poortere (Belgacom) Marc Vanelverdinghe (Fabricom) Page 27

28

29 Page 29

30 Top executive Paul Polman announces that over the past two years Unilever saved almost three billion euro in its supply chain. This enabled Unilever to effectively intercept the ongoing price pressure in its sales markets. As a result revenues grew by 9.2 %, and ample savings remained to improve the gross margin by 0.9 %. Hence, Unilever has successfully fortified its market position and raised its gross profits by 2.6 billion euro. Page 30

31 Abandon your isolated island! Don t keep fishing in the bloody red ocean, find a blue one (The Blue Ocean, Chan Kim & Mauborgne, 2010) Procurement has to understand the business and its challenges. Only then procurement will have the capacity to mobilizing business benefits from the supplier markets Stop producing savings and procurement concepts (e.g. category management, supplier relationship management). Tender for quality Stop selecting suppliers for their anorexia. Find suppliers with (complementary) capabilities Page 31

32 STOP talking about procurement Talk about suppliers and business issues STOP producing savings and procurement concepts (e.g. category management, supplier relationship management) Tender for quality STOP selecting suppliers for their anorexia Find suppliers with (complementary) capabilities Page 32

33 Brauweringen KK Baars the Netherlands Management Book of the Year 2010 Phone +31 (0) Website Page 33

Decoupling Creative and Production Procurement

Decoupling Creative and Production Procurement AND Decoupling Creative and Production Procurement Handle with care! Written by Peter Smith, Spend Matters Summary In this short paper, we look at the development of marketing services procurement and

More information

7 WAYS HOW DESIGN THINKING CAN BOOST INSURANCE BUSINESS

7 WAYS HOW DESIGN THINKING CAN BOOST INSURANCE BUSINESS 7 WAYS HOW DESIGN THINKING CAN BOOST INSURANCE BUSINESS The definition of stupidity is doing the same thing everyday and yet expecting different results, as Einstein stated. To get different results, you

More information

CODE OF CONDUCT FOR THE CREDIT INSURANCE SECTOR. Credit Management Think Tank

CODE OF CONDUCT FOR THE CREDIT INSURANCE SECTOR. Credit Management Think Tank CODE OF CONDUCT FOR THE CREDIT INSURANCE SECTOR Credit Management Think Tank 2 3 Think tank & Code of conduct 5 1. Principles of a Code of conduct 7 2. Contracting parties of the Code of conduct 11 3.

More information

The Link Between Business Intelligence And Profitability

The Link Between Business Intelligence And Profitability The Link Between Business Intelligence And Profitability Sponsored by x February 27, 2013 1 PM EST Download handouts (PDF) : www.mdm.com/slides or info@mdm.com Session Leader J. Michael Marks, Managing

More information

BENCHMARKING BUSINESS RELATIONSHIP MANAGEMENT. Benchmarking Business Relationship Management The Four Faces of Building Value with Major Suppliers

BENCHMARKING BUSINESS RELATIONSHIP MANAGEMENT. Benchmarking Business Relationship Management The Four Faces of Building Value with Major Suppliers Benchmarking Business Relationship Management The Four Faces of Building Value with Major Suppliers Benchmarking best practice... central to emerging next practice Leaders of the International Procurement

More information

Chapter 2 INDUSTRIAL BUYING BEHAVIOUR: DECISION MAKING IN PURCHASING

Chapter 2 INDUSTRIAL BUYING BEHAVIOUR: DECISION MAKING IN PURCHASING Chapter 1 THE ROLE OF PURCHASING IN THE VALUE CHAIN The role and importance of the purchasing and supply function in the value chain. The difference between concepts such as ordering, buying, purchasing,

More information

Strategic Supply Chain Management: Can your supply chain deliver both growth and efficiencies?

Strategic Supply Chain Management: Can your supply chain deliver both growth and efficiencies? Strategic Supply Chain Management: Can your supply chain deliver both growth and efficiencies? BRAD HOUSEHOLDER Introduction Companies recognise that in today s global economy, their supply chains are

More information

The Legal Innovation Matrix Legal market insight

The Legal Innovation Matrix Legal market insight Legal market insight Xenion Legal white paper series Edition 1 September 2014 www.xenionlaw.com Foreword We live in exciting times. As Xenion Legal, we are inherently interested in what is happening in

More information

Improving SME Access to Public Procurement

Improving SME Access to Public Procurement Improving SME Access to Public Procurement 1. The development of small and medium enterprises (SMEs) is very important to the national economy and public procurement can be an important source of business

More information

Your appraisal 360. product guide. Competency Frameworks

Your appraisal 360. product guide. Competency Frameworks Your appraisal 360 product guide Competency Frameworks ver 1.0 2 of 11 Third Eye Resolutions Ltd Contents What Appraisal360 feedback does for you... 4 Ways of buying Appraisal360... 5 System only packages...

More information

The marketing function at Unilever There are several aspects to the marketing function at Unilever. These aspects include each of the following:

The marketing function at Unilever There are several aspects to the marketing function at Unilever. These aspects include each of the following: Marketing at Unilever Introduction All businesses have identifiable business functions. These business functions include operations, finance, marketing and human resources. In very small businesses the

More information

executive OF BuSiNeSS ADMiNiStRAtiON

executive OF BuSiNeSS ADMiNiStRAtiON executive MASteR OF BuSiNeSS ADMiNiStRAtiON Jan Van acoleyen Senior Vice President & Chief HR Officer, Barco alumnus 1991 For me, the program was a window onto other vocations. It allowed me to go beyond

More information

From Waste to Wow. Marieke Snoep (Director Sales Operations & Process Management) T-Mobile the Netherlands, 22 February 2010

From Waste to Wow. Marieke Snoep (Director Sales Operations & Process Management) T-Mobile the Netherlands, 22 February 2010 From Waste to Wow Increase Customer Value, Reduce operating costs and improve customer satisfaction by shifting from a departmental focus to a customer output (e2e process) focus. Marieke Snoep (Director

More information

Example Material Business Analysis

Example Material Business Analysis Changing a Business All Projects are about making a change to a business Changes are usually driven by strategy, policy, legislation or a need to improve/adapt the business The changes may be to Processes,

More information

INTRODUCTION TO SOLUTION SELLING

INTRODUCTION TO SOLUTION SELLING INTRODUCTION TO SOLUTION SELLING ABC stands for your company XYZ stands for the type of solution your client is looking for Prepared by: Eric van t Hoff, 19/09/02 The Sales Process takes a potential client

More information

The main points are: The Business Plan How To Write It. History of your Business

The main points are: The Business Plan How To Write It. History of your Business The Business Plan How To Write It A business plan has nine key sections. Within each of the following sections there is a list of points that should be covered fully backed up with detailed information

More information

Ten Steps to Success in New Business Ventures

Ten Steps to Success in New Business Ventures by Matthew Simmons part-time Marketing Director Introduction Let's set the scene - you are an entrepreneur who has invented a great idea, or perhaps you are a manager in a larger organisation who is about

More information

Making business simple...

Making business simple... Making business simple... Introduction 2 Contents Every business needs a Marketing Plan. This guide has been created to assist you in putting your Marketing Plan together. This guide will help you to indicate

More information

Supply Chain Guide Working together in partnership

Supply Chain Guide Working together in partnership CASE STUDIES Plan Smart, Deliver Lean Supply Chain Guide Working together in partnership Background to the ISA The Infrastructure Strategic Alliance (ISA) provides a site wide consistent approach to the

More information

Business Plan Guide for a Small Business

Business Plan Guide for a Small Business Business Plan Guide for a Small Business A Business Plan is a written document that describes the path of your business venture. It describes what you want to do and how you plan to do it, usually covering

More information

Unilever First Half 2015 Results Paul Polman / Jean-Marc Huët 23 rd July 2015

Unilever First Half 2015 Results Paul Polman / Jean-Marc Huët 23 rd July 2015 Unilever First Half 2015 Results Paul Polman / Jean-Marc Huët 23 rd July 2015 SAFE HARBOUR STATEMENT This announcement may contain forward-looking statements, including forward-looking statements within

More information

Capital Markets Day. Feb 3, 2015 The New York Stock Exchange

Capital Markets Day. Feb 3, 2015 The New York Stock Exchange Capital Markets Day Feb 3, 2015 The New York Stock Exchange Welcome Stefan Gruber, Head of Investor Relations Agenda 2015 SAP SE or an SAP affiliate company. All rights reserved. 3 Safe Harbor Statement

More information

Spotlight Quiz. Financial Risk

Spotlight Quiz. Financial Risk Spotlight Quiz Financial Risk 1 Risk and Reward One of the first things that we learn in finance is that there is a relationship between risk and reward; if you want to earn high rewards you need to accept

More information

CORPORATE PHILANTHROPY. Achieving integrated social purpose

CORPORATE PHILANTHROPY. Achieving integrated social purpose CORPORATE PHILANTHROPY Achieving integrated social purpose Corporate philanthropy: integrating social purpose into business Harnessing the power of capital to support what we most value is critical for

More information

Point of View. Competition and choice in the audit market

Point of View. Competition and choice in the audit market Point of View Competition and choice in the audit market Key messages Large global accounting networks have emerged in response to the demands of multinational companies which require their auditors to

More information

Pharmaceutical Marketing Overview Ibrahim Alabbadi MBA, PhD Amman- July-2015

Pharmaceutical Marketing Overview Ibrahim Alabbadi MBA, PhD Amman- July-2015 Pharmaceutical Marketing Overview Ibrahim Alabbadi MBA, PhD Amman- July-2015 1 Pharmacists job opportunities Hospital Community Pharmaceutical industry Marketing Others Academia Insurance Social security

More information

APPENDIX Business Description Current Position of Company Financing Request

APPENDIX Business Description Current Position of Company Financing Request APPENDIX SAMPLE BUSINESS PLAN Introduction Business Description A brief description of your business; product type, industry and target market and competitive position as compared to your rivals Current

More information

YOUR MARKETING CHECKLIST

YOUR MARKETING CHECKLIST YOUR CHECKLIST Marketing can impact 2 things 1 2 Your business outcomes by focusing on your PERSONAL GOALS BUSINESS GOALS CONSTRAINTS Your clients satisfaction by aligning your IDEAL CLIENT Desired outcomes,

More information

Introduction. Core values. Vision and mission. Tesco s vision has five elements

Introduction. Core values. Vision and mission. Tesco s vision has five elements Introduction Tesco was founded in 1919 by Jack Cohen from a market stall in London s East End. Today it is one of the largest retailers in the world. Tesco s core business is retailing in the UK, which

More information

STRATEGY UPDATE 2 MARCH 2016

STRATEGY UPDATE 2 MARCH 2016 STRATEGY UPDATE 2 MARCH 2016 Portfolio Focus on Attractive Growth and Margin Opportunities André Lacroix, CEO Intertek Group plc, is today announcing a strategic update outlining the Group s plan to deliver

More information

Xerox Completes Acquisition of ACS Industry Analyst / Advisor Call

Xerox Completes Acquisition of ACS Industry Analyst / Advisor Call Xerox Completes Acquisition of ACS Industry Analyst / Advisor Call Tom Blodgett Executive Vice President COO, Commercial Operations ACS, A Xerox Company Jim Firestone Executive Vice President President,

More information

Business Studies - Financial Planning and Management Study Notes. Financial Planning and Management Study Notes:

Business Studies - Financial Planning and Management Study Notes. Financial Planning and Management Study Notes: Business Studies - Financial Planning and Management Study Notes Financial Planning and Management Study Notes: The Role of Financial Planning: The strategic role of financial management: Organisational

More information

WELCOME TO OUR ARK GUIDING MESSAGE

WELCOME TO OUR ARK GUIDING MESSAGE WELCOME TO OUR ARK GUIDING MESSAGE WELCOME TO OUR ARK GUIDING MESSAGE The Ark Guiding Message declares our Purpose, Vision and Mission. It also details the Strategic Drivers that deliver them and the Values

More information

SYMANTEC CORPORATION 4Q13 and FY13 RESULTS PREPARED REMARKS

SYMANTEC CORPORATION 4Q13 and FY13 RESULTS PREPARED REMARKS Introduction Helyn Corcos, Vice President Investor Relations Good afternoon and thank you for joining our call to discuss our fourth quarter and fiscal year 2013 results. With me today are Steve Bennett,

More information

N a v i g a t e t h r o u g h t he a m a z i n g r e a l m s o f. Blue Ocean Strategy

N a v i g a t e t h r o u g h t he a m a z i n g r e a l m s o f. Blue Ocean Strategy N a v i g a t e t h r o u g h t he a m a z i n g r e a l m s o f Blue Ocean Strategy Enter a whole new world of opportunity and profitable growth. Get inspired, find out how Blue Ocean Strategy challenges

More information

How to Grow and Sell a Franchise Business

How to Grow and Sell a Franchise Business How to Grow and Sell a Franchise Business Introduction Building a franchise business is hard work and when it is time to exit from the business you deserve to see the fruits of your labour. However, to

More information

Code of conduct for the

Code of conduct for the Credit Insurance Code of conduct for the CREDIT INSURANCE SECTOR Code of conduct for the CREDIT INSURANCE SECTOR 1. Principles of a code of conduct Credit insurance is a risk management tool to help companies

More information

A Sustainable Strategy for System Dynamics

A Sustainable Strategy for System Dynamics A Sustainable Strategy for System Dynamics A Socratic Dialogue Greenwood Strategic Advisors AG Zugerstrasse 40 CH-6314 Unterägeri, ZG Telefon +41 41 754 7447 Telefax +41 41 754 7448 www.greenwood-ag.com

More information

Effective Strategies for Modern Sales

Effective Strategies for Modern Sales Effective Strategies for Modern Sales Featuring Frank V. Cespedes, Harvard Business School Professor and author of Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective

More information

MISSION-BASED LEADERSHIP: LEVERAGING THE CREDIT! UNION DIFFERENCE TO GROW YOUR ORGANIZATION. January 27, 2014

MISSION-BASED LEADERSHIP: LEVERAGING THE CREDIT! UNION DIFFERENCE TO GROW YOUR ORGANIZATION. January 27, 2014 MISSION-BASED LEADERSHIP: LEVERAGING THE CREDIT! UNION DIFFERENCE TO GROW YOUR ORGANIZATION January 27, 2014 Michael Neill Michael Neill & Associates www.michaelneill.com 888.440.0552 ACTIONS FOLLOW MISSION

More information

Strategic Value Beyond Savings

Strategic Value Beyond Savings Strategic Value Beyond Savings Procurement & Supply Chains Role in Delivering Sustainable Business Success Paula Gildert BSc(Hons) FRSA FCIPS MIET CEng VP Head Global Development Strategic Sourcing, Novartis

More information

Corporate Social Responsibility Policy

Corporate Social Responsibility Policy Corporate Social Responsibility Policy 2 Content 1 Motivation 3 1.1 What do we want to achieve? 3 2 Definition and policy 4 2.1 What is our ambition 4 2.2 Stakeholders 4 3 Delineation and scope 5 4 Ambitions

More information

Sculley and Woods maintain throughout the book that online exchange is

Sculley and Woods maintain throughout the book that online exchange is B2B Exchanges: The Killer Application in the Businessto-Business Internet Revolution-A Review by Arthur Sculley and William Woods Reviewed by Narges Shahsavarani In B2B Exchanges, Arthur Sculley and William

More information

Media Contact: Mike Conway Director, Corporate Communications Sherwin-Williams Direct: 216.515.4393 Pager: 216.422.3751 mike.conway@sherwin.

Media Contact: Mike Conway Director, Corporate Communications Sherwin-Williams Direct: 216.515.4393 Pager: 216.422.3751 mike.conway@sherwin. The Sherwin-Williams Company Reports First Quarter 2012 Financial Results Consolidated net sales increased 15.1% to a record $2.14 billion Diluted net income per common share increased 50.8% to a record

More information

Update 31 March 2015

Update 31 March 2015 Update 31 March 2015 DISCLAIMER This presentation does not constitute or form part of and should not be construed as, an offer to sell or issue or the solicitation of an offer to buy or acquire securities

More information

FinancialServicesMarketin RepoRtS

FinancialServicesMarketin RepoRtS Resources to focus for your niche, acquire new clients and services ac Fortunately, you can reduce the effects of this new era of competition by concentrating on niche markets. VOL 6 NUM 1 Strategies and

More information

BUSINESS DEVELOPMENT MANAGER

BUSINESS DEVELOPMENT MANAGER Job Description BUSINESS DEVELOPMENT MANAGER This job description provides an indicative outline of the purpose and accountabilities of the role. Specific performance requirements and expectations will

More information

Strategic e-sourcing Converting Costs into Profits. Ramesh Mehta CEO Moai Technologies Inc.

Strategic e-sourcing Converting Costs into Profits. Ramesh Mehta CEO Moai Technologies Inc. Strategic e-sourcing Converting Costs into Profits Ramesh Mehta CEO Moai Technologies Inc. What Attendees Will Learn How strategic sourcing can improve a company's profitability in a matter of weeks How

More information

Check against delivery. Hans Dieter Pötsch Speech at the Annual Media Conference and Investor Conference on March 13, 2014.

Check against delivery. Hans Dieter Pötsch Speech at the Annual Media Conference and Investor Conference on March 13, 2014. Check against delivery Hans Dieter Pötsch Speech at the Annual Media Conference and Investor Conference on March 13, 2014 Part II Good morning, Ladies and Gentlemen, I, too, would like to wish you a very

More information

GENERAL GUIDELINES FOR DEVELOPING A BUSINESS PLAN

GENERAL GUIDELINES FOR DEVELOPING A BUSINESS PLAN GENERAL GUIDELINES FOR DEVELOPING A BUSINESS PLAN August 2012 Table of contents Introduction... 3 1. Executive Summary... 3 2. Business Summary... 3 2.1 Company Summary... 3 2.2 Management Summary... 3

More information

Oliver Wight Sales & Operations Planning and Demand Management as a Competitive Differentiator

Oliver Wight Sales & Operations Planning and Demand Management as a Competitive Differentiator Oliver Wight Sales & Operations and Demand Management as a Competitive Differentiator James Small Oliver Wight 1 Business Drivers and Benefits of Integrated Business (S&OP) % Respondents -- Business Drivers

More information

Strategy Dynamics Essentials Kim Warren

Strategy Dynamics Essentials Kim Warren Strategy Dynamics Essentials Kim Warren Strategy Dynamics Ltd. All rights reserved. www.strategydynamics.com Chapter 1: Building performance over time Strategy Dynamics Ltd. All rights reserved. www.strategydynamics.com

More information

How to Develop Successful Enterprise Risk and Vendor Management Programs

How to Develop Successful Enterprise Risk and Vendor Management Programs Project Management Institute New York City Chapter January 2014 Chapter Meeting How to Develop Successful Enterprise Risk and Vendor Management Programs Christina S. Kite Senior Vice President Corporate

More information

Organic Growth and Strategic Acquisitions. Delivered record 66 million of validated cost savings to our customers

Organic Growth and Strategic Acquisitions. Delivered record 66 million of validated cost savings to our customers 2014 Preliminary Results For the year ended 31 December 2014 Organic Growth and Strategic Acquisitions Delivered record 66 million of validated cost savings to our customers Agenda Overview Financial highlights

More information

Lesson 1. Assessing the Marketplace

Lesson 1. Assessing the Marketplace Assessing the Marketplace Your first lesson consists of four assignments that cover the first four chapters. These assignments provide a useful overview of the contemporary marketing environment and all

More information

Supply Chains: From Inside-Out to Outside-In

Supply Chains: From Inside-Out to Outside-In Supply Chains: From Inside-Out to Outside-In Table of Contents Big Data and the Supply Chains of the Process Industries The Inter-Enterprise System of Record Inside-Out vs. Outside-In Supply Chain How

More information

PRESS RELEASE. Ana Botín: Santander is well positioned to face the challenges. We will lead change GENERAL SHAREHOLDERS MEETING

PRESS RELEASE. Ana Botín: Santander is well positioned to face the challenges. We will lead change GENERAL SHAREHOLDERS MEETING PRESS RELEASE GENERAL SHAREHOLDERS MEETING Ana Botín: Santander is well positioned to face the challenges. We will lead change Banco Santander has room for growth within our customer base and in our ten

More information

SoberIT Software Business and Engineering Institute

SoberIT Software Business and Engineering Institute SAAS Case F-Secure Marko Komssi T-86.5300 ICTEC course - April 2008 Anti-virus Business before Y2K! Trend Micro, Symantec, and Network Associates/McAfee: the "big three" anti-virus vendors! Mass market/

More information

Enterprise Social Networking Technology Embracing a New Competitive Advantage Strategy. A White Paper

Enterprise Social Networking Technology Embracing a New Competitive Advantage Strategy. A White Paper Enterprise Social Networking Technology Embracing a New Competitive Advantage Strategy A White Paper Introduction In these dynamic economic times doing more with less has become the norm. Demanding customers

More information

Onthehouse MD and CRO on growth outlook for Consumer Online division

Onthehouse MD and CRO on growth outlook for Consumer Online division Level 9, 348 Edward Street Brisbane QLD 4000 Attention: ASX Company Announcements Platform Lodgement of Market Briefing 20 November 2013 Onthehouse MD and CRO on growth outlook for Consumer Online division

More information

Small Telephone System Purchase Guide

Small Telephone System Purchase Guide Small Telephone System Purchase Guide Looking to make informed decisions and avoid some common mistakes? Then this guide may be useful for you. Overview This guide aims to provide information for the non-expert

More information

Designing a Competitive Business Model and Building a Solid Strategic Plan

Designing a Competitive Business Model and Building a Solid Strategic Plan CHAPTER 3 Designing a Competitive Business Model and Building a Solid Strategic Plan Copyright 2011 Pearson Education, Inc. Publishing as Prentice Hall A Major Shift... From financial capital to intellectual

More information

10 Steps for Setting up a Customer Loyalty Program By Kim Skaaning Jørgensen

10 Steps for Setting up a Customer Loyalty Program By Kim Skaaning Jørgensen 10 Steps for Setting up a Customer Loyalty Program By Kim Skaaning Jørgensen Step 1: Evaluate the Product The first step is always to answer the following questions honestly: Is my product good enough?

More information

ebusinessplan Competition Guide

ebusinessplan Competition Guide ebusinessplan Competition Guide Success depends on having a powerful vision right from the beginning BASIC RULES Do: 1. Submit a plan for an ecommerce business 2. Limit your submission to 6 pages 3. Give

More information

Mobile Marketing. An Inside View from Marketing Managers. A Report by ZinMobi. ZinMobi

Mobile Marketing. An Inside View from Marketing Managers. A Report by ZinMobi. ZinMobi Mobile Marketing An Inside View from Marketing Managers A Report by ZinMobi ZinMobi Participants Content 1. Executive Summary 2. The Size of the Mobile Revolution 3. Detailed Results 4. Recommendations

More information

Norsat International Inc. Fourth Quarter 2008 Earnings Conference Call March 12, 2009

Norsat International Inc. Fourth Quarter 2008 Earnings Conference Call March 12, 2009 Norsat International Inc. Fourth Quarter 2008 Earnings Conference Call March 12, 2009 Operator: Good day and welcome to the Norsat 2008 Year End Earnings Conference call. All lines have been placed on

More information

For personal use only CREATE, SUPPLY AND SUPPORT

For personal use only CREATE, SUPPLY AND SUPPORT INTRODUCTION Inabox is well advanced in transitioning its business from a legacy telecommunications wholesaler to become a leading supplier of next generation IT, cloud and IP telephony services Process

More information

DUNLOP PROTECTIVE FOOTWEAR INTERNATIONAL MARKET SEGMENT LEADER

DUNLOP PROTECTIVE FOOTWEAR INTERNATIONAL MARKET SEGMENT LEADER DUNLOP PROTECTIVE FOOTWEAR INTERNATIONAL MARKET SEGMENT LEADER THE COMPANY Hevea Hevea was spun off from Vredestein in 2004 by means of a management buy-out backed by Gilde Equity Management. At the time,

More information

An introduction to marketing for the small business

An introduction to marketing for the small business An introduction to marketing for the small business Membership Services Moor Hall, Cookham Maidenhead Berkshire, SL6 9QH, UK Telephone: 01628 427500 www.cim.co.uk/marketingresources The Chartered Institute

More information

Learn the secrets to becoming a great leader. LEADERSHIP. Questionnaire. Brian Tracy WWW.BRIANTRACY.COM

Learn the secrets to becoming a great leader. LEADERSHIP. Questionnaire. Brian Tracy WWW.BRIANTRACY.COM Learn the secrets to becoming a great leader. LEADERSHIP Questionnaire Brian Tracy WWW.BRIANTRACY.COM LEADERSHIP QUESTIONNAIRE BRIAN TRACY 1 LEADERSHIP QUESTIONNAIRE The only limit to our realization of

More information

Tools and techniques Ansoff s matrix

Tools and techniques Ansoff s matrix Tools and techniques Ansoff s matrix Its four strategic options, below, for corporate growth, (see above) are briefly explained by Professor McDonald: Market penetration 1. Of the four strategic options

More information

Hourly Billing: The Democracy of the Dead

Hourly Billing: The Democracy of the Dead Hourly Billing: The Democracy of the Dead Ron Baker, Founder VeraSage Institute You are what you charge for. A business is defined by little else. Your price speaks volumes about your value proposition,

More information

Unleashing the power of innovation

Unleashing the power of innovation How the role of innovation within the business and the way companies innovate are being transformed. Unleashing the power of innovation www.pwc.com 2 Unleashing the power of innovation Gauging changing

More information

Inside Money Today Sponsored by: Lendinero.com HOW BUSINESS FUNDING WILL SCALE YOUR BUSINESS

Inside Money Today Sponsored by: Lendinero.com HOW BUSINESS FUNDING WILL SCALE YOUR BUSINESS 5 VALUABLE WAYS HOW BUSINESS FUNDING WILL SCALE YOUR BUSINESS This report is brought to you by Inside Money Today and sponsored by Lendinero.com. 5 Valuable Ways Business Funding Will Scale Your Business:

More information

The Emperor s New Clouds

The Emperor s New Clouds WHITEPAPER Author: Stuart James The Emperor s New Clouds Challenging cloud myths and misinformation Challenging cloud myths and misinformation Author: Stuart James If Cloud can be simply broken down into

More information

whatmakesagoodleader.com

whatmakesagoodleader.com Table of Contents (Click headings to Navigate) 1. Executive Summary...3 1.1. Preferred Option...3 1.2. Alternatively...3 2. Analysis...4 2.1. Vision / Mission Analysis...4 2.2. Objectives...4 2.3. Macro

More information

Reputation and the Board. Guidance for PR Consultants and Board Directors

Reputation and the Board. Guidance for PR Consultants and Board Directors Reputation and the Board Guidance for PR Consultants and Board Directors Contents Foreword... 3 About This Guidance... 4 What is Reputation?... 4 Why is Reputation Important?... 4 Reputation: A Board s

More information

The Emotional Economy at Work

The Emotional Economy at Work The Emotional Economy at Work White Paper Series: Paper 400: Selecting & Working with Emotional Engagement Performance Metrics Jeremy Scrivens This paper is dedicated to my highly rational but emotionally

More information

Transparency in Supply Chains

Transparency in Supply Chains Transparency in Supply Chains Rob Allan January 13, 2015 2014 IBM Corporation What is transparency Why is transparency so difficult How to achieve transparency Benefits of transparency IBM s road to transparency

More information

FLOW TRADERS REPORTS STRONG RESULTS IN FIRST HALF YEAR 2015 AND INTERIM DIVIDEND OF 0.50 PER SHARE.

FLOW TRADERS REPORTS STRONG RESULTS IN FIRST HALF YEAR 2015 AND INTERIM DIVIDEND OF 0.50 PER SHARE. For immediate release FLOW TRADERS REPORTS STRONG RESULTS IN FIRST HALF YEAR 2015 AND INTERIM DIVIDEND OF 0.50 PER SHARE. AMSTERDAM, the Netherlands 19 August 2015. Flow Traders N.V. ( the Company or Flow

More information

Overview of Future Purchasing s fundamental and advanced training workshops...

Overview of Future Purchasing s fundamental and advanced training workshops... Performance Learning Presented by: Anna Del Mar - Director, Performance Learning Future Purchasing Overview of Future Purchasing s fundamental and advanced training workshops... Tailored excellence.. Our

More information

DSM Expands Sales with CRM Tool, While Saving One Day a Week Per Sales Executive

DSM Expands Sales with CRM Tool, While Saving One Day a Week Per Sales Executive Microsoft Dynamics Customer Solution Case Study Expands Sales with CRM Tool, While Saving One Day a Week Per Sales Executive Overview Country or Region: The Netherlands Industry: Life sciences Customer

More information

Profit Strategies for Small Businesses

Profit Strategies for Small Businesses Profit Strategies for Small Businesses Tackling the Challenges of Internet Marketing If you re a small business owner, your goal is profitability. And marketing is the key to big profits. But small business

More information

Category number: 15. Category name: Best lead nurturing. Campaign name: O2 Reduced Cost and Complexity. Agency: The Marketing Practice.

Category number: 15. Category name: Best lead nurturing. Campaign name: O2 Reduced Cost and Complexity. Agency: The Marketing Practice. Category number: 15 Category name: Best lead nurturing Campaign name: O2 Reduced Cost and Complexity Agency: The Marketing Practice Client: O2 Word count: 1,181 Summary The Reduced Cost and Complexity

More information

Turnaround Management

Turnaround Management Peter Faulhaber, Norbert Landwehr Turnaround Management Crisis Survival for German Mid-Caps : I i ***«,* } Campus Verlag Frankfurt/New York Contents Foreword to the Third Edition 11 1 Turnaround Management:

More information

THE SUSTAINABLE WAY TO GROW

THE SUSTAINABLE WAY TO GROW Financial Services POINT OF VIEW THE SUSTAINABLE WAY TO GROW WHAT WEALTH MANAGERS CAN LEARN FROM OTHER PROFESSIONAL SERVICES AUTHOR Philippe Bongrand, Partner Wealth Management is a professional services

More information

Solectron Production System (SPS): The Customer Choice for Supply Chain Excellence. Marc Onetto Executive Vice President, Operations

Solectron Production System (SPS): The Customer Choice for Supply Chain Excellence. Marc Onetto Executive Vice President, Operations Solectron Production System (SPS): The Customer Choice for Supply Chain Excellence Marc Onetto Executive Vice President, Operations The Customer Choice for Supply Chain Excellence Agenda The Solectron

More information

Maximize your sales teams performance to ensure they exceed their targets

Maximize your sales teams performance to ensure they exceed their targets Maximize your sales teams performance to ensure they exceed their targets Strategic Sales Team Development Programme Carlene Jackson Carlene@vantage-strategies.com (44) 1273 778 505 www.vantage-strategies.com

More information

The ICT sector in the spotlight

The ICT sector in the spotlight Improving working conditions in the global electronics industry The ICT sector in the spotlight Leverage of public procurement decisions on working conditions in the supply chain Executive Summary 2 This

More information

Source 1 Mortgage Marketing Plan. Fiscal Year of 2004 Presented on 4.26.04

Source 1 Mortgage Marketing Plan. Fiscal Year of 2004 Presented on 4.26.04 SM Source 1 Mortgage Marketing Plan Fiscal Year of 2004 Presented on 4.26.04 Table of Contents Executive Summary Executive Summary Situation Analysis Situation Analysis Market Summary Market Demographics

More information

Case Interview - Frameworks

Case Interview - Frameworks WWW.MCONSULTINGPREP.COM Case Interview - Frameworks For more free and detailed materials on Management Consulting Preparation, visit www.mconsultingprep.com 2014 MConsultingPrep, Inc. COMPLETE FRAMEWORKS

More information

CUSTOMER RELATIONSHIP MANAGEMENT CONCEPTS AND TECHNOLOGIES

CUSTOMER RELATIONSHIP MANAGEMENT CONCEPTS AND TECHNOLOGIES CUSTOMER RELATIONSHIP MANAGEMENT CONCEPTS AND TECHNOLOGIES Chapter 1: Introduction to CRM Selected definitions of CRM 1 CRM is an information industry term for methodologies, software, and usually Internet

More information

FRANCHISE INFORMATION

FRANCHISE INFORMATION What is BIDS? BIDS is an electronic publisher that distributes tenders and tender information to subscribers on behalf of public and corporate buyers. BIDS is a privately owned company with head office

More information

MISSION STATEMENT of Sunways AG

MISSION STATEMENT of Sunways AG MISSION STATEMENT of Sunways AG Preamble An energy supply is the basis for the economic development of societies. Solar energy is one of the most important sources of energy of the future it knows no limits.

More information

PORTER S STRATEGY, VALUE CHAINS AND COMPETITIVE ADVANTAGE

PORTER S STRATEGY, VALUE CHAINS AND COMPETITIVE ADVANTAGE PORTER S STRATEGY, VALUE CHAINS AND COMPETITIVE ADVANTAGE Vasile Voicu Pantea, Luiela Magdalena Csorba, Olga Irina Maxim University Aurel Vlaicu of Arad Abstract: A strategy means the plans and actions

More information

Loyalty to service provision: creating loyalty through the customer experience

Loyalty to service provision: creating loyalty through the customer experience Loyalty to service provision: creating loyalty through the customer experience WWW.SBS.OXFORD.EDU EDUCATING LEADERS FOR 800 YEARS Dr Richard Cuthbertson Research Director Oxford Institute of Retail Management

More information

Integrating Great Customer Experiences with BPM

Integrating Great Customer Experiences with BPM mwd a d v i s o r s Integrating Great Customer Experiences with BPM Neil Ward-Dutton December 2013 MWD Advisors is a specialist advisory firm which provides practical, independent industry insights to

More information

Managed IT Services in. New circumstances demand new models. www.atosorigin.com

Managed IT Services in. New circumstances demand new models. www.atosorigin.com Managed IT Services in Telecommunications New circumstances demand new models www.atosorigin.com In June 2010, for the second consecutive year, Atos Origin was ranked the world s #1 provider of IT outsourcing

More information

SWOT Analysis of E-Commerce

SWOT Analysis of E-Commerce Advance in Electronic and Electric Engineering. ISSN 2231-1297, Volume 4, Number 6 (2014), pp. 663-668 Research India Publications http://www.ripublication.com/aeee.htm SWOT Analysis of E-Commerce Ms Kiran

More information

Multi-channel Retailing Goes Mainstream

Multi-channel Retailing Goes Mainstream Multi-channel Retailing Goes Mainstream Ashish Jandial, Patrick Ogawa and Preetha Sekharan Abstract Increasingly, retailers are turning towards multi-channel retailing to grow their market share and present

More information