Ten Slides in Ten Minutes - Thinking about How to Identify Failing Businesses

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Just a brief - and swift look - at what could be the identifiers to determine if a Business is potentially failing

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Ten Slides in Ten Minutes - Thinking about How to Identify Failing Businesses

  1. 1. SS Ten Slides in Ten Minutes: Thinking about How to Identify Failing Businesses [Capturing the Hearts and Minds of Prospects & Clients] Presented by: Bill Graham APM.APMP bill.graham@sales-synthesis.co.za November, 2013
  2. 2. Lack of a Robust and Relevant Strategy Identify and define your own rainbow… • • • • • • • • Constantly changing strategy Not listening to clients Slowdown of sales Client churn Strategic Market Development Voice of the Customer C-Levels with Vision Open-minded Exco Where is your centre of gravity? Reactive 2 Potential Outcome/s Pro-Active
  3. 3. Culture Identify and define your own rainbow… • • • • • • • • Nepotism Cronyism Aloof Arrogant Aligned to demographics Openness Trusting Approachable Where is your centre of gravity? Stagnant 3 Potential Outcome/s Vibrant
  4. 4. Top Heavy Management Structure Identify and define your own rainbow… • • • • • • • • Too many decision-makers Excessive Exco members Irrelevant Board members Layers-upon-layers Lean management structure Minimum number of layers Board members adding value Respected Exco Where is your centre of gravity? Conflict 4 Potential Outcome/s Harmony
  5. 5. C-Levels that have passed their ‘Sell By’ Date Identify and define your own rainbow… • • • • • • • • C-Levels from failed companies Dictators Anachronisms Fatigued Fresh visionaries Leaders Agile Focused Where is your centre of gravity? Irrelevant 5 Potential Outcome/s Marketplace Relevance
  6. 6. Organisational Structure Identify and define your own rainbow… • • • • • • • • Constant restructures Unclear roles and responsibilities Duplication across units Misalignment to marketplace Solid pool of resources Voice of the Customer C-Levels with Vision Each client has a point of contact Where is your centre of gravity? Confusion 6 Potential Outcome/s Client-Centric
  7. 7. Outdated Identify and define your own rainbow… • • • • • • • • Irrelevant sales portfolio Perceived as out-of-touch Weak marketplace presence Tired and weary management Relevant offerings portfolio Solid client support Modern, innovative wins Youthful and dynamic Where is your centre of gravity? Old School 7 Potential Outcome/s Respected
  8. 8. Offerings Portfolio Identify and define your own rainbow… • • • • • • • • Irrelevant sales portfolio Misalignment with marketplace Low barriers to entry Shoehorning to fit client base Unique offerings Value driven portfolio Resonates with clients Fit for purpose Where is your centre of gravity? Price 8 Potential Outcome/s Value
  9. 9. Sales Operations Identify and define your own rainbow… • • • • • • • • No sales forecast Weak rewards system Untrained salesforce No Account Plans Robust compensation plan Account Development Plans Professional salesforce Strategic Market Development Where is your centre of gravity? Blind 9 Potential Outcome/s Aware
  10. 10. Leadership Identify and define your own rainbow… • • • • • • • • No marketplace respect Decisions based on self Too operationally focused Dictatorial Respected leaders Decisions based on company Solid reserve knowledge Experienced and skilled Where is your centre of gravity? “Rational discourse requires that you win an argument through the strength of what you say and not the strength of your insults.” - Tuli Madonsela, Public Protector, South Africa 10

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