Intriguing Topics  Pragmatic Discussions Kissing Frogs Finding hidden spots of real value in a tough market
Christophe Gillet – Pentacle  France Feb 2009 FR NL UK D Scotland RSA USA
Insights Crisis … Do More  with Less
Crisis  Option 1 Do More  with  Less 1- Eradicate biscuits from meeting rooms 2- Charge coffee / water fountain 3- Wipe ou...
Do More  with Less …  of the same Crisis  Option 2 1- Sales (Story telling) Meetings 2- Forecasting  3- Customer Calls 4- ...
Tough Times If restaurants were managed  like corporations in crisis …
Page  My project  (running a Business) Unit was NOT  about specs (management by objectives),  … but about creating Value …...
Do More  of WHAT? Crisis  Option 2 Value Focus
Super-Market Check-Out
Super-Market Check-Out
Value Focus Hint 1 /5 What is (should be)  your biggest market segment?  NON-CUSTOMERS
Beware Value vs Benefits (features)
Beware Value vs Benefits (features) VALUE =  BENEFITS  - COSTS Destroying Value!
Value Focus Hint 2 /5 You can create value  by downgrading (some) features VALUE =  BENEFITS  - COSTS Increasing Value!
Buying Behaviours                                                                  
TRANSACTIONAL CONSULTATIVE Buying Behaviours                                                                  
TRANSACTIONAL CONSULTATIVE Buying Behaviours                                                                  
TRANSACTIONAL CONSULTATIVE Buying Behaviours VALUE =  BENEFITS  - COSTS
Value Focus Hint 3 /5 Focus on  BOTH   Transactional AND Consultative Customer Journeys  What do you do for your customers...
Value Where is it?
SIMILAR TO ALL (“Compliance”) Difference Difference Difference Difference Difference Costs Profit Value Where is it?
Value Curve of Formule 1  in the French  Low Budget  Hotel Industry Key  Attributes (C) Kim and Mauborgne 97 / Blue Ocean ...
Value Focus Hint 4 /5 Reconsider your Positioning (Start by ‘quick and dirty’)
Do More  of WHAT? Crisis  Option 2 Creativity
Ideas Spectrum 10 minutes ‘generating ideas’ leaves you with common  Ideas et projects  10 Hours ‘generating ideas’ leaves...
Value Focus Hint 5 /5 Replace by Creative Fridays No Blackberry/emails Days Creative Sessions Value Review Meetings …
Value Creativity vs Knowledge “ Yes we can” WHAT? Change ? HOW? Clear WHAT! I know how!
THANK YOU!! [email_address]
Kick the Pedal Restart your money making machine COMING NEXT:  Robert Hewins, 19 March 2009
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Kissing Frogs Feb 09 Rb

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  • Split in groups Discuss how the rules influence marketing and sales behaviours and tools …. (Yellow types of answers expected ….)
  • Split in groups Discuss how the rules influence marketing and sales behaviours and tools …. (Yellow types of answers expected ….)
  • So change is needed! But why is it so difficult? If we crack this issue, we’ll probably be able to move on quicker … Hunters - Gatherers … History to Engage Audience to think to Change in terms of StakeHolders perceiving Threats … Discover Why most Changes /innovation Fail … Integrate Emotion in the algorythm
  • So change is needed! But why is it so difficult? If we crack this issue, we’ll probably be able to move on quicker … Hunters - Gatherers … History to Engage Audience to think to Change in terms of StakeHolders perceiving Threats … Discover Why most Changes /innovation Fail … Integrate Emotion in the algorythm
  • So change is needed! But why is it so difficult? If we crack this issue, we’ll probably be able to move on quicker … Hunters - Gatherers … History to Engage Audience to think to Change in terms of StakeHolders perceiving Threats … Discover Why most Changes /innovation Fail … Integrate Emotion in the algorythm
  • Split in groups Discuss how the rules influence marketing and sales behaviours and tools …. (Yellow types of answers expected ….)
  • Kissing Frogs Feb 09 Rb

    1. 1. Intriguing Topics Pragmatic Discussions Kissing Frogs Finding hidden spots of real value in a tough market
    2. 2. Christophe Gillet – Pentacle France Feb 2009 FR NL UK D Scotland RSA USA
    3. 3. Insights Crisis … Do More with Less
    4. 4. Crisis Option 1 Do More with Less 1- Eradicate biscuits from meeting rooms 2- Charge coffee / water fountain 3- Wipe out training (and comms) 4- Exterminate business trips 5- Downsize
    5. 5. Do More with Less … of the same Crisis Option 2 1- Sales (Story telling) Meetings 2- Forecasting 3- Customer Calls 4- Promotions & Price cuts
    6. 6. Tough Times If restaurants were managed like corporations in crisis …
    7. 7. Page My project (running a Business) Unit was NOT about specs (management by objectives), … but about creating Value … Performance My “best” failure
    8. 8. Do More of WHAT? Crisis Option 2 Value Focus
    9. 9. Super-Market Check-Out
    10. 10. Super-Market Check-Out
    11. 11. Value Focus Hint 1 /5 What is (should be) your biggest market segment? NON-CUSTOMERS
    12. 12. Beware Value vs Benefits (features)
    13. 13. Beware Value vs Benefits (features) VALUE = BENEFITS - COSTS Destroying Value!
    14. 14. Value Focus Hint 2 /5 You can create value by downgrading (some) features VALUE = BENEFITS - COSTS Increasing Value!
    15. 15. Buying Behaviours                                                                  
    16. 16. TRANSACTIONAL CONSULTATIVE Buying Behaviours                                                                  
    17. 17. TRANSACTIONAL CONSULTATIVE Buying Behaviours                                                                  
    18. 18. TRANSACTIONAL CONSULTATIVE Buying Behaviours VALUE = BENEFITS - COSTS
    19. 19. Value Focus Hint 3 /5 Focus on BOTH Transactional AND Consultative Customer Journeys What do you do for your customers that they would be ready to pay for ? What do you do for your customers to make their life easier ?
    20. 20. Value Where is it?
    21. 21. SIMILAR TO ALL (“Compliance”) Difference Difference Difference Difference Difference Costs Profit Value Where is it?
    22. 22. Value Curve of Formule 1 in the French Low Budget Hotel Industry Key Attributes (C) Kim and Mauborgne 97 / Blue Ocean Value Focus Attributes Mapping
    23. 23. Value Focus Hint 4 /5 Reconsider your Positioning (Start by ‘quick and dirty’)
    24. 24. Do More of WHAT? Crisis Option 2 Creativity
    25. 25. Ideas Spectrum 10 minutes ‘generating ideas’ leaves you with common Ideas et projects 10 Hours ‘generating ideas’ leaves you with real innovative Ideas et projects Creativity= ƒ(Time, Stress)
    26. 26. Value Focus Hint 5 /5 Replace by Creative Fridays No Blackberry/emails Days Creative Sessions Value Review Meetings …
    27. 27. Value Creativity vs Knowledge “ Yes we can” WHAT? Change ? HOW? Clear WHAT! I know how!
    28. 28. THANK YOU!! [email_address]
    29. 29. Kick the Pedal Restart your money making machine COMING NEXT: Robert Hewins, 19 March 2009

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