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Celemi enterprise sales short

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  • 1. 1 How do you stay ahead in a changing world?Copyright © 2008 by Celemiab Systems AB. All rights reserved.
  • 2. 2 The critical success factors Create a strong, sustainable brand strong Stay competitive in a changing marketplace Target and sell t preferred customers T t d ll to f d t Develop an attractive & profitable product portfolio Get the most out of people & processesCopyright © 2008 by Celemiab Systems AB. All rights reserved.
  • 3. 3 But are your people equipped for the challenge?Copyright © 2008 by Celemiab Systems AB. All rights reserved.
  • 4. 4 Celemi Enterprise™ A tool that helps you put your strategy into action – fast An intense two-day competition A business simulation based on a proven methodology and run by certified facilitators 4-6 teams of 12-30 people compete Each E h team executes i own strategy i a rapidly its in idl changing marketplace And the winner is...? The enterprise that can earn a profit in the short-term while creating long-term value for all stakeholders.Copyright © 2008 by Celemiab Systems AB. All rights reserved.
  • 5. 5 The seminar at a glance – the flow Reflects your own business reality Opening – setting the scene Your own organization: – What are you up against? – What are the key issues? Business simulation Eight simulation years: – Six companies compete for the same customers in a changing market – Debrief – discuss business themes and capture the lessons learned Next steps – the way forward Back to your own real world: – What are the potential areas for improvement? – What could be done to tap into them?Copyright © 2008 by Celemiab Systems AB. All rights reserved.
  • 6. 6 Clear roles and responsibilities Proposals & Brand tracking Reputation Delivery Marketing Profit & Loss Statement Cash on hand Checklist Product range g People & P l Business plan ProcessesCopyright © 2008 by Celemiab Systems AB. All rights reserved.
  • 7. 7 Eight years of tough competition At the turn of the year Evaluate last year Introduction of a new conceptual theme Strategize Decide on development People, business processes, product portfolio Make sure there is the right capacity Hire more people, or less Sell with precision Marketing d l M k i and sales proposals l Deliver Consider outsourcing if needed Monitor customer satisfaction – delivery quality Close the books Profit & Loss statement; performance indicatorsCopyright © 2008 by Celemiab Systems AB. All rights reserved.
  • 8. 8 The moment of truth The marketplace and customers Each year, competing teams meet at the “Marketplace” for the moment of truth – here they win or lose customers based on their company’s offer and perceived performance. Credible assumptions and metrics Participants base decisions on an industry- standard segmentation modelCopyright © 2008 by Celemiab Systems AB. All rights reserved.
  • 9. 9 A market analysis leads to intense discussion Monitoring performance The facilitator’s computer support allows for a detailed yearly analysis and comparison of the teams’ performance along a range of factors.Copyright © 2008 by Celemiab Systems AB. All rights reserved.
  • 10. 10 The way forward Next steps exercise Participants bring the lessons learned back to your business Assess current performance as a company Select the 5-10 value drivers (levers) you would prioritize in order to bridge the g p ( )y p g gaps Share your conclusions and discuss the way forward How can you make a difference? “Knowing what you want to achieve is one thing. Knowing which buttons to push is quite another.” anotherCopyright © 2008 by Celemiab Systems AB. All rights reserved.
  • 11. 11 For more information Contact: Steve Hemmings +44(0)7768 158576 steven@centrepiece.fsnet.co.uk Centrepiece is a Celemi Partner www.celemi.comCopyright © 2008 by Celemiab Systems AB. All rights reserved.

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