„You can´t run a mule in the Kentucky Derby.“
(Jim Leyland, baseball legend)
Renaissance Time with Martin Schweiger on
05 April 2022
Given at Nanyang Technological University (NTU) of Singapore
- “Renaissance time” and how to get there
- A clear definition of “Innovation”, following from “growth”
- Innovation needs innovative people
- How to identify innovative people
- Serial Innovators are entrepreneurs, but risk-avoiding and therefore without the ambition to have their own company
- Pareto principle applied: 20% of the R&D staff does 80% of the innovation
- Price`s Law and Serial Innovators’ law. There are only one or two serial innovators in each company
Evidence driven development - a lean methodology to product developmentJoshuah Vincent
In the beginning stages of the our team at a former employer (large fintech company) we had a clear mandate from Execs about what to build….but the team was skeptical. We devised a crude way to validate assumptions based on the Lean Methodology. Overtime this evolved into the EDD process.
Video of presentation here: https://goo.gl/Hg2c4q
We talk a lot about "maximizing business value". We ask business people and product managers to prioritise by estimating the business value of user stories. But what exactly do we mean by business value?
This project is prepared on the basis of a manufacturing company, that is, IKEA limited which exists in United Kingdom. However, it is considered as the largest furniture manufacturing firm in UK. This project is based on demonstrating the impacts of customer relationship management on profitability of the cited firm IKEA Ltd.
Working Backwards - Leading organisations achieve growth by marrying customer-obsession with a modern technology strategy. In this upcoming webinar, we’ve partnered with AWS to bring you exclusive insights from one of the world’s most innovative companies, Amazon.
Nothing really to do with time, but rather solutionism and one of its cures.
Back by popular demand. Seriously this was the email, "Thanks for an amazing session, again please." In this session we will use real partner-suggested examples of how to not provide an answer, but instead have a deeper more valuable conversation with a customer. If you sign up for this session, you must be willing to submit examples ahead of time so that Ed Kless, Sage senior director of partner development and strategy, can do less prep work, er, insert them into the presentation.
Congruent is a global IT services company with more than 25 years of experience specialized in providing offshore and onsite IT consulting services on Salesforce and Microsoft technologies.
Headquartered in Washington, USA, with a huge offshore development facility in Chennai, India, Congruent supports leading brands like 3M, Premera Blue Cross, Starbucks, Council on Foreign Relations, Daktronics, and Maldives Airport.
To learn more visit https://www.congruentsoft.com
„You can´t run a mule in the Kentucky Derby.“
(Jim Leyland, baseball legend)
Renaissance Time with Martin Schweiger on
05 April 2022
Given at Nanyang Technological University (NTU) of Singapore
- “Renaissance time” and how to get there
- A clear definition of “Innovation”, following from “growth”
- Innovation needs innovative people
- How to identify innovative people
- Serial Innovators are entrepreneurs, but risk-avoiding and therefore without the ambition to have their own company
- Pareto principle applied: 20% of the R&D staff does 80% of the innovation
- Price`s Law and Serial Innovators’ law. There are only one or two serial innovators in each company
Evidence driven development - a lean methodology to product developmentJoshuah Vincent
In the beginning stages of the our team at a former employer (large fintech company) we had a clear mandate from Execs about what to build….but the team was skeptical. We devised a crude way to validate assumptions based on the Lean Methodology. Overtime this evolved into the EDD process.
Video of presentation here: https://goo.gl/Hg2c4q
We talk a lot about "maximizing business value". We ask business people and product managers to prioritise by estimating the business value of user stories. But what exactly do we mean by business value?
This project is prepared on the basis of a manufacturing company, that is, IKEA limited which exists in United Kingdom. However, it is considered as the largest furniture manufacturing firm in UK. This project is based on demonstrating the impacts of customer relationship management on profitability of the cited firm IKEA Ltd.
Working Backwards - Leading organisations achieve growth by marrying customer-obsession with a modern technology strategy. In this upcoming webinar, we’ve partnered with AWS to bring you exclusive insights from one of the world’s most innovative companies, Amazon.
Nothing really to do with time, but rather solutionism and one of its cures.
Back by popular demand. Seriously this was the email, "Thanks for an amazing session, again please." In this session we will use real partner-suggested examples of how to not provide an answer, but instead have a deeper more valuable conversation with a customer. If you sign up for this session, you must be willing to submit examples ahead of time so that Ed Kless, Sage senior director of partner development and strategy, can do less prep work, er, insert them into the presentation.
Congruent is a global IT services company with more than 25 years of experience specialized in providing offshore and onsite IT consulting services on Salesforce and Microsoft technologies.
Headquartered in Washington, USA, with a huge offshore development facility in Chennai, India, Congruent supports leading brands like 3M, Premera Blue Cross, Starbucks, Council on Foreign Relations, Daktronics, and Maldives Airport.
To learn more visit https://www.congruentsoft.com
How to successfully implement change and innovationHydrogen Group
The presentation from our Implementing Innovation event at The Beaumont Hotel, London, in November 2017.
Presentations from:
Mark Pratt, Hydrogen Consulting Solutions
Natalie Seatter & Callum Watts, Pollen8
7 Dimensions of Agile Analytics by Ken Collier Thoughtworks
We are in the midst of an exciting time. There is an explosion of very interesting data, and emergence of powerful new technologies for harnessing data, and devices that enable humans to receive tremendous benefits from it. What is required are innovative processes that enable the creation and delivery of value from all of that data. More often than not, it is the predictive (what will happen?) and prescriptive (how to make it happen!) analytics that produces this value, not the raw data itself. Agile software teams are continuously involved in projects that involve rich, complex, and messy data. Often this data represents innovative analytics opportunities. Being analytics-aware gives these teams the opportunity to collaborate with stakeholders to innovate by creating additional value from the data. This session is aimed at making Agile software teams more analytics-aware so that they will recognize these innovation opportunities. The trouble with conventional analytics (like conventional software development) is that it involves long, phased, sequential steps that take too long and fail to deliver actionable results. This deck will examine the convergence of the following elements of an exciting emerging field called Agile Analytics:
sophisticated analytics techniques, plus
lean learning principles, plus
agile delivery methods, plus
so-called "big data" technologies
Learn:
The analytical modeling process and techniques
How analytical models are deployed using modern technologies
The complexities of data discovery, harvesting, and preparation
How to apply agile techniques to shorten the analytics development cycle
How to apply lean learning principles to develop actionable and valuable analytics.
I discuss my experiences at dxw making the agile process work for us and our clients. The lessons we learned, and how created a stable agile approach to design and development.
So much best practice advice and examples of successful agile in practice are geared towards product teams. When you’re actually working on the front lines with a client who has the drive to do things right, but is still limited by their timescale and budget, how can you make agile work?
Originally presented at NorDevCon 2015
Presentation to students at University of Minnesota's MHA program to familiarize them with Design Thinking in the context of health care. Part of the health care and innovation class taught by Ryan Armbruster.
This stuff is cool, but HOW CAN I GET MY COMPANY TO DO IT? Businessing the S*...Mark Heckler
We go to conferences & get excited about things that could revolutionize our development & change our organization! Then, we go home...and hit the wall. If you've ever asked yourself, "This stuff is cool, but HOW CAN I GET MY COMPANY TO DO IT??!", this is the session for you.
Learn from an experienced software developer (who also happens to have an MBA) how to make your case to leadership.
Agile Values, French Values and Your CompanyPeter Stevens
An exploration of French Values, Agile Values and Scrum Principles to understand better how to apply Agile Values and Scrum Principles to transform your organization
Business Transformation Proposal Powerpoint Presentation SlidesSlideTeam
"You can download this product from SlideTeam.net"
Business transformation refers to a change management strategy that is required to run business operations. The main aim of business transformation is to align the organization with new ideas and vision. A readymade proposal is all you need where you can customize all the information as per your requirements. Showcase the methods that modify the existing business activities by using our topic-specific Business Transformation Proposal PowerPoint Presentation Slides. With the help of this interactive proposal PPT layout, you can highlight your new technologies and services. Take advantage of our engaging business change proposal presentation template to portray your proposal context, advanced services, business action plan, client testimonials, terms, and conditions, etc. By using this outwardly engaging organizational transformation proposal PowerPoint theme, you can talk about the overall investment your client’s need to do for their business transformation process that includes material purchase, research and inspection, programming and testing, and to communicate a new workflow. With the aid of our business change proposal PowerPoint presentation template, you can describe the project completion time your high-skilled professionals take to complete the project. Take the assistance of this well-informed PPT layout to highlight the services you provide such as design services, digital services, marketing sales, analytics and data interpretation, risk management, finance strategy, and many more. Use the engaging corporate transformation PowerPoint slide to show the logo of your company that helps you to stick to the brand’s identity. Employ this professionally designed corporate transformation PPT slide to outline various business plans that help clients in meeting their market requirements. The business transformation proposal template offers you plenty of space where you can show your rewards and certificates that strike a chord with your customers. With the help of a business change proposal PPT slide, you can talk about the skills and expertise of your professionals in an impressive manner. Download our eye-catchy business transformation PowerPoint presentation template to turn your prospects into clients. https://bit.ly/3mQgKKK
Research Services Proposal PowerPoint Presentation SlidesSlideTeam
If your company needs to submit a Research Services Proposal PowerPoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. http://bit.ly/38pg6ud
Creating the Future of Airline Travel Through Digital Transformation- Nandor ...Thoughtworks
As one of Australia’s most well-known and trusted brands, Qantas is on a journey to evolve from a traditional airline into a digital business. But how does an almost 100-year-old company continue to adapt and thrive in a world where consumer expectations are driven by “best in class” digital experiences?
Head of Qantas Digital Direct, Nandor Locher, shares how Qantas has begun to transform their digital experiences across all touchpoints along the customer journey. By fundamentally changing their organisational structure, the way they work and the way they think and engage, Qantas has been able to develop transformative practices and deliver return on investment.
Encouraging adoption of your digital workplaceSam Marshall
Slides from our recent webinar with i-Squared on employee services and digital workplace adoption, particularly for mod-size organizations.
A well designed, self-serve, digital workplace is essential for productivity and employee satisfaction. When designed right, a digital workplace can:
* Save employees time by automating mundane tasks allowing people to focus on high-value work
* Engage and retain employees
* Ensure critical employee data is up-to-date, and accurate
* Empower HR professionals with insights.
In this live webinar, we will explore how to make an employee self-serve site that will benefit your organisation and colleagues. We’ll cover the points above, and talk you through:
* The benefits of a self-serve intranet site
* How to choose and prioritise services to develop
* The vital steps that lead to higher adoption.
Business Partnership Proposal Powerpoint Presentation SlidesSlideTeam
Introduce your clients with the solutions you propose to emerge as a leader in the competitive information technology industry by utilizing this Business Partnership Proposal PowerPoint Presentation Slides. Present the outline of your business venture proposal in a professional manner with the help of this partnership agreement PPT visuals. In this business venture bid PowerPoint theme, you can clearly state the requirement of collaboration. The services a reliable and trustworthy IT enterprise offers can be illustrated with the help of our company alliance contract PPT template. Specialized in the development and consulting services, you can state your objectives such as high-level security structures to protect the consumers, and user-focused tools and training, etc with this business alliance contract PowerPoint theme. Showcase your expertise in advertising websites, and software like shopping, banking, financial, healthcare, auto dealership, restaurant and merchandising. Highlight the two ways of partnership namely a one-time contract and permanent representative in a specific region by utilizing our enterprise collaboration proposal PowerPoint template. You can elucidate the global dominance of your company by incorporating this firm association bid PPT theme. You can also discuss the benefits of an alliance with your organization. Elaborate on your firm’s mission and certifications to build trust with the target company. Additionally, you can include the slides of your esteemed clients, customer testimonials, and past work highlights to prove your excellence in the IT industry. To avoid any legal confusion, state the terms & conditions inclusive of payments, confidentiality, etc. The sign off slide included here can be beneficial in getting signatures of the user assigned company name and client name along with the address. Download this company venture proposal PowerPoint template. https://bit.ly/3lC9BOX
How to successfully implement change and innovationHydrogen Group
The presentation from our Implementing Innovation event at The Beaumont Hotel, London, in November 2017.
Presentations from:
Mark Pratt, Hydrogen Consulting Solutions
Natalie Seatter & Callum Watts, Pollen8
7 Dimensions of Agile Analytics by Ken Collier Thoughtworks
We are in the midst of an exciting time. There is an explosion of very interesting data, and emergence of powerful new technologies for harnessing data, and devices that enable humans to receive tremendous benefits from it. What is required are innovative processes that enable the creation and delivery of value from all of that data. More often than not, it is the predictive (what will happen?) and prescriptive (how to make it happen!) analytics that produces this value, not the raw data itself. Agile software teams are continuously involved in projects that involve rich, complex, and messy data. Often this data represents innovative analytics opportunities. Being analytics-aware gives these teams the opportunity to collaborate with stakeholders to innovate by creating additional value from the data. This session is aimed at making Agile software teams more analytics-aware so that they will recognize these innovation opportunities. The trouble with conventional analytics (like conventional software development) is that it involves long, phased, sequential steps that take too long and fail to deliver actionable results. This deck will examine the convergence of the following elements of an exciting emerging field called Agile Analytics:
sophisticated analytics techniques, plus
lean learning principles, plus
agile delivery methods, plus
so-called "big data" technologies
Learn:
The analytical modeling process and techniques
How analytical models are deployed using modern technologies
The complexities of data discovery, harvesting, and preparation
How to apply agile techniques to shorten the analytics development cycle
How to apply lean learning principles to develop actionable and valuable analytics.
I discuss my experiences at dxw making the agile process work for us and our clients. The lessons we learned, and how created a stable agile approach to design and development.
So much best practice advice and examples of successful agile in practice are geared towards product teams. When you’re actually working on the front lines with a client who has the drive to do things right, but is still limited by their timescale and budget, how can you make agile work?
Originally presented at NorDevCon 2015
Presentation to students at University of Minnesota's MHA program to familiarize them with Design Thinking in the context of health care. Part of the health care and innovation class taught by Ryan Armbruster.
This stuff is cool, but HOW CAN I GET MY COMPANY TO DO IT? Businessing the S*...Mark Heckler
We go to conferences & get excited about things that could revolutionize our development & change our organization! Then, we go home...and hit the wall. If you've ever asked yourself, "This stuff is cool, but HOW CAN I GET MY COMPANY TO DO IT??!", this is the session for you.
Learn from an experienced software developer (who also happens to have an MBA) how to make your case to leadership.
Agile Values, French Values and Your CompanyPeter Stevens
An exploration of French Values, Agile Values and Scrum Principles to understand better how to apply Agile Values and Scrum Principles to transform your organization
Business Transformation Proposal Powerpoint Presentation SlidesSlideTeam
"You can download this product from SlideTeam.net"
Business transformation refers to a change management strategy that is required to run business operations. The main aim of business transformation is to align the organization with new ideas and vision. A readymade proposal is all you need where you can customize all the information as per your requirements. Showcase the methods that modify the existing business activities by using our topic-specific Business Transformation Proposal PowerPoint Presentation Slides. With the help of this interactive proposal PPT layout, you can highlight your new technologies and services. Take advantage of our engaging business change proposal presentation template to portray your proposal context, advanced services, business action plan, client testimonials, terms, and conditions, etc. By using this outwardly engaging organizational transformation proposal PowerPoint theme, you can talk about the overall investment your client’s need to do for their business transformation process that includes material purchase, research and inspection, programming and testing, and to communicate a new workflow. With the aid of our business change proposal PowerPoint presentation template, you can describe the project completion time your high-skilled professionals take to complete the project. Take the assistance of this well-informed PPT layout to highlight the services you provide such as design services, digital services, marketing sales, analytics and data interpretation, risk management, finance strategy, and many more. Use the engaging corporate transformation PowerPoint slide to show the logo of your company that helps you to stick to the brand’s identity. Employ this professionally designed corporate transformation PPT slide to outline various business plans that help clients in meeting their market requirements. The business transformation proposal template offers you plenty of space where you can show your rewards and certificates that strike a chord with your customers. With the help of a business change proposal PPT slide, you can talk about the skills and expertise of your professionals in an impressive manner. Download our eye-catchy business transformation PowerPoint presentation template to turn your prospects into clients. https://bit.ly/3mQgKKK
Research Services Proposal PowerPoint Presentation SlidesSlideTeam
If your company needs to submit a Research Services Proposal PowerPoint Presentation Slides look no further. Our researchers have analyzed thousands of proposals on this topic for effectiveness and conversion. Just download our template, add your company data and submit to your client for a positive response. http://bit.ly/38pg6ud
Creating the Future of Airline Travel Through Digital Transformation- Nandor ...Thoughtworks
As one of Australia’s most well-known and trusted brands, Qantas is on a journey to evolve from a traditional airline into a digital business. But how does an almost 100-year-old company continue to adapt and thrive in a world where consumer expectations are driven by “best in class” digital experiences?
Head of Qantas Digital Direct, Nandor Locher, shares how Qantas has begun to transform their digital experiences across all touchpoints along the customer journey. By fundamentally changing their organisational structure, the way they work and the way they think and engage, Qantas has been able to develop transformative practices and deliver return on investment.
Encouraging adoption of your digital workplaceSam Marshall
Slides from our recent webinar with i-Squared on employee services and digital workplace adoption, particularly for mod-size organizations.
A well designed, self-serve, digital workplace is essential for productivity and employee satisfaction. When designed right, a digital workplace can:
* Save employees time by automating mundane tasks allowing people to focus on high-value work
* Engage and retain employees
* Ensure critical employee data is up-to-date, and accurate
* Empower HR professionals with insights.
In this live webinar, we will explore how to make an employee self-serve site that will benefit your organisation and colleagues. We’ll cover the points above, and talk you through:
* The benefits of a self-serve intranet site
* How to choose and prioritise services to develop
* The vital steps that lead to higher adoption.
Business Partnership Proposal Powerpoint Presentation SlidesSlideTeam
Introduce your clients with the solutions you propose to emerge as a leader in the competitive information technology industry by utilizing this Business Partnership Proposal PowerPoint Presentation Slides. Present the outline of your business venture proposal in a professional manner with the help of this partnership agreement PPT visuals. In this business venture bid PowerPoint theme, you can clearly state the requirement of collaboration. The services a reliable and trustworthy IT enterprise offers can be illustrated with the help of our company alliance contract PPT template. Specialized in the development and consulting services, you can state your objectives such as high-level security structures to protect the consumers, and user-focused tools and training, etc with this business alliance contract PowerPoint theme. Showcase your expertise in advertising websites, and software like shopping, banking, financial, healthcare, auto dealership, restaurant and merchandising. Highlight the two ways of partnership namely a one-time contract and permanent representative in a specific region by utilizing our enterprise collaboration proposal PowerPoint template. You can elucidate the global dominance of your company by incorporating this firm association bid PPT theme. You can also discuss the benefits of an alliance with your organization. Elaborate on your firm’s mission and certifications to build trust with the target company. Additionally, you can include the slides of your esteemed clients, customer testimonials, and past work highlights to prove your excellence in the IT industry. To avoid any legal confusion, state the terms & conditions inclusive of payments, confidentiality, etc. The sign off slide included here can be beneficial in getting signatures of the user assigned company name and client name along with the address. Download this company venture proposal PowerPoint template. https://bit.ly/3lC9BOX
Technology increasingly permeates every facet of modern business, from communications to CRM systems and customer analytics. IT and Digital have been drawn from a background support function and re-positioned as a core driver of strategy, value creation and competitive edge. This tectonic shift has placed senior technologists at the heart of the organisation, making them integral to decision making and leadership.
The DIGIT Leader Summit will explore this evolution of Information Technology as a discipline, discussing the increasing role of senior technologists in driving innovation and efficiency and shaping business strategy within their organisation. The programme will also consider some of the crucial components of leadership, looking at culture, vision, team building, up-skilling and communication.
The Summit is geared for senior IT and Digital leaders and is designed to promote knowledge exchange, best practice and collaboration in a friendly open forum. The event will be held at Dynamic Earth in Edinburgh on 24th May 2017 and will be free for delegates to attend.
There is increasing competition and commoditization in the information security marketplace.
For better or worse, pure technical knowledge and experience is not enough. InfoSec companies must go out of their way to demonstrate and communicate their value to potential clients. This includes optimizing and standardizing internal processes and client-facing communications. This article (the first in a series) discusses the problems facing InfoSec companies and some strategies for standing out from the crowd.
apidays LIVE Singapore 2022_There is no such thing as digital transformation....apidays
apidays LIVE Singapore 2022: Digitising at scale with APIs
April 20 & 21, 2022
There is no such thing as digital transformation (and why that matters)
Dr Dennis Khoo, Digital Transformation Expert at allDigitalfuture, Author of the bestselling book, "Driving Digital Transformation: Lessons from building the first ASEAN Digital Bank"
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A lot of companies make the mistake of thinking that just hiring Data Scientists will lead to increased revenue or increased profit. For a company’s investment in Data Science to be successful the Data Scientists need to work on the right problems, with the right people, and with the right tools. In this presentation, I will talk about the lessons I have learned, and mistakes made in applying Data Science in commercial settings over the last 10 years. I will highlight what processes can increase the chances of Data Science investment being successful.
Ecommerce Test Ideation: What to Optimize and WhyOptimizely
Test ideation is at the core of growing your company’s online sales, especially as consumers’ expectations for ease of use and personalized experiences continue to climb. This session will help you uncover tests to increase key metrics, like conversion rates and average order value, and make shopping on your site a delightful experience for every customer.
PUTTING THE VALUE BACK IN VALUE ENGINEERING: Leveraging Lean thinking to Driv...Amanda Ross
This deck was presented at a joint webinar with AgileCraft and Barry O'Reilly on Value Engineering. In this deck we cover:
- How Value Engineering enables enterprises to systematically manage the uncertainty and return of innovation in their organization
- Quickly and cheaply experiment to learn what are winning ideas, and what do not deliver value and should be discarded
- How to define outcome-based metrics to build value statements, and improves visibility and accountability across your organization
- How to drive rapid feedback loops to accelerate innovation and better decision-making
- How tools can play a role in the Value Engineering / Lean thinking cycle
Success in the Cloud requires 3 things:
1) A Compelling Value Proposition
2) Creating Competitive Separation
3) Strategy vs Execution. Making it happen requires execution
This is an extension on a presentation provided to the Unicom #DevOps North event in February 2017. It discusses the Challenges facing the transformation to Digital Business today and how that can be assisted by Starting with Why, thinking Agile, Breaking down delivery by value, Using the #IT4IT open standard and third parties
The BAD Toolkit brings together agile methods to solve problems under a community driven framework and we'd like to tell you a bit more about the thinking behind it.
Come along and join other Agile enthusiasts and talk about the BAD toolkit and speak to the founders in person.
Creating value by design thinking or create businesses that customers lovePatrick Stähler
We need new boxes to think in. We have to learn to unlearn and learn new boxes to think in. Not products should be in your focus but the job-to-be-done you solve for your customers. Besides new boxes we need a design like process where we plan our learning and experimentation process and not the result. Learn and execute faster with new boxes to think in and a business design process to fill the boxes. Presentation at the Leadership Revolution Conference by AI Group, 1. Sept. 2015, Melbourne
The need for Business design to underpin strategic and operational agility Craig Martin
Talk given at the business architecture Master Series in Sydney October 2019.
Agility is here to stay. But dig a little deeper and you will see that fundamental strategic, structural and cultural issues exist that often prevent success within large organizations. Some organizations have learnt the hard way when it comes to the missing pieces of the puzzle around organizational agility.
I was recently asked by a new-ways-of-working team to help them apply business design to create the target operating model needed to enable structural, operational and strategic agility. Is this the secret sauce that’s been missing in the agility conversations?
In this talk I’ll discuss the broader issues around agility when creating the adaptive and fast learning organization. And discuss the "secret sauce" that is missing when it comes to business heuristics and patterns.
I will also look at the areas where agility is succeeding and failing and discuss the need for multi-disciplinary architects that can help with the transition across strategic, business and delivery lenses.
PS - this is a presentation pack. I dont put everything I talk to into a slide. Some of these slides will therefore lack some context for you. Next time I'll record the talk and you can hopefully catch the story around the slides.
This presentation is based on a session that Ed has delivered for the past three years. It is dedicated to the possibility that innovation goes beyond just technological developments. Technology is important, but it is only a small part of innovation. For innovation to be more fully complete we must look at other areas including the internal processes of the organization and most importantly the very language we use. Innovating like this is hard work and not for everyone because it requires deeper thinking than usual. If you believe you can attain this level of thinking, you are invited to listen to this session.
Shut up and eat your french fries: Asking Effective QuestionsEd Kless
This session is dedicated to the possibility that professionals can greatly increase the value they provide to their customers if they hone their skills at asking better, more effective questions. Developing an enhancing this skill is not easy because it requires us to rethink the paradigms and prejudices of the past. If you would like to contribute to a conversation about this topic, please join Ed Kless, Sage senior director of partner development and strategy.
Delivered at AccountEX in London, this presentation represent my latest thinking on strategy. For a video of the presentation you can visit my person site at http://edkless.com/strategyvideo
Changing conversations by asking better questionsEd Kless
This session is dedicated to the possibility that professionals can greatly increase the value they provide to their customers if they hone their skills at asking better, more effective questions. Developing and enhancing this skill is not easy because it requires us to rethink and relearn conversation habitss. If you would like to learn how this questioning approach can strengthen your customer conversations, join Ed Kless us for this discussion-based session.
Even small organizations can create and execute meaningful strategic plans. Creating a well-defined strategy is hard work and not for everyone, as it requires us to begin to say "no" to stuff we usually say "yes" to. You are hereby invited by facilitator Ed Kless, to open a dialogue about how best to go about creating a strategy for your small business organization.
Leadership thinking is is often based on manipulation - trying to “get someone to do something” which isn't necessarily effective. Coming to terms with this idea is difficult and not for everyone because it requires us to examine some of our most deeply held beliefs and either dismiss them or at least think differently about them. If you are interested in rethinking the way you approach leadership, you are invited to attend this session.
Creating shared vision in a small businessEd Kless
Have you defined a vision for your company and shared it with your teams? A shared vision enlists others in the work and provides guiding principles for day to day activities. Creating a shared vision can be hard work because it requires you to examine goals and beliefs and weave them into a cohesive picture of your future. If you're ready to start this work on behalf of your organization, join Ed Kless to make this part of your 2015 action plan.
Do your performance metrics reflect what's truly important to your customers? This session explores the ways companies can increase financial performance by changing from inwardly facing measurements to measurements that extend outside the firm. Changing these metrics often requires firms to think differently than they have in the past. If you're ready to think differently about your company's measurement systems (or think you might be ready to think differently), join this conversational session facilitated by Ed Kless.
Top Ten Business Myths, Part 2 (Myths 5-1). This episode is dedicated to the possibility that many myths exist about business and it would be better to rid ourselves of these ideas. Thinking about these myths is difficult because it requires us to examine some of our most deeply held beliefs and either dismiss them or at least think differently about them. If you are interested in challenging the conventional wisdom about these business myths, you are invited to listen to this episode of The Soul of Enterprise: Business in the Knowledge Economy, hosted by Ed Kless and Ron Baker.
This session is dedicated to the possibility that the majority of leadership thinking is wrong as it is ultimate based on manipulation - trying to “get someone to do something.” Coming to terms with this idea is difficult and not for everyone because it requires us to examine some of our most deeply held beliefs and either dismiss them or at least think differently about them. If you are interesting in having a conversation about healing leadership, you are invited to attend this session facilitated by Ed Kless, Sage senior director of partner development and strategy. This material is based on the work of Howard Hansen and Steve Geske, who have presented at previous Sage Summits.
Delivered in 14 cities across the US, this presentation speaks about the role of the entrepreneur in business and they way Sage supports small and medium-sized businesses.
Creating value for your customers by becoming a knowledge organizationEd Kless
This presentation is dedicated to the possibility that a organization can be run more effectively when it concentrates on developing into knowledge firm rather than a product or service firm. Creating such an organization is hard work and not for everyone as it requires leadership in the organization to think differently than they have in the past about what it is that they do.
Navigating the world of forex trading can be challenging, especially for beginners. To help you make an informed decision, we have comprehensively compared the best forex brokers in India for 2024. This article, reviewed by Top Forex Brokers Review, will cover featured award winners, the best forex brokers, featured offers, the best copy trading platforms, the best forex brokers for beginners, the best MetaTrader brokers, and recently updated reviews. We will focus on FP Markets, Black Bull, EightCap, IC Markets, and Octa.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
Implicitly or explicitly all competing businesses employ a strategy to select a mix
of marketing resources. Formulating such competitive strategies fundamentally
involves recognizing relationships between elements of the marketing mix (e.g.,
price and product quality), as well as assessing competitive and market conditions
(i.e., industry structure in the language of economics).
The 10 Most Influential Leaders Guiding Corporate Evolution, 2024.pdfthesiliconleaders
In the recent edition, The 10 Most Influential Leaders Guiding Corporate Evolution, 2024, The Silicon Leaders magazine gladly features Dejan Štancer, President of the Global Chamber of Business Leaders (GCBL), along with other leaders.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Tata Group Dials Taiwan for Its Chipmaking Ambition in Gujarat’s DholeraAvirahi City Dholera
The Tata Group, a titan of Indian industry, is making waves with its advanced talks with Taiwanese chipmakers Powerchip Semiconductor Manufacturing Corporation (PSMC) and UMC Group. The goal? Establishing a cutting-edge semiconductor fabrication unit (fab) in Dholera, Gujarat. This isn’t just any project; it’s a potential game changer for India’s chipmaking aspirations and a boon for investors seeking promising residential projects in dholera sir.
Visit : https://www.avirahi.com/blog/tata-group-dials-taiwan-for-its-chipmaking-ambition-in-gujarats-dholera/
B2B payments are rapidly changing. Find out the 5 key questions you need to be asking yourself to be sure you are mastering B2B payments today. Learn more at www.BlueSnap.com.
At Techbox Square, in Singapore, we're not just creative web designers and developers, we're the driving force behind your brand identity. Contact us today.
Discover the innovative and creative projects that highlight my journey throu...dylandmeas
Discover the innovative and creative projects that highlight my journey through Full Sail University. Below, you’ll find a collection of my work showcasing my skills and expertise in digital marketing, event planning, and media production.
FIA officials brutally tortured innocent and snatched 200 Bitcoins of worth 4...jamalseoexpert1978
Farman Ayaz Khattak and Ehtesham Matloob are government officials in CTW Counter terrorism wing Islamabad, in Federal Investigation Agency FIA Headquarters. CTW and FIA kidnapped crypto currency owner from Islamabad and snatched 200 Bitcoins those worth of 4 billion rupees in Pakistan currency. There is not Cryptocurrency Regulations in Pakistan & CTW is official dacoit and stealing digital assets from the innocent crypto holders and making fake cases of terrorism to keep them silent.
Understanding User Needs and Satisfying ThemAggregage
https://www.productmanagementtoday.com/frs/26903918/understanding-user-needs-and-satisfying-them
We know we want to create products which our customers find to be valuable. Whether we label it as customer-centric or product-led depends on how long we've been doing product management. There are three challenges we face when doing this. The obvious challenge is figuring out what our users need; the non-obvious challenges are in creating a shared understanding of those needs and in sensing if what we're doing is meeting those needs.
In this webinar, we won't focus on the research methods for discovering user-needs. We will focus on synthesis of the needs we discover, communication and alignment tools, and how we operationalize addressing those needs.
Industry expert Scott Sehlhorst will:
• Introduce a taxonomy for user goals with real world examples
• Present the Onion Diagram, a tool for contextualizing task-level goals
• Illustrate how customer journey maps capture activity-level and task-level goals
• Demonstrate the best approach to selection and prioritization of user-goals to address
• Highlight the crucial benchmarks, observable changes, in ensuring fulfillment of customer needs
4. A Tale of Two Theories (Business Models)
Revenue = People capacity + Efficiency + Cost-plus pricing
Current Model: Professional Service Firm
New Model: Professional Knowledge Firm
Profit = Intellectual capital + Effectiveness + Value-led pricing
↑ ↑ ↑ ↑
@edkless
5. Four Assertions
1) Growth without profit is perilous
2) Nonrival assets have more leverage than rival assets
3) Effectiveness is always and everywhere more important than
efficiency
4) Value-led pricing is superior to cost-plus pricing for capturing value
created by PKFs
@edkless
15. The Antithesis of Efficiency
• This session
• All continuing education
• Knowledge management
• Total quality service
• Mentoring and coaching
• Networking
• Business development
• Social media
• Innovation
• Pricing on purpose
@edkless
18. Two Basic Pricing Methods
Cost-led pricing
Product Cost Price Value Customer
Value-led pricing
Customer Value Price Cost Product
@edkless
19. Unlearn
• What you do (or have to offer) has intrinsic value
• Business exchanges are like for like
• Price is primarily a function of cost
Remember
• Intent counts more than technique
• NO GUESSING! (Move off the solution)
• Slow down for yellow lights
Three things to unlearn & Three things to remember
@edkless
21. I need to replace QuickBooks for my
growing firm in need of a more flexible
accounting solution. Is that something
you guys can do?
We can. Companies that out have
outgrown QuickBooks are right in our
sweet spot. Would it be OK if I asked
you about what a more flexible
accounting solution means in your
specific context?
Clarify – Example 1
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22. Clarify – Example 2
I’d be glad to offer my thoughts. Help
me out. When you say you want to
improve your financial reports internally
and externally, can I ask what that
means?
We want to implement a more effective
accounting system to improve our
financial reports internally and externally
with customers. Can you give me a
demo of Sage Pastel?
@edkless
23. Clarify – Example 3
The first thing that I’ll say about my
experience is that everyone who asks
for integrations with Sage Live has
something slightly different in mind.
Would it be okay if we talked a little
about why you want to integrate so I can
make my comments more relevant?
I’m looking to purchase a new finance
system that includes purchase order
requisition and a personnel system that
will integrate with our clocking-in
system, and allows for the digital import
of invoices with OCR. What options are
available to connect to our systems to
Sage Live?
@edkless
24. Presumptive Clarify – Example 1
I’ll be happy to give you price once I
understand exactly what you want to
accomplish and at this point it would be
presumptive of me to guess. Would you
mind giving me some details about what
you are hoping a new Sage Intacct-
based system would do for you?
I am looking for information about Sage
Pastel, but I’ll be honest our main
concern is price. Please tell me how
much you would charge.
@edkless
25. Presumptive Clarify – Example 2
Fair enough, Cloud is a hot topic right
now. However, it would be presumptive
of me at this point to offer my opinion
since Cloud environments have different
definitions. Could you give me yours?
Our new IT director feels there are
advantages to moving to a Cloud-based
environment. I would like your opinion.
@edkless
27. Yellow Light – Example 1
I have a concern. If we have no
evidence or sense of impact of the
problem, is it possible that somebody,
somewhere is going to seriously
question the validity of this project?
The customer is pushing to move ahead
with developing a solution to solve the
problem without identifying the evidence
of its existence and impact on the
organization.
@edkless
28. Yellow Light – Example 2
I have a concern. It seems the cost of a
solution may be larger than the problem
itself and it makes little sense to
continue moving ahead. Am I missing
something?
You believe the cost of the solution your
customer is asking for is larger than the
cost of the problem it is intended to
solve.
@edkless
29. Yellow Light – Example 3
I have a concern. I don’t know if your
CFO is like our CFO. However, at our
company, even if everyone thinks there
is a problem, there needs to be a
business case backing up the request
before he will allocate money. Could
that be a possibility here?
Your customer does not want to take the
time to develop a business case for the
solution because, “everyone knows it is
a problem.”
@edkless
30. The Five Golden Questions – Getting to Value
Recognize a “measurable” word
• Revenue
• Cost
• Customer satisfaction
• Quality
• Performance
• Productivity
• Et al.
Ask Mahan Khalsa’s Five “Golden
Questions”
• How do you measure it?
• What is it now?
• What do you want it to be?
• What is the value of the difference?
• Over time (usually one year)?
@edkless
32. “The single most important
decision in evaluating a
business is pricing power. If
you’ve got the power to raise
prices without losing
business to a competitor,
you’ve got a very good
business. And if you have to
have a prayer session before
raising the price by 10
percent, then you’ve got a
terrible business.”
-Warren Buffet
@edkless
34. Presuppositions
• Defined value
• Completed a scope or at least an agreed upon set of
objectives:
• Deploy…
• Educate…
• Provide…
• Convert…
• Develop…
• Integrate…
@edkless
35. Van Westendorp’s Model
• At what price would this customer
think this is too expensive and not
buy it?
• At what price would this customer
think this is expensive, but most
likely buy it?
• At what price would this customer
think this is cheap, but still likely to
buy it?
• At what price would this customer
think this is too cheap and not buy
it?
@edkless
37. The Numbers
Two options Three options
Selected Price Revenue Selected Price Revenue
One year, web only 68 59 4,012 16 59 944
One year, print only - - - - 125 -
One year, print and web 32 125 4,000 84 125 10,500
Total Revenue 8,012 11,444 43%
Production costs 32 30 960 84 30 2,520
Profit 7,052 8,924 27%
@edkless
42. Questions to ask before setting price
• What does the customer think the value of our solution is?
• Have we done a complete scope document/project plan?
• With whom on organization chart am I dealing?
• Who referred this customer to us? Why were we referred in the first place?
• Do they have any time sensitive deadlines for the completion of this project? Why do they need to do it now and not in six
months?
• Who’s paying for this? Are they spending other people’s money?
• Do we have any competitors? If so, who? What price information do we have about these competitors? What is the price of
the next best alternative offering?
• How profitable is customer’s company? How long have they been in business?
• How busy are your resources?
• Have they engaged with someone else prior to us to do similar work? Who was prior firm and why are they changing?
• How sophisticated is the customer?
• Does customer add to firm’s skills or markets?
• Do we like this customer? What is the state of their restroom?
• How do we help reduce the customer’s risk?
@edkless