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Soq Qms Partners

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  • 1. Strategy Consulting & Market Research Statement of Qualifications December, 2008
  • 2. Leadership… Vision… Opportunity… Our Global Reach Headquartered 102 Pickering Way, Suite 200 Exton, PA 19341 Telephone: (484) 875-3150 Fax: (482) 875-9273
  • 3. Management & Strategy Development Consultants QMS Partners is a leading international market research and strategy consultancy offering fresh advice with lasting impact. Our focus and unique quot;down to earthquot; business model enable us to serve a broad range of client needs, remaining globally connected to the industries we serve. We provide clients with unique capabilities in developing business growth strategies by combining in-depth industry knowledge with expertise and experience. Our Strengths: Strong, detailed and analytical results in very tight time lines across broad geographies and scopes that lead to confident business decisions and industry analysis. Consulting Research
  • 4. Create sustainable and competitive Consulting advantages Qualitative ~ In-Depth interviewing with industry Optimize value for customer participants throughout the value chain shareholders providing strategic insight to guide business planning efforts Increase customer economic and competitive performance To effectively transfer knowledge and methods to ensure customer self- sufficiency  To capitalize on emerging opportunities Research The market research arm of QMS Partners provides an array of specialized Quantitative ~ Survey driven interviewing with research services for B2B companies, specific industry groups & participants providing supported by experience covering multiple statistically sound data development using proven analytics industries.
  • 5. Consulting Our Services Our services are true business solutions. We provide the information and insight that you need to make the big decisions, ones that directly affect how your business will grow. Market Assessment Customer Satisfaction Opportunity Screening Product Positioning M&A Advisory Services Competitive Strategy Profitable Growth Manufacturing Cost Analysis Innovation Process Strategy Channel Strategy Business Planning Brand Equity Measurement
  • 6. Research Our Services Methodologies Analytics Quantitative Cluster Analysis Mail Surveys Conjoint Analysis Online Surveys Discrete Choice Analysis Telephone Surveys Discriminant Analysis Factor Analysis Multidimensional Scaling Qualitative Perceptual Mapping Executive Interviews Price Sensitivity Measurement In-depth Interviews Regression Analysis Focus Groups Focus Group Moderating
  • 7. Industry Platforms Core Areas of Focus Automotive  Industrial Products Consumer Products  Life Science & Pharmaceuticals Energy & Utilities  Technology Financial  Consumer Products  Telecommunications Life Science & Pharmaceuticals Industrial Products Media Non Profit Organizations Retail Services Technology Telecommunications Transportation
  • 8. Case Study Industrial Manufacturing Case Study QMS quantified the value chain across all functions from product development, through marketing, selling Creating Value Throughout the Value Chain and fulfillment, and on to service and maintenance. In addition, the team defined product and customer information that would help the company develop Situation improved products. A leading manufacturer of materials handling equipment was feeling increasingly distanced from its customers. QMS applied its customer value management Selling through a network of distributors, the company approach to help focus activity on the most valuable thought of the distributor as its primary customer, not the customers and customer needs. By means of a rich end user. QMS Partners was retained to address several mathematical model, we quantified the lifetime dollar- key issues: value of a customer, both with and without a customer relationship management software system. A more o Where is value created across the value chain? sophisticated system than the sales-contact o What is the appropriate model for thinking about customer software which management had originally considered value? was also defined. This would tie into manufacturing o What is the appropriate technology solution to support this operations and allow for rapid product configuration, customer value model? which has been time consuming and at times o What are feasible alternative distribution strategies? imprecise. QMS Approach Result When QMS started working with the company, QMS identified opportunities for functions to contribute management had reduced this entire problem to a choice more at various points in the value chain. Product about which sales-support software to buy. But they then development could develop competitive features and realized that they first had to learn where the value lay in improve the cost of operating the equipment. their relationships and formulate a customer relationship Marketing could improve service plans, aftermarket management strategy. Only then could they make sound products, and leasing plans. The company could even decisions about the processes and required technology provide leased machinery and a trained operator-a to support the strategy. total materials - handling solution for customers who want one.
  • 9. www.qmspartners.com What are the priorities? The economic downturn is an opportunity for many companies to start clean and get “back to basics.” In this world of rapidly changing Your ultimate priority must be making technology, the market is constantly turning out new tools and money for your shareholders as processes for improving product quality and increasing productivity. efficiently and effectively as possible. The key steps to achieving this Industrial manufacturers who recognize the tools of tomorrow and performance improvement can be What are the key leverage them to improve business can assure themselves a share broken down into five steps: steps to achieving in tomorrow’s prosperity. performance 4 5 3 improvement? 1 2 Step Step Step Step Step Process Strategy Measure Approach Execution Define your strategy Determine what Have a measurement Determine your tactical Determine your change and goal, keeping in processes make you system in place that approach to management process mind metrics such as successful and measures how you are implementing your to facilitate the move market share and benchmark them. performing now and strategy’s different toward your new goals, profitability. Develop a Without understanding how successful you are components. Maintain and keep in mind the clear road map of what you do well and in achieving your goals. flexibility in how you human dimensions of where your what you don’t, it The measurement apply this approach, as change. Execution organization is becomes impossible to system must be there are very few more than technology heading, and don’t make changes that will objective, along with onesize-fits-all will determine success. lose sight of what positively impact your having clear ownership solutions. makes you profitable. organization. and accountability.
  • 10. Our Team Jon Leiman is a Senior Partner and founding member of QMS Partners. The Firm offers a Jon Leiman comprehensive range of strategy development & market research services for industrial Managing Partner manufactured products and allied industries. jleiman@qmspartners.com Many of these services are of a strategic nature involving market entry, product positioning, organizational alignment, capital planning, and assets management through fact-based market research and consulting. Jon is an accomplished business manager with more than 18 years of private and public sector experience guiding mid-level and top-tier companies in the manufacturing, engineering, and utility business sectors with highlighted experience in business management, business and organizational development, strategic planning, merger acquisition and integration, start-ups and turnarounds. He was formerly Founder and President of Quality Management Services, LLC, a utility holding company with both regulated and non-regulated operations. Jon is a former Director of Business Development for the Connecticut Water Company and Vice President of an energy service provider with international operations. Jon holds a bachelors degree in business administration and MBA from the University of LaVerne
  • 11. Our Team Shannon Shuflat is a Partner with QMS Partners. Her expertise is new product Shannon Shuflat development, strategic planning, voice of the customer analysis, process reengineering, Partner and market research and assessment. sshuflat@qmspartners.com Shannon possesses more than fifteen years of management and consulting experience in channel service operations, service delivery, business planning and startup, performance improvement and business acquisition and integration. Recently, Shannon held a leadership position with Armstrong World Industries, focused on channel operations and service delivery. Prior to Armstrong, she was a founding member of ChoiceParts, LLC, a joint venture of the three leading providers of dealer management systems to the automotive industry: ADP, CCC Information Services, and The Reynolds & Reynolds Company. As a founder, Shannon was integral in the Firm’s business planning, startup, acquisition assessment and integration activities. Shannon’s professional experience spans the building products, automotive, information technology, and insurance industries. She holds a degree in Business Administration.
  • 12. Our Team Akash Shah has over seventeen years of business experience in the building products, Akash Shah automotive, printing, and investment banking industries. Akash is an Partner with QMS Partner Partners and has executed assignments including due diligence for mergers and acquisitions, business strategy, business proposition analysis, and market and competitive Ashah@qmspartners.com assessment. Previously with Armstrong World Industries, a global leader in building products, Akash led the strategic planning process for Armstrong Cabinet Products, evaluating economic, industry, and competitive dynamics to formulate a successful business strategy and operating plan for the division. At Armstrong, Akash also led product management and pricing functions for the $700 million wood flooring division. His prior experience is in strategic marketing and business development in the automotive, printing, and technology sectors. Akash began his career in investment banking, managing a commercial portfolio of over $250 million. Leveraging this background, Akash has assisted several companies with acquisition and divestiture initiatives. Akash holds an MBA from Southern Illinois University as well as a Master’s Degree in Finance from the Indian Institute of Management. He received a bachelor’s in Chemical Engineering from the Indian Institute of Technology.
  • 13. Our Team Prasad Devineni is a Managing Partner of QMS Partners. The Firm offers a Prasad Devineni comprehensive range of strategy development & market research services for industrial Partner manufactured products and allied industries. PDevineni@qmspartners.com Prasad is responsible for engagements related to Manufacturing Economics and competitive cost benchmarking. In the last three years, he held the position of Vice President with Green Catalysts which is one of the few catalyst suppliers to the Biodiesel industry and developed the business ground up in the Biofuels arena. He has extensive contacts in the industry and continue to explore business activities in the Biofuels industry. Dr. Devineni has an extensive background in the refining/petrochemical industry with over 15 years of refinery and chemical industry-focused consulting. Over the past10 years, he has conducted numerous technology, economic, and business intelligence and benchmarking assessments in a variety of process industries. He has coordinated several global programs of competitive assessments for clients in various industry segments. Dr. Devineni has a Ph.D. in Chemical and Fuels Engineering.