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cnvrg.comEXTRAORDINARY INSIGHT cnvrg.com                                   CONVERGENCE                                    ...
EXTRAORDINARY INSIGHT cnvrg.com                                  Jim Sevier, Founder & CEO                                ...
STRATEGY FAILURE INDICATORSEXTRAORDINARY INSIGHT cnvrg.com                                  ●   BUSINESS ATTROPHY         ...
EXTRAORDINARY INSIGHT cnvrg.com                                  STRATEGY                                   EQUALS        ...
The Value Of STRATEGYEXTRAORDINARY INSIGHT cnvrg.com                                  1. DEFINES AND SEGMENTS CUSTOMERS   ...
Developing SEGMENTATIONEXTRAORDINARY INSIGHT cnvrg.com                                  ●   No two CUSTOMERS are ALIKE    ...
Developing VALUE               PROPOSITIONSEXTRAORDINARY INSIGHT cnvrg.com                                  ●   They must ...
Developing COMPENTENCIESEXTRAORDINARY INSIGHT cnvrg.com                                  ●   Appraises Current and Future ...
Developing a MISSIONEXTRAORDINARY INSIGHT cnvrg.com                                  ●   Selection of a planning horizon  ...
Example Statements of CHANGEEXTRAORDINARY INSIGHT cnvrg.com                                  ●   Product Change           ...
Developing OBJECTIVESEXTRAORDINARY INSIGHT cnvrg.com                                  ●   At the end of the day, something...
SUMMARY and CONCLUSIONSEXTRAORDINARY INSIGHT cnvrg.com                                  ●   Managing STRATEGY is managing ...
ACKNOWLEDGEMENTSEXTRAORDINARY INSIGHT cnvrg.com                                  ●   I would like to acknowledge the work ...
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Strategic Business Planning - An Executive Overview

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In this 25 minute audio enabled presentation I outline each of the components that comprise a successful customer centric strategic business plan.

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  • Let’s be clear
  • Once a customer has the solution installed, what specificelements of their business improved? Don’t speak in ROI because it focuses on cost but rather talk about changes in customer satisfaction or improvements in efficiency, growth or revenues.Can you document changes in your customers processes?
  • Does our expertise support what we must offer to be unique?Not just what we do well but rather what defines us as a leader
  • Transcript of "Strategic Business Planning - An Executive Overview"

    1. 1. cnvrg.comEXTRAORDINARY INSIGHT cnvrg.com CONVERGENCE READINESS INC. EXTRAORDINARY INSIGHT CONVERGENCE READINESS, INC
    2. 2. EXTRAORDINARY INSIGHT cnvrg.com Jim Sevier, Founder & CEO STRATEGIC BUSINESS PLANNING: AN EXECUTIVE OVERVIEW CONVERGENCE READINESS, INC
    3. 3. STRATEGY FAILURE INDICATORSEXTRAORDINARY INSIGHT cnvrg.com ● BUSINESS ATTROPHY ● PRODUCT / SERVICE COMMODITIZATION ● MARKET SHARE ERROSION ● REVENUE STAGNATION ● UNEXPECTED EXPENSE INCREASE ● UNEXPECTED SPENDING ● TALENT LOSS ● UNABLE TO ATTRACT TALENTED LEADERS CONVERGENCE READINESS, INC
    4. 4. EXTRAORDINARY INSIGHT cnvrg.com STRATEGY EQUALS CHANGE CONVERGENCE READINESS, INC
    5. 5. The Value Of STRATEGYEXTRAORDINARY INSIGHT cnvrg.com 1. DEFINES AND SEGMENTS CUSTOMERS 2. DEFINES AND ASSIGNS VALUE PROPOSITIONS 3. DEFINES EXISTING AND FUTURE COMPETENCIES 4. CREATES A COMPANY MISSION 5. CREATES AND MEASURES OBJECTIVES CONVERGENCE READINESS, INC
    6. 6. Developing SEGMENTATIONEXTRAORDINARY INSIGHT cnvrg.com ● No two CUSTOMERS are ALIKE ● However they can share various attributes ● Purchasing behavior ● Customization ● Total Solution ● Assures Resource Alignment ● Minimizes expense ● Establishes a Baseline ● Business Development strategy CONVERGENCE READINESS, INC
    7. 7. Developing VALUE PROPOSITIONSEXTRAORDINARY INSIGHT cnvrg.com ● They must be UNIQUE ● Experiment with innovation ● Difficult to imitate ● Produce significant VALUE for customer and business ● Transfer to the customer some expertise, knowledge or capability that allows them to better perform ● Generate UNBREAKABLE customer bonding ● Develop a solution that includes the Extended Enterprise (Community) CONVERGENCE READINESS, INC
    8. 8. Developing COMPENTENCIESEXTRAORDINARY INSIGHT cnvrg.com ● Appraises Current and Future Competencies ● Identify our legitimate claims of leadership and those required to meet the challenges in the Value Proposition ● Unique knowledge base ● Fullness and completeness of products and services ● Superior differentiated attributes ● Achieves Customer Centric Thinking ● Competencies are based on delivering an extraordinary customer experience CONVERGENCE READINESS, INC
    9. 9. Developing a MISSIONEXTRAORDINARY INSIGHT cnvrg.com ● Selection of a planning horizon ● Transformation timeframe (1-5 years) ● Description of changes to the business • Products • Complementor • Services • Geographic • Customer base • Competencies ● Statement of the mission ● Intention of what the business will become ● Compelling, dynamic and well-reasoned CONVERGENCE READINESS, INC
    10. 10. Example Statements of CHANGEEXTRAORDINARY INSIGHT cnvrg.com ● Product Change ● Our product and services portfolio will consist of a properly packaged set of integrated solutions to our primary customers. The resulting value proposition that will emerge will be directed to the properly segmented and selected customers, which will constitute the essence of our leadership in Enterprise communications. ● Customer Change ● A focused segmentation with the differentiated strategies to satisfy, in the most effective way, the distinct needs for products and services of each of our customer tiers. CONVERGENCE READINESS, INC
    11. 11. Developing OBJECTIVESEXTRAORDINARY INSIGHT cnvrg.com ● At the end of the day, something HAS to be accomplished ● Re-alignment of the Organization ● Supporting changes in competencies and customers ● Development of Business Processes ● Supporting changes in back office automation and service delivery ● Development of Metrics ● Performance indicators ● Time-driven events CONVERGENCE READINESS, INC
    12. 12. SUMMARY and CONCLUSIONSEXTRAORDINARY INSIGHT cnvrg.com ● Managing STRATEGY is managing CHANGE ● Customer Centricity will ensure uniqueness and deliver unbreakable customer bonds ● Individual Value Propositions will deliver an extraordinary customer experience and ensure effective use of resources ● Competencies will support continuing innovation and adaptation to changing market conditions ● The Mission will be the foundation of culture ● Objectives will manage and reward CONVERGENCE READINESS, INC
    13. 13. ACKNOWLEDGEMENTSEXTRAORDINARY INSIGHT cnvrg.com ● I would like to acknowledge the work of Arnoldo C. Hax, Sloan School of Management, Massachusetts Institute of Technology whose book “The Delta Model” is the inspiration for this presentation. ● This presentation is not intended to represent the views of the author, Sloan School of Management or MIT but to merely act as a catalyst for thought for the communications technology reseller industry. CONVERGENCE READINESS, INC
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