1. Managing Profitable Growth
in Tough Times
23rd August ,
Kotak CEO Seminar,
Noida

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3. What worked in Normal Times
Will not work in Tough Times!
 Creating SMART Goals – MAGNETIC NORTH
 Profitable Business GROWTH - revenue,
geographic spread, products, services
 Transformation and CHANGE – taking the next
STEP
 Attracting and retaining the right HUMAN
RESOURCES
 Managing Business professionally driven by
PROCESSES
 Corporate Governance, ETHICS & Compliance

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Common Purpose – Magnetic North
 Revisiting Vision and Mission of the Company
 Clarity on short and medium term business plan
 Making SMART Goals for the Organization
All “ducks in a row”

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SMART
GOALS

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Profitable Business Growth
 Be realistic.. Go Step by Step
 Align decisions and actions with the business plan
 Be Consistent and Focused
 Optimum Utilization of Resources (4 Ms of Business)
 Growth generally follows an “S” Curve
Convergence in Purpose, Plan and Action

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APPLY
SIX
THINKING
HATS

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INCREASE
SALES
AND
DECREASE
COSTS

Try
Social
Media
Marke1ng,
Use
ERP
&
Cloud
for
CRM

Increase
your
Sales
Funnel-­‐
Revisit
all
old
customers,
Market
Product
USP,
aTer
sales
services,

Revisi1ng
your
lost
customers,
an1cipate
tomorrow’s
products,

Ra1onalise
Compensa1on
Packages

Grade
People
A,B,C
&
D-­‐Knock
out
boYom
20%
 Explore
Outsourcing
the
non-­‐cri1cal
func1ons

Do
re-­‐cos1ng
and
try
to
maintain/beYer
margins

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TRY
CHEAPER
FUNDING

Give
beYer
CD
for
quicker
sales
realisa1ons

Give
higher
raw
material
price
for
longer
payment
terms
from
Vendors

Relook
at
the
Branding
and
Marke1ng
expenses

Do
Budge1ng,
Actual
V/s
Budget
and
Variance
analysis
for
all
cri1cal
func1ons

Look
for
M&A
for
consolida1on
and
growth

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Change Management
 Adaptability & Flexibility to change in tough times
 Responsiveness to markets, customers, society
 Continuous Improvement (TQM) in Product,
Services, Processes
 Luck = Preparation + Opportunity grabbed
Change is the only constant in Life

11. Talent Management
 Organisation structure in line with Business
Strategy and Business Plans
 Review organisation on competence, skills and
right fit – Best time to shed fat
 Risk & Reward based compensation structure
 Poach Good Talent Cheaper
 Use the down time for
empowering People
 Use 0.5x2x3 Formula
Employees first..
customers second

12. Strengthen Management by Processes
 Review critical action defined by process with
periodic feedback and suggested improvements
 Upgrade IT and MIS for monitoring performance
and variance analysis and create Dashboard
 Evaluate Business Risk & Management Process
Corporates are run by processes

13. Corporate Governance
 Maintain Highest level of Regulatory
Compliance
 Conduct Business with Ethics & Get Benefits
 Be Responsible towards Society & Environment
This is enough Corporate Social Responsibility

14. Saral Samadhan
 Visit our website for FREE diagnosis of your
business
 SmartHead makes the Tough Times easier
 We understand your constraints and walk with you
to succeed
www.smartheadconsulting.com

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CONCLUSION
 Visit
us
at
www.smartheadconsul1ng.com
 TOUGH
TIMES
DO
NOT
LAST
BUT
TOUGH
PEOPLE
DO.
 WHEN
THE
GOING
GETS
TOUGH
THE
TOUGH
GET
GOING.

THANK
YOU
FOR
A
PATIENT
LISTENING