Why Outside-In organisations                        prosper even in recession                                             ...
“It’s true the   questions   Are the same…    But this year    the answers    Are very    different”Process Excellence Afr...
www.stevetowers.com                                                                 www.bpgroup.org                       ...
www.bpcommunity.org                                                                COMMUNITY                              ...
Discussion:  Why outside-in organisations prosper  even in recession                                 In difficult times, w...
Who Are the Leading Companies?Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved ww...
Why is this happening?Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved www.bpgrou...
The Always on World – It has all happened in the last 14 years!Mapping the Growth of the Internet          st The Always o...
The Always on World of the 21st centuryMapping the Growth of the Internet    2008Process Excellence Africa 2012 - BP Group...
The Always on World of the 21st centuryMapping the Growth of the Internet    Use Of Social Networks                       ...
Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved www.bpgroup.org
Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved www.bpgroup.org
We are at the   very point in time   when a 400-year   old age is dying   and another is   struggling to be   born, a shif...
Source: Fanzine                The upcoming transformation of our society                presents one of the greatest busi...
Outside-In The Secret – what is it?Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserv...
What is it that they are doing that is different?           First let’s review quickly at what they aren’t doing anymore…P...
We have inherited an industrial legacy  What shape are our organisations in?Process Excellence Africa 2012 - BP Group Febr...
The PyramidProcess Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved www.bpgroup.org
Our organisations all look the same...                                                                             CEO    ...
Processes wend and meander their way around these  rigid structures...                                                    ...
And hey ho – we nearly forgot the customer!  Now where do they go?                                                        ...
CEO                                           Marketing         Sales            Customer          Operations   Finance   ...
In other words... Everything looks like a Scottish pin factory!     And the way we describe everything can be just as insi...
What’s       Missing?Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved www.bpgroup...
The needs of the Customer    have changed forever                                                                         ...
It’s a Copernican Moment                     Copernicus - 19 February 1473 – 24 May 1543                                  ...
How are they doing it?Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved www.bpgrou...
"We cant solve problems   by using the same kind    of thinking we used  when we created them."Process Excellence Africa 2...
Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved www.bpgroup.org
CRAFTING THE        SUCCESSFUL CUSTOMER OUTCOME        Understanding the real Customer Need                               ...
Can we do it also?Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved www.bpgroup.org
Where should        we start?Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved www...
The                                                                                                   Customer            ...
We have got to get Scientific             about the Customer ExperienceProcess Excellence Africa 2012 - BP Group February ...
BOOKING TO CAROUSEL?Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved www.bpgroup....
Where does the process start and finish?       Enquire about a   Navigate to the   Experiencing      Baggage              ...
Outside In– Successful Customer Outcomes                   Focus on Doing the Right Thing and Doing Things RightProcess Ex...
A new perspective.. It’s a seismic shift in focus                                          The                            ...
Looking at the Process Outside-In Achieves dramatic internal benefits (typical 40-70% cost savings) and extends our value ...
Check Out and……..                                                                  Gee..                                  ...
Why should we bother?                                              Outside-In is winning in terms of Revenue,             ...
Where should        we start?Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved www...
You gotta start where you are!             Once commitment is made the transition is rapid                                ...
Process Excellence Africa 2012 - BP Group February 2012   © BPGroup – All Rights Reserved www.bpgroup.org
ANALYSE THE FOLLOWING…     Process - the Beginning and                                       The Successful Customer     t...
The future isn’t a place                                                                                        we’re goin...
BUSINESS PROCESS                                                                                              PROFESSIONAL...
Why Outside-In organisations                        prosper even in recession                                             ...
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Steve towers process excellence _africa_2012_cape_town

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How some organisations understand the secret of success for the 21st century :)

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Steve towers process excellence _africa_2012_cape_town

  1. 1. Why Outside-In organisations prosper even in recession steve.towers@bpgroup.org www.bpgroup.org www.towersassociates.com What is the Secret, Who are the companies, and How do they do it?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  2. 2. “It’s true the questions Are the same… But this year the answers Are very different”Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  3. 3. www.stevetowers.com www.bpgroup.org www.cityprocessmanagement.com www.towersassociates.com www.oibpm.comProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  4. 4. www.bpcommunity.org COMMUNITY • Global – 61,000 • LinkedIn – 8,300+ BUSINESS CARD www.bpmbox.com = • Accreditation LATEST BOOK CPP Practitioner CPP Professional TRAINING CPP Master • Open & In house Learning • Online Support www.bpgroup.org BUSINESS • Support Groups PROCESS PROFESSIONAL • Mentoring & Coaching • Articles, News INFORMATION & • Discussion RESEARCH • Conferences & Seminars www.successfulcustomeroutcomes.netProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  5. 5. Discussion: Why outside-in organisations prosper even in recession In difficult times, we see companies downsizing and losing ground, whilst others continue to grow and make profit. Why is the traditional approach to organisational structure and hierarchy no longer appropriate for and how adopting the Outside-in approach can secure the future of your business, your career and your processesProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  6. 6. Who Are the Leading Companies?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  7. 7. Why is this happening?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  8. 8. The Always on World – It has all happened in the last 14 years!Mapping the Growth of the Internet st The Always on World of the 21 century - 1998 1998Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  9. 9. The Always on World of the 21st centuryMapping the Growth of the Internet 2008Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  10. 10. The Always on World of the 21st centuryMapping the Growth of the Internet Use Of Social Networks Gadget Ownership Over Time Source: The PEW Centre American Life Project April-May 2011 (2,277 adults)Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  11. 11. Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  12. 12. Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  13. 13. We are at the very point in time when a 400-year old age is dying and another is struggling to be born, a shifting of culture, science, society, and institutions enormously greater than the world has ever “A Global tipping point” experienced. Dee Hock, Founder & CEO--VisaProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  14. 14. Source: Fanzine The upcoming transformation of our society presents one of the greatest business opportunities of the next 100 years. This will require patience as well as perseverance; to anticipate what’s next and plan for that situation as well as taking advantage of what’s immediately before you. .Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  15. 15. Outside-In The Secret – what is it?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  16. 16. What is it that they are doing that is different? First let’s review quickly at what they aren’t doing anymore…Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  17. 17. We have inherited an industrial legacy What shape are our organisations in?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  18. 18. The PyramidProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  19. 19. Our organisations all look the same... CEO Marketing Sales Customer Operations Finance ServiceProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  20. 20. Processes wend and meander their way around these rigid structures... CEO Marketing Sales Customer Operations Finance ServiceProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  21. 21. And hey ho – we nearly forgot the customer! Now where do they go? CEO Marketing Sales Customer Operations Finance ServiceProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  22. 22. CEO Marketing Sales Customer Operations Finance ServiceProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  23. 23. In other words... Everything looks like a Scottish pin factory! And the way we describe everything can be just as inside-out…Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  24. 24. What’s Missing?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  25. 25. The needs of the Customer have changed forever Inspiration: Udayan Banerjee CTO, NIIT Technology (India)Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  26. 26. It’s a Copernican Moment Copernicus - 19 February 1473 – 24 May 1543 He died 467 years agoProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  27. 27. How are they doing it?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  28. 28. "We cant solve problems by using the same kind of thinking we used when we created them."Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  29. 29. Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  30. 30. CRAFTING THE SUCCESSFUL CUSTOMER OUTCOME Understanding the real Customer Need TOOLS Layer 1: Layer 4: Who is How does the what Customer We do ? impact Layer 2: Customer What is Success? the Customer Layer 5: s current The Expectatio Successful n? Customer Outcome – Layer 3: What is The One liner what does the process the SCO: the customer thinks One line customer they are involved statement really need with? that explains from us? the actualThe primary purpose of crafting Successful Customer Outcomes is create a fundamental focus for a SCOprocess, set of processes or indeed complete enterprise strategy. The SCO extends way beyond legacyinside-out thinking to create an actionable strategic and operational objective for the entire organisation. Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  31. 31. Can we do it also?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  32. 32. Where should we start?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  33. 33. The Customer Experience Is the ProcessProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  34. 34. We have got to get Scientific about the Customer ExperienceProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  35. 35. BOOKING TO CAROUSEL?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  36. 36. Where does the process start and finish? Enquire about a Navigate to the Experiencing Baggage Enjoying the trip Relaxing in the Returning Home Enjoying a trip airport hospitality transportation hotel Coffee at Home Shifting our focus to the Customer Experience and improving that Through Moments of Truth, Breakpoints & Rules lets us FIX the Causes of Work and REMOVE the Points of FailureProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  37. 37. Outside In– Successful Customer Outcomes Focus on Doing the Right Thing and Doing Things RightProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  38. 38. A new perspective.. It’s a seismic shift in focus The Customer Experience Enquire about a Navigate to the Experiencing Baggage Enjoying the trip Relaxing in the Returning Home Enjoying a trip airport hospitality transportation hotel Coffee at Home is the ProcessProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  39. 39. Looking at the Process Outside-In Achieves dramatic internal benefits (typical 40-70% cost savings) and extends our value chain Navigate to the Experiencing Baggage Enjoying a Coffee Enquire about a trip airport hospitality transportation Flying the airplane Enjoying the trip Relaxing in the hotel at HomeProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  40. 40. Check Out and…….. Gee.. Wouldn’t it be great If as I checkout of the hotel… Enquire about a Navigate to the Experiencing Baggage Flying the Relaxing in the Enjoying a Coffee trip airport hospitality transportation airplane Enjoying the trip hotel Returning Home at HomeProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  41. 41. Why should we bother? Outside-In is winning in terms of Revenue, Profitability & Customer Service $6.4 Bn First Quarter LOSS $537 M First Quarter LOSS $34 M First Quarter PROFIT Apr. 23--United Airlines said Tuesday that it would eliminate 1,100 jobs …..it would reduce capacity by shedding 30 airplanes, UAL shares Apr. 18--Southwest Airlines Co. said Thursday plummeted 37 percent to $13.55 it earned $34 million in the first quarter Southwest now plans to take delivery of 14 $80 M First Quarter LOSS Houston-based Continental Airlines Inc. new Boeing 737-700 aircraft next year reported Apr 17 that it lost $80 million 58 Successive Quarters $4.1 Bn First Quarter LOSS of PROFITProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  42. 42. Where should we start?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  43. 43. You gotta start where you are! Once commitment is made the transition is rapid Functional Trans Silo 6-12 months Enterprise Wide Execution “The Customer Experience is the Process” Examples include: Gilead, Allied Pickfords, Tesco, State Farm, Emirates, China MobileProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  44. 44. Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  45. 45. ANALYSE THE FOLLOWING… Process - the Beginning and The Successful Customer the End Outcome Where does the process start and finish? What is it and how can it reshape our processes What IT systems support the process? and enterprise? Are our processes and systems aligned to achieve the Successful Customer Outcome? Process Points of Failure What business are you (really) Moments of Truth | Breakpoints | Rules in? What and Where are they? Can you deliver a compelling 21st century Enterprise?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  46. 46. The future isn’t a place we’re going to go. It’s the place that you get to create. Nancy DuarteProcess Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  47. 47. BUSINESS PROCESS PROFESSIONAL ACCREDITATION Two or Five Day www.bpgroup.org programs Est. 1992 and Since 2007 CPP Master® 18,000+ global with South Africa May 7-11 400+ people qualified as Johannesburg Certified Process Professional ® BUSINESS CARD In addition South Africa now has CPP Master® = LATEST BOOK 72 CPP Masters ® May 21-25 Dedicated global leadership with Cape Town in country Coaches “By Professionals for Professionals”Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
  48. 48. Why Outside-In organisations prosper even in recession steve.towers@bpgroup.org www.bpgroup.org www.towersassociates.com What is the Secret, Who are the companies, and How do they do it?Process Excellence Africa 2012 - BP Group February 2012 © BPGroup – All Rights Reserved www.bpgroup.org
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