(R)Evolution in Business Development

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Case study of the pilot project within BizzTreat.com

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(R)Evolution in Business Development

  1. 1. (R)Evolution in Business Development Case Study Radovan Jirka, Mar 16 2010 1
  2. 2. About Myself Independent consultant 1997 - 2004 Unicorn Biggest CZ ICT Corporation Focus to “From Tester to B-1” Who sells what to whom 2004 - 2007 Corpus Solutions and how Major CZ ICT Security Player on the CZ Market Using “From Consultant to COO” Solution Selling concept 2008 1M New Media Agency Unique “GCMBC” approach TOP10 CEE Digital Agency CEO, 35% annual revenue growth Best practice of my whole career 2009 Independent Consultant 2
  3. 3. GCMBC Approach G - “Genetic Code” Compatibility C - “Core Competency” M - “Market Life Cycle” B - “Balance Mechanism” C - “Change Spiral Mechanism” GCMBC - unique approach, how to reach “the right” results 3
  4. 4. Case Study 4
  5. 5. Case Study Objectives Present GCMBC approach on real project Present my competency on real results 5
  6. 6. Case Study Agenda Company Situation Project Objectives Key Concepts Benefits Roadmap 6
  7. 7. Company Situation - 1 Global ICT Corporation (NASDAQ) 2009 with powerful local presence Strategy: “Hold market Nr. 3 on the CZ ITC market (EUR 44mio. revenue in 2009) share, prepare for the future” 2007 The most of customers Acquisition of the major local ICT reduced contract rates up to player 30% 2008 2010 Integration of the acquired business. The most of that Strategy: “Maximize Profit” moved to Finance Division Global financial crisis came to CEE region 7
  8. 8. Company Situation - 2 4% Profit Finance Division Revenue Body Shops Custom Development 19% Central Overhead 42% 40 12% Div. Overhead Costs 81% Annual Revenue (EUR) 30 Pay Costs 20 45% 10 Avg (L4) Avg Body-shop Internal Rate Customer Rate 2007 2008 0 2009 8
  9. 9. Company Situation - 3 Customer Portfolio “Raising Star” “Cash Cow” Potential High High Low Low “Wild Cat” “Dead Dog” Revenue 9
  10. 10. Company Situation - 3 Customer Portfolio “Raising Star” “Cash Cow” Potential No Rising Stars High High Low Low “Wild Cat” “Dead Dog” Revenue 9
  11. 11. Company Situation - 3 Customer Portfolio “Raising Star” “Cash Cow” Potential TOP5 Customers near “Dead Dog” No Rising Stars High High Low Low “Wild Cat” “Dead Dog” Revenue 9
  12. 12. Company Situation - 4 Weaknesses Market perception: “Ferda the Ant” - No answer to question: “Why to choose the Company?” 80% revenue based on services with low added value Fail to hunt new territories Too much overhead for small orders 10
  13. 13. Project Objectives To stabilize sales team To define genetic code To identify key competency To identify market opportunity To (re)define product portfolio To prepare and execute real business plan 11
  14. 14. Project Objectives To stabilize sales team To define genetic code To identify key competency To identify market opportunity To (re)define product portfolio To prepare and execute real business plan To reverse decreasing trends in Profit/Revenue To (re)start division growth up 11
  15. 15. Key Concepts - 1 Business consulting services New added value Approach, how to generate additional sales opportunities Way, how to attack additional customer budgets Product development and management New added value Competition differentiation Following the territory trends Long term delivery effectivity and profitability 12
  16. 16. Key Concepts - 2 Hunting / Farming Separation Non-profitable contracts separation using Insourcing to customers Low-cost strategic outsourcer 13
  17. 17. Benefits Defined and approved strategy and business plan Restructured (units, processes, responsibilities) division Implemented management system Suspect generation Prospecting Opportunity management Overall reporting Coaching and mentoring of division management team 14
  18. 18. Benefits Defined and approved strategy and business plan Restructured (units, processes, responsibilities) division Implemented management system Suspect generation Guidance Prospecting through Opportunity management the business change Overall reporting Coaching and mentoring of division management team 14
  19. 19. Roadmap 15
  20. 20. Roadmap Vision & Mission 15
  21. 21. Roadmap Vision Environment & Mission 15
  22. 22. Customers Roadmap Partners Competition 3rd Parties Vision Environment & Mission 15
  23. 23. Roadmap Vision Environment Customer & Mission 15
  24. 24. Segments Roadmap Value Chain Needs Vision Environment Customer & Mission 15
  25. 25. Roadmap Vision Environment Customer & Mission Products & Services 15
  26. 26. Roadmap Features Benefits Barriers Selling Points Vision Environment Customer & Mission Products & Services 15
  27. 27. Roadmap Vision Environment Customer & Mission Management Products System & Services 15
  28. 28. Roadmap Vision Environment Customer & Mission Units Roles Processes Responsibilities KPI’s Management Products System & Services 15
  29. 29. Roadmap Vision Environment Customer & Mission Management Products System & Services Marketing & Sales 15
  30. 30. Roadmap Vision Environment Customer & Mission Management Products Suspect generation System & Services Prospecting Opportunity Mng. Marketing & Sales 15
  31. 31. Roadmap Vision Environment Customer & Mission Management Products System & Services Delivery Marketing & Sales 15
  32. 32. Roadmap Vision Environment Customer & Mission Management Products System & Services Delivery Marketing & Sales “Good numbers” 15

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