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How to Upgrade Competitive Intelligence Brand Value to First Class

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How to Upgrade Competitive Intelligence Brand Value to First Class

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How to Upgrade Competitive Intelligence Brand Value to First Class

  1. 1. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by How to Upgrade Competitive Intelligence Brand Value to First Class A Complimentary Webinar from Aurora WDC 12:00 Noon Eastern /// Wednesday 13 April 2016 ~ featuring ~ Mikey McPhail Michel Bernaiche
  2. 2. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Mikey McPhail Mikey McPhail is Director, Business Intelligence for ManpowerGroup Solutions, and oversees the measurement and analysis of business and workforce data in excess of $10B. He has led a global initiative to aggregate workforce data cross lines of business, functional areas, and cultural barriers in order to develop innovative data models that deliver insights into hiring patterns, client behavior, candidate value, cost analysis, and correlation studies across economic, industrial, and client driven activity to workforce behavior and hiring performance. He built the workforce business analysis function within ManpowerGroup, hiring and developing a team to collaborate with clients and internal operations in the alignment of activity and data to evaluate and determine the best methodologies to capitalize on existing and future workforce strategies. Working in collaboration with Market Intelligence and Competitive Intelligence, his extensive knowledge of workforce analytics and insight related to the correlation of hiring process and performance enable him to synthesize complex sets of data and maximize the value of workforce assets and strategies. Mikey works with global clients, assessing the impact of internal and external dynamics on organizational initiatives in order to identify and recommend projects and solutions that align with client’s strategic objectives. This consulting is designed to support quarterly business initiatives and annual planning. Mikey has been in the Staffing Industry for over 20 years. During his career he was worked on, managed, and consulted many of the largest global organizations. He holds a BBA in Human Resource Management and Marketing from Baylor University. He is also a Six Sigma Black Belt with an emphasis in Statistical Process Improvement. Email: Mikey.McPhail@ManpowerGroup.com The Intelligence Collaborative is the online learning and networking community powered by Aurora WDC, our clients, partners and other friends and dedicated to exploring how to apply intelligence methods to solve real-world business problems. Apply for a free 30-day trial membership at http://IntelCollab.com or learn more about Aurora at http://AuroraWDC.com. See you next time!
  3. 3. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by α Use the Questions pane on your GoToWebinar control panel and all questions will be answered in the second half of the hour. α You are welcome to tweet any comments on Twitter where we are monitoring the hashtag #IntelCollab or eavesdrop via http://tweetchat.com/room/IntelCollab α Slides will be available after the webinar for embedding and sharing via http://slideshare.net/IntelCollab α To view the recording and download the PPT file, please register for a trial membership at http://IntelCollab.com Questions, Commentary & Content
  4. 4. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by
  5. 5. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Overview ►Determining how valuable something is to your client ►Defining value to clients for understanding & acceptance ►Defending the value of your service in negotiations
  6. 6. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by
  7. 7. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by “The Curtain of Value”
  8. 8. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by How much do THEY need YOU? Determine What do they want? What do they need? What can you do? What does it cost you? What is it worth to them?  DO - Price your engagements based on what they are worth  DON’T – Price engagements based on what you think clients will pay “Business opportunities are like buses, there's always another one coming.” - Richard Branson
  9. 9. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by DefineValue is NOT defined by ‘cost of service’ Your Value Client Need Client Positioning Client Value Client Time Client Revenue  Once you have determined their needs, frame the entire engagement around them, and define your deliverables and value based on that need Nothing in life is free Their need defines the value
  10. 10. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by DefendAvoid the ‘Groupon Lie’ You price it out They ask you to break down costs They hack the scope and negotiate price You hope that this proves your value and the next one is more profitable  Defense becomes more difficult when value is not properly defined  Avoid negotiating based on delivery costs and hourly rates Sound Familiar?
  11. 11. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Know what they need Know its value Align deliverables to need Define value by need Avoid hourly/rate/breakdowns Define scope by value & deliverables Pricing is lifestyle change, not a crash diet Don’t discount if it’s not sustainable Don’t be afraid to walk away Defend Quick Checklist DefineDetermine
  12. 12. The Intelligence Collaborative http://IntelCollab.com #IntelCollab Powered by Thank you! Now how about a little Q&A? Email: Mikey.McPhail@ManpowerGroup.com The Intelligence Collaborative is the online learning and networking community powered by Aurora WDC, our clients, partners and other friends and dedicated to exploring how to apply intelligence methods to solve real-world business problems. Apply for a free 30-day trial membership at http://IntelCollab.com or learn more about Aurora at http://AuroraWDC.com. See you next time!

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