#amecsummitWiFi AccessUser name:Password:#amecsummitWiFi AccessUser name:Password:
#amecsummitWiFi AccessUser name:Password:#amecsummitWiFi AccessUser name:Password:Richard HoughtonAssociate Partner, Agenc...
#amecsummitWiFi AccessUser name:Password:#amecsummitWiFi AccessUser name:Password:Unlocking Business PerformanceBeyond Res...
#amecsummitWiFi AccessUser name:Password:Me 25 year veteran of public relations consultancy Senior management roles at i...
#amecsummitWiFi AccessUser name:Password:AgencyPeople• Specialist management consultancy focussed on helping creative busi...
#amecsummitWiFi AccessUser name:Password:What we Want, What we Really, Really Want• Most companies want to:• Grow income• ...
#amecsummitWiFi AccessUser name:Password:Engine for growthAgencyPeopleH.P.S.T. LoyalClientsRightPeople€ SustainedRevenuean...
#amecsummitWiFi AccessUser name:Password:Engine for Growth: Components• Vision & milestones• Operational plan• Roles & att...
#amecsummitWiFi AccessUser name:Password:Engine for Growth: Components• Client needs• Market positioning &opportunity• Cap...
#amecsummitWiFi AccessUser name:Password:Identifying your Business Drivers
#amecsummitWiFi AccessUser name:Password:ExamplePeopleQualitysolutionsNew businessGrowing existingclientsServicesSusan Ala...
#amecsummitWiFi AccessUser name:Password:Your Business Drivers and ScoresDriversOwnerSuccessMeasurePeopleQualitysolutionsN...
#amecsummitWiFi AccessUser name:Password:What Have we Learnt?
#amecsummitWiFi AccessUser name:Password:Next Steps Prioritise your business drivers in terms of: Importance for growth...
#amecsummitWiFi AccessUser name:Password:#amecsummitWiFi AccessUser name:Password:Unlocking Business PerformanceBeyond Res...
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Unlocking Business Performance - Beyond Evaluation : AMEC Summit 2013

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- Workshop presentation given by Richard Houghton, agency people, at AMEC Summit 2013

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Unlocking Business Performance - Beyond Evaluation : AMEC Summit 2013

  1. 1. #amecsummitWiFi AccessUser name:Password:#amecsummitWiFi AccessUser name:Password:
  2. 2. #amecsummitWiFi AccessUser name:Password:#amecsummitWiFi AccessUser name:Password:Richard HoughtonAssociate Partner, AgencyPeople
  3. 3. #amecsummitWiFi AccessUser name:Password:#amecsummitWiFi AccessUser name:Password:Unlocking Business PerformanceBeyond Research and Analytics
  4. 4. #amecsummitWiFi AccessUser name:Password:Me 25 year veteran of public relations consultancy Senior management roles at international agencies Fleishman-Hillard, Shandwick, Ketchum Ran my own specialist agency for 10 years Speaker at AMEC Summit for last three years Past President of ICCO and former Chairman of PRCA (UK)
  5. 5. #amecsummitWiFi AccessUser name:Password:AgencyPeople• Specialist management consultancy focussed on helping creative businesses grow• Founded in 2000 by team from PR sector – management, human resources andfinance• Client track record includes:
  6. 6. #amecsummitWiFi AccessUser name:Password:What we Want, What we Really, Really Want• Most companies want to:• Grow income• Grow margins• Or growth both• Where are you?• Do you have a practical and motivating plan for delivering this?• What areas does it cover?
  7. 7. #amecsummitWiFi AccessUser name:Password:Engine for growthAgencyPeopleH.P.S.T. LoyalClientsRightPeople€ SustainedRevenueand MarginGrowthStand OutServicesNewBusiness
  8. 8. #amecsummitWiFi AccessUser name:Password:Engine for Growth: Components• Vision & milestones• Operational plan• Roles & attributes• Collaborative comms• ResilienceH.P.S.T.• Systems & guidelines• Senior owner• Developmentprogramme• People ROI• Business driverRight People• Client analysis• Cluster strategy• Loyalty maps• Behavioural maps• Account developmentplansLoyal Clients
  9. 9. #amecsummitWiFi AccessUser name:Password:Engine for Growth: Components• Client needs• Market positioning &opportunity• Capability• Innovation• Development &commercialisationStand Out• Financial plan• Sales policy• Resources• Pipeline development• Pitch process• Feed back and learningNew Business• Financial systems• Monthly reporting• Monthly invoicing• Capacity planning• Debtor days < 50• Client profitabilityCommercialsAgencyPeople
  10. 10. #amecsummitWiFi AccessUser name:Password:Identifying your Business Drivers
  11. 11. #amecsummitWiFi AccessUser name:Password:ExamplePeopleQualitysolutionsNew businessGrowing existingclientsServicesSusan Alan Carla Mike LisaQualityPeopleManagingDirectorStaff retentionAttractionReviewsFeedback5/10CommercialManagementFDR2 metricsManagementInfoJob cost reportsMonthlyaccounts8/10SalesNewBusinessDirectorSales reportsSales Tracker7/10ClientGrowthProject andAccountManagers% Repeatbusiness6/10FullerOfferingCustomerfeedbackAdditional profitManagementreview5/10ProcessesNewOfferingsManagementTeamCapexinvestmentand reports7/10CreativeDirector
  12. 12. #amecsummitWiFi AccessUser name:Password:Your Business Drivers and ScoresDriversOwnerSuccessMeasurePeopleQualitysolutionsNew businessGrowing existingclientsServicesSusan Alan Carla Mike LisaScoreProcesses
  13. 13. #amecsummitWiFi AccessUser name:Password:What Have we Learnt?
  14. 14. #amecsummitWiFi AccessUser name:Password:Next Steps Prioritise your business drivers in terms of: Importance for growth Current efficiency How well are you managing them? Develop practical and pragmatic quarterly plans for addressing them: Stretching but not out of reach Single owner for each activity stream Clear Key Performance Indicators (KPIs) Review plans monthly Celebrate successes!
  15. 15. #amecsummitWiFi AccessUser name:Password:#amecsummitWiFi AccessUser name:Password:Unlocking Business PerformanceBeyond Research and Analytics

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