11. Committed to creating business success Eryl Smith, MD Charlie Lane, Marketing Director [email_address] [email_address] M 07836 294963 M 07929 401720
What we stress (Differentiators): Complexity, enterprises – systems engineering, information-centric Knowledge transfer Aspire to long term relationship and Trusted advisor role
Stress: Meaningful, implementable Experience reflected in our case studies, capability statements and CVs Building client confidence
Three stages: Establish current capability (baseline) Consider vision – statement of intent in behaviour terms (cf LC enterprise framework) eg Commanders intent, resources and constraints Define capability pathway
SecuRe = Security and Resilience LC focus on Improving Governance in UK CNI Emergency planning Task Develop single approach to manage CNI risk Develop supporting architecture (generic and St Pancras specific) Recommend improvements to Governance
Differentiators (The set of): Underpinned by business strategy, confirms M&S resource Discipline of sales accountability, if right for culture LC “Risk and reward” model, driven by performance Collaboration with client leading to knowledge transfer Full suite of “business development” techniques and tools
Small business example, not D&S
Summary differentiators: Finding common values – Client and LC Adding value from investment made in Lanthorn capability, not just taking fees
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