Plaquette P-Val english version

1. « Everywhere, customers care about their life, their future, their World. We need to live in their World because they are definitely not going to live in ours »
Laurent Dugas 06 62 96 23 03 laurent.dugas@pval.com
July 2014
Transformation: looking for the perfect match
Design your World of Performance

2. Consulting in transformation
Executive committes
Sales & Marketing
Finance
Human Capital
Operations & IS
Training
Communication
Project Management
Sale
Management
2013 sales
3 M
+30%
Organic
growth
in 2013
and 2014
€
2017 target
10 M
3000
participants/year
25 consultants
3 business
books on our expertises
2 offices
98,5%
satisfaction
Since
1994…

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© P-Val
Transformation = pursuing the perfect match to create your performance
P-Val commitment is to create and quickly implement the World where you will achieve the perfect harmony between your environment, your strategy and your World
The external World moves quickly
Your strategy sets choices
Your World struggles to synchronize again?
Your clients’
World
Your
strategy
Your
World
Logical choices with the new expectations of your clients or of your market
A way to express your strategy
New greatness points
New recognition modes and performance measures
New collective working modes
New decision making processes
Clients feel your music is not the right one
Figures are unable to meet your ambition

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© P-Val
Construire votre Monde voulu
Design your World of performance Meet your clients’ World
Understand
your
current World
Analyze
your
external World
Express your
strategy
Build your
expected World
A theoretical concept
established by two researchers,
Laurent Thévenot and Luc Boltanski,
to better understand complex organizations
A practical method created and developed by P-Val
to help you design your World of Performance and achieve your strategy
Implement the Bridges
until sustainable results

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© P-Val
A « sale of products » industrial company facing the ‘commodities’ trap
•New team selling process implying clients
•Performance measure Solution vs Product
•Skills improvement of commercial and technical teams
•Reviewed marketing function
A « client solution » company : more important, sustainable and profitable contracts
International finance direction « figure generator », self-focused
• Dashboard comparing progress
• Integrated benchmark office
•‘One controlling’ : skill & behaviors, career & learning path
• Method « Let's make figures speak »
A direction opened on markets,
internal advice of head officers « drive through progress»
Unachieved merger between two national networks: latent conflict
•Participative building of the expected World
•Internal assessment and recruitment for every management position
•Merger and rationalization of regional agencies : from 17+33 to 13
•Highlighting and pooling rare businesses expertises
One single network focused on a multichannel approach that became leader on its market within a year
Service companies, walled in business silos, valued for its number of employees, with unions blocking initiatives
•Operational/bottom expectations synchronized with the top management’s
•Solutions built in W, everyone contributing and playing his part
•Recognition of the new World driver based on dispatching process
A company rewarding cooperation between business units, focused on internal customers services, caring for the balance between productivity and perceived quality
Current World
Bridges
Expected World
Design your World of performance Concrete cases

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© P-Val
Territorial public company
Management model
Telecom operator
B2B solutions sale
Service turnover x 10 in 2 years
Tenders won: 50 M€
Carrier
Maintenance service performance
20 hospitals
Governance: organized by centers
International Group
Commercial restructuration
Own resources: +35%
SSII
Complex sale
Industrial Group
HR simplification
20% savings in 1 year
Telecom operator
Financial forecast optimization
Bank
Managerial models by jobs
+22% involvement
+2% on the stock market price
Productivity benefit : 60 000h/an
Decentralized network management system
Solutions sale: Sales +200 M€
Strategic plan, firm project, merger, pooling, new business models
Change management, commercial development and client relationship management Model
Simplicity in action, Execution culture, Driving through progress, Teams motivation
Development
Excellence
Transformation
Design your World of performance 3 business horizons and sustainable results

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© P-Val
Laurent Dugas
Bruno Jourdan
Martial Rouyere
Jacques Martin
Nicolas Ménager
François Varin
Stéphanie Roux
Daniel Oulouhodjian
Design your World of performance A team of over 20 World makers

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© P-Val
Design your World of performance A dynamic know-how, formalized and made to be shared
A simple and pragmatic process to change product selling into solutions selling by using every resources of the team.
Commercial sciences academy reward in 2004
Silvia Estrems adaptation espagnole
Laurent Dugas et Bruno Jourdan
Pearson, 2010, 220 pages
Laurent Dugas et Bruno Jourdan
Dunod, 2003, 200 pages
The key factors for a successful teamwork to give the best answer to the client while maximizing chances to win in a profitable way.
Laurent Dugas et Bruno Jourdan
Dunod, 2008, 203 pages
Find the essential of P-Val
Download our presentations
Discover what we offer
Have a look at our video
Share our experiences
Better understand our method
Sign in to our blog
P-Val Worlds
Changez de Monde pour réussir votre stratégie [change your World to acheive your strategy]
La vente complexe [Complex sale]
Gagner les appels d’offres en équipe [Win tenders in team]
www.pval.com
The World approach has been many times successfully implemented, in major international companies as well as in SMEs.

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© P-Val
Design your World of performance Some World makers we are proud to work with
Bank & Insurance
High-Tech
Services
Industry

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© P-Val
Our GREATNESS is to design together your performance World: the one which enables you to reach your dreams
The 360° assessment is the conveyor of our GRATITUDE firstly given by our clients who entrust us with more and more important projects
We deeply think our DECISIONS before fully committing to the execution phase
Our internal and clients INTERACTIONS are based on responsibility, cooperation and proactivity
Design your World of performance A project spirit at your disposal
P-VAL
Team
Ambition
Pleasure
Progress
Execution

11. Let’s continue our conversation and work together to design your World of performance