This document appears to be from a business consulting presentation focused on helping small and medium enterprises. It includes slides on business basics, doing a business summary, analyzing a company's DNA and core competencies, competition, the market, and focus areas. The presentation provides templates and guidance to help companies analyze themselves in these key areas and identify differentiators and priorities for growth.

1. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 1
Samuthána Consultancoaching LLP

2. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 2
BHC – SME | Contents
• Business Basics
• Business Summary
• DNA | Resource Scarcity
• Foundation | Core Competencies
• Competition | Relative Position for Key Buying Factors
• Market | Deep Dive to create Value Innovation
• Focus Areas | Sustainable Profitable Growth
• Further Refinement Options

3. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 3
Business Basics – Local (Individual) versus Global (Link)
Focus on
individuals?
departments?
Efficiency!!!
minus
Throughput???
Cost World
Focus on
links?
baton transfer?
Throughput!!!
plus
Efficiency!!!
Value World

4. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 4
BHC – SME | Business Summary
CompanyForm Number: E039/Version/06.11.2014
Products and Services Compelling Tagline
Business Environment Market|CloseNC(T1)|RefusingNC(T2)|UnexploredNC(T3)
Customer
Investors/Shareholders/Management
Society
Employees
Business Partners

5. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 5
BHC – SME | ABC Florist | Business Summary
On-time payments leadS to trust
ABC FloristForm Number: E039/Version/06.11.2014
Products and Services
Flower Arrangements for Events
Bouquets for Presents
Compelling Tagline
Business Environment
Highly competitive
Many Players
Seasonal demand
Family, friends and word to mouth referrals
Customers going to other nearby florists
Customers choosing gifts over flowers
Customers preparing gifts on their own
Market|CloseNC(T1)|RefusingNC(T2)|UnexploredNC(T3)
Delight with Flowers
Customer
Investors/Shareholders/Management
Society
Making people happy
Extremely high inventory turns
Employees
Creatvity creates passion
Business Partners

6. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 6
BHC – SME | DNA
SN° Scarce Business Resources Low High
1 Relevant products and services (including the raw materials)
2 Leadership bandwidth
3 Right employees
4 Willing customers/clients
5 Knowhow both tacit and explicit
6
Low High
9 Office and production facilities
10 Cooperative society
Form Number: E039/Version/06.11.2014 Company
Time to implement an idea
7 Investors for finance
8 Partnering vendors
S: Scarcity

7. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 7
BHC – SME | ABC Florist | DNA
S: Scarcity
S
2
2
4
4
3
1
3
4
2
1
Time to implement an idea
7 Investors for finance
8 Partnering vendors
Low High
9 Office and production facilities
10 Cooperative society
Form Number: E039/Version/06.11.2014 ABC Florist
N° Scarce Business Resources Low High
1 Relevant products and services (including the raw materials)
2 Leadership bandwidth
3 Right employees
4 Willing customers/clients
5 Knowhow both tacit and explicit
6

8. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 8
BHC – SME | Foundation
R: Relevance/Importance
M: Relative Mass Delivery
K: Copying Effort
R M KN° Core Competency Low High
1
2
3
4
5
6
Low High
9
10
Form Number: E039/Version/06.11.2014 Company
7
8

9. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 9
BHC – SME | ABC Florist | Foundation
R: Relevance/Importance
M: Relative Mass Delivery
K: Copying Effort
R M K
5 3 4
4 2 4
5 2 1
7
8
Low High
9
10
Form Number: E039/Version/06.11.2014 ABC Florist
N° Core Competency Low High
1 Ikebana
2 Service Nature
3 Supply Chain
4
5
6

10. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 10
BHC – SME | Competition
3
4
0
1
2
0 1 2 3 4 Strong
17
Rel.ImpDecision Factor Weak
1
2
3
6
Company
13
9
10
11
12
16
15
14
Weak StrongForm Number: E039/Version/06.11.2014
N°
8
18
4
5
7
19

11. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 11
BHC – SME | ABC Florist | Competition
0 1 2 3 4
3 5 2 4
3 2 4 4
4 4 2 3
5 2 3 3
Strong
19
Form Number: E039/Version/06.11.2014 ABC Florist Weak
17
18
15
16
13
14
11
12
9
10
7
8
5
6
Speed of service 3
3 Customer Engagement 7
4 Design 4
N° Decision Factor Rel.Imp Weak Strong
1 Price 6
2
0
1 3
2 4
ABC Florist
Road Side Florists
Mall Florists
Market Florists

12. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 12
BHC – SME | Market
T1:
T2:
T3:
M T1 T2 T3Additional Differentiation (Divergence Hints)
CommonFactorsforValueInnovation
Dev.
KeyDecisionFactors
Alt.Mark.Buy.Add-Func/Acc.

13. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 13
BHC – SME | ABC Florist | Market
Customers going to other nearby floristsT1
T2
T3
Customers choosing gifts over flowers
Customers preparing gifts on their own
Generally those in a hurryFunctional Appeal is professional
Emotional Appeal will get referrals
Retention
Gift Vouchers Branded Choice
CommonFactorsforValueInnovation
Dev.
KeyDecisionFactors
Gift items
Alt.Mark.Buy.Add-Func/Acc.
Need to dispose off after some time Use of dry or artificial flowers
Recipient
Water
Additional Differentiation (Divergence Hints)
Dry flower ikebana for long retention
Use of moist coir soil for long retention
Add additional gragrance to increase
first impact
Online sale and delivery service
Driven-in facility
Family
Friends
Money Envelopes
Lower Middle Class
Middle Class
Higher Middle Class
Higher Income Group
Display
Retention
Care taken in selection, first impact
Flower Vase
Cost
Cost and Usage
Cost, Usage and Brand
Brand and Collectable
Usage
Image
Online gifting
Generally those who plan ahead
M T1
Obligation
X X
X X
X X X X
T2 T3
X X
X X X X
X X

14. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 14
BHC – SME | ABC Florist | Competition
0
1 3
2 4
ABC Florist
Road Side Florists
Mall Florists
Market Florists
0 1 2 3 4
3 5 2 4
3 2 4 4
4 4 2 3
5 2 3 3
5
4
5
3
Dry flowers Ikebana with fragrance for 1st impact 5
Drive-in facility 1
Weak StrongForm Number: E039/Version/06.11.2014
N°
8
18
4
5
7
19
Customer Engagement 7
Design 4
Long retention of the arrangements 2
ABC Florist
13
9
10
11
12
16
15
14
Strong
17
Rel.ImpDecision Factor
Price 6
Speed of service 3
Weak
1
2
3
6 On-line sale and delivery 4

15. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 15
BHC – SME | Focus Areas
Deployment
Who can do
this?
Clock
Speed
15
14
13
12
11
10
9
8
7
6
Form Number: E039/Version/06.11.2014 Company
N°
1
3
Focus Areas
Top differenciating factors
2
5
4

16. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 16
BHC – SME | ABC Florist | Focus Areas
Form Number: E039/Version/06.11.2014 ABC Florist
N°
1
3
Focus Areas
Purchasing cycle to avoid
wastage
Care for maximising the
impact while gifting
Fully and semi prepared
arrangements
"WOW" experience for
word of mouth referring
Top differenciating factors
X X X X X
2
5
4
7
6
Deployment
Drive-in facility
Long retention of
the arrangements
Speed of service Design
Dry flowers Ikebana
with fragrance for
1st impact
Who can do this?
Clock
Speed
X X Fulano D
Beltrano D
X X X X X Cicrano D
X X
Harry D

17. www.samuthana.com
Creating World Class Companies and Exceptional Leaders
December 15, Slide 17
BHC – SME | Further Deep Dive (Another 1 to 2 days)
• Validation of the differentiators from value and cost
perspective
• Structured Strategy Development
• Regular routines (Rhythms) for Strategy Deployment
• Process and Result Indicators for progress tracking
• Scoreboards for visualizing progress
• Timeouts (Daily/Weekly/Monthly/Quarterly/Yearly) for
realigning and synchronisation