This document summarizes lessons learned from implementing profit analyzer tools in the cloud. It discusses that embracing the analytical process, finding quick wins, establishing regular cadences, building a business case, and identifying tipping points are important for the process. Understanding how tools layer, creating interesting metrics, discovering order types, and leveraging time series analysis helps maximize the tools. Finally, it's important to understand different global perspectives, engage a variety of analysts, and persistently communicate the benefits of these tools.
UCL Digifest - Scenario based blended learningmattsmithucl
This summer, Sarah Warnes, a teaching fellow in the department of Management Science & Innovation attended a JISC Netskills course entitled E-Learning Essentials. Rather than focussing on technological tools, the course concentrated on instructional learning design and how this may be applied when designing learning online. Working with Matt Smith, Learning Technology Officer for the department and student developer Colleen Sutcliffe, Sarah has redesigned her course MSIN6001A: Understanding Management in a hope to successfully engage learners across a large cohort as well as offering greater opportunities for deeper learning at each stage of the course. In this workshop, Sarah, Matt and Colleen will share their experiences and provide guidance on designing, implementing and evaluating a scenario based blended learning course.
Survey conducted with 48 mid-sized business-to-business companies to validate changing landscape of B2B selling. Questions covered topics related to sales compensation, pricing, quoting and profitability.
UCL Digifest - Scenario based blended learningmattsmithucl
This summer, Sarah Warnes, a teaching fellow in the department of Management Science & Innovation attended a JISC Netskills course entitled E-Learning Essentials. Rather than focussing on technological tools, the course concentrated on instructional learning design and how this may be applied when designing learning online. Working with Matt Smith, Learning Technology Officer for the department and student developer Colleen Sutcliffe, Sarah has redesigned her course MSIN6001A: Understanding Management in a hope to successfully engage learners across a large cohort as well as offering greater opportunities for deeper learning at each stage of the course. In this workshop, Sarah, Matt and Colleen will share their experiences and provide guidance on designing, implementing and evaluating a scenario based blended learning course.
Survey conducted with 48 mid-sized business-to-business companies to validate changing landscape of B2B selling. Questions covered topics related to sales compensation, pricing, quoting and profitability.
This was a workshop presentation for the ATS CFO conference November 19th to 21st, 2014 in San Antonio.
We reviewed the organizational culture survey summary (using the competing values framework) and discussed the acceptance of technology within the organization.
The big idea is that the expected outcomes has to match the culture and values of the organizations.
The organizational culture is soil.
Innovation is the seed.
For IFAs & Financial Advisers: How to Plan, Promote and Present Successful S...Philip Calvert
For IFAs, Financial Planners, Wealth Managers and Professional Financial Advisers: How to Plan, Promote and Present Successful Client Seminars.
Slide deck from April 2013 workshop. For information on when Philip Calvert is hosting the next 'seminar on seminars' for financial advisers, please contact: events@ifalife.com
"Earthsoft Foundation of Guidance (EFG) is working as an NGO/NPO for students - Education & Career guidance and for Professionals for soft skills enhancements. We are working speading , sharing knowledge; experience globally.It has uploaded important presentations at http://myefg.in/downloads.aspx. Also visit www.slideshare.net and search using key word - earthsoft Read http://tl.gd/jm1gh5 and view picture http://twitpic.com/cept60 http://www.slideshare.net/rrakhecha/efg-activities-of-one-year27-mar2013 Be mentor using your education, knowledge & experience to contribute for a social cause & do conduct free training/ workshop seeking help of existing platforms Kindly spread to your friends.Thank you! - Earthsoft Foundation of Guidance
Let us make earth little softer.."
WEBINAR: Executive Overview: The Power of Lean Six SigmaGoLeanSixSigma.com
Join us for this 1-hour Leadership Webinar where we’ll help Executives and Leaders understand why the Lean Six Sigma is a worthy investment that will deliver spectacular ROI.
Agenda:
- What is Lean Six Sigma
- What Lean Six Sigma is not
- Why do organizations implement Lean Six Sigma
- Review cost of poor quality
- Build problem-solving muscles
- Reach strategic objectives
- Build agile organizations
- Minimize jumping to solutions
- Optimize data-based decision-making
Allan Kelly - Do it right, then do the right thingDevConFu
Several generations of managers have been taught to "Do the right thing, then do it right." It has a logic all of its own doesn't it? What's the use of being highly effective is you are highly effective at the wrong thing? But what if the obsession with doing the right thing is itself harmful? What if you don't know the right thing to do until you have do something? What if you need to do something in order to know what is right and what is wrong? Rather than analyse before doing anything, it may well be cheaper and faster with modern tools to do something, and then analyse what happens before deciding what to do next. But only if you can iterate: do something, learn and go around again. In this session Allan Kelly will present an alternative, possibly heretical, view of the world and argue that doing things right is essential if you are to do the right thing.
During the Agile adoption, its a common complain that many team in many organizations get caught up in the ceremonies or mechanics of Agile and fail to understand/appreciate the true value and spirit of Agile. And because of this, the original intent of the Agile movement itself is lost. This is a serious issue!
This workshop will highlight, a well-proven approach to transformation (not adoption) and show the distinct steps in this journey that an individual or a collective goes through when learning anything new. Activities, serving as examples, in the workshop, will focus to show the journey - that is, how to begin with rituals, then gradually move to practices, arriving at principles and eventually internalizing the values. Witnessing this gradual process of transformation will help participants discover for themselves their current progression. We hope this will serve as a guiding light during their Agile journey.
Finally, we will leave the participants to ponder upon and discover for themselves their ideals in life and work as this is not only applicable to software development, but also to any discipline where humans are involved, including life itself.
This was a great event! KPS was joined by executives from amazing firms in the Raleigh area and the speakers were tremendous!
This is a deck that looped in kiosk mode on a large 40" LCD.
This was a workshop presentation for the ATS CFO conference November 19th to 21st, 2014 in San Antonio.
We reviewed the organizational culture survey summary (using the competing values framework) and discussed the acceptance of technology within the organization.
The big idea is that the expected outcomes has to match the culture and values of the organizations.
The organizational culture is soil.
Innovation is the seed.
For IFAs & Financial Advisers: How to Plan, Promote and Present Successful S...Philip Calvert
For IFAs, Financial Planners, Wealth Managers and Professional Financial Advisers: How to Plan, Promote and Present Successful Client Seminars.
Slide deck from April 2013 workshop. For information on when Philip Calvert is hosting the next 'seminar on seminars' for financial advisers, please contact: events@ifalife.com
"Earthsoft Foundation of Guidance (EFG) is working as an NGO/NPO for students - Education & Career guidance and for Professionals for soft skills enhancements. We are working speading , sharing knowledge; experience globally.It has uploaded important presentations at http://myefg.in/downloads.aspx. Also visit www.slideshare.net and search using key word - earthsoft Read http://tl.gd/jm1gh5 and view picture http://twitpic.com/cept60 http://www.slideshare.net/rrakhecha/efg-activities-of-one-year27-mar2013 Be mentor using your education, knowledge & experience to contribute for a social cause & do conduct free training/ workshop seeking help of existing platforms Kindly spread to your friends.Thank you! - Earthsoft Foundation of Guidance
Let us make earth little softer.."
WEBINAR: Executive Overview: The Power of Lean Six SigmaGoLeanSixSigma.com
Join us for this 1-hour Leadership Webinar where we’ll help Executives and Leaders understand why the Lean Six Sigma is a worthy investment that will deliver spectacular ROI.
Agenda:
- What is Lean Six Sigma
- What Lean Six Sigma is not
- Why do organizations implement Lean Six Sigma
- Review cost of poor quality
- Build problem-solving muscles
- Reach strategic objectives
- Build agile organizations
- Minimize jumping to solutions
- Optimize data-based decision-making
Allan Kelly - Do it right, then do the right thingDevConFu
Several generations of managers have been taught to "Do the right thing, then do it right." It has a logic all of its own doesn't it? What's the use of being highly effective is you are highly effective at the wrong thing? But what if the obsession with doing the right thing is itself harmful? What if you don't know the right thing to do until you have do something? What if you need to do something in order to know what is right and what is wrong? Rather than analyse before doing anything, it may well be cheaper and faster with modern tools to do something, and then analyse what happens before deciding what to do next. But only if you can iterate: do something, learn and go around again. In this session Allan Kelly will present an alternative, possibly heretical, view of the world and argue that doing things right is essential if you are to do the right thing.
During the Agile adoption, its a common complain that many team in many organizations get caught up in the ceremonies or mechanics of Agile and fail to understand/appreciate the true value and spirit of Agile. And because of this, the original intent of the Agile movement itself is lost. This is a serious issue!
This workshop will highlight, a well-proven approach to transformation (not adoption) and show the distinct steps in this journey that an individual or a collective goes through when learning anything new. Activities, serving as examples, in the workshop, will focus to show the journey - that is, how to begin with rituals, then gradually move to practices, arriving at principles and eventually internalizing the values. Witnessing this gradual process of transformation will help participants discover for themselves their current progression. We hope this will serve as a guiding light during their Agile journey.
Finally, we will leave the participants to ponder upon and discover for themselves their ideals in life and work as this is not only applicable to software development, but also to any discipline where humans are involved, including life itself.
This was a great event! KPS was joined by executives from amazing firms in the Raleigh area and the speakers were tremendous!
This is a deck that looped in kiosk mode on a large 40" LCD.
4. Maria Toor Pakay
• At 12, re-named as a boy in order to
weightlift with the boys…discovered squash
• At 15, National Women’s Squash Champion
of Pakistan
• Taliban threatened to kill her family
• Went into hiding and for 3 years pounded a
ball into a wall in her room, for 10 hours a
day
• Sent 200 emails to Clubs and Universities for
3 years looking for a chance
• Got a response, finally
• Left on a one-way ticket and $250 in her
pocket for Canada
• Now training at the National Squash
Academy in Toronto and ranked #52 in the
world
• It kind of sounds like being a Pricing
Director…
5. Vendavo’s Profit Analyzer Center of Excellence
• 20+ Customers over 2 years
• $400M+ Return on Sales
• Most are proceeding along
their roadmap
• Many lessons learned
– People
– Process
– Tools
6. Lessons Learned from the Profit Analyzer COE
• Process
– Embrace the Analytical Process
– Find Quick Wins
– Establish a Regular Cadence
– Build your Business Case
– Identify your Tipping Point
• Tools
– Understand the Layering Effect
– Create Interesting Metrics
– Discover Order Type Analysis
– Leverage Time Series Analysis
• People
– Understand the Globe
– Engage the Middle
– Be Persistent
8. Lessons Learned – Pricing Analytics is a
combination of Art, Science and Process
Process
$
Science Art
9. Lessons Learned – Achieve Quick Wins
• Set your Goals Profit Finder
• Look for Directionally Correct
Data
• Assemble a focused team
• Focus on Core Playbooks – 3+1
• Leverage the Cloud
• Utilize a Pilot Program
10. Lessons Learned – Establish a Regular Cadence
• Establish a weekly
cadence with a core
team
• Assign “Homework”
leveraging the
Playbooks
• Plan your master
activities for the year –
“May is Price Variation
Month”
11. Lessons Learned – Build the Business Case
• Harden Capture Plans from
the Pilot to show immediate
wins
• Extrapolate out to other
segments of the business
• Utilize information from the
Pilot to decide which levers
need to be pulled in PM/DM
• Gain momentum
12. Lessons Learned – Find your Tipping Point
• Make Bold Moves – they work
• Get the Attention of Sales
• Embarrassment works
• Tell the story – again and again
and again
14. Lessons Learned – Understand the Layering Effect
• Discounts, Rebates and Promotions tend to be offered by
different teams and lack transparency
• “I kind of sensed what was happening, but this actually
showed me.”
• The analysis is often counter to the described Price Setting
Process
15. Lessons Learned – Time Series Analysis
• Price Point Time Series
to visualize separation
• Comparative Price Band
to identify Margin shifts
• Multi-Time Series to
understand if Price
changes are keeping up
with Cost escalations
16. Lessons Learned – Great Measures
• Net Freight Absorption • Net Freight Absorption = (Freight
Recovery + Primary Freight Cost +
• Options Spread Secondary Freight RDC + Secondary
Freight LDC) / NetSales
• Coefficient of Variation
• Low Value Order Charge
• % of Target
• Surcharge/Discount% = 0
• Competitive Intensity
17. Lessons Learned – Order Types
• Understand Transaction
Types during Data Load
• Slice and Dice data by
Order Type – a missed
opportunity
19. Lessons Learned – Know the Globe
• The Value Funnel differs by Pole
• Understand the differences in
the Capture Model – by Country
20. Lessons Learned – Engage the Middle
• Pricing Analysts come in
all shapes and sizes
• A small handful are
truly great
• Leverage playbooks and
process to engage and
raise the skill level of
the rest
21. Lessons Learned – Be persistent!!!
• Walk the hallways
• Sing it to the hills
• Acquire supporters
• Be like Maria Toor Pakay
The more you sweat,
the less you bleed…