A practical guide on how to do funnel analyses & use them for decision making
Funnels and funnel analyses are great tools that can help you find problems and opportunities, optimize processes as well as manage projects. They are widely used by technological firms. However, many industries are still not using them, despite their big potential. In this presentation, I will teach you how to use funnel analyses to increase the profits of the firm.
In the presentation you will learn the following things:
What are funnels?
1. How to analyze funnels in Excel
2. How funnels look like for e-commerce, marketplace, SaaS firms and other business models
3. How to use funnels and funnel analysis to increase sales and profits
4. What are cohorts and how to use them to analyze funnels?
5. How to use funnels to manage tests, projects, or tasks
For more check the following course:
https://bit.ly/FunnelsConsulting
How to become world class business analystAsen Gyczew
Business analyst are one of the most important part of a successful business. They help you make the right decision and to spend money wisely. We show here what a business analyst has to know, what business analysis he should be doing and what knowledge he should have to be successful
Segmentation Methods for Management Consultants & Business AnalystsAsen Gyczew
A practical guide on how to analyze segments of customers during consulting projects
If you are participating in a consulting project devoted to Sales & Marketing or Strategy most likely you will have to either do segmentation or analyze existing segments of customers. You will try to achieve it on the basis of internal data, market research as well as other external data. In this course, I will teach how to rapidly and efficiently segment customers and analyze existing segments during consulting projects.
In the course you will learn the following things:
1. How you can segment customers?
2. When to use a specific segmentation technique?
3. Crucial Excel formulas you will need to do segmentation
4. How to do simple segmentations in Excel using internal or external data
5. How the B2B segmentation differs from B2C segmentation
This course is based on my 15 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement, and turn-arounds in the biggest firms from Retail, FMCG, SMG, B2B, and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA. On the basis of what you will find in this course I have trained in person over 100 consultants, business analysts and managers who now are Partners in PE and VC funds, Investment Directors and Business Analysts in PE and VC, Operational Directors, COO, CRO, CEO, Directors in Consulting Companies, Board Members, etc. On top of that my courses on Udemy were already taken by more than 103 000 students including people working in EY, Walmart, Booz Allen Hamilton, Adidas, Naspers, Alvarez & Marsal, PwC, Dell, Walgreens, Orange, and many others.
For more check the following course:
https://bit.ly/SegmentationMC
As a business analyst or a management consultant you have to master some vital skills that will help you survive the first 2-3 years of your work. Some of the have to do with tools (Excel, Presentations). Others with your productivity and skills (financial modeling, business modeling). You also have to learn tools techniques and frameworks that will help understand faster the business and provide more value. In this presentation you will find an overview of most important things that you have to master along with suggested courses that I recommend taking. They will help you become more efficient and will help you develop your skills and knowledge.
Scaling Business for Management Consultants & ManagersAsen Gyczew
A practical guide on how to scale businesses in practice fast and efficiently
Course summary
What is the aim of this course?
If you have managed to build a successful business that is also profitable, at some point you will start thinking about scaling your business and drastically growing its size and profits. This will require a different approach than the everyday management of the business. You need different frameworks to scale fast & efficiently the business. In this course, I will teach you how to find ways to scale the business fast & efficiently. I will also show you how to prepare the organization for scaling
In the course you will learn the following things:
1. How firms like Tesla, Amazon have scaled their business
2. How to scale different areas of you firm
3. How to identify biggest bottlenecks preventing you from scaling
4. How to estimate the speed of scaling
5. How to design your scaling process
6. Scale faster
7. Scale successfully Sales, Operations and Recruitment
For more check the following course
https://bit.ly/ScalingBusinesses
MVP – how to test your business idea without building the productAsen Gyczew
It is not that difficult to have a business idea even one that seems like a breakthrough and instant success. The reality bites and 90% of startups fail fast and at the same time cost their founders a small fortune. That’s why the recent development of so called lean startups revolves around learning fast and at small cost to build a product customer need and are willing to pay. Crucial part of this path is a creating a prototype of your product that enables you to test the reaction of your potential customer. This is the MVP – Minimum Viable Product.
MVP has to be Viable which means that it delivers some noticeable value to the customer, solves his pain. Minimum means that it cannot be overcomplicated, it has to have the minimal amount of features for you to be able to draw the right conclusion on what works and what does not work.
In most cases the choie of MVP stops at the landing page as the Holy Grail of lean startup and testing, the ultimate MVP, but the life is much more complicated and landing page in many cases simply is not enough? How do you test community and whether people will share and comment? How do you want to test physical products that have to be tasted and smelled?
On top of that not all MVPs are born equal. Some test one part of your business model whereas others are perfect for testing different question marks that pop-up constantly in your mind.
In this presentation we will show you through examples what should be the MVP for your business model, how to pick the right one for your needs and what are the added benefits of MVP. We will also give estimation of the costs and time needed for creation of MVP.
Strategy for Management Consultants & Business AnalystsAsen Gyczew
Strategy is one of the most dreaded subject in any businesses. There are so many conflicting frameworks that is difficult to decide what to choose. In this course you will learn a framework that will help you formulate and execute the strategy for your businesses on the level of top consulting firms i.e. McKinsey, BCG, Bain, PwC, EY. You will also see how others are implementing their strategic choices. What you will see here is a part of my online course: http://bit.ly/StrategySlideshare
This course will help you drastically improve your knowledge and skills in creating as well as executing a strategy for your business (or your customers’ businesses). It is designed for people who want to become management consultants, business analysts or work on creating and implementing the strategy inside the business. In the course you will learn 3 main things:
1. What strategic choices do you have and how to choose the optimal one?
2. How to calculate the impact of chosen strategy or tactic?
3. How to implement the strategy and how others are doing it?
Overview of business models used in on-lineAsen Gyczew
We work with startups on daily basis within our accelerator StartupAkademia and we have noticed that despite tones of very good books on lean methods (i.e. Lean Analytics, Running Lean etc.) startups as well as small / medium businesses have problems with applying this knowledge in practice. We have noticed that, especially first time startups, do not really understand their business model (which is totally understandable). That's why, it is very difficult for them to know what they should concentrate on. Most entrepreneurs / startups have more or less clear business idea but quite often they do not know the business models they can chose and end up learning it the hard way, through their mistakes. Some of them have read the Lean analytics, Lean Starup or Running Lean but even then they do not know exactly how to translate it into coherent Excel model. A business model in the form of Excel is very important for evaluating your business, seeing how much cash you need and how your hypothesis and KPIs are translating into the business
Therefore we build a course on Udemy: https://www.udemy.com/on-line-business-models-in-excel-practical-guide/
The presentation you will find here is just a fraction of what you can find in the course
What will this course give you?
The course is a practical, step by step guide loaded with tones of tips and tools that will help you significantly speed up with your business, especially if you are a startup or a small / medium business. There is little theory – mainly examples, a lot of tips from our own experience as well as other notable examples worth mentioning. Our intention is that thanks to the course you will know:
- What your business model is about, what to concentrate on and what are the key KPIs for you?
- How you can translate it into Excel and evaluate your business?
- How to make conclusions on the basis of your business model presented in the form of Excel
Decision Making with Excel for ManagersAsen Gyczew
As a manager you will be tempted to trust your guts and use your experience to decide what and how to do it. Quite often this approach may be misleading. It is much better to use data driven approach and before you make the decision look at the potential consequences. In this course I will show you how to make more rational choices as a manger using Excel. We will go through a lot of case studies that will help you master this skill.
In the course you will learn the following things:
1. How to be data driven in solving problems
2. How to make better decisions using Excel
3. How to handle uncertainty when you are making decisions
4. Which method, framework you should use in a specific situation
You will learn how to make decisions using make or buy analysis, voting system, simulations, rankings, how to analyze the costs of different investments (aiming at cost reduction, removing bottlenecks, requested by the customers). We will also how to apply the portfolio decision making, value proposition alignment, strategic alignment frameworks.
For more check my course: https://bit.ly/DecisionMakingExcel
How to become world class business analystAsen Gyczew
Business analyst are one of the most important part of a successful business. They help you make the right decision and to spend money wisely. We show here what a business analyst has to know, what business analysis he should be doing and what knowledge he should have to be successful
Segmentation Methods for Management Consultants & Business AnalystsAsen Gyczew
A practical guide on how to analyze segments of customers during consulting projects
If you are participating in a consulting project devoted to Sales & Marketing or Strategy most likely you will have to either do segmentation or analyze existing segments of customers. You will try to achieve it on the basis of internal data, market research as well as other external data. In this course, I will teach how to rapidly and efficiently segment customers and analyze existing segments during consulting projects.
In the course you will learn the following things:
1. How you can segment customers?
2. When to use a specific segmentation technique?
3. Crucial Excel formulas you will need to do segmentation
4. How to do simple segmentations in Excel using internal or external data
5. How the B2B segmentation differs from B2C segmentation
This course is based on my 15 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement, and turn-arounds in the biggest firms from Retail, FMCG, SMG, B2B, and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA. On the basis of what you will find in this course I have trained in person over 100 consultants, business analysts and managers who now are Partners in PE and VC funds, Investment Directors and Business Analysts in PE and VC, Operational Directors, COO, CRO, CEO, Directors in Consulting Companies, Board Members, etc. On top of that my courses on Udemy were already taken by more than 103 000 students including people working in EY, Walmart, Booz Allen Hamilton, Adidas, Naspers, Alvarez & Marsal, PwC, Dell, Walgreens, Orange, and many others.
For more check the following course:
https://bit.ly/SegmentationMC
As a business analyst or a management consultant you have to master some vital skills that will help you survive the first 2-3 years of your work. Some of the have to do with tools (Excel, Presentations). Others with your productivity and skills (financial modeling, business modeling). You also have to learn tools techniques and frameworks that will help understand faster the business and provide more value. In this presentation you will find an overview of most important things that you have to master along with suggested courses that I recommend taking. They will help you become more efficient and will help you develop your skills and knowledge.
Scaling Business for Management Consultants & ManagersAsen Gyczew
A practical guide on how to scale businesses in practice fast and efficiently
Course summary
What is the aim of this course?
If you have managed to build a successful business that is also profitable, at some point you will start thinking about scaling your business and drastically growing its size and profits. This will require a different approach than the everyday management of the business. You need different frameworks to scale fast & efficiently the business. In this course, I will teach you how to find ways to scale the business fast & efficiently. I will also show you how to prepare the organization for scaling
In the course you will learn the following things:
1. How firms like Tesla, Amazon have scaled their business
2. How to scale different areas of you firm
3. How to identify biggest bottlenecks preventing you from scaling
4. How to estimate the speed of scaling
5. How to design your scaling process
6. Scale faster
7. Scale successfully Sales, Operations and Recruitment
For more check the following course
https://bit.ly/ScalingBusinesses
MVP – how to test your business idea without building the productAsen Gyczew
It is not that difficult to have a business idea even one that seems like a breakthrough and instant success. The reality bites and 90% of startups fail fast and at the same time cost their founders a small fortune. That’s why the recent development of so called lean startups revolves around learning fast and at small cost to build a product customer need and are willing to pay. Crucial part of this path is a creating a prototype of your product that enables you to test the reaction of your potential customer. This is the MVP – Minimum Viable Product.
MVP has to be Viable which means that it delivers some noticeable value to the customer, solves his pain. Minimum means that it cannot be overcomplicated, it has to have the minimal amount of features for you to be able to draw the right conclusion on what works and what does not work.
In most cases the choie of MVP stops at the landing page as the Holy Grail of lean startup and testing, the ultimate MVP, but the life is much more complicated and landing page in many cases simply is not enough? How do you test community and whether people will share and comment? How do you want to test physical products that have to be tasted and smelled?
On top of that not all MVPs are born equal. Some test one part of your business model whereas others are perfect for testing different question marks that pop-up constantly in your mind.
In this presentation we will show you through examples what should be the MVP for your business model, how to pick the right one for your needs and what are the added benefits of MVP. We will also give estimation of the costs and time needed for creation of MVP.
Strategy for Management Consultants & Business AnalystsAsen Gyczew
Strategy is one of the most dreaded subject in any businesses. There are so many conflicting frameworks that is difficult to decide what to choose. In this course you will learn a framework that will help you formulate and execute the strategy for your businesses on the level of top consulting firms i.e. McKinsey, BCG, Bain, PwC, EY. You will also see how others are implementing their strategic choices. What you will see here is a part of my online course: http://bit.ly/StrategySlideshare
This course will help you drastically improve your knowledge and skills in creating as well as executing a strategy for your business (or your customers’ businesses). It is designed for people who want to become management consultants, business analysts or work on creating and implementing the strategy inside the business. In the course you will learn 3 main things:
1. What strategic choices do you have and how to choose the optimal one?
2. How to calculate the impact of chosen strategy or tactic?
3. How to implement the strategy and how others are doing it?
Overview of business models used in on-lineAsen Gyczew
We work with startups on daily basis within our accelerator StartupAkademia and we have noticed that despite tones of very good books on lean methods (i.e. Lean Analytics, Running Lean etc.) startups as well as small / medium businesses have problems with applying this knowledge in practice. We have noticed that, especially first time startups, do not really understand their business model (which is totally understandable). That's why, it is very difficult for them to know what they should concentrate on. Most entrepreneurs / startups have more or less clear business idea but quite often they do not know the business models they can chose and end up learning it the hard way, through their mistakes. Some of them have read the Lean analytics, Lean Starup or Running Lean but even then they do not know exactly how to translate it into coherent Excel model. A business model in the form of Excel is very important for evaluating your business, seeing how much cash you need and how your hypothesis and KPIs are translating into the business
Therefore we build a course on Udemy: https://www.udemy.com/on-line-business-models-in-excel-practical-guide/
The presentation you will find here is just a fraction of what you can find in the course
What will this course give you?
The course is a practical, step by step guide loaded with tones of tips and tools that will help you significantly speed up with your business, especially if you are a startup or a small / medium business. There is little theory – mainly examples, a lot of tips from our own experience as well as other notable examples worth mentioning. Our intention is that thanks to the course you will know:
- What your business model is about, what to concentrate on and what are the key KPIs for you?
- How you can translate it into Excel and evaluate your business?
- How to make conclusions on the basis of your business model presented in the form of Excel
Decision Making with Excel for ManagersAsen Gyczew
As a manager you will be tempted to trust your guts and use your experience to decide what and how to do it. Quite often this approach may be misleading. It is much better to use data driven approach and before you make the decision look at the potential consequences. In this course I will show you how to make more rational choices as a manger using Excel. We will go through a lot of case studies that will help you master this skill.
In the course you will learn the following things:
1. How to be data driven in solving problems
2. How to make better decisions using Excel
3. How to handle uncertainty when you are making decisions
4. Which method, framework you should use in a specific situation
You will learn how to make decisions using make or buy analysis, voting system, simulations, rankings, how to analyze the costs of different investments (aiming at cost reduction, removing bottlenecks, requested by the customers). We will also how to apply the portfolio decision making, value proposition alignment, strategic alignment frameworks.
For more check my course: https://bit.ly/DecisionMakingExcel
Sales Forecasting for Management Consultants & Business AnalystsAsen Gyczew
During many consulting projects, you may be asked to forecast the sales of the firm or check sales forecast models done by the customer. Sales forecasting requires a specific approach to data and also a lot of creative, out of box thinking, to address the issue of insufficient data and changing environment. In this presentation, I will teach you how to do fast and efficiently basic sales forecast models in Excel. We will create a relatively simple sales forecast. Nevertheless, they will significantly help your customer define strategy and decide whether he should open a new factory, enter a new field, buy a business. We will NOT get into complicated models, forecasts as in most case you will not have neither time nor data to do them. It would also require a wider knowledge of mathematics, statistics, econometrics and a usage of more advanced tools than Excel. The things you will learn in this presentation will be sufficient in 70% of the cases and can be done with the knowledge of basic Math. Such basic sales forecasts are especially important during Strategy projects, M&A projects and business development projects. In such projects, you want to get fast rough sales forecasts using simple methods. A similar approach as we will show in this presentation can be used as the starting point for budgeting models.
In the presentation you will learn the following things:
1. The essential concepts in sales forecasting and the main tools that you may need.
2. How to forecast sales in Excel using simple methods fast and efficiently
3. What drivers of sales you should take into account for selected industries. We will look at different cases studies to see how you can move from drivers to a working model in Excel
For more check my online course: http://bit.ly/SalesForecastConsulting
Getting into consulting is one of the most difficult tasks. It’s not only very selective but also quite tough and long recruitment process. You will have at least 5 job interviews, spend on average 2-3 months in recruiting process and your chances of succeeding will be around 5-10%. I will help you significantly boost the odds in your favor.
This course will help you prepare for the cases that you will be asked to solve during the job interviews with consultants. I will improve your knowledge and skills in analysis through a series of practical cases. It is based on my 11 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from FMCG, SMG, B2B sector that I worked for. I have participated in over 200 recruitments and the materials in this course will encompass all the tricks that you should use during the interview. On the basis of what you will find in this course and I have trained over 100 business analysts who now are Investment Directors, Senior Analyst, Directors in Consulting Companies, Board Members etc.
There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. My intention is that thanks to the course you will know:
1. How to approach any type of cases that you may come across in the job interview?
2. How to apply the most useful concepts and methods used later by consultants in their work?
3. How to be efficient during the interview?
4. How the consultant minds works?
How to optimize processes in practice during consulting projectsAsen Gyczew
Optimizing processes is not an easy task. It requires a structured approach to it and good understanding of helpful methods such as lean manufacturing, theory of constraints, queuing models, Overall Labor Efficiency and others. In this presentation I will show you how you can approach process optimization. I will show you not only the general approach to this subject but also we will go briefly through methods. I will also show you one example of process optimization in retail. You will have also a lot of links to additional resources that will help you learn the methods required to do process optimization during consulting project or internally in the firm on your own. There will be also a link to the course where you can learn more on that. The presentation is devoted to 3 parts
1. General framework / approach to process optimization
2. Examples of methods and tools used during process optimization
3. Cases study – process optimization in retail
Examples of business analyses in Excel - from consulting projectsAsen Gyczew
This presentation will help you drastically improve your knowledge and skills in improving analyzing business issues, especially during consulting projects. It is designed for people who want to become management consultants, business analysts or have to run and optimize sales and marketing, operations on daily bases. In this presentation you will learn 3 things
1. How to understand main challenges in business analyses in Excel
2. How to use Excel, to find improvements in sales, operations and the business model.
3. Where to look for savings and improvements, how to calculate potential savings in Excel and implement them
The presentation is based on my 14 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from Retail, FMCG, SMG, B2B and services sector that I worked for.
This is part of my online course on Supply Chain for Management Consultants. Check the link to get a discount: http://bit.ly/SalesAnalysisManagementConsulting
Business Idea Generation for Management Consultants & ManagersAsen Gyczew
To build a business you need a good idea that you can explore and develop. Unfortunately, coming up with a good business idea is not easy. Most firms and universities don’t show how to come up with business ideas. They concentrate on teaching you how to run existing businesses. Luckily, there are a lot of proven methods to find interesting business ideas. If you are Management Consultant you can use them during consulting projects to help your customers grow their business. If you are a manager or startup founder they will prove priceless in your quest to discover new business opportunities. In this course I will show you different methods to come up with killer business ideas. In the course you will learn the following things:
1. How to come up with business ideas by improving existing products, solving existing problems
2. When specific methods of business idea generation can be applied
3. How specific business method should be applied
4. How to find ways to 10x existing solutions
5. How to innovate your product and your business model
6. How to build add-on business using your current business
For more check the following course: http://bit.ly/BusinessIdeasGeneration
Production Planning for Management Consultants & Business AnalystsAsen Gyczew
A practical guide on how to do analyses during consulting projects
What is the aim of this presentation?
Consulting firms are hired very often to help with Supply Chain and Production. During such projects, you will quite often have to look at the production planning and optimize it. Optimizing production planning will require a good understanding of what drives production capacity, as well as how production can impact the costs in the whole supply chain. In this presentation, I will teach how to perform fast and efficiently different types of analyses related to production planning.
In the presentation you will learn the following things:
1. What the production capacity depends on and how to estimate it
2. How to find optimal production batches for different products in Excel that will minimize costs in the whole supply chain
3. How to plan production capacity for the future
4. How and when to use different methods for production planning
This presentation is based on my 15 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement, and turn-arounds in the biggest firms from Retail, FMCG, SMG, B2B, and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA.
For more check the following course: https://bit.ly/ProductionPlanningAsen
What exactly does a consultant at McKinsey do?Asen Gyczew
If you want to join consulting, find a work in McKinsey, BCG, Bain or other top consulting firms then you most likely wonder what consultants do in practice. In this presentation I will briefly try to summarize it.
The work you do depends on your position at a consulting firm:
1. Business Analyst – is the entry position in most consulting firm. Here you do a lot of research for specific projects or business development. You are also responsible for delivering most of the analysis that end up in the deliverables (presentation) along with accompanying slides. The workload is huge. You are not efficient as the rest of the team so you end-up working 12-15 hours 6-7 days a week. On average you stay on this position 2-3 years.
2. Associate / Senior Consultant. This guys are extremely experience so most of the things they can do independently. The not only perform part of analyses during the project but they also do a lot of project management. Typically 1 Associate would supervise 1-3 business analysts. On many occasions you start interacting with the Customer – Directors, VPs, C-level. You gradually are being prepared to manage project and sell them. You spend on this position 2-3 years
3. Engagement Manager / Project Manager. On this position you have to deliver the project. You do hardly any analytical work yet you have to check the work of BAs and Associates. On top of that you will manage at least to some extent the relationship with the customers.
4. Associate Principle / Partner / Director. On this position you are the sales man. You have to generate demand for the services, convince potential customers to pay your high fees and also to supervise the delivery of some projects. On this position you are constantly on meetings, phone calls, traveling from one city to another, from project to another. Most of the days you network and talk to CEOs, COOs, Board Members, PE Partners and others. You still have to bring a lot in revenues to stay in the firm. In some cases you supervise also part of the projects (at least on paper) and be the face for specific area or industry.
Personal Finance using Management Consulting HacksAsen Gyczew
What is the aim of this presentation?
No matter how much you earn it’s not easy to build wealth. The money you earn somehow magically disappears although it seems to you that you have been quite frugal. On top of that, it’s difficult to make certain tradeoffs in life where you have to spend money: Should you cook on your own or buy prepared food? Is it better to rent apartment of buy your own? Should you go for MBA or not? We are not taught at school to make rational decisions and manage our money and wealth. Luckily, there are a lot of nice management consulting tools, techniques and frameworks that will help you spend less, be more efficient, earn money and generate additional income. You don’t have to go to top consulting firm to learn them. You can master them by taking my presentation.
This presentation will help you drastically improve your skills in managing money and making more rational choices using management consulting tools, techniques and frameworks. If you have a specific problem just let me know and I will give you tips on how to solve it using the tools presented in this presentation.
The presentation is designed for people who want to become more data driven and less emotional in the way they manage money and make decisions related to money. Thanks to the presentation you will be making better decisions and you will learn techniques that will help you faster build your wealth. In the presentation you will learn 6 main things:
1. How to spend less money
2. How to make sure that you spend money on the right things
3. How to be more productive, work faster and more efficiently
4. How to earn more money
5. How to generate additional revenue streams
6. How to invest wisely your money
You can find more in my course: http://bit.ly/PersonalFinanceHacks
Purchasing & Procurement Analyses for Management ConsultantsAsen Gyczew
During Consulting Projects a lot of attention will be devoted to Purchasing & Procurement. Usually, this area generates big cost reductions and helps improve liquidity. Finding potential savings is not always easy and requires well-organized approach to companies purchases. Luckily, there are a lot of techniques and frameworks that will help you in a structured way to look for savings and potential improvements of liquidity. In this course, I will teach you how to perform fast and efficiently different types of analyses in Purchasing & Procurement.
In the course you will learn the following things:
1. General information about Purchasing & Procurement.
2. Useful frameworks for analyzing Purchasing & Procurement.
3. How to find ways to cut costs in Purchasing & Procurement.
4. How to identify potential ways to improve your liquidity, especially quick wins.
5. How to estimate in Excel potential impact of proposed changes.
For more check the following course:
https://bit.ly/PurchasingConsulting
Management consultants are brutally efficient. They not only are taught to do their work fast, but also are very good in selecting the right issues. I know it from first-hand experience as I spent my first 5 years in this hostile environment of top consulting companies. Yes, we worked sometimes 10-15 hours a day; 6-7 days a week but we managed with a small team to do in 3 months what the whole company was not able to do in years. Management consultants’ efficiency stems from 3 things: good organization, efficiency in daily activities and extremely good skills in picking the right topics. I think that those skills are crucial and I will teach how to acquire them.
In this presentation I will show you how to do the right things fast and efficiently so you can enjoy fully your work and life (depending what are your priorities ;) . The presentation is based on my 11 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from FMCG, SMG, B2B sector that I worked for. On the basis of what you will find in this course I have trained over 100 business analysts and consultants who now are Investment Directors, Senior Analyst, Directors in Consulting Companies, Board Members etc.
I do not like to overcomplicate things so in every lecture I will be quite straightforward. In every lecture I described a different hack and I give examples how to use it, especially in services such as consulting. To every lecture you will find attached (in additional resources) many useful files: examples shown in the lecture, furthers suggestion, exercises etc.. If you don’t find something that you need let me know - I will try to prepare something and I will add to the presentation
In the presentation I use 6 main frameworks: 80/20 rule (Pareto Principle), lean manufacturing, theory of constraints, getting things done, critical chain method, lean startup
How to manage successfully a Consulting ProjectAsen Gyczew
Managing Consulting Projects is extremely difficult. You work in a hostile environment, long hours on difficult things. On top of that the bill for your services for the customer is pretty high so he will want to squeeze out of you as much as possible. At the same time his people may dislike you as you are an outsider that in their point of view pretends to know better. Therefore, many Project Managers fail on deadlines or cannot deliver value for the customer. Luckily there is a way to do a consulting project on time, get your customer and his people happy with the result as well as get well paid for your work. This course will help you drastically improve your knowledge and skills in managing consulting project. It is designed for project managers, especially those working in consulting. After finishing the course you will know:
1. How to prepare for the project to make your customer and your team happy as well to finish the project much earlier than your competitors
2. How to create value for your customer
3. How to deliver the project within the budget and way ahead of deadlines
4. How to execute the project without having to work 7 days a week 15 hours a day
5. How to overdeliver and get buy-in from your customer
6. How to build strong foundation for future projects
7. What tools to use
8. How to be efficient as a team
The course is based on my 12 years of experience as a Project Manager in top consulting companies and as a Board Member responsible for strategy, improvements and turn-arounds in biggest companies in Retail, FMCG, SMG, B2B sectors that I worked for. On the basis of what you will find in this course I have trained over 100 consultants, business analysts and managers who now are CEO, Operational Directors, COO, Investment Directors, Directors in Consulting Companies, Board Members, Customer Insight Managers, Data Science Managers
Essential Real Estate Modeling in ExcelAsen Gyczew
What is the aim of this course?
Modeling real estate in Excel is not easy. In real estate, you will have to forecast the cash flow for long investment periods. In most models, you will have to forecast loan payments, maintenance costs, operational costs, and potential revenues from operating the real estate. On top of that, in real estate, we have different business models that will have different business drivers. To make your work easier, I will teach you in this course how to model in Excel fast and efficiently real estate investments.
In this course you will learn the following things:
1. Essential concepts related to real estate and modeling them in Excel
2. What are the main drivers of the profits in real estate for different business models
3. How to model buy & rent of real estate in Excel
4. How to model in Excel hotels and other short-term renting businesses (Airbnb, booking.com)
5. How to model in Excel flips/flipping
6. How to make decisions on the investment in real estate, based on the Excel model
For more information check my online course: https://bit.ly/RealEstateModels
Sales Analysis for Management Consultants and Business AnalystsAsen Gyczew
This presentation will help you drastically improve your knowledge and skills in improving and developing sales and marketing through a series of practical cases. It is designed for people who want to become management consultants, business analysts or have to run and optimize sales and marketing on daily bases. In the course you will learn 3 things:
1. How to understand main challenges in sales and marketing
2. How to improve sales and marketing in order to increase margin and profit
3. Where to look for savings and improvements, how to calculate potential savings in Excel and implement them
The presentation is based on my 14 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from Retail, FMCG, SMG, B2B and services sector that I worked for.
This is part of my online course on Supply Chain for Management Consultants. Check the link to get a discount: http://bit.ly/SalesAnalysisManagementConsulting
Retail for Business Analysts and Management ConsultantsAsen Gyczew
Retail has become very competitive. We have the rise of e-commerce and multichannel, buyers behavior change drastically. This leads to lower margins. As a Business Analyst or Management Consultant you have to be able to analyze the Retailer you work for fast and find possible improvements. This course will help you drastically improve your knowledge and skills in optimizing Retail business through a series of practical cases. It is designed for people who want to become consultants, business analysts or have to run and optimize Retail business on a daily bases. In the course you will learn the following things:
1. How to analyze Retailer and find low hanging fruits
2. How to build business model of the Retailer in Excel in order to see the big picture and see how specific KPIs impact the profit
3. How to optimize Retailers operations
4. How to behave in a multichannel surrounding (when you have also e-commerce operations)
5. How to expand your business into new categories and markets
6. How to analyze in-store engagements
There will be also many growth hacks that Retailers use.
The course is based on my 12 years of experience in Retail as well as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from Retail, FMCG, SMG, B2B sector that I worked for.
Financial Analysis for Management Consultants & AnalystsAsen Gyczew
During many consulting projects, you will have to do a lot of financial analysis and draw conclusions about specific companies or industries. This is especially true during due diligence projects, strategic projects and turn-arounds. Financial analyses will help you decide which option is better, what investments you should take, estimate potential improvements or estimate the impact on the profit and the balance sheet. On top of that, during consulting projects, you have to do everything 3x faster and with little data. Therefore, I will teach you in this course how to do fast and efficiently financial analyses and how to draw conclusions from them
In the course you will learn the following things:
1. How to do financial analyses in Excel fast and efficiently
2. How to draw conclusions from the analyses
3. How to analyze financial statements in Excel
4. How to use financial indicators
5. How to model a business in Excel
6. How to analyze business units of the firm
7. How to carry out analyses related to M&A
8. How to evaluate potential investment in Excel
9. How to estimate the value of the firm using simple methods
For more check the following course: http://bit.ly/FinancialAnalysisExcel
Niche strategy in practice - case studiesAsen Gyczew
The success of many companies depends on figuring out a clever way to grow, earn or operate that will change drastically change the game, stack the cards in their favor. There are many interesting business hacks that give this result. In this lecture I will show you how one of such business tactics – niche strategy has been successfully implemented in many businesses. This powerful tactic applied has already disrupted many industries like automotive, many marketplaces, cab industry and delivery industry. One of the best known examples are Tesla, Uber, Yelp, Square
In this presentation apart from the case studies of companies that implemented niche strategy I will show you what you should do to be successful in this strategy.
In what way will you benefit from this presentation?
The presentation is a practical, step by step guide loaded with tones of, tricks, hints, examples that will show you where you can go with your business. There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. My intention is that thanks to the presentation you will know:
1. How niche strategy work?
2. How you should build it in your industry?
3. Where you have to look for improvements to be competitive?
4. How to estimate your competitive advantage using data from your industry?
How to start and run consulting firm fast and efficientlyAsen Gyczew
In this presentation I will show you how to start and run consulting company fast and efficiently. The course is based on my 12 years of experience as a consultant in top consulting companies and owner of small consulting company (the last 7 years). I have been also CEO, Board Member responsible for strategy, improvement and turn-arounds in biggest companies from FMCG, SMG, and B2B in Poland so I know the subject from all sides including the customer of consulting firms.
My intention is that thanks to this presentation you will know:
1. Where to find ideas for consulting business, consulting firm?
2. How to analyze in Excel whether the business makes sense or not?
3. How to get first customers?
4. What to concentrate on if you are 1-man show, a freelancer?
5. What kind of tools you should have?
6. How and in what way you can set-up pricing for your services?
7. How to prepare for scaling, expanding?
8. What kind of business you can build on the basis of consulting firm?
Top 25 must read books for management consultantsAsen Gyczew
As a management consultant or a business analyst you have to read a lot to master the intricacy of business world. You should not only master typical management consulting techniques but also reach for books on lean manufacturing, financial modeling and valuation, managing people, building strategy, effective work and many many more.
In this presentation you will find my impartial selection of books that I have read and helped me a lot on my way to the top of consulting and management world.
Business Model Innovation for Management ConsultantsAsen Gyczew
Business Model Innovation for Management Consultants
A practical guide on how to change & innovate the business
Course summary
What is the aim of this course?
Consulting firms are hired very often to help to change the Business Model. Those projects are difficult as you have to generate innovation and convince the firm to change. There is no one recipe for how to innovate. However, there are some proven techniques, frameworks, approaches that will help you find a way to innovate the Business Model. In this course, I will teach you how to pick the right Business Model Innovation technique during consulting projects.
In the course you will learn the following things:
1. What frameworks, tools techniques you can use to Innovate your Business Model
2. How others have implemented the Innovation
3. How to estimate the potential impact of the Business Model Innovation in Excel
For more check the following course:
https://bit.ly/BusinessInnovationsMC
Liquidity Management for Management Consultants & ManagersAsen Gyczew
Many companies despite having profits still have problems with cash. In other words they have to improve their liquidity. This topic is not widely discussed and a few management consultants as well as managers know how to do it practice. Therefore, more companies die because of problems with liquidity than due to low profits. Luckily, there are a lot of techniques that will help you in a structured way look for ways to generate more cash from the business.
In this course I will show you different methods that you can use to improve the cash position of your business. You will learn the following things:
1. How to identify potential ways to improve your liquidity, especially quick wins
2. How to estimate in Excel how much cash you can generate from specific solution
3. How to pick the optimal solution
4. How to prevent the firm from going bankrupt due to liquidity problems
You will learn here how to cut costs, reduce inventory, reduce receivables, improve payables, and restructure debt and many more:
For more check the following course: http://bit.ly/LiquidityManagementConsulting
Effective Meetings for Management Consultants & AnalystsAsen Gyczew
What is the aim of this presentation?
During consulting projects you will be doing plenty of interviews and meetings. At the beginning, you may find them very stressful and challenging, especially, when you have to talk with directors, managers that are much older than you, and that have much bigger experience than you. Luckily, there are a lot of interesting techniques that will help you conduct efficiently interviews and meetings during consulting projects.
In this course, I will show you different tips and methods that will help you achieve your goals. Thanks to this course you will learn the following things:
1. How to prepare and conduct initial interviews during consulting projects
2. How to conduct regular meetings
3. How to make sure that your final presentation is a success
4. How to conduct implementation and internal meetings during consulting projects
For more check the following course: https://bit.ly/MeetingsConsultants
1Running head SALES MANAGEMENT PROCESS2SALES MANAGEME.docxaulasnilda
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Running head: SALES MANAGEMENT PROCESS
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SALES MANAGEMENT PROCESS
STATISTICAL PROCESS CONTROL PROCEDURE
Student Name
Institution Name
Professor Name
Course Name
Date
The discipline which mainly stresses the practical improvement of sales methods and management of an organization is defined as a Sales management process. It is an essential part of business as every sale as to go through the sales section either be products or services and getting profits. These are considered as indicators of performance and aim of sales management. It is the practice of controlling the sales department and its work. I have a sales team, and I manage it in a corporate firm. The process includes some elements which are very necessary to look into before proceeding into these stages:
· Planning of the sales
· helps to develop a proper and measured strategy for having profited from any angle and sets on the targets, resources, and activities. Marketing, strategic planning and the business plan with a more in-depth explanation of how the objectives can be achieved through sales (Baldauf, 2015).
· Appointing of the sales team
· is a very tough job as this leads to the future. It includes the job description, job analysis, and job qualifications.
· Incentives- Proper incentives should be prepared as sales quotas for the benefit of the company.
· Forecasting about the future weeks and months based on the data gathered
· Sales operations to move along forecasts. Our fashion company brings the shoes into market and color, finally producing the required item on time (Baldauf, 2015).
· Managing through a process of recognizing heads, better leads, growing opportunities and proposals, and excellent customer service.
· The main tool of sales is information technology, which helps to increase sales.
· Creating valuable customer and market information about the market and
· The setting of the aim and management doing for sales teams
· Creating the spirit of team development by training to bring out good skills
· Using techniques to move according to the fast competitive situations
· To remove the risk of sales failures.
· Having proper knowledge about the products, (Sharif, 2014).
TEAM FORMATION
The manager creates a team of a salesperson who helps to gather data. They help to get a proper place in the sales department as well as an organization as a whole. Specific training is given for the implementation of learning basics of selling and the main objectives of selling (Baldauf, 2015).
OBJECTIVE:
In this section, the main aim is to get the deal done with maximum profit. It is very uncommon that the sales professional goes through everyday positive sales with a customer from the beginning till the end. The salesman should from beginning till the end has to work for in this competitive market to convince and satisfy the customers about the value of the proposal. Objection handling should be a major point in the sales training program, (Carry, 20 ...
Sales Forecasting for Management Consultants & Business AnalystsAsen Gyczew
During many consulting projects, you may be asked to forecast the sales of the firm or check sales forecast models done by the customer. Sales forecasting requires a specific approach to data and also a lot of creative, out of box thinking, to address the issue of insufficient data and changing environment. In this presentation, I will teach you how to do fast and efficiently basic sales forecast models in Excel. We will create a relatively simple sales forecast. Nevertheless, they will significantly help your customer define strategy and decide whether he should open a new factory, enter a new field, buy a business. We will NOT get into complicated models, forecasts as in most case you will not have neither time nor data to do them. It would also require a wider knowledge of mathematics, statistics, econometrics and a usage of more advanced tools than Excel. The things you will learn in this presentation will be sufficient in 70% of the cases and can be done with the knowledge of basic Math. Such basic sales forecasts are especially important during Strategy projects, M&A projects and business development projects. In such projects, you want to get fast rough sales forecasts using simple methods. A similar approach as we will show in this presentation can be used as the starting point for budgeting models.
In the presentation you will learn the following things:
1. The essential concepts in sales forecasting and the main tools that you may need.
2. How to forecast sales in Excel using simple methods fast and efficiently
3. What drivers of sales you should take into account for selected industries. We will look at different cases studies to see how you can move from drivers to a working model in Excel
For more check my online course: http://bit.ly/SalesForecastConsulting
Getting into consulting is one of the most difficult tasks. It’s not only very selective but also quite tough and long recruitment process. You will have at least 5 job interviews, spend on average 2-3 months in recruiting process and your chances of succeeding will be around 5-10%. I will help you significantly boost the odds in your favor.
This course will help you prepare for the cases that you will be asked to solve during the job interviews with consultants. I will improve your knowledge and skills in analysis through a series of practical cases. It is based on my 11 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from FMCG, SMG, B2B sector that I worked for. I have participated in over 200 recruitments and the materials in this course will encompass all the tricks that you should use during the interview. On the basis of what you will find in this course and I have trained over 100 business analysts who now are Investment Directors, Senior Analyst, Directors in Consulting Companies, Board Members etc.
There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. My intention is that thanks to the course you will know:
1. How to approach any type of cases that you may come across in the job interview?
2. How to apply the most useful concepts and methods used later by consultants in their work?
3. How to be efficient during the interview?
4. How the consultant minds works?
How to optimize processes in practice during consulting projectsAsen Gyczew
Optimizing processes is not an easy task. It requires a structured approach to it and good understanding of helpful methods such as lean manufacturing, theory of constraints, queuing models, Overall Labor Efficiency and others. In this presentation I will show you how you can approach process optimization. I will show you not only the general approach to this subject but also we will go briefly through methods. I will also show you one example of process optimization in retail. You will have also a lot of links to additional resources that will help you learn the methods required to do process optimization during consulting project or internally in the firm on your own. There will be also a link to the course where you can learn more on that. The presentation is devoted to 3 parts
1. General framework / approach to process optimization
2. Examples of methods and tools used during process optimization
3. Cases study – process optimization in retail
Examples of business analyses in Excel - from consulting projectsAsen Gyczew
This presentation will help you drastically improve your knowledge and skills in improving analyzing business issues, especially during consulting projects. It is designed for people who want to become management consultants, business analysts or have to run and optimize sales and marketing, operations on daily bases. In this presentation you will learn 3 things
1. How to understand main challenges in business analyses in Excel
2. How to use Excel, to find improvements in sales, operations and the business model.
3. Where to look for savings and improvements, how to calculate potential savings in Excel and implement them
The presentation is based on my 14 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from Retail, FMCG, SMG, B2B and services sector that I worked for.
This is part of my online course on Supply Chain for Management Consultants. Check the link to get a discount: http://bit.ly/SalesAnalysisManagementConsulting
Business Idea Generation for Management Consultants & ManagersAsen Gyczew
To build a business you need a good idea that you can explore and develop. Unfortunately, coming up with a good business idea is not easy. Most firms and universities don’t show how to come up with business ideas. They concentrate on teaching you how to run existing businesses. Luckily, there are a lot of proven methods to find interesting business ideas. If you are Management Consultant you can use them during consulting projects to help your customers grow their business. If you are a manager or startup founder they will prove priceless in your quest to discover new business opportunities. In this course I will show you different methods to come up with killer business ideas. In the course you will learn the following things:
1. How to come up with business ideas by improving existing products, solving existing problems
2. When specific methods of business idea generation can be applied
3. How specific business method should be applied
4. How to find ways to 10x existing solutions
5. How to innovate your product and your business model
6. How to build add-on business using your current business
For more check the following course: http://bit.ly/BusinessIdeasGeneration
Production Planning for Management Consultants & Business AnalystsAsen Gyczew
A practical guide on how to do analyses during consulting projects
What is the aim of this presentation?
Consulting firms are hired very often to help with Supply Chain and Production. During such projects, you will quite often have to look at the production planning and optimize it. Optimizing production planning will require a good understanding of what drives production capacity, as well as how production can impact the costs in the whole supply chain. In this presentation, I will teach how to perform fast and efficiently different types of analyses related to production planning.
In the presentation you will learn the following things:
1. What the production capacity depends on and how to estimate it
2. How to find optimal production batches for different products in Excel that will minimize costs in the whole supply chain
3. How to plan production capacity for the future
4. How and when to use different methods for production planning
This presentation is based on my 15 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement, and turn-arounds in the biggest firms from Retail, FMCG, SMG, B2B, and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA.
For more check the following course: https://bit.ly/ProductionPlanningAsen
What exactly does a consultant at McKinsey do?Asen Gyczew
If you want to join consulting, find a work in McKinsey, BCG, Bain or other top consulting firms then you most likely wonder what consultants do in practice. In this presentation I will briefly try to summarize it.
The work you do depends on your position at a consulting firm:
1. Business Analyst – is the entry position in most consulting firm. Here you do a lot of research for specific projects or business development. You are also responsible for delivering most of the analysis that end up in the deliverables (presentation) along with accompanying slides. The workload is huge. You are not efficient as the rest of the team so you end-up working 12-15 hours 6-7 days a week. On average you stay on this position 2-3 years.
2. Associate / Senior Consultant. This guys are extremely experience so most of the things they can do independently. The not only perform part of analyses during the project but they also do a lot of project management. Typically 1 Associate would supervise 1-3 business analysts. On many occasions you start interacting with the Customer – Directors, VPs, C-level. You gradually are being prepared to manage project and sell them. You spend on this position 2-3 years
3. Engagement Manager / Project Manager. On this position you have to deliver the project. You do hardly any analytical work yet you have to check the work of BAs and Associates. On top of that you will manage at least to some extent the relationship with the customers.
4. Associate Principle / Partner / Director. On this position you are the sales man. You have to generate demand for the services, convince potential customers to pay your high fees and also to supervise the delivery of some projects. On this position you are constantly on meetings, phone calls, traveling from one city to another, from project to another. Most of the days you network and talk to CEOs, COOs, Board Members, PE Partners and others. You still have to bring a lot in revenues to stay in the firm. In some cases you supervise also part of the projects (at least on paper) and be the face for specific area or industry.
Personal Finance using Management Consulting HacksAsen Gyczew
What is the aim of this presentation?
No matter how much you earn it’s not easy to build wealth. The money you earn somehow magically disappears although it seems to you that you have been quite frugal. On top of that, it’s difficult to make certain tradeoffs in life where you have to spend money: Should you cook on your own or buy prepared food? Is it better to rent apartment of buy your own? Should you go for MBA or not? We are not taught at school to make rational decisions and manage our money and wealth. Luckily, there are a lot of nice management consulting tools, techniques and frameworks that will help you spend less, be more efficient, earn money and generate additional income. You don’t have to go to top consulting firm to learn them. You can master them by taking my presentation.
This presentation will help you drastically improve your skills in managing money and making more rational choices using management consulting tools, techniques and frameworks. If you have a specific problem just let me know and I will give you tips on how to solve it using the tools presented in this presentation.
The presentation is designed for people who want to become more data driven and less emotional in the way they manage money and make decisions related to money. Thanks to the presentation you will be making better decisions and you will learn techniques that will help you faster build your wealth. In the presentation you will learn 6 main things:
1. How to spend less money
2. How to make sure that you spend money on the right things
3. How to be more productive, work faster and more efficiently
4. How to earn more money
5. How to generate additional revenue streams
6. How to invest wisely your money
You can find more in my course: http://bit.ly/PersonalFinanceHacks
Purchasing & Procurement Analyses for Management ConsultantsAsen Gyczew
During Consulting Projects a lot of attention will be devoted to Purchasing & Procurement. Usually, this area generates big cost reductions and helps improve liquidity. Finding potential savings is not always easy and requires well-organized approach to companies purchases. Luckily, there are a lot of techniques and frameworks that will help you in a structured way to look for savings and potential improvements of liquidity. In this course, I will teach you how to perform fast and efficiently different types of analyses in Purchasing & Procurement.
In the course you will learn the following things:
1. General information about Purchasing & Procurement.
2. Useful frameworks for analyzing Purchasing & Procurement.
3. How to find ways to cut costs in Purchasing & Procurement.
4. How to identify potential ways to improve your liquidity, especially quick wins.
5. How to estimate in Excel potential impact of proposed changes.
For more check the following course:
https://bit.ly/PurchasingConsulting
Management consultants are brutally efficient. They not only are taught to do their work fast, but also are very good in selecting the right issues. I know it from first-hand experience as I spent my first 5 years in this hostile environment of top consulting companies. Yes, we worked sometimes 10-15 hours a day; 6-7 days a week but we managed with a small team to do in 3 months what the whole company was not able to do in years. Management consultants’ efficiency stems from 3 things: good organization, efficiency in daily activities and extremely good skills in picking the right topics. I think that those skills are crucial and I will teach how to acquire them.
In this presentation I will show you how to do the right things fast and efficiently so you can enjoy fully your work and life (depending what are your priorities ;) . The presentation is based on my 11 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from FMCG, SMG, B2B sector that I worked for. On the basis of what you will find in this course I have trained over 100 business analysts and consultants who now are Investment Directors, Senior Analyst, Directors in Consulting Companies, Board Members etc.
I do not like to overcomplicate things so in every lecture I will be quite straightforward. In every lecture I described a different hack and I give examples how to use it, especially in services such as consulting. To every lecture you will find attached (in additional resources) many useful files: examples shown in the lecture, furthers suggestion, exercises etc.. If you don’t find something that you need let me know - I will try to prepare something and I will add to the presentation
In the presentation I use 6 main frameworks: 80/20 rule (Pareto Principle), lean manufacturing, theory of constraints, getting things done, critical chain method, lean startup
How to manage successfully a Consulting ProjectAsen Gyczew
Managing Consulting Projects is extremely difficult. You work in a hostile environment, long hours on difficult things. On top of that the bill for your services for the customer is pretty high so he will want to squeeze out of you as much as possible. At the same time his people may dislike you as you are an outsider that in their point of view pretends to know better. Therefore, many Project Managers fail on deadlines or cannot deliver value for the customer. Luckily there is a way to do a consulting project on time, get your customer and his people happy with the result as well as get well paid for your work. This course will help you drastically improve your knowledge and skills in managing consulting project. It is designed for project managers, especially those working in consulting. After finishing the course you will know:
1. How to prepare for the project to make your customer and your team happy as well to finish the project much earlier than your competitors
2. How to create value for your customer
3. How to deliver the project within the budget and way ahead of deadlines
4. How to execute the project without having to work 7 days a week 15 hours a day
5. How to overdeliver and get buy-in from your customer
6. How to build strong foundation for future projects
7. What tools to use
8. How to be efficient as a team
The course is based on my 12 years of experience as a Project Manager in top consulting companies and as a Board Member responsible for strategy, improvements and turn-arounds in biggest companies in Retail, FMCG, SMG, B2B sectors that I worked for. On the basis of what you will find in this course I have trained over 100 consultants, business analysts and managers who now are CEO, Operational Directors, COO, Investment Directors, Directors in Consulting Companies, Board Members, Customer Insight Managers, Data Science Managers
Essential Real Estate Modeling in ExcelAsen Gyczew
What is the aim of this course?
Modeling real estate in Excel is not easy. In real estate, you will have to forecast the cash flow for long investment periods. In most models, you will have to forecast loan payments, maintenance costs, operational costs, and potential revenues from operating the real estate. On top of that, in real estate, we have different business models that will have different business drivers. To make your work easier, I will teach you in this course how to model in Excel fast and efficiently real estate investments.
In this course you will learn the following things:
1. Essential concepts related to real estate and modeling them in Excel
2. What are the main drivers of the profits in real estate for different business models
3. How to model buy & rent of real estate in Excel
4. How to model in Excel hotels and other short-term renting businesses (Airbnb, booking.com)
5. How to model in Excel flips/flipping
6. How to make decisions on the investment in real estate, based on the Excel model
For more information check my online course: https://bit.ly/RealEstateModels
Sales Analysis for Management Consultants and Business AnalystsAsen Gyczew
This presentation will help you drastically improve your knowledge and skills in improving and developing sales and marketing through a series of practical cases. It is designed for people who want to become management consultants, business analysts or have to run and optimize sales and marketing on daily bases. In the course you will learn 3 things:
1. How to understand main challenges in sales and marketing
2. How to improve sales and marketing in order to increase margin and profit
3. Where to look for savings and improvements, how to calculate potential savings in Excel and implement them
The presentation is based on my 14 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from Retail, FMCG, SMG, B2B and services sector that I worked for.
This is part of my online course on Supply Chain for Management Consultants. Check the link to get a discount: http://bit.ly/SalesAnalysisManagementConsulting
Retail for Business Analysts and Management ConsultantsAsen Gyczew
Retail has become very competitive. We have the rise of e-commerce and multichannel, buyers behavior change drastically. This leads to lower margins. As a Business Analyst or Management Consultant you have to be able to analyze the Retailer you work for fast and find possible improvements. This course will help you drastically improve your knowledge and skills in optimizing Retail business through a series of practical cases. It is designed for people who want to become consultants, business analysts or have to run and optimize Retail business on a daily bases. In the course you will learn the following things:
1. How to analyze Retailer and find low hanging fruits
2. How to build business model of the Retailer in Excel in order to see the big picture and see how specific KPIs impact the profit
3. How to optimize Retailers operations
4. How to behave in a multichannel surrounding (when you have also e-commerce operations)
5. How to expand your business into new categories and markets
6. How to analyze in-store engagements
There will be also many growth hacks that Retailers use.
The course is based on my 12 years of experience in Retail as well as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement and turn-arounds in biggest companies from Retail, FMCG, SMG, B2B sector that I worked for.
Financial Analysis for Management Consultants & AnalystsAsen Gyczew
During many consulting projects, you will have to do a lot of financial analysis and draw conclusions about specific companies or industries. This is especially true during due diligence projects, strategic projects and turn-arounds. Financial analyses will help you decide which option is better, what investments you should take, estimate potential improvements or estimate the impact on the profit and the balance sheet. On top of that, during consulting projects, you have to do everything 3x faster and with little data. Therefore, I will teach you in this course how to do fast and efficiently financial analyses and how to draw conclusions from them
In the course you will learn the following things:
1. How to do financial analyses in Excel fast and efficiently
2. How to draw conclusions from the analyses
3. How to analyze financial statements in Excel
4. How to use financial indicators
5. How to model a business in Excel
6. How to analyze business units of the firm
7. How to carry out analyses related to M&A
8. How to evaluate potential investment in Excel
9. How to estimate the value of the firm using simple methods
For more check the following course: http://bit.ly/FinancialAnalysisExcel
Niche strategy in practice - case studiesAsen Gyczew
The success of many companies depends on figuring out a clever way to grow, earn or operate that will change drastically change the game, stack the cards in their favor. There are many interesting business hacks that give this result. In this lecture I will show you how one of such business tactics – niche strategy has been successfully implemented in many businesses. This powerful tactic applied has already disrupted many industries like automotive, many marketplaces, cab industry and delivery industry. One of the best known examples are Tesla, Uber, Yelp, Square
In this presentation apart from the case studies of companies that implemented niche strategy I will show you what you should do to be successful in this strategy.
In what way will you benefit from this presentation?
The presentation is a practical, step by step guide loaded with tones of, tricks, hints, examples that will show you where you can go with your business. There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. My intention is that thanks to the presentation you will know:
1. How niche strategy work?
2. How you should build it in your industry?
3. Where you have to look for improvements to be competitive?
4. How to estimate your competitive advantage using data from your industry?
How to start and run consulting firm fast and efficientlyAsen Gyczew
In this presentation I will show you how to start and run consulting company fast and efficiently. The course is based on my 12 years of experience as a consultant in top consulting companies and owner of small consulting company (the last 7 years). I have been also CEO, Board Member responsible for strategy, improvement and turn-arounds in biggest companies from FMCG, SMG, and B2B in Poland so I know the subject from all sides including the customer of consulting firms.
My intention is that thanks to this presentation you will know:
1. Where to find ideas for consulting business, consulting firm?
2. How to analyze in Excel whether the business makes sense or not?
3. How to get first customers?
4. What to concentrate on if you are 1-man show, a freelancer?
5. What kind of tools you should have?
6. How and in what way you can set-up pricing for your services?
7. How to prepare for scaling, expanding?
8. What kind of business you can build on the basis of consulting firm?
Top 25 must read books for management consultantsAsen Gyczew
As a management consultant or a business analyst you have to read a lot to master the intricacy of business world. You should not only master typical management consulting techniques but also reach for books on lean manufacturing, financial modeling and valuation, managing people, building strategy, effective work and many many more.
In this presentation you will find my impartial selection of books that I have read and helped me a lot on my way to the top of consulting and management world.
Business Model Innovation for Management ConsultantsAsen Gyczew
Business Model Innovation for Management Consultants
A practical guide on how to change & innovate the business
Course summary
What is the aim of this course?
Consulting firms are hired very often to help to change the Business Model. Those projects are difficult as you have to generate innovation and convince the firm to change. There is no one recipe for how to innovate. However, there are some proven techniques, frameworks, approaches that will help you find a way to innovate the Business Model. In this course, I will teach you how to pick the right Business Model Innovation technique during consulting projects.
In the course you will learn the following things:
1. What frameworks, tools techniques you can use to Innovate your Business Model
2. How others have implemented the Innovation
3. How to estimate the potential impact of the Business Model Innovation in Excel
For more check the following course:
https://bit.ly/BusinessInnovationsMC
Liquidity Management for Management Consultants & ManagersAsen Gyczew
Many companies despite having profits still have problems with cash. In other words they have to improve their liquidity. This topic is not widely discussed and a few management consultants as well as managers know how to do it practice. Therefore, more companies die because of problems with liquidity than due to low profits. Luckily, there are a lot of techniques that will help you in a structured way look for ways to generate more cash from the business.
In this course I will show you different methods that you can use to improve the cash position of your business. You will learn the following things:
1. How to identify potential ways to improve your liquidity, especially quick wins
2. How to estimate in Excel how much cash you can generate from specific solution
3. How to pick the optimal solution
4. How to prevent the firm from going bankrupt due to liquidity problems
You will learn here how to cut costs, reduce inventory, reduce receivables, improve payables, and restructure debt and many more:
For more check the following course: http://bit.ly/LiquidityManagementConsulting
Effective Meetings for Management Consultants & AnalystsAsen Gyczew
What is the aim of this presentation?
During consulting projects you will be doing plenty of interviews and meetings. At the beginning, you may find them very stressful and challenging, especially, when you have to talk with directors, managers that are much older than you, and that have much bigger experience than you. Luckily, there are a lot of interesting techniques that will help you conduct efficiently interviews and meetings during consulting projects.
In this course, I will show you different tips and methods that will help you achieve your goals. Thanks to this course you will learn the following things:
1. How to prepare and conduct initial interviews during consulting projects
2. How to conduct regular meetings
3. How to make sure that your final presentation is a success
4. How to conduct implementation and internal meetings during consulting projects
For more check the following course: https://bit.ly/MeetingsConsultants
1Running head SALES MANAGEMENT PROCESS2SALES MANAGEME.docxaulasnilda
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Running head: SALES MANAGEMENT PROCESS
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SALES MANAGEMENT PROCESS
STATISTICAL PROCESS CONTROL PROCEDURE
Student Name
Institution Name
Professor Name
Course Name
Date
The discipline which mainly stresses the practical improvement of sales methods and management of an organization is defined as a Sales management process. It is an essential part of business as every sale as to go through the sales section either be products or services and getting profits. These are considered as indicators of performance and aim of sales management. It is the practice of controlling the sales department and its work. I have a sales team, and I manage it in a corporate firm. The process includes some elements which are very necessary to look into before proceeding into these stages:
· Planning of the sales
· helps to develop a proper and measured strategy for having profited from any angle and sets on the targets, resources, and activities. Marketing, strategic planning and the business plan with a more in-depth explanation of how the objectives can be achieved through sales (Baldauf, 2015).
· Appointing of the sales team
· is a very tough job as this leads to the future. It includes the job description, job analysis, and job qualifications.
· Incentives- Proper incentives should be prepared as sales quotas for the benefit of the company.
· Forecasting about the future weeks and months based on the data gathered
· Sales operations to move along forecasts. Our fashion company brings the shoes into market and color, finally producing the required item on time (Baldauf, 2015).
· Managing through a process of recognizing heads, better leads, growing opportunities and proposals, and excellent customer service.
· The main tool of sales is information technology, which helps to increase sales.
· Creating valuable customer and market information about the market and
· The setting of the aim and management doing for sales teams
· Creating the spirit of team development by training to bring out good skills
· Using techniques to move according to the fast competitive situations
· To remove the risk of sales failures.
· Having proper knowledge about the products, (Sharif, 2014).
TEAM FORMATION
The manager creates a team of a salesperson who helps to gather data. They help to get a proper place in the sales department as well as an organization as a whole. Specific training is given for the implementation of learning basics of selling and the main objectives of selling (Baldauf, 2015).
OBJECTIVE:
In this section, the main aim is to get the deal done with maximum profit. It is very uncommon that the sales professional goes through everyday positive sales with a customer from the beginning till the end. The salesman should from beginning till the end has to work for in this competitive market to convince and satisfy the customers about the value of the proposal. Objection handling should be a major point in the sales training program, (Carry, 20 ...
Agile methodology allows the modern marketing team to adapt to fast-changing market conditions, respond to immediate sales needs, and prove ROI quickly and consistently.
Bonus: three tools that will make you a lot of money quickly.
Speed Wins: Launching new products and services. pptxPeter Eales
Learn how to get your products and services to market on time to enhance your range of services. Peter Eales gives practical examples and case studies for a range of businesses across all sectors, showing how to use product management for business growth. This session is a presentation for people in marketing and business owners. It shows how to work with customers and suppliers to test ideas, products and services using prototypes, MVPs (Minimum Viable Products which are like prototypes), and methods to save wasted time and cost. Peter shows the importance of good project management and how to adjust plans and tactics up to and after launch. It was originally a presentation given to 2014 to marketers and business owners.
Peter Eales is MD of o i solutions ltd and Marketing Manager at Hixsons Ltd. He is a CIM chartered marketer, CIM and IDM Fellow and ex regional chair, and Dorset CIM Vice Chair. A Dorset Community Foundation Board Member and Dorset Business Angels GM and Director. Previously a plc director and experienced product manager across the UK and Europe.
This presentation examines how you can manage & grow sales with a sales pipeline set up with the proper sales pipeline stages and how to master sales pipeline management.
Resources & Links:
iDeal Sales CRM: https://idealcrm.app/
Sales Pipeline Full Article: https://idealcrm.app/construction-sales/sales-pipeline-stages-explained-b2b/
Sales Pipeline Excel Download: https://idealcrm.app/wp-content/uploads/Sales-Pipeline-Excel.xlsx
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One of the best ways to keep track of sales is with a sales pipeline - an important tool that helps you manage and grow sales.
What We Cover:
- Sales Pipeline Definition
- Sales Pipeline vs Sales Funnel
- Sales Pipeline Management Best Practices
- Sales Pipeline Stages
- Sales Pipeline Stages Example
- Sales Pipeline Software
- Sales Pipeline Excel Template - free download
One of the first things to consider when starting a new project are the benefits of the proposed business change and communicating same to the business process owner.
If you don’t know them, there is definitely no hope for approval.
Acting Like a Top 25 Salesforce ISV: How Appinium Applies Buyer's and Seller'...CodeScience
Over the past year we’ve brought you key functional tips from top-performing ISVs in the Salesforce AppExchange. In the final webinar of our Acting Like a Top 25 ISV series, CodeScience CRO, Sean Hogan, is joined by Steve Jacobson, CEO and Founder of Appinium, who returns after helping us kick off the series.
Sean and Steve will review how Appinium is achieving commercial success by focusing on the buyer’s and seller’s journeys to qualify and close prospects faster. They’ll showcase some of the ways the Appinium team is adjusting, measuring, and innovating to improve conversion rates.
Outperform Webinar Series: How to Optimize Your Checkout Flow & Engage Your C...Optimizely
Join Optimizely’s lead strategy consultant, Alek Toumert, to understand how to experiment and optimize throughout the checkout flow.
Consumer’s expectations have been rapidly changing, and the checkout process is one of the most important consumer engagement points. Experimentation can enable you to create a better checkout experience, regardless of channel. As the only experimentation platform that is PCI compliant across the board, Optimizely enables customers to experiment at any point in the customer journey.
Your VoC Programme is underperforming - and you know itFuturelab
Your VoC Programme is underperforming - and you know it.
This paper is not to convince you that you should have a Voice of the Customer (VoC) program. It’s 2020 – we assume you have this by now. If not, please let us know if you need arguments to convince your manager, we will help you.
However, 50% of all Voice of the Customer practitioners are unhappy with their programme1.
Fred Reichheld, the creator of the Net Promoter System, claims that 70% of companies do NPS wrong. And too many VoC programmes that we at Futurelab have ever encountered are struggling to reach their full potential or present a substantial ROI. Given the current focus on ROI in the evaluation of VoC (and in the broader sense CX) programmes, this is a dangerous position to find yourself.
In this paper, we show you the key steps you must take to ensure the success of your VoC programme – whether it is based on NPS, CES or other metrics.
Please join us for one of the webinars where I will give you cases, examples and best and worst practice stories to bring it all to life: https://lnkd.in/g8gNeSB
#customercentricity #cx #customerexperience #voiceofthecustomer #VoC
#NPS
Your VoC Programme is underperforming - do something about itFuturelab
This paper is not to convince you that you should have a Voice of the Customer (VoC) program. It’s 2020 – we assume you have this by now. If not, please let us know if you need arguments to convince your manager, we will help you.
However, 50% of all Voice of the Customer practitioners are unhappy with their programme1.
Fred Reichheld, the creator of the Net Promoter System, claims that 70% of companies do NPS wrong. And too many VoC programmes that we at Futurelab have ever encountered are struggling to reach their full potential or present a substantial ROI. Given the current focus on ROI in the evaluation of VoC (and in the broader sense CX) programmes, this is a dangerous position to find yourself.
In this paper, we show you the key steps you must take to ensure the success of your VoC programme – whether it is based on NPS, CES or other metrics.
Please join us for one of the webinars where I will give you cases, examples and best and worst practice stories to bring it all to life: https://lnkd.in/g8gNeSB
Sales Pipeline Management A Detailed Guide To Grow Your Revenue.pdfNavinNair24
Pipeline management in sales is a scientific way to capture, measure and analyze your sales opportunities and their corresponding sales stages. It allows you to make data-driven decisions rather than just intuition and gut. It is also commonly referred to as Funnel Management in sales. It is an integral part of any sales management process.
Our Agency Management Playbook is a planning methodology that highlights our premium tool-kit of premium tools & templates to help you develop a streamlined approach to agency selection, management and evaluation.
How to Use Data for Product Decisions by YouTube Product ManagerProduct School
With millions of new data points every moment, how are Product Managers expected to make sense of it all? This talk outlined the steps required to distill and synthesize data to drive actionable product decisions. The most effective Product Managers are those who know their data: they can justify product priority and roadmap changes, calibrate resource asks and manage their own time more effectively. This lecture equipped the audience with the tools necessary to draw insight from unstructured data using Google’s cloud analytics suite.
Data Visualization for Management Consultants & AnalystAsen Gyczew
What is the aim of this course?
In consulting you will spend a lot of time on creating presentations to show the results of your analyses to the customer. That is why, data visualization is so important. With proper display of data you have more chances of convincing the customers that your approach makes sense. In this course I will teach how to use different data visualization techniques to show the results of your analyses during consulting projects.
In the course you will learn the following things:
1. What types of slides you should use to present your thoughts
2. What types of charts you should use for data visualization
3. How to read the charts
4. How to create charts in Excel
5. How to create charts in PowerPoint
6. How to create dynamic charts in Excel
For more check the following course
https://bit.ly/DataVisualizationMC
How to delegate work efficiently - a practical guide for Management Consult...Asen Gyczew
A practical guide on how to delegate work fast & efficiently
Course summary
What is the aim of this course?
If you want to advance in your career and get promoted you have to learn how to efficiently delegate work to other people. It is not an easy skill to master, but you also do not have to be born with a special talent. With a proper approach, you can delegate any work efficiently. Luckily, there are a lot of interesting management productivity hacks that will help you delegate work efficiently to other people. In this course, I will teach how to delegate efficiently work to other people and still not jeopardize the quality of the work.
In the course you will learn the following things:
1. How to delegate efficiently
2. When to use different types of delegation
3. How NOT to do things you are not supposed to do
4. How to make sure that the team works efficiently
For more check the following course:
https://bit.ly/DelegateManagementConsultans
Strategy is one of the most dreaded subjects in any business. There are so many conflicting frameworks that are difficult to decide what to choose. In this presentation, you will learn a framework that will help you formulate and execute the strategy for your businesses on the level of top consulting firms i.e. McKinsey, BCG, Bain, PwC, EY. You will also see how others are implementing their strategic choices. What you will see here is a part of my online course: https://bit.ly/StrategyForConsultants
Check also the course on M&A: https://bit.ly/MAMConsulting
M&A is one of the way to expand the business, disrupt others and protect yourself against disruption. We will see how this has been achieved by Disney and Amazon
M&A for Management Consultants & Business AnalystsAsen Gyczew
What is the aim of this presentation?
Consulting firms are hired very often to help with Mergers & Acquisitions. Those projects are difficult as you have to deliver results fast and you have to deal with many stakeholders. You not only have to help select potential targets, model businesses in Excel, but also you will have to estimate the potential benefits of M&A, the value of the firm and forecast the development of the acquired firms. In this course I will teach how to perform fast and efficiently different types of analyses during M&A projects.
In the course you will learn the following things:
1. What kind of analyses you may have to do during M&A project
2. How to Select Potential Targets for M&A using Excel
3. How to create a financial model in Excel for M&A purposes
4. How to estimate the value of M&A target
5. How to estimate potential synergies coming from M&A process
6. How to conduct commercial due diligence
7. What kind of market research tools you can use during due diligence
For more check the following course http://bit.ly/MAMConsulting
Tags: financial analysis, M&A, investment analysis, NPV, financial indicators, controlling, valuation, acquisition, mergers Management Consulting projects, Consulting Project, McKinsey, OC&C, PwC, EY, Bain, BCG, performance improvement projects, Alvarez & Marsal
Project Management Office (PMO) for Management ConsultantsAsen Gyczew
What is the aim of this course?
Sometimes to create value in the firm or manage a huge number of complicated projects you have to set up Project Management Office (PMO). PMO is responsible for making sure that all strategic projects will be delivered on time. PMO has to also analyze and select projects and support project managers in managing project delivery. Building and running PMO is pretty difficult, especially when it comes to selecting the right projects and later on implementing them. I will teach you in this course how to do it efficiently. We will look at different types of PMO set-up for different purposes. In this course you will learn:
1. In what situation PMO is used and how its goals differ depending on the situation
2. How to select the right projects to implement using PMO
3. What PMO deliverables you will have to create
4. What tools you can use to run the PMO efficiently
Cost Reduction for Management Consultants & ManagersAsen Gyczew
Every company has to control costs in order to survive and prosper. Therefore, many firms on regular basis perform cost reduction projects. Cost reduction project may be part of a wider Performance Improvement Project or be a standalone project carried out only in one of the business units. Those projects are extremely interesting because you will be able to make a real change, create a new reality and improve part of the business or even the whole business. There are also very difficult as you have to not only analyze areas but also find ways to cut costs, improve the current situation as well as, on some occasions, implement the change. The skills that you will learn during this sort of projects will be also very useful once you move to work for regular businesses or set-up your own firm. In this course I will show you how to deliver such projects fast and efficiently. In the course you will learn the following things:
1. How to identify potential savings especially quick wins
2. How to optimize processes
3. How to analyze investments
4. How to carry out make-or-buy analysis
5. How to spend less
For more check the following course: https://bit.ly/CostReductionCourse
How to change your business during the recession caused by corona virusAsen Gyczew
A few years ago I have seen a documentary movie showing a refugee camp. To my surprise they have managed to create a mini economy inside the camp. There was a school, hairdresser, somebody who could fix the tent. In other words even if the worst happens a new balance is created in which the flow of goods and services carries on.
We will see the same thing during and after the corona virus pandemic. He will be most likely witnessing pretty big recession this year and the businesses will have to adapt to the new situation.
We will see a lot of changes in sales, operations, population control that will help you go back to the new normal state in which the economy will be rebuild. Similar to what after 9/11 there will be however a lot of changes in the way in which we handle human contact and how we organize our enterprises.
We have prepared a few tips on that in a form of a presentation. We have divided it into 2 parts. In the first one we provide some tips for the firms. In the second one for the governments. Some of them are short term tips how to handle the situation 6 months. There are also tips that will help you avoid such a huge shock to the everyday life in the long run
Enjoy this presentation
I would also recommend checking the following other resources:
1. Bain – Defending Retail against coronavirus
2. Roland Berger - Three Scenarios For How Coronavirus May Affect Economies And Industries
How to train Management Consultants & Business AnalystsAsen Gyczew
Having good people that can do great job is the fundamental thing that every consulting firm has to secure. If you a smaller consulting firm you will struggle with attracting the best and brightest. Therefore, the training process at your firm is crucial. It will help you deliver great results for your customers and scale your business. However, training Business Analysts and Management Consultants is not easy. It takes a lot of time and effort to transform a freshman into a world class Business Analyst. I had the pleasure to train numerous Management Consultants and Business Analyst that not only did a great job at consulting firms but later on went on to become partners and directors at PE funds, COO, CEO, CRO, Directors. In this course I will show you what process and tools I have been using and I will teach you how to train your Business Analysts and Management Consultants efficiently (fast and with little resources). Thanks to the approach that I will show in this course you will have a significant competitive advantage over others.
In the course you will learn the following things:
1. How to define the profile of the ideal consultant
2. What options are on the table when it comes to training consultants and business analysts
3. How to estimate the costs of each every type of training
4. How to allocate time to training
5. How to build the training machine for your firm
For more check my course: http://bit.ly/TrainManagementConsultants
Essential Finance & Accounting for Management Consultants and Business AnalystsAsen Gyczew
During many consulting projects you will have to analyze financial statements (balance sheet, income statement, cash flows) and draw conclusion about specific company. This is especially true during due diligence, strategic projects and turn-arounds. Financial analyses require relatively good understanding of finance and accounting. Business Analysts and Management Consultants that did not study Finance or Business tend to have some problems with navigating this area. This course will help you overcome this problem. Those of you who have finished Business School or Economics will find here a great refresher with a lot of practical tips how to do certain analysis during a consulting project.
This course will help you drastically improve your knowledge and skills in finance and accounting. It is designed for people who are or want to become management consultants, business. In the course you will learn 5 main things:
1. How to read financial statements such as a balance sheet, an income (profit & loss) statement, cash flows
2. How to draw conclusions from financial statements
3. Main principles of accounting
4. How to analyze financial indicators
5. How to estimate the value of the firm / do valuation
I will NOT teach you everything about finance & accounting because it is simply not efficient (and frankly you don’t need it). This course is organized around 80/20 rule and I want to teach you the most useful (from business analyst / consultant perspective) things that will enable you to understand the financial data and analyze them.
Management Consulting Approach to Problem SolvingAsen Gyczew
Time and again you will come across problems that are seeming unsolvable. In many cases you don’t even know how to approach them. Luckily, there are a lot of nice management consulting tools, techniques and frameworks that will help you solve every day problems. You don’t have to go to top consulting firm to master them. You can master them by taking my course.
This course will help you drastically improve your skills in solving problems using management consulting tools, techniques and frameworks. In this course we will mainly concentrate on solving real life problems like: goal settings and defining what and when to do, estimating the cost of a wedding, losing weight and getting in shape, deciding whether to do an MBA or not, choosing the right boyfriend / girlfriend, deciding whether you should buy a car or not, deciding when to retire and many more. If you have a specific problem just let me know and I will give you tips on how to solve it using the tools presented in this course.
The course is designed for people who want to become more data driven and less emotional in the way they solve problems and make decisions. Thanks to the course you will be making better decisions and solve problems that have seemed so far unsolvable. In the course you will learn 3 things:
1. What consulting techniques, tools and frameworks there are
2. When to apply each and one of them
3. How to use them in practice including examples how to calculate specific things in Excel
This is a part of my online course: http://bit.ly/SolvingProblemsHacks
Performance Improvement Project for Management ConsultantsAsen Gyczew
One of the projects you will participate during your work in management consulting is the Performance Improvement Project. You will be hired by the owner or the Board of Directors to improve the business. Those projects are extremely interesting because you will be able to make a real change, create a new reality and improve part of the business or even the whole business. There are also very difficult as you have to not only analyze areas but also find ways to improve the current situation as well as, on some occasions, implement the change. The skills that you will learn during this sort of projects will be also very useful once you move to work for regular businesses or set-up your own firm. In this course I will show you how to deliver such projects fast and efficiently. In the course you will learn the following things:
1. How to conduct performance improvement projects
2. How to estimate in Excel savings and improvements
3. Where to look for performance improvements in FMCG and Retail
4. What frameworks can be used during performance improvement projects
This course is based on my 14 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement and turn-arounds in biggest firms from Retail, FMCG, SMG, B2B and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA. This presentation is a part of my online course: http://bit.ly/PerformanceImprovementProjects
KPIs and metrics for Management Consultants and ManagersAsen Gyczew
Practical guide how to use KPIs to understand & manage a business
Most businesses on the face of it look very complicated and difficult to understand. On top of that the competition is so fierce that you have to take decisions based on data and not on gut feeling (a very misleading creature). That’s why it’s crucial to define and understand the main drivers and metrics measuring those drivers. If you have properly defined Key Performance Indicators (KPIs) you can understand the mechanism behind any business, you will be able to model it in Excel and you will know how to grow it or improve it. You can also use properly defined KPIs to manage people efficiently, give them goals aligned with your goals. That’s why I have decided to create a course solely concentrated on this KPIs.
This course will give you the knowledge and insight into drivers and KPIs used in different business models that can be used for understanding the business, managing it, motivating people and improving results. The course will make your life during a consulting project much easier. If you are already a manager thanks to this course you will learn how to use the KPIs to understand and grow your business.
This course will help you drastically improve your knowledge and skills in understanding and improving your business using KPIs. It is designed for management consultants and newly appointed managers that want to excel at their work. In the course you will learn 6 things:
1. How to understand the business through KPIs
2. How to use KPIs to model the business in Excel
3. How to use KPIs to manage the business
4. How to use KPIs to motivate people
5. How to use KPIs to improve the business
6. What is a good KPI
For more check my course: http://bit.ly/KPIsCourse
SMCG for Management Consultants and Business AnalystsAsen Gyczew
Consulting projects especially when it comes to consumer goods business are very demanding. The two most complicated areas are sales and marketing and supply chain. During consulting projects I have seen business analysts and management consultants struggling with understanding the business fast enough to deliver value to the customer. This course will give you the knowledge and insight into real life case studies that will make your life during a consulting project in a consumer goods business much easier.
This presentation will help you improve your knowledge and skills in analyzing and improving Slow Moving Consumer Goods businesses (SMCG). It is designed for people who want to become management consultants, business analysts or have to run and optimize SMCG businesses on daily bases. In the course you will learn 3 things:
1. How to model SMCG business in Excel
2. How to improve sales and marketing in order to increase margin and profit
3. How to improve supply chain in order to increase margin and profit
For more check my presentation: http://bit.ly/SMCGSlideshare
It’s not easy to transition first from an efficient specialist to a manager and later on to an outstanding CEO. What made you a great specialist quite often is a problem at a manager level. You have to totally switch the way you work and on what you concentrate. The same goes for your transition from manager to CEO. Being a CEO is not just managing a bigger team or more senior team. If you want to be successful you have to fully redefine your role, unlearn some things and learn new skills.
Most of the people have problems with those sort of transitions. If all you have is a hammer, everything looks like a nail. This old saying is unfortunately very true when you move to managerial positions. You tend to continue doing things that made you successful but what I got you here won’t get you there.
This course will help you redefine your role and transition from a specialist to a manager and later on to a CEO. I will provide you clear guidelines what and how to do in order to be efficient and effective manager as well as CEO. In this course you will learn 5 things
1. How to be an efficient and effective manager
2. How to be an efficient and effective CEO
3. How to understand the business from the position of a CEO
4. How to improve the business as a CEO
5. How to make your business strategically sustainable
Premium MEAN Stack Development Solutions for Modern BusinessesSynapseIndia
Stay ahead of the curve with our premium MEAN Stack Development Solutions. Our expert developers utilize MongoDB, Express.js, AngularJS, and Node.js to create modern and responsive web applications. Trust us for cutting-edge solutions that drive your business growth and success.
Know more: https://www.synapseindia.com/technology/mean-stack-development-company.html
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Company Valuation webinar series - Tuesday, 4 June 2024FelixPerez547899
This session provided an update as to the latest valuation data in the UK and then delved into a discussion on the upcoming election and the impacts on valuation. We finished, as always with a Q&A
Building Your Employer Brand with Social MediaLuanWise
Presented at The Global HR Summit, 6th June 2024
In this keynote, Luan Wise will provide invaluable insights to elevate your employer brand on social media platforms including LinkedIn, Facebook, Instagram, X (formerly Twitter) and TikTok. You'll learn how compelling content can authentically showcase your company culture, values, and employee experiences to support your talent acquisition and retention objectives. Additionally, you'll understand the power of employee advocacy to amplify reach and engagement – helping to position your organization as an employer of choice in today's competitive talent landscape.
Digital Transformation and IT Strategy Toolkit and TemplatesAurelien Domont, MBA
This Digital Transformation and IT Strategy Toolkit was created by ex-McKinsey, Deloitte and BCG Management Consultants, after more than 5,000 hours of work. It is considered the world's best & most comprehensive Digital Transformation and IT Strategy Toolkit. It includes all the Frameworks, Best Practices & Templates required to successfully undertake the Digital Transformation of your organization and define a robust IT Strategy.
Editable Toolkit to help you reuse our content: 700 Powerpoint slides | 35 Excel sheets | 84 minutes of Video training
This PowerPoint presentation is only a small preview of our Toolkits. For more details, visit www.domontconsulting.com
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2. 2
Funnels and funnel analyses are great tools that can help you find problems
and opportunities, optimize processes as well as manage projects.
3. 3
They are widely used by technological firms. However, many
industries are still not using them, despite their big potential.
4. 4
In this course, I will teach you how to use funnel
analyses to increase the profits of the firm.
5. 5
Target Group What you will learn What you will get
▪ Management Consultants &
Business Analysts
▪ Analysts working in Planning
Departments, Acquisition &
Retention Teams
▪ Business Analysts working in PMO
or Strategic Departments
▪ What are funnels and how to
analyze them
▪ How to use funnels and funnel
analysis to increase sales and
profits
▪ How to use funnels to manage
tests, projects, tasks
▪ Ready made analyses in Excel
▪ List of Recommended readings
(articles, books)
6. 6
Sales Funnels Sales Funnels by Cohorts
What is a Funnel and a
Funnel Analysis
Funnels in Project
Management
Funnels in Testing
7. 7
This course will help you use and analyze
funnels on the level of top management
consultants
8. 8
What you will see in this presentation is a part of my online course where you
can find case studies showing analyses along with detailed calculations in Excel
Funnel Analysis for Management
Consultants & Analysts
$99
$19
Click here to check my course
10. 10
In business you have to make a lot of important decisions
In this course I will teach how to use funnel
analyses to increase the profits of the firm.
11. 11
Sales Funnels Sales Funnels by Cohorts
What is a Funnel and a
Funnel Analysis
Funnels in Project
Management
Funnels in Testing
14. 14
Funnel Analysis can be used to map and analyze a series of events that lead to a particular goal. In this
section we will discuss what is a funnel analysis and how you can use it to achieve better business results.
15. 15
In this section, we will talk about the following things
How to use a funnel
analysis
How to present a funnel
Definition of a Funnel
Analysis
17. 17
Let’s start with a short definition
▪ It is a tool that can be used to map and analyze a series of events
that lead to a particular goal
▪ The goal may be Sales, Gross Margin, number of customers
acquired, number of projects done
▪ Funnel analysis can help you manage the process of achieving the
goal and find ways to improve the situation
Funnel Analysis
=
18. 18
Stage 1
(Input Stage)
Stage 2 Stage 3 Stage 4
Stage 5
(Output Stage)
Let’s have a look at the general concept of the funnel
19. 19
One of the most often used examples of a funnel is the AIDA
A
I
D
A
Attention
Interest
Desire
Action
20. 20
Extension of the AIDA funnel is the sales-marketing funnel used to track
customers
Awareness
Lead Capture
Marketing Qualified Leads
Prospect
Sales Qualified Leads
Negotiations
Customer
Marketing
Sales
21. 21
You can have further modifications of the funnel by showing not only
the acquisition stages but also the retention stages
Awareness
Interest
Preference
Consideration
Purchase
Support
Loyalty
Advocacy
22. 22
Funnel Analysis are used for different purposes
Funnel Analysis
Sales & Marketing
Funnels
Analysis of Segments /
Cohorts
Managing Tests Managing Projects
23. 23
Check the video on YouTube for more details
Click here to go to the video
25. 25
The Funnel Analysis consists of 5 main stages
Define the goal
Define the stages
that lead you to
achieve the goal
Measure current
performance & Find
potential
improvements
Test & Analyze
results
Implement
▪ Define the goal you
want to achieve or
improve using
funnel analysis
▪ Observe the thing
you want to
improve
▪ Divide the process
that leads to the
result into stages
▪ Measure the
current
performance by
stages
▪ Check how much
input enters the
funnel and moves
to the next stage
▪ Create a list of ideas
by stages that will
help you improve
the situation
▪ Define test that will
help you check your
ideas for
improvements
▪ Using data from the
tests analyze which
ideas generated
positive result
▪ Rank the ideas –
impact vs effort for
example using low
hanging fruit
framework
▪ Pick which things
you want to
implement to
improve the end-
result
▪ Do the necessary
modifications,
changes
31. 31
We will quite often present the stages that the funnel consists of
A I D A
32. 32
We will quite often present the stages that the funnel consists of
A I D A
33. 33
Such form enables us to show KPIs, responsibility and potential
improvements for every stages
A I D A
Conversion
rate
Potential
Improvements
% of initial
Group
▪ 100%
▪ Increase # of
presentation on
SlideShare
▪ More events
▪ More digital ads
▪ Create a net of
affiliate partners
Who is
responsible
▪ Partners & Directors
▪ 30%
▪ 30%
▪ Scoring Model based
on previous projects
▪ Directors
▪ 50%
▪ 15%
▪ Industry research
▪ Database of
benchmarks
▪ Network of experts
in selected industries
▪ Directors
▪ Project Managers
▪ 100%
▪ 5%
▪ Overstaff projects
▪ Train Business
Analysts &
Associates
▪ Create templates &
Frameworks
▪ Project Managers
34. 34
In this course we will mainly you 2 versions of the funnels
Horizontal funnel with a description
Classical vertical funnel
35. 35
If we use the funnel in vertical or horizontal form, we can show
graphically the change in the funnel efficiency
A
I
D
A
36. 36
If we use the funnel in vertical or horizontal form, we can show
graphically the change in the funnel efficiency
A
I
D
A
37. 37
Let’s see a funnel analysis of number of customers who, after clicking on
an advertisement of the app, became its users
Click to the add
Visit app store website
Run the app
Download and install app
Fill in registration data
Complete registration
100%
85%
62%
54%
38%
24%
% of initial
Group
Conversion
rate
100%
85%
73%
87%
70%
64%
38. 38
Let’s see below on funnel analysis of customers who decided to book a
hotel through dedicated website
20
18
14
7
3
Start session Product viewed Add to cart Registered Purchase
Funnel Analysis of customers who decided to book a hotel online
In millions
39. 39
Idea Preparation Testing
Analyzing
Results
Yes No
Implementation?
Idea 2 Idea 2 Idea 4
Idea 5
Idea 1
Idea 3
Idea 5
Idea 5
Idea 5
Idea 6
Idea 7
Let’s have a look how we can use a funnel analysis in the case of analyzing
and testing different ideas to improve business results
40. 40
Shape-up
Preparation of
Materials
Movie shooting Editing the movies
Check the movies
and upload the
material
Below an example of process of creating online courses by small
company. This also can be an example of funnel analysis
Manager Manager
▪ 15 ▪ 20
Manager
▪ 10
Manager
▪ 200
Manager
▪ 8
Who does
it?
Required
man-hours
to do it
42. 42
In many cases, firms divide the whole funnel into parts. This method is used to manage people
and activities in the company. Different parts are often assigned to different departments.
43. 43
Let’s see for example how the sales-marketing funnel is divided
Awareness
Opinion
Preference
Consideration
Purchase
TOTF
MOTF
BOTF
Top of the funnel
Middle of the
funnel
Bottom of the
funnel
Marketing
Marketing &
Sales
Sales
46. 46
Funnel analyses are used successfully in sales & marketing. In this
section, we will show you how to analyze sales funnels in Excel.
47. 47
In this section, we will talk about the following things
Direct Sales Funnel in
consulting – Case study
E-commerce Sales Funnel
Direct Sales Funnel
SaaS Sales Funnel
Potential Improvements in
e-commerce – Case study
Marketplace Sales Funnel
AARRR framework
Mobile Apps Sales Funnel
49. 49
Let’s start with a short definition
▪ By direct sales we mean reaching out and selling directly to end-
customers, skipping any middlemen
▪ Direct sales are mainly done through sales representatives who
recommend products or services and encourage potential
customers to buy
Direct Sales
=
50. 50
Direct sales is widely used especially if the transaction size is big and the
customer is difficult
Professional services (Consulting,
Lawyers)
Big B2B contracts (planes, car
fleet, technological line)
Enterprise Software
B2B long term contracts for
smaller items
Some Consumer goods (Avon,
Herbalife)
Initial sales in startups
Insurance Products sold via Call Centers
51. 51
Now let’s have a look at a few examples of funnels in different
industries
Consulting Cosmetics
Car Fleet
Smartphone / Phone
Contract
53. 53
In direct sales in consulting we can have the following funnel
Contact potential customers
Qualify the customer
Sign the contract
Create Demand
Deliver the project successfully
54. 54
Contact potential
customers
Qualify the customer Create Demand Sign the contract
Deliver the project
successfully
The same funnel we can show in a bit different way
Conversion
rate
Potential
Improvements
% of initial
Group
▪ 100%
▪ Increase # of
presentation on
SlideShare
▪ More events
▪ More digital ads
▪ Create a net of
affiliate partners
Who is
responsible
▪ Partners & Directors
▪ 30%
▪ 30%
▪ Scoring Model based
on previous projects
▪ Directors
▪ 50%
▪ 15%
▪ Industry research
▪ Database of
benchmarks
▪ Network of experts
in selected industries
▪ Directors
▪ Project Managers
▪ 33%
▪ 5%
▪ Template of
contracts for
different services
▪ Directors
▪ Project Managers
▪ 100%
▪ 5%
▪ Overstaff projects
▪ Train Business
Analysts &
Associates
▪ Create templates &
Frameworks
▪ Project Managers
55. 55
Now we will discuss the second example related to the car fleet
Consulting Cosmetics
Car Fleet
Smartphone / Phone
Contract
56. 56
Now we will discuss the second example related to the car fleet
Car Fleet
57. 57
Let’s have a look how we can create funnel for a car fleet company
Find potential customers
Qualify the customer
Sign the contract
Create an offer for the customer
Provide additional services
58. 58
Find potential
customers
Qualify the customer
Create an offer for the
customer
Sign the contract
Provide additional
services
The same funnel we can show in a bit different way
Conversion
rate
Potential
Improvements
% of initial
Group
▪ 100%
▪ More business
events and
conferences
▪ Digital adds
▪ Software for finding
and analyzing
tenders
Who is
responsible
▪ Business
Development
▪ 55%
▪ 55%
▪ Excel based tool for
estimating the
potential revenues
and margins for
specific contract
▪ Business
Development
▪ 36%
▪ 20%
▪ Fleet Manager
▪ 20%
▪ 4%
▪ Standard Contracts
▪ 2 Lawyers assigned
to the team part-
time
▪ Fleet Manager
▪ 80%
▪ 3%
▪ New Partnerships
with Strategic
Departments
▪ Fleet Manager
▪ Standard offers for
different types of
fleets
▪ Software to
customize the offers
59. 59
We have discussed the first 2 examples
Consulting Cosmetics
Car Fleet
Smartphone / Phone
Contract
60. 60
Have a look at the 2 next examples in the presentation
Cosmetics
Smartphone / Phone
Contract
61. 61
The third example is related to Phone companies selling you the
smartphone along with a long-term contract
Smartphone / Phone
Contract
62. 62
Let’s have a look how we can create funnel for a telecommunication
company
Raise awareness of firm & products
Provide trusted content to speed-up decision
making
Retain
Persuade the client to make a decision and
sign the contract
Cross-selling and up-selling
63. 63
Raise awareness of firm
& products
Provide trusted content
to speed-up decision
making
Persuade the client to
make a decision and
sign the contract
Retain
Cross-selling and up-
selling
The same funnel we can show in a bit different way
Conversion
rate
Potential
Improvements
% of initial
Group
▪ 100%
▪ Campaigns with
celebrities
▪ Provide referral
program
Who is
responsible
▪ Marketing
▪ 40%
▪ 40%
▪ Put ranking of
phones
▪ Add FAQ section
▪ Create a tool for
comparing your offer
with competitors’
offers
▪ Marketing
▪ 70%
▪ 28%
▪ Provide free trials
▪ Provide free
consultations in
offline stores
▪ Add Chatbot on
website
▪ Marketing
▪ Sales Representatives
▪ 51%
▪ 14%
▪ Phone, online
support 24h
▪ Actively contact
▪ Retention Team
▪ 100%
▪ 14%
▪ SMS / emails / pop-
up notification about
new products &
services
▪ Provide free 1-
month access to new
products
▪ Retention Team
64. 64
The last examples will be devoted to cosmetics producers like Avon and
Oriflame using a lot of direct sales
Consulting Cosmetics
Car Fleet
Smartphone / Phone
Contract
65. 65
The last examples will be devoted to cosmetics producers like Avon and
Oriflame using a lot of direct sales
Cosmetics
66. 66
Now let’s have a look at another example of a sales funnel for cosmetics
firm selling via direct sales force
Initial contact with potential customers
Show the product to the customer
(events, email)
Help the customer register
Create the demand for a product
Persuade the customer to close
the transaction
67. 67
Initial contact with
potential customers
Show the product to
the customer
(events, email)
Create the demand for
a product
Help the customer
register
Persuade the customer
to close the transaction
We can also show the KPIs, responsibilities and potential improvements
for the whole funnel by stages
Conversion
rate
Potential
Improvements
% of initial
Group
▪ 100%
▪ Integrated social
media campaigns
▪ Cooperation with
bloggers
▪ Brand Ambassadors
Who is
responsible
▪ Sales Managers
▪ Marketing
▪ 20%
▪ 20%
▪ Events sponsorships
▪ Brochure featuring
the product available
for sale
▪ Sales Managers
▪ Marketing
▪ 75%
▪ 15%
▪ Beauty advisor
program
▪ Sales Representatives
▪ 50%
▪ 8%
▪ Trainings for Sales
Representatives
▪ Sales Representatives
▪ 70%
▪ 5%
▪ Introduction of a
loyalty program with
special offers for
regular customers
▪ Sales Representatives
68. 68
The very same firm will also have to define a sales funnel for recruiting
sales representatives from its loyal customers
Visit company website
Join the community
Become the hostess
Become a customer
Became sales team member
69. 69
If the firm was doing also a mix of direct and online sales it would have to
define also a 3rd funnel for this sort of mix situation
Visit store website
Add product to the cart
Register and choose your sale
representative
Make an order
Pick up your order from your sale
representative
Pay for order
71. 71
Imagine that you work for a consulting firm and you would like to analyze and define
which area of the sales process should be changed to improve company results.
72. 72
A few information about the firm that we will be analyzing
The average number of customers
approached is 400
At the end of the process the
company is able to sign contract only
with 5 customers
Only 1 customers afterwards agrees to
buy a new project
Analyze 5 possible options and decide
which options is the best
73. 73
Let’s have a look at the sales funnel they use and conversion rates
Awareness
Make sure that he is
potential customer
(Qualify Leads)
Create Demand
Negotiate the
contract
Sign the contract
Deliver the project
successfully
Sell new product
30% 30% 20% 75%
40% 95%
Conversion rate
74. 74
Current conversion rates help you get at the end 5 singed contracts
Awareness
Make sure that he is
potential customer
(Qualify Leads)
Create Demand
Negotiate the
contract
Sign the contract
Deliver the project
successfully
Sell new product
400 120 36 7 5
1 4
# of customers
approached
75. 75
Let’s have a look at the options
Current
▪ Current number of customers approached is 400. Given the conversion rates we sing the
contract with 5 customers. Out of those 5 customers 1 customer will buy another service as
well
Description of the options
Option 1 - Increase of
conversion rate for Qualifying
Leads
▪ We improve the conversion rate for Qualifying Leads by 10 p.p.
Option 2 - Increase conversion
rate for demand
▪ We improve the conversion rate for Demand by 10 p.p.
Option 3 - Increase of
conversion rate for
Negotiating Contracts
▪ We improve the conversion rate for Negotiating Contracts by 10 p.p.
Option 4 - Increase of
conversion rate for Selling
new products
▪ We improve the conversion rate for Selling new products by 10 p.p.
Option 5 - Increase # of
customers approached by 50
▪ We increase the number of customers approached by 50
77. 77
Now let’s have a look at the general sales funnel for e-commerce.
We will look at some examples of how you can approach it.
78. 78
In e-commerce you will have 3 types of players depending on their
presence in off-line and their approach to both channels
E-commerce
Pure players
Off-line players with
separate on-line presence
Multichannel
/ Omni players
79. 79
Just to remind you some examples of well-known e-commerce
businesses
Products sold On-line / Off-line situation
▪ Virtually everything esp.
books, toys, fashion
Mode
▪ Pure on-line player ▪ Loyalty mode
▪ Fashion ▪ Multichannel player ▪ Loyalty mode
▪ Tickets for events ▪ Pure on-line player ▪ Acquisition mode
▪ Groceries ▪ Multichannel player ▪ Hybrid mode
▪ Razors and cosmetics
for men
▪ Pure on-line player ▪ Loyalty mode
▪ Fashion ▪ Pure on-line player ▪ Hybrid mode
80. 80
Customer behaviors has huge impact on the business model and on
what the e-commerce should concentrate on
▪ Less than 40% of the buyers will buy this year
▪ Focus is on customer acquisition
▪ Loyalty program are not good investment
▪ 70% of e-commerce businesses are in this model
Acquisition
mode
Description of the business model Examples
▪ E-commerce selling only 1 type of Slow-Moving Consumer
Goods (SMCG) bought infrequently i.e. vacuum cleaner,
scuba diving, furniture
▪ E-commerce for 1-time in the life event: strollers,
▪ 40%-60% of the buyers will buy this year
▪ You have a nice mix of new and returning customers
▪ Focus is on customer acquisition as well increasing the value of the
customer (increased frequency and increased purchase per visit)
Hybrid mode
▪ E-commerce that sells SMCG with relatively big frequency
of purchase(1.0-2.5 times a year ) i.e. shoes (Zappos)
▪ More than 60% of the buyers will buy this year
▪ Focus is on increasing the value of the customer (increased
frequency and increased purchase per visit)
▪ 10% of businesses are in this model
Loyalty mode
▪ Very strong brands with high frequency of purchase (i.e.
Zara, Amazon)
▪ Marketplaces i.e. Udemy, Uber
Source: Lean Analytics: Use Data to Build a Better Startup Faster; A. Croll, B. Yoskovitz
81. 81
Below an example of how you can define sales funnel for e-commerce
Generate leads from various traffic sources
Create the interest
Persuade customers to buy again
Close the opportunity and convert prospects
into customer
82. 82
Generate leads from
various traffic sources
Create the interest
Close the opportunity
and convert prospects
into customer
Persuade customers to
buy again
The same funnel we can show in a bit different way. Let’s assume it is for
cosmetics
Conversion
rate
Potential
Improvements
% of initial
Group
▪ 100%
▪ Own blog
▪ Double Instagram
activities
▪ Offer lead magnet to
increase the emailing
list
▪ More money spent
on Facebook &
Instagram
Who is
responsible
▪ Growth Team
▪ 48%
▪ 48%
▪ Increase cooperation
with influencers
▪ Growth Team
▪ 22%
▪ 11%
▪ Simplify the
purchase process
▪ Add free shipping
▪ Growth Team
▪ 40%
▪ 4%
▪ Create loyalty
program
▪ Send special
discounts for the
categories that they
don’t currently buy
▪ Category cross-
selling
▪ Growth Team
83. 83
Let’s have a look at a little bit differently defined sales funnel for
e-commerce
Potential Customers
Visitor
Visitor who has finished the transaction
Visitor who has started a transaction
84. 84
Let’s have a look at a little bit differently defined sales funnel for
e-commerce
Total sessions
Sessions with product page views
Sessions during which transaction was
finished
Sessions during which products were added to
the basket
85. 85
Check the video on YouTube for more details
Click here to go to the video
87. 87
Imagine that are working for a furniture producer that wants to improve its
sales funnel for its e-commerce store. Check which option makes more sense.
88. 88
A few information about the firm that we will be analyzing
We are considering 4 options that
should help us increase Total Margin
Every option has a different Capex
We have a budget of EUR 4 M for
Capex
Find which options we should
implement given our limits
89. 89
Let’s have a look at the sales funnel they use and conversion rates
Checks our content
Has used our Design
app
Has created an
account
Has started a
transaction
Has finished first
transaction
Second purchase
20% 30% 60% 40%
10%
Conversion rate
90. 90
This means that if 5 M people checks our content, 72 K will decide to
buy our products
Checks our content
Has used our Design
app
Has created an
account
Has started a
transaction
Has finished first
transaction
Second purchase
1 000 K 300 K 180 K 72 K
7 K
# of people /
customers
5 000 K
91. 91
Let’s have a look at the options
Current
▪ We have 5 M visits to our content (blog, information on products) measured in unique visitors during the year
▪ Out of that 72 K decides to buy at least 1 good. 7 K will also purchase additional thing during the year
Description of the options
Option 1 - Improve the
Design App
▪ We improve the Design App that is used by customer to pick the right piece of furniture
Option 2 - Less friction during
transaction & add payment
methods
▪ In this option we concentrate only on the transactional side. We make it easier and faster, as well as we add
additional payment methods
Option 3 - More effort put
into own content
▪ In this option we only put more money and people to produce more content. This will increase the number of visitors.
Option 4 - Create IOS app
▪ We currently only offer web solution as well as an Android App. We want in this option to see what would be the
impact of creating an app for Apple phones.
93. 93
Let’s start with a definition of a SaaS business model
▪ Software as a Service
▪ SaaS company offers software on an on-demand basis, usually
delivered through a website it operates
SaaS =
SaaS ≠ Subscription model
▪ Many SaaS generates revenue from monthly subscription fee
but there are plenty of SaaS that are free or charger per usage
94. 94
Revenue model
▪ Virtual drive for storage
and sharing files
Main sales tactics
▪ Subscription fee ▪ Freemium
▪ Mail service ▪ Free to users
▪ Revenue from ads
▪ Free
▪ Designing graphics – drag
and drop ready-made
elements
▪ Pay per used elements ▪ Freemium
▪ Access to audiobooks ▪ Subscription fee
▪ Pay per page/book
▪ Free trial
▪ Sales via Kindle as an up-
sell
▪ Creation of animation
movies
▪ Subscription fee ▪ Freemium
▪ Creation of webpages esp.
blogs
▪ Subscription fee ▪ Freemium
Below some examples of SaaS firms
Description
96. 96
Visits the website
/ app landing
page
Sing-up for free
trial
Closed Deal Onboarding Retain
The same funnel we can show in a bit different way
Conversion
rate
Potential
Improvements
% of initial
Group
▪ 100%
▪ Create a
referral
program for
current users
▪ Digital adds
▪ Content
Marketing
▪ Affiliate
Program
Who is
responsible
▪ Growth Team
▪ 61%
▪ 61%
▪ Create Log-in
via Facebook,
LinkedIn or
Google
Account,
▪ Extend free
trial
▪ Improve the
Freemium
version
▪ Growth Team
▪ 55%
▪ 34%
▪ Change Pricing
Plans –
cheaper first
version
▪ Growth Team
▪ 48%
▪ 16%
▪ Set-up 30
minutes talk
with the
customer
▪ Create Tutorial
movies – own
and with
influencers
▪ 54%
▪ 9%
▪ Check usage
and contact
customer if it is
low
▪ Send
supporting
content
▪ Customer
Success Team
Expand
▪ 30%
▪ 3%
▪ Create Content
showing the
full potential of
the software
▪ Create online
course
▪ Templates for
customers
▪ Customer
Success Team
▪ Customer
Success Team
97. 97
Closed Deal
Onboarding
Expand
Retain
Sing-up for free trial
Visits the website / app landing page
Now let’s compare the funnel of a SaaS company with a free trial to
other types of SaaS firms using a bit different sales tactics.
98. 98
Freemium Active User
Paid Version User – Basic Plan
Paid Version User – Premium Plan
Paid Version User – Standard Plan
Brand Ambassador
Freemium Registered User
Content Consumption
Let’s look at a sales funnel for SaaS company, that heavily uses content
marketing and has 3 pricing plans and targets Small Medium Businesses (SMB)
99. 99
Let’s look at a sales funnel for SaaS company, that heavily uses content
marketing and has a price dependent on the number of users
Freemium Active User
Paid Version User – 1 account
Paid Version User – more than 10
accounts
Paid Version User – 1-10 accounts
Freemium Registered User
Content Consumption
100. 100
Let’s have a look at another example of a sales funnel for SaaS company. This
time around with higher tickets and selling Enterprise Software
Sales Accepted (Qualified Lead)
Opportunity
Onboarding
Closed Deal
Marketing Qualified Lead
Raw Lead
Renew
Expand
102. 102
Patient Doctor
Marketplace
• On-line booking
• Reviews
• Statistics for doctors
Marketplace are trying to create a connection between the demand and
supply enabling them to match and do the transaction
103. 103
Type of 2-sided market Product offered
▪ Marketplace
Revenue sources
▪ On-line courses ▪ Commission from sold
through Udemy courses
(3%-50%)
▪ Marketplace ▪ Driving / taxi services ▪ Commission from trips
made (20%)
▪ Marketplace ▪ Designs; mainly delivered
through
▪ Commission from contest
(5-40%)
▪ Revenue from sold ready-
made designs
▪ Sharing platform ▪ Shared trips ▪ Reservation fee around
10%
▪ Sharing platform ▪ Sharing knowledge ▪ Donations
▪ Marketplace ▪ Apartments rental ▪ Commission from provider
– 3% and from guests 6-
12%
Just to remind you some examples of 2-sided markets
104. 104
Browse products
Comparison of offers
Buy
Browse a category
Visit the homepage
Let’s have a look at a sales funnel for a marketplace with multiple
categories
105. 105
Visitor the homepage Browse a category Browse poducts Comparison of offers Buy
The same funnel we can show in a bit different way
Conversion
rate
Potential
Improvements
% of initial
Group
▪ 100%
▪ More paid ads
▪ Affiliate program
▪ Referral program
Who is
responsible
▪ Marketing
▪ 54%
▪ 54%
▪ Create suggestions
on main page for the
most searched
categories
▪ Create AI to suggest
categories
▪ Category Managers
▪ 81%
▪ 44%
▪ Category Managers
▪ 43%
▪ 19%
▪ Create a tool that
will help customers
compare products in
terms of price,
functionality,
availability
▪ Growth Team
▪ 30%
▪ 6%
▪ Introduce 1-click
purchase
▪ Remove friction in
the check-out
process
▪ Increase the speed
of the site
▪ Growth Team
▪ Create AI to suggest
products for every
category
▪ More filters options
▪ Graphical filters
106. 106
Let’s look at an example of a sales funnel for a marketplace that sells
many categories and hopes for a lot of cross-selling
Regular Visitor with registered account
First Time customer – one category
Loyal customer of one category
Regular customer – one category
Regular Visitor
Random Visitor
Regular customer – many
categories
Loyal marketplace
customer
108. 108
Below we present a funnel for a mobile app
Make aware of the app / Discover
View in app store
Engagement
Download
Retention
109. 109
Make aware of the app
/ Discover
View in app store Download Engagement
The same funnel we can show in a bit different way
Conversion
rate
Potential
Improvements
% of initial
Group
▪ 100%
▪ Create in-app adds in
other mobile apps
▪ Blogs
▪ Paid ads on other
platforms
▪ Cooperation with
influencers
▪ Create videos about
the app and its
functionalities
▪ 20%
▪ 20%
▪ 45%
▪ 9%
▪ Free or freemium
version of the app
▪ 29%
▪ 3%
▪ Customer
onboarding
▪ Improve UX
▪ Improve app
description
▪ Improve ratings
Retention
▪ 30%
▪ 1%
▪ Introduce push
notification
▪ Create re-
engagements adds
110. 110
Let’s have a look at a different examples of a sales funnel for mobile
apps
Impression
Click
Install
Download
Engagement
Retention
111. 111
Let’s have a look at a different examples of a sales funnel for mobile apps
Awareness
App store search
Open app
Download
Registration
Usage / Retention
113. 113
Let’s start with a short definition
▪ AARRR is a framework that shows you the sales funnel in a specific
way
▪ It is widely used by online startups to define their strategy, tactics
but also KPIs for every stage
▪ AARRR is sometimes called Pirate Metrics
AARRR
=
114. 114
Retention
Revenue
Referral
Activation
Acquisition
Let’s have a look what AARRR stands for
▪ How do they find you?
▪ Do you create a great customer experience?
▪ Is your app easy to use?
▪ Do they come back? How often and for what
time do they use your app?
▪ Do they become paid members? How do you
earn money?
▪ Will they recommend you to other potential
users?
115. 115
Retention
Revenue
Referral
Activation
Acquisition
Below an example how we can use AARRR approach to mobile apps
▪ Paid Advertisements
▪ Content Marketing
▪ Customer onboarding
▪ Wow-Effect
▪ Intuitive UX
▪ Push notifications
▪ Loyalty programs
▪ Ads
▪ In-app purchases
▪ Rewards using the in-
app currency, additional
feature
▪ Easy to share
▪ # of app downloads
▪ # of Installs
▪ % of downloads that
were activated
▪ # of active daily users
▪ % of users active after
90 days
▪ Revenue per 1 user
▪ Customer lifetime value
▪ # of users invited by the
user
▪ % of users that invite at
least 1 new user
Drivers KPI’s
▪ Average frequency
Average time spent per
1 visit
116. 116
AARRR can be also used to define tactics and strategy. Let’s look shortly
at an example of Dropbox
Dropbox – growth hacks
120. 120
Growth hacks, tricks and tactics
Cases studies and examples
presentation
For more growth hacks that impact sales funnel check the presentation
in Additional Resources
123. 123
Quite often you want to go deeper and analyze how the sales funnel looks like
for different segments, cohorts. This is when cohort analysis comes in handy.
124. 124
In this section, we will talk about the following things
How we can analyze sales
funnels by cohorts
Sales Funnel by Cohorts in
Consulting Firm
– Case study
What is Cohort Analysis
126. 126
Let’s start with a short definition
▪ It is a group of people, events that share the same defining
characteristics
▪ In many cases, it will be a segment of customers, however, it may
also be simply a group of customers who were acquired in the same
month or through the same channel
▪ Cohorts usually have common characteristics, and in the case of
customers common experiences, that occur within a given period
▪ Cohorts help you disaggregate the results, find outliers and improve
the business
Cohorts
=
127. 127
Let’s start by looking at general framework of cohort analysis. Usually
you observe behavior of cohorts in time measured by some metric
Time frame
Cohorts
Cohort 1
Cohort 2
Cohort 3
Period 1 Period 2 Period 3 Period 4 Period 5
Cohort 4
128. 128
Results can be shown also in the form of a chart
Period 1 Period 2 Period 3 Period 4 Period 5
Cohort 1
Cohort 2
Cohort 3
Cohort 4
129. 129
Below you can see an example of customer conversion rate analysis by
cohorts in online fashion store
Time frame
Cohorts
New visitors
(1 700)
Returning visitors
(500)
Converted
customers
(2 000)
Month 1
25%
40%
5%
Month 2
27%
41%
10%
Month 3
29%
45%
11%
Month 4
34%
48%
Month 5
52%
55%
20%
Returning
customers
(1 200)
20% 22% 30% 31%
25%
15%
130. 130
The same results can be presented in the form of a column chart….
20% 22% 25% 30% 31%
5%
10% 11%
15% 20%
40%
41%
45%
48%
55%
25%
27%
29%
34%
52%
Month 1 Month 2 Month 3 Month 4 Month 5
New visitors
Returning visitors
Converted customers
Returning customers
Customer conversion by monthly cohorts in online fashion store
In %
131. 131
…. Or in the form of a line chart
20%
22%
25%
30% 31%
5%
10% 11%
15%
20%
40% 41%
45%
48%
55%
25%
27%
29%
34%
52%
Month 1 Month 2 Month 3 Month 4 Month 5
New visitors
Returning visitors
Converted customers
Returning customers
Customer conversion by monthly cohorts in online fashion store
In %
132. 132
Now let’s briefly have a look at typical cohorts used
Demographics (age, gender, etc.)
Geographic segmentation (type
or size of city, etc.)
Year or Month of customer
acquisition
Behavior (first time user, regular
user, source of traffic)
Psychographic (personality, class,
lifestyle)
133. 133
When it comes to the metrics, we want to track using cohort analysis
below some usual suspects
Average Transaction Value
Time spend on the site or with
the product
# of products bought / used per
year
Number of customers in the
cohort
Churn Rate
% Gross Margin
Total Sales Conversion rate
134. 134
Check the video on YouTube for more details
Click here to go to the video
137. 137
There are 3 main ways you can use cohort analysis when it comes to
sales funnels
Cohort Analysis of Sales
Funnel
Map KPI behavior in time
by cohorts
Map KPI by sales funnel
stages & cohorts
Compare the KPI for a
cohort with the average
138. 138
We can either map in time one KPI by cohorts
Time frame
Cohorts
Cohort 1
Cohort 2
Cohort 3
Period 1 Period 2 Period 3 Period 4 Period 5
Cohort 4
139. 139
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5
Or we can see how the KPI beaves by stages of the sales funnel for
different cohorts
▪ Cohort A KPI KPI KPI
▪ Cohort A KPI KPI KPI
▪ Cohort A KPI KPI KPI
▪ Cohort A KPI KPI KPI
KPI
KPI
KPI
KPI
KPI
KPI
KPI
KPI
140. 140
Qualify Leads Create Demand Negotiate the contract Sign the contract Up-sell
Let’s have a look at an example of a sales funnel by cohorts for
consulting firm. Below color coding
▪ Retail Industry 30%
30% 30% 40% 50%
▪ Health
Industry
80%
60% 40% 20% 50%
▪ Financial
Industry
10%
70% 40% 25% 30%
▪ Technology 30%
20% 80% 80% 70%
141. 141
We can also show the sales funnel by cohorts in the form of a chart
0%
10%
20%
30%
40%
50%
60%
70%
80%
90%
Qualify Leads Create Demand Negotiate Sign the contract Up-sell
Retail Health Financial Technology
142. 142
We can also show the sales funnel by cohorts in the form of a chart
30% 30%
40%
50%
30%
60%
40%
20%
50%
80%
70%
40%
25%
30%
10%
20%
80% 80%
70%
30%
Qualify Leads Create Demand Negotiate Sign the contract Up-sell
Retail Health Financial Technology
143. 143
We can also show the sales funnel by cohorts in the form of a chart
30% 30%
40%
50%
30%
60%
40%
20%
50%
80%
70%
40%
25%
30%
10%
20%
80% 80%
70%
30%
Qualify Leads Create Demand Negotiate Sign the contract Up-sell
Retail Health Financial Technology
144. 144
Check the video on YouTube for more details
Click here to go to the video
146. 146
Imagine that you work for a consulting firm and you were asked to analyze the sales
funnels by industries. Let’s see how the consulting firm performs in different industries.
147. 147
A few information about the firm that we will be analyzing
Consulting company delivers strategy and
performance improvement projects
They services 4 industries: retail, health,
financial and technology
Analyze sales funnels for every industry
150. 150
Funnel analyses can also be used for testing business ideas, small and big
improvements. In this section, we will discuss how to do it in practice.
151. 151
In this section, we will talk about the following things
Funnel Analyses in Testing
– the Process
Ranking of Ideas for Testing
– Case study
Definition of a Funnel
Analysis in Testing
Analyzing results from a
test – Case study
153. 153
Let’s start with a short definition
▪ A tool that can be used to map, manage and analyze various ideas
aimed at improving or completely changing a given area of the
business
▪ Funnel Testing helps you find fast potential improvements as well as
minimize the risk of causing problems
▪ To use the full potential of the Funnel Analysis in Testing we should
divide more complicated concepts / ideas into a series of smaller
tests
▪ In Funnel Testing you will impose limits on most stages to manage
the process smoothly
Funnel Analysis in
Testing =
154. 154
Testing using the funnel approach for more complicated things saves a
lot of time and produces faster results
Cost
Time
Cost
Time
Test Test Test Test Test
Waterfall Approach Lean Approach
155. 155
Let’s have a look at the general concept of the funnel in testing
Idea Testing Choice Implementation
Maximal number of
ideas
▪ 15 ▪ 4 ▪ 4 ▪ 2
156. 156
Let’s have a look at examples of testing funnels
Idea Generation Phase
Concept Phase
Testing Phase
Implementation Phase
157. 157
Let’s have a look at examples of testing funnels
Idea
Evaluation
Validation
Delivery
Benefit Monitoring
158. 158
Idea Preparation Testing
Analyzing
Results
Yes No
Implementation?
Idea 2 Idea 2 Idea 4
Idea 5
Idea 1
Idea 3
Idea 5
Idea 5
Idea 5
Idea 6
Idea 7
We have used the following funnel for managing tests in Retail
160. 160
The Funnels in Testing usually consists of 5 main stages
Define your goal
Generate potential
ideas for
improvements
Create a ranking of
the ideas
Test and analyze the
results
Implement the
changes
▪ Clearly define your
goal and what you
would like to
achieve
▪ On this basis, you'll
be able to create a
list of ideas to be
tested
▪ Create a list of ideas
that you would like
to test
▪ At this stage you
don't have to limit
yourself
▪ Write down all the
ideas that come to
your mind
▪ Define criteria that
you will use to
evaluate ideas, e.g.
easiness of
implementation,
costs, resources
needed, time
▪ Create a ranking
and evaluate the
each idea
separately
▪ Thanks to that you
will be able to
prioritize them from
the best to the
worst
▪ Next, limit the
number of ideas
that you will be
testing
▪ Conduct the tests of
the selected ideas
▪ Analyze the results
▪ Based on results
decide whether you
will be
implementing the
idea
▪ For ideas that you
want to move to
implementation
phase prepare, an
implementation
plan and allocate
resources
▪ Implement selected
ideas
▪ Monitor and control
them to ensure that
they meet earlier
assumptions
161. 161
Let’s see how you can prioritize ideas. This can used as a simplified
ranking
Difficulty of
implementation
Impact on company’s
operations
High
Low
Small
Big
▪ Quick Wins – ideas that are
easy to test and implement and
have a big impact on the
company's operations
▪ Big Bets – ideas that are not
easy to test or implement but
have big impact on the
company's operations
▪ Not worth the attention –
ideas that are not easy to test
and implement and have no big
impact on the company's
operations
▪ Small Wins – ideas that are
easy to test and implement but
have no big impact on the
company's operations
163. 163
Every funnel is a hungry beast. Let’s have a look at
how you can generate ideas for your testing funnel.
164. 164
Below the usual suspects that will help you generate
Existing problems
Brainstorming
Recycling of old ideas
Tactics used by your competitors
Tactics used in other industries
Unexpected usage of your
product / service
Previous failures Lack of Logic
167. 167
Imagine that you are working for a Fashion Retailer. You have gathered a list
of potential ideas to be tested. Before you move to testing, rank them.
168. 168
A few information about the firm that we will be analyzing
The company has 800 stores
You have gathered 30 potential ideas
that have to be tested
Rank the ideas using 4 criteria
Calculate the costs and benefits of 3
selected projects
169. 169
Idea Preparation Testing
Analyzing
Results
Yes No
Implementation?
Less stock at the
stock
Self-checkout
Vending machines
for basics
New categories to
online store
Kids collection
More items in
multipacks
We will be using the following testing funnel
Create loyalty
program
170. 170
Idea Preparation Testing
Analyzing
Results
Yes No
Implementation?
Less stock at the
stock
Self-checkout Vending machines
for basics
New categories to
online store
Kids collection
More items in
multipacks
The projects will gradually move from 1 stage to another. Below how it
will look like in Month 1
Create loyalty
program
171. 171
Idea Preparation Testing
Analyzing
Results
Yes No
Implementation?
Less stock at the
stock
Self-checkout
Vending machines
for basics
New categories to
online store
Kids collection
More items in
multipacks
Below how it will look like in Month 2
Create loyalty
program
172. 172
Idea Preparation Testing
Analyzing
Results
Yes No
Implementation?
Less stock at the
stock
Self-checkout
Vending machines
for basics
New categories to
online store
Kids collection
More items in
multipacks
Below how it will look like in Month 4
Create loyalty
program
173. 173
Idea Preparation Testing
Analyzing
Results
Yes No
Implementation?
Less stock at the
stock
Self-checkout
Vending machines
for basics
New categories to
online store
Kids collection
More items in
multipacks
Below how it will look like in Month 5
Create loyalty
program
174. 174
After you have ranked the ideas for selected projects you should carry
out cost-benefit analysis to see what will be the impact on cash
Costs
Benefits
Cash flow
Capex
-
175. 175
On the benefits side we will usually have 1-2 positions
Costs
Benefits
Cash flow
Capex
-
Potential Savings
Additional Margin
+
176. 176
On the cost side you will have more things to take into account. Most
likely one of them will be labor cost
Costs
Benefits
Cash flow
Capex
-
Cost of materials,
products, services etc.
Additional costs
+ Labor Cost (Cost of FTE)
177. 177
To calculate the cash impact you also have to take into account the
Capex that you will have to spent to implement the specific idea
Costs
Benefits
Cash flow
Capex
-
178. 178
Check the video on YouTube for more details showing an example of a cost-
benefit analysis
Click here to go to the video
180. 180
After testing the ideas you will get results that you have to try to
interpret. Let’s analyze one of the ideas that we have selected for testing.
181. 181
A few information about the firm
We just got results from testing the
self-checkout on 10 stores
Compare the results against the
benchmark stores
Check the impact of results on Cash
flow estimation
184. 184
The Funnel Approach is also a great tool to manage projects or track the
status of many projects in a visual way. We will discuss this in this section.
185. 185
In this section, we will talk about the following things
How to manage teams in
practice
How to use funnel Analysis
for Project Management
How to create to do-list
Gradual Delegation
– Case Study
Kanban for managing a
consulting project
187. 187
To do list will help you to arrange you work into smaller actionable
pieces
188. 188
There are few rules that will help you write down the to-do list and
make the best out of them
Put everything on a list
Use multiple lists
Specific actionable things
Divided jobs into small tasks
Set pace
Use calendar as one of the lists
Go through lists regularly
Use tools to track tasks
execution
Put project as to-do list
189. 189
You can use different type of list of to-dos
Next Actions
Lists by status – by Getting Things Done
Projects Waiting for Someday Maybe
Home
Lists by place – by Getting Things Done
Work On-line Calendar Phone
To be done
Lists by status
Currently
Doing
Done
Topic Research
Lists by production stages – example of Udemy course
Presentation Script Recording Post-production Upload
190. 190
I use 4 types of lists
To be done
Managing me
Expecting from
others
Recurring items
Managing personal
team
Master list
Monika
Lidia
Michael
Lisa
Project done for
customers
Project A
Project B
Project C
Project D
Supervising startups
Startup A
Startup B
Startup C
Startup D
192. 192
As mentioned previously I use 4 types of to-do list to control people and
projects
To be done
Managing me
Expecting from
others
Recurring items
Managing personal
team
Master list
Monika
Lidia
Michael
Lisa
Project done for
customers
Project A
Project B
Project C
Project D
Supervising startups
Startup A
Startup B
Startup C
Startup D
193. 193
For simplicity let’s assume that there are 4 people and 2 projects. 2
people are from your team.
Managing the teams
Monika
Lidia
Michael
Lisa
Managing the projects
Project A
Project B
Task 1
Task 2
Task 3
Task 4
Task 5
Task 6
Task 11
Task 12
Task 13
Task 14
Task 15
Task 16
194. 194
You have to assign the topics to specific people, so it means double checking
through the to-do list of your team members and the to-do list of the project
Managing the teams
Monika
Lidia
Michael
Lisa
Project A
Project B
Task 1
Task 2
Task 3
Task 4
Task 5
Task 6
Task 11
Task 12
Task 13
Task 14
Task 15
Task 16
Managing the projects
Task 1
Task 2
Task 3
Task 4
Task 5
Task 6
Task 11
Task 12
Task 13
Task 14
Task 15
Task 16
195. 195
This means that you have to make 2 types of update. You check your people (team
assign to you). You also have to check the projects you supervise (also team
members not reporting to you)
Check the teams assigned to
you
Check projects status – for
project you are managing
▪ Daily – 1-2 times a da for 15-30 minutes
▪ Weekly – 30 minutes updates
196. 196
There are some rules for that will make it easier for you to manage both
type of teams
Don’t penalize for not meeting
deadlines
Set aggressive deadlines
Create fast Minimal Viable
Version
Do as much as possible using
other people
Let the team members make
mistakes
Be lazy
Create the to-do list and
communicate it
Stick to the topic
197. 197
For every day you should set up a calendar with slots. Doing things
should not be your priority
Status Update
Doer time
Analyzing & Checking
▪ 9:00-10:00
▪ 10:00-11:00
Meetings (Projects / Teaching)
Meetings (Projects / Teaching)
Doer time
Status Update
▪ 15:00-17:00
▪ 17:00-18:00
▪ 14:00-15:00
▪ 11:00-14:00
199. 199
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5
The concept is pretty simple. You first name the stages and map all the
tasks that have to be accomplished as a part of the project
Task 6 Task 3 Task 7 Task 4 Task 1
Task 10 Task 8 Task 9 Task 2
Task 11 Task 5
200. 200
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5
Usually the first stage is the beginning at you want to get all tasks to last
stage
Task 6
Task 1
Task 10
Task 2
Task 11
201. 201
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5
Usually the first stage is the beginning at you want to get all tasks to last
stage
Task 6 Task 1
Task 10 Task 2
Task 11
202. 202
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5
Usually the first stage is the beginning at you want to get all tasks to last
stage
Task 6 Task 1
Task 10 Task 2
Task 11
203. 203
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5
Usually the first stage is the beginning at you want to get all tasks to last
stage
Task 6 Task 1
Task 10 Task 2
Task 11
204. 204
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5
Usually the first stage is the beginning at you want to get all tasks to last
stage
Task 6
Task 1 Task 10
Task 2
Task 11
205. 205
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5
Usually the first stage is the beginning at you want to get all tasks to last
stage
Task 6
Task 1
Task 10
Task 2
Task 11
206. 206
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5
You can use colors to track who is responsible for specific task
Task 6 Task 3 Task 7 Task 4 Task 1
Task 10 Task 8 Task 9 Task 2
Task 11 Task 5
207. 207
Stage 1 Stage 2 Stage 3 Stage 4 Stage 5
You can also arrange it to have the tasks for every person or a
department in 1 line
Task 6
Task 3
Task 7
Task 4
Task 1
Task 10
Task 8
Task 9
Task 2
Task 11
Task 5
Person A
Person B
Person C
Person D
208. 208
Idea Preparation Testing
Analyzing
Results
Yes No
Implementation?
Less stock at the
stock
Self-checkout
Vending machines
for basics
New categories to
online store
Kids collection
More items in
multipacks
Obviously, you can track not only tasks but projects
Create loyalty
program
209. 209
Funnel Analysis for
Project Management
Kanban for Projects
One last thing. Instead of Funnel Analysis when it comes to
management quite often we will use the name Kanban
≈
210. 210
In the next lectures, we will have a look at 2 case studies
Kanban for managing a
consulting project
How to gradually delegate
212. 212
There are 2 main ways to control the progress of the project. You can use for this
purpose the presentation template or a Kanban showing the status of all activities /
analysis that are supposed to be delivered as a part of the project
Presentation template in power point Project kanban
213. 213
Below an example of Kanban used to manage the progress of the project
To be done Work in progress
Help / Data
needed
Done
Task 1
Task 2
Task 10
Task 20
Task 22
Task 5
Task 7
Task 9
Task 15
Task 17
Task 23
Task 8
Task 21
Task 18
Task 19
Task 25
Task 41
Task 11
Task 3
Task 4
Task 6
Task 12
Task 33
Task 34
Task 35
214. 214
If there are more areas you can make them visible by using colors. Every color is
a different area
To be done Work in progress
Help / Data
needed
Done
Task 1
Task 2
Task 10
Task 20
Task 22
Task 5
Task 7
Task 9
Task 15
Task 17
Task 23
Task 8
Task 21
Task 18
Task 19
Task 25
Task 41
Task 11
Task 3
Task 4
Task 6
Task 12
Task 33
Task 34
Task 35
215. 215
Or dividing the Kanban into separate sub-kanbans. Every sub-Kanban is
devoted to specific area
To be done Work in progress
Help / Data
needed
Done
Task 1
Task 2
Task 10
Task 20
Task 22
Task 5
Task 7
Task 9
Task 15
Task 17
Task 23
Task 8
Task 21
Task 18
Task 19
Task 25
Task 41
Task 11
Task 3
Task 4
Task 6
Task 12
Task 33
Task 34
Task 35
Sales
Operations
HR
216. 216
We can also combine both ways to make it clear what is happening in each and
every stream
To be done Work in progress
Help / Data
needed
Done
Task 1
Task 2
Task 10
Task 20
Task 22
Task 5
Task 7
Task 9
Task 15
Task 17
Task 23
Task 8
Task 21
Task 18
Task 19
Task 25
Task 41
Task 11
Task 3
Task 4
Task 6
Task 12
Task 33
Task 34
Task 35
Sales
Operations
HR
217. 217
Check the video on YouTube for more details
Click here to go to the video
220. 220
Gradual delegation helps you control the situation and make sure that the work will be
done according to your standards. Let’s discuss when and how it can be used.
221. 221
Let’s have a look when you can apply gradual delegation
You have previous
experience
You know the area you are
delegating inside out
You understand the project
stages
You understand potential
risks
You want to improve team
competences
You are fine with the short-
term inefficiencies
222. 222
Define the goal Shape the work
Gradually delegate
the work
Monitor and control
at every stage
Evaluate work and
provide feedback
▪ Define which tasks
from those you are
responsible for can
be delegated to
others
▪ Define what should
be done
▪ Define at the right
level of abstraction
what should be
done and how it
should be done
▪ Create the
guidelines for
persons who will be
responsible for the
implementation of
tasks (tools,
timelines, working
conditions,
controlling process)
▪ Delegate tasks
gradually
▪ Do not delegate all
tasks at once
▪ Control the team's
work according to a
predetermined
schedule
▪ Thanks to that the
work will be done
well and effectively
because you can
react quickly to
emerging problems
or risks
▪ Evaluate the work
▪ Provide necessary
feedback
▪ Receive the final
task / project
Let’s have a look how the process of gradual delegation look like
223. 223
Check the video on YouTube for more details
Click here to go to the video
225. 225
Let’s imagine that small company that creates online courses would like to increase the
number of created courses. Let’s have a look how they can do it by gradually delegating work.
226. 226
The company is based in Central Europe
Currently all courses are created by one
person – a manager
Preparation of one course consists of 5
stages
A few information about the firm
The owner would like to increase the # of
courses and decrease costs
227. 227
Shape-up
Preparation of
Materials
Movie shooting Editing the movies
Check the movies
and upload the
material
Let’s have a look from what stages the preparation of courses process
consist of – Before
Manager Manager
▪ 15 ▪ 20
Manager
▪ 10
Manager
▪ 200
Manager
▪ 8
Who does
it?
Required
man-hours
to do it
229. 229
Just as a reminder we are helping a small company that creates online courses delegate work from
Manager to Business Analysts. This we hope will increase the # of course created per month by the team.
230. 230
The company is based in Central Europe
Currently all courses are created by one
person – a manager
Preparation of one course consists of 5
stages
A few information about the firm
The owner would like to increase the # of
courses and decrease costs
232. 232
Shape-up
Preparation of
Materials
Movie shooting Editing the movies
Check the movies
and upload the
material
Currently everything is done by a Manager
Manager Manager
▪ 15 ▪ 20
Manager
▪ 10
Manager
▪ 200
Manager
▪ 8
Who does
it?
Required
man-hours
to do it
233. 233
Shape-up
Preparation of
Materials
Movie shooting Editing the movies
Check the movies
and upload the
material
First we should delegate the most time consuming and least added
value stage – editing
Manager
▪ 15 ▪ 28 ▪ 13
Business Analyst
▪ 200
Manager
▪ 8
Who does
it?
Required
man-hours
to do it
Manager Manager
234. 234
Shape-up
Preparation of
Materials
Movie shooting Editing the movies
Check the movies
and upload the
material
In Step 2 we delegate the preparation of materials
Manager Business Analyst
▪ 15 ▪ 28 ▪ 13
Business Analyst
▪ 200
Manager
▪ 8
Who does
it?
Required
man-hours
to do it
Manager
235. 235
Shape-up
Preparation of
Materials
Movie shooting Editing the movies
Check the movies
and upload the
material
In Step 3 we also decide to delegate shooting of movies
Manager Business Analyst
▪ 15 ▪ 28 ▪ 13
Business Analyst
▪ 200
Manager
▪ 8
Who does
it?
Required
man-hours
to do it
Business Analyst
236. 236
Shape-up
Preparation of
Materials
Movie shooting Editing the movies
Check the movies
and upload the
material
In Step 4 we get rid of the final stage
Manager Business Analyst
▪ 15 ▪ 28 ▪ 13
Business Analyst
▪ 200 ▪ 8
Who does
it?
Required
man-hours
to do it
Business Analyst Business Analyst
237. 237
Shape-up
Preparation of
Materials
Movie shooting Editing the movies
Check the movies
and upload the
material
We also have to take care of resources and do some changes to how we
do currently the things to support the delegation
Manager Business Analyst
▪ 15 ▪ 28
Business Analyst
▪ 13
Business Analyst
▪ 200 ▪ 8
Who does
it?
Required
man-hours
to do it
Required
resources
Changes we
have to
make
▪ Templates of
presentation, analysis
▪ Checklists
▪ Templates of slides
▪ Camera
▪ Software for screen
capturing
▪ Software for movie
editing
▪ Stock Resources
(photos, movies,
soundtrack)
▪ Create procedures
▪ Standardize content
▪ Create slides
templates and library
of slides
▪ Create procedures ▪ Create procedures
▪ Crete checklists
Business Analyst
238. 238
Let’s summarize the delegation impact
253
64
36 23 15
200
228 241 249
Current State Step 1 - delegate editing Step 2 - delegate editing,
material preparation
Step 3 - delegate editing,
material preparation, movie
shooting
Step 4 - delegate all except for
shape-up
Manager
Business Analyst
Number of man-hours required to prepare 1 course
In hours