This proposal outlines an approach to developing an e-business strategy and organization model for a client. It involves conducting interviews and benchmarks, analyzing key business drivers, defining an organizational model, building a business plan and ROI model, and making recommendations. The suggested approach is divided into 7 modules carried out over 8 weeks, and will provide the client with templates, examples, and guidelines to establish their digital presence and transformation.

1. eStrategy Business Model
Proposal

2. eBusiness
accelera,on:
Organiza,on
and
business
plan
model
date
Your Client’s
logo
Your logo

3. Page
Page 3 – Proposal – date – Confidential
© Your firm - www.yourfirm.com – address, phone number
Agenda
Context and objectives
Suggested approach
Budget and team
Context and objectives
Suggested approach
Budget and team
Your Client’s
logo

4. Page 4 – Proposal – date – Confidential
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Context and goals
A booming B2B Internet usage
u Internet is becoming a key competitive
factor in the B2B arena
– Major companies are aggressively investing in B2B
Web applications
u Technological improvements are fostering
the e-transformation
– Higher connectivity between systems allows new
usages
– Mobile devices (such as iPad) deeply change the
sales processes (front and back office)
– Better and personalized interfaces improve users
acceptance and change management
u Professional usages also are deeply
influenced by personal experience
– Social networks and mobile uses are good examples
u Economic crisis has also encouraged
– Internet B2B impacts all the main business drivers
(see next page) to improve sales, loyalty, while
cutting costs
Successful IPO of the leading B2B
social network
Context and objectives
Suggested approach
Budget and team

5. Page
Page 5 – Proposal – date – Confidential
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Internet B2B impacts all the key drivers
Nurture the brand
( more frequent contacts, improve impact through rich media)
Improve interactions
( improve quality of interactions, lower the costs)
Kwow and analyze the market
(Direct contact with final clients…)
Attract
new
targeted
audience
(Web
marketing)
Promote
products
and
usages
(Catalog,
elearning)
Facilitate
& develop
sales
(online
store, where
to buy)
Provide
services
&
increase
value
(e-care,
webservices
)
Sustain key players
(Distributors, prescribers, …)
Context and objectives
Suggested approach
Budget and team

6. Page 6 – Proposal – date – Confidential
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Low results entails low investment level
The main challenge for traditional
firms : Define a new vision and align
organization
Unlcear Internet
Vision
Low investment
Unoptimized
organization
Insufficient
monitoring
Unoptimized
efforts
Low results
(real &
perceived)
Insufficient
monitoring impairs
vision
Dispersed
investment due to
low synergies
Low results lead countries to
take action on their own
Internet status quo : e-transformation is often hindered by a blurred understanding
of the value created by the new channels
Context and objectives
Suggested approach
Budget and team

7. Page 7 – Proposal – date – Confidential
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An activity… Impacts
Emerging • As an emerging activity, the digital businesses require a sufficient level of resources to develop
• Risks: key resources can be monopolized by the existing channels
• Change management presents significant issues that must be addressed
Transverse • The digital businesses impacts all parts of the organization
• Coordination is crucial to ensure consistency of customer experience
• The dispersion of effort must be avoided
• Opportunities of cross selling development and improvement of customer service must be explored
In Short Cycles • The cycles of changes are short on the web
• The distribution of effort over time is not the same as in traditional media: the effort is continuous and
not organized by campaigns. The changes are made ​​in an iterative manner, often with a “test/error”
approach
Which requires
new skills
• The digital businesses require to develop new skills: design and ergonomics, video and multimedia
production, SEO, mobile development …
IT Consuming • Internet projects require a significant level of integration with business systems
• Computer skills and project management methods are specific: agile methods, frequent deliveries
producing…
Organizing Internet activity may also
be difficult due to Internet
characteristics
Context and objectives
Suggested approach
Budget and team

8. Page 8 – Proposal – date – Confidential
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e-organization raises a lot of questions
u How can we coordinate services?
u How do we manage transversal projects?
u How many people do we need?
u Where do we allocate headcounts?
u What tasks can we subcontract?
u What competencies do we need to internalize?
u What do we need to centralize?
u Which local governance should we implement across functions?
u What will be the next evolutions to anticipate and meet the market’s
changes ?
Context and objectives
Suggested approach
Budget and team

9. Page
Page 9 – Proposal – date – Confidential
© Your firm - www.yourfirm.com – address, phone number
Agenda
Context and objectives
Suggested approach
Budget and team
Context and objectives
Suggested approach
Budget and team
Your Client’s
logo

10. Page 10 – Proposal – date – Confidential
© Your firm - www.yourfirm.com – address, phone number
Business plan
Our approach
u Clarify the goal of the business plan
– Identify key success factors
– Provide estimates to better adjust
resources
– Promote test and trial approaches
u Understand key drivers of your
business
– Motivation to buy / not to buy, current
compromises, non usage
u Focus on a specific business unit to
provide an example
Organisation
u Take account of the existing situation
– New organization will have to be
consistent with the culture that prevails
within (client name)
u Listen to key stake holders
– New organization is to be widely
accepted. Potential flaws need to be
identified.
u Be realistic and progressive
– (client)’s new presence on the Web will
be established gradually
Context and objectives
Suggested approach
Budget and team

11. Page 11 – Proposal – date – Confidential
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Conducts
interviews
Finalize
recommendations
and define road
map
Kick off
First
analyses
Work streams and planning
Caption of event
1 72
date
Identify
key business drivers
4
Conduct
benchmarks
3
Define Client's
organizational model
Build business plan and
ROI model
5
6
7
date date
Context and objectives
Suggested approach
Budget and team

12. Page 12 – Proposal – date – Confidential
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Detailed approach (1/3)
Module Activities Delivrables
Kick off Ê Goal : get promptly started, organize activities
• Fine tune planning and organize meetings
• Collect relevant data and start defining first hypothesis
• Minutes
Conduct interview Ê Goal: understand key expectations, identify roadblocks,
understand clients’ culture
• Work out interview questionnaire
• Conduct interviews (7) by phone
• Write minutes
• Questionnaire
• Minutes
Conduct
benchmarks
Ê Goal: identify best practices, get data on resources allocated
to e-business activities, share lesson learned, do’s and don'ts
• Work out the benchmark framework
• Select firms (3 / 4 ).
• Conduct interviews
• Collect external data
• Write reports
• Benchmark
framework
• Minuts
• Benchmark data and
synthesis
3
1
2
Context and objectives
Suggested approach
Budget and team

13. Page
Page 13 – Proposal – date – Confidential
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Module Activities Delivrables
Analyse key
drivers
Ê Goal: identify key drivers, in order to build business case and
ROI models
• Review of the existing documentation, Web search
• Collect additional data
• Define key drivers
• Synthesis on key
drivers
Define the
organization
model
Ê Goal: define an organization model adapted to client’s culture
and serving client’s strategy on e-Business
• Expected entrants from client :
• Organization charts
• Data on the existing situation relating to e-
business (staffing level, governance…)
• Work out the client’s organization model
• Organization model
(see p.14)
4
5
Detailed approach phase(2/3)
Context and objectives
Suggested approach
Budget and team

14. Page
Page 14 – Proposal – date – Confidential
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Module Activities Delivrables
Build business
plan and ROI
model
Ê Goal: define a detailed framework to work out a
business plan and calculate a ROI
• Build a model including :
• Framework to describe and estimate costs
• Benchmarks
• Automobile
• Test the model on a specific BU
• Business plan and ROI
(see p 14)
Finalize
recommendations
and define road
map
Ê Goal: validate and fine tune the recommendations, work
out a roadmap to ensure that the projet team will
promptly start implementation
• Validate recommendations wiht the team
• Fine tune
• Work out road map and next steps
• Finalized
recommendations
• Road map and next steps
7
Detailed approach by phase (3/3)
6
Context and objectives
Suggested approach
Budget and team

15. Page 15 – Proposal – date – Confidential
© Your firm - www.yourfirm.com – address, phone number
Business plan and ROI
Proposal of agenda for final
delivrables
(to be discussed)
u Description of the main drivers
u Standard estimates on benefits and
costs
u Excel templates to calculate ROI and
background data
u Example on a BU
u Step by step recommendations to
build a business plan
u Do’s and dont’s
Organisation
u Assessment of the current situation
with main points of improvement
u Organization principles and
architecture
u Delivery model adapted to client
including a description of main
competencies
u Typical staffing team and
organizational chart at group, country,
BU level
u Role and responsibility
u Recommendations on externalization /
internalization
u Recommendations on governance …
Context and objectives
Suggested approach
Budget and team

16. Download the complete
presentation at
Consulting Café.
http://www.consultingcafe.com/products/e-strategy-business-model