The document outlines strategic consulting processes for organizations, including environmental analysis, internal capability assessment, and gap closing strategies. It covers the stages of mergers and acquisitions, culture change implementation, and industry/market research. Additionally, it details sales transformation processes to secure management commitment and build a repeatable sales process aligned with market behaviors.

1. ©2010 Schweiger & Associates  www.SCAAS.com  17 Sweetspire Dr. Elgin, SC 29045  803.622.2659
Consulting Processes

2. Strategy Development & Execution Process
Vision
Mission,
Strategic,
Financial
and Other
Goals
1
Perform
Environmental Analysis
2
Industry Attractiveness
• Value Chain Analysis
• Market Segments
• Industry & Other Forces
Sources of Advantage
• Competitive landscape
• KSFs
Assess Internal
Capability
Competitive Advantage
• Assets
• Human Capital
• Products / Services
• Systems and Technologies
• Work Processes
3
Identify Gaps and
Develop Gap Closing
Strategies
Formulate
Action Points
Value Proposition
• Market Positioning
• Advantages
Gap Closing Strategies
• Initiatives to Drive Strategies
• Financial, Strategic and
Organizational Review
Implementation Plan
• Project Management
• Accountabilities
• Feedback & Review
5 4
ExecutivesandManagersparticipateateverystageinthe
processprovidingcriticalinputandfeedback
Agreed Upon Outcomes
2

3. Transaction Stage
• Organize for due
diligence
• Assess culture of
the target, key
people and other
integration issues
• Guide negotiators,
due diligence teams
and deal makers
Transition Stage
• Create an
integration transition
structure
• Articulate integration
guiding principles
• Develop an
integration plan
including, closing
day, first 100 day
and post 100 day
activities
Integration Stage
• Demonstrate a
committed and
open-minded
leadership
• Focus on financial
and strategic
objectives
• Build teams and
units to assimilate
new people and
achieve integration
Identify
Strategic
and
Financial
Objectives
Mergers and Acquisitions Integration Process
Evaluation Stage
• Assess key value
indicators and track
integration process
to make necessary
adjustments for
improvement
• Track synergies
Repeat
Measure against
Strategic and
Financial Objectives
for future improvement
in process
1
2
5
4
3
3

4. Assess
Diagnose
PlanChange
Evaluate
Culture Change
Implementation
Assessment
Detailed analysis of
culture change effort and
further action planning to
ensure long-term success
Initial Culture
Assessment Stage
Implementation of
SLOCI© questionnaire
and proprietary interviews
and focus groups with
sampling of
organizational units
Cultural Change and
Preparation Stage
Facilitated sessions with
executive and
implementation teams to
identify culture that will
enable the execution of
the organization’s desired
strategy
Cultural Change
Execution Plan and
Development Stage
Guided development of
culture change execution
plan based on cohesive
culture-to-strategy fit
analysis
Execution of
Culture Change
Execution Plan
Ongoing monitoring and
facilitation as executive
team leads organization
through culture change
Organization Culture Assessment and
Intervention Process
1
5 4
2
3
4

5. Industry/Market Research Process
Client
Assessment
• Goals &
Assumptions
• Market Position
• Strategic Direction
• Research Goals
1
Market
Research
Primary &
Secondary
Research
2 Business
Planning and
Scenario
Analysis
3
Delivery
Report and/or
Presentation
• Industry Size &
Growth Trends
• Value Chain
• Market Segments
• Market Drivers
• Key Success Factors
• Barriers to Entry
• Key Competitors &
Suppliers
• Voice of Customer
• Detailed Company
Information
• Goals & Strategies
• Competitive
Advantages &
Weaknesses
• Key Potential
Contacts
• Investor Business Plan
• Industry & Market
Scenarios
• Financial Modeling
• Future Opportunities
& Threats
• New Markets /
Products
• Emerging Competitors,
Suppliers & Customers
5

6. 1
4
Assess management expectations and readiness to
transform sales process. Analyze if culture change or
staged improvement is necessary to secure executive
level commitment
Provide ongoing
support by:
• Creating library of tools
• Messaging management
• Training/ education
• Reviewing
Compensation
• Selecting/ hiring
• Defining skill sets
Define and build sales
process that is repeatable,
auditable and aligned with
target market buying
behaviors. Includes
creating a common
language, mapping sales
steps by production and
customer and assigning
roles/responsibilities.
Select/Hire, train and coach sales manager to implement
sales process and Solution Selling® by developing
company-specific tools, integrating new process with
automation and aligning with marketing.
3
Provide Sales
Support
Implement Strategy
Secure Management Commitment
Build Sales
Process
4
SalesTransformationProcess
2
6

7. ©2010 Schweiger & Associates  www.SCAAS.com  17 Sweetspire Dr. Elgin, SC 29045  803.622.2659
Thank You