This presentation gives an overview of our consulting processes:
- Strategy Development and Execution
- Mergers and Acquisitions
- Organizational Culture Assessment and Intervention
- Industry/ Market Research
- Sales Transformation 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
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