This document outlines a presentation on the Enterprise Business Model (EBM), which is a software program developed to help businesses improve performance. The presentation will explain what the EBM is, its goals of achieving financial gains through efficiency improvements, and how it can provide managers a comprehensive overview of business processes to enhance performance. The EBM has been endorsed by several industry professionals and shown to sales teams to demonstrate how to gain competitive advantages.

1. THE `EBM` AS SALES TOOLTHE `EBM` AS SALES TOOL
PRESENTED BYPRESENTED BY
COLIN THOMPSONCOLIN THOMPSON

2. `ENTERPRISE BUSINESS MODEL``ENTERPRISE BUSINESS MODEL`
PRESENTATION TO ANYONEPRESENTATION TO ANYONE
THE RATIONAL BEHIND THE `EBM`THE RATIONAL BEHIND THE `EBM`
A SALES TOOLA SALES TOOL

3. The Enterprise BusinessThe Enterprise Business
ModelModel
(The EBM)(The EBM)
Presentation toPresentation to ……anyoneanyone

4. This presentation will guide you through theThis presentation will guide you through the
Enterprise Business ModelEnterprise Business Model by explainingby explaining
 What the precise aim of the EBM isWhat the precise aim of the EBM is
 The backgroundThe background
 Rationale behind the EBMRationale behind the EBM
 What the EBM isWhat the EBM is
 Who has seen itWho has seen it
 How it can help youHow it can help you
 Why you need itWhy you need it
 When you might use itWhen you might use it
 Where it should be usedWhere it should be used
 How it is best usedHow it is best used
 Who will benefit the mostWho will benefit the most

5. What exactly is the aim of EBM ?What exactly is the aim of EBM ?
The EBM is a software program developed by aThe EBM is a software program developed by a
team of senior managers to address everyteam of senior managers to address every
aspect of business performance. It uses aaspect of business performance. It uses a
printing business as a case studyprinting business as a case study
Its aim is to achieve greater financial returns onIts aim is to achieve greater financial returns on
existing and future levels of sales turnoverexisting and future levels of sales turnover -- byby
the application of multiple 1% financial andthe application of multiple 1% financial and
efficiency gainsefficiency gains

6. The backgroundThe background
The EBM helps business managers, investorsThe EBM helps business managers, investors
and suppliers to gain a complete overview of theand suppliers to gain a complete overview of the
linked processes that affect businesslinked processes that affect business
performanceperformance
The model identifies practical methods ofThe model identifies practical methods of
improving bottom line performance andimproving bottom line performance and
improving cash flow on a daily basisimproving cash flow on a daily basis

7. The rationale behind the EBMThe rationale behind the EBM -- 11
The EBMThe EBM is aboutis about youryour businessbusiness
 It takes the printing industry as its modelIt takes the printing industry as its model
It helps management compete more effectivelyIt helps management compete more effectively
and successfully in todayand successfully in today’’s difficult markets difficult market
conditionsconditions
It is a powerful, easy to use, management toolIt is a powerful, easy to use, management tool
packed with cost saving ideas and industry bestpacked with cost saving ideas and industry best
practicepractice

8. The rationale behind the EBMThe rationale behind the EBM -- 22
The EBM showsThe EBM shows
How to achieve a greater financial return onHow to achieve a greater financial return on
existing levels of sales turnoverexisting levels of sales turnover
How to systematically improve your overallHow to systematically improve your overall
business performancebusiness performance
How management can structure and controlHow management can structure and control
processes to make more out of what alreadyprocesses to make more out of what already
existsexists

9. The rationale behind the EBMThe rationale behind the EBM -- 33
The results obtained by using the EBMThe results obtained by using the EBM
will only be limited by your ownwill only be limited by your own
determination to improve financialdetermination to improve financial
and cultural performance in aand cultural performance in a
‘‘worldworld--classclass’’ businessbusiness stylestyle
The EBM showsThe EBM shows the why, the howthe why, the how
and the way forward !and the way forward !

10. What is the EBM ?What is the EBM ?
It is a management tool for providing a greaterIt is a management tool for providing a greater
understanding ofunderstanding of
Company strategyCompany strategy
Selling and marketing rationaleSelling and marketing rationale
Production processesProduction processes
Financial proceduresFinancial procedures
How to effectively manage changeHow to effectively manage change

11. Who has seen the EBM ?Who has seen the EBM ?
It is endorsed by industry professionals at the cuttingIt is endorsed by industry professionals at the cutting
edge of modern printing technologies e.g.edge of modern printing technologies e.g.
TJ International, Beacon Print,TJ International, Beacon Print,
Imprint Business Systems,Imprint Business Systems,
OCE UK, Europe and USAOCE UK, Europe and USA
It has been presented to UK Sales and customerIt has been presented to UK Sales and customer--facingfacing
teams to show them how to use the EBM to gain ateams to show them how to use the EBM to gain a
competitive edge with customers and reach the topcompetitive edge with customers and reach the top
decision makersdecision makers

12. How can the EBM help you ?How can the EBM help you ? -- 11
By providing a complete overview and mini health checkBy providing a complete overview and mini health check
of any businessof any business
By focusing on the things that can be changed inBy focusing on the things that can be changed in
manufacturingmanufacturing –– and the things that cannotand the things that cannot
By setting out the principles of business excellenceBy setting out the principles of business excellence –– thethe
EFQM ModelEFQM Model
By visually documenting ISO 9001:2000 qualityBy visually documenting ISO 9001:2000 quality
management processes and showing the costmanagement processes and showing the cost--benefitsbenefits
of ISO 14001 environmental strategiesof ISO 14001 environmental strategies
By showing the main business process workflows inBy showing the main business process workflows in
diagrammatic form . . .diagrammatic form . . .

13. How can the EBM help you ?How can the EBM help you ? -- 22
. . . by showing how a business. . . by showing how a business
is able tois able to
gain effective controlgain effective control
over its processesover its processes

14. When would you use the EBM ?When would you use the EBM ?
To assure investors, business managers, staff andTo assure investors, business managers, staff and
suppliers that the business has a planned strategy to gosuppliers that the business has a planned strategy to go
forwardforward
To train customerTo train customer--facing staff to look deeper into thefacing staff to look deeper into the
management of the customer relationshipmanagement of the customer relationship
As a preAs a pre--sales check to ensure that the prospect cansales check to ensure that the prospect can
manage changemanage change
In the postIn the post--sales stage to verify that processessales stage to verify that processes ‘‘joinjoin--upup’’,,
benefits are realised and payment secured on timebenefits are realised and payment secured on time

15. Where should you use the EBM ?Where should you use the EBM ?
Where an impact assessment of new equipmentWhere an impact assessment of new equipment
is required within the businessis required within the business
Where any of the key discipline areas ofWhere any of the key discipline areas of
performance are subperformance are sub--optimaloptimal
Where there is a need to improve margins due toWhere there is a need to improve margins due to
erosion by competitionerosion by competition
Where high turnover provides disappointingWhere high turnover provides disappointing
financial returnsfinancial returns

16. How is the EBM best used ?How is the EBM best used ?
As a ready reference for unfamiliar areas of theAs a ready reference for unfamiliar areas of the
businessbusiness
To enable managers to understand theTo enable managers to understand the
processes that they are managingprocesses that they are managing
To support business excellence byTo support business excellence by
consensusconsensus
As a desktopAs a desktop ‘‘pocket consultantpocket consultant’’

17. Who will benefit the mostWho will benefit the most
Company DirectorsCompany Directors
Business Managers inBusiness Managers in
Sales and MarketingSales and Marketing
ProductionProduction
FinanceFinance
Change ManagementChange Management
Quality and Environmental SystemsQuality and Environmental Systems
System IntegrationSystem Integration
Anyone who is integral to the ongoing performance ofAnyone who is integral to the ongoing performance of
the businessthe business –– which naturally includeswhich naturally includes all theall the
stakeholdersstakeholders ♣♣

20. `ENTERPRISE BUSINESS MODEL``ENTERPRISE BUSINESS MODEL`
CUSTOMERS AND VALUE DRIVERSCUSTOMERS AND VALUE DRIVERS

21. `ENTERPRISE BUSINESS MODEL``ENTERPRISE BUSINESS MODEL`
WHY & HOW PEOPLE BUYWHY & HOW PEOPLE BUY

22. `ENTERPRISE BUSINESS MODEL``ENTERPRISE BUSINESS MODEL`
OTHER USEFUL METHODS TO USEOTHER USEFUL METHODS TO USE

23. `DELIGHTING THE CUSTOMER``DELIGHTING THE CUSTOMER`

24. TEAM WORKTEAM WORK
ALL`ALL` THE BAND NEEDS TO KEEP IN TUNE TO MEASURE `THE RETURNTHE BAND NEEDS TO KEEP IN TUNE TO MEASURE `THE RETURN``

25. `TO THE SUCCESSFUL FUTURE``TO THE SUCCESSFUL FUTURE`
THANK YOU FOR THE OPPORTUNITY TODAYTHANK YOU FOR THE OPPORTUNITY TODAY
COLIN THOMPSONCOLIN THOMPSON
colin@cavendishcolin@cavendish--mr.org.ukmr.org.uk
www.cavendishwww.cavendish--mr.org.ukmr.org.uk

26. COPYRIGHTCOPYRIGHT
CHRIS SPRINGFORD and COLIN THOMPSONCHRIS SPRINGFORD and COLIN THOMPSON
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BY THIS ARE RESERVED, IN PARTICULAR THOSE OF TRANSLATING,BY THIS ARE RESERVED, IN PARTICULAR THOSE OF TRANSLATING,
REPRINTING, RADIO BROADCASTING, REPRODUCTION BY PHOTOREPRINTING, RADIO BROADCASTING, REPRODUCTION BY PHOTO--
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