WIN! How to succeed in the new game of business Masterclass

Exceptional
at what you do
Basics of Business

US retail Price/gallon
Source: Cockeyed.com

Assimilate
Adapt
Adopt

Desktop 3D printer uses paper, glue and razors
“The first time such technology has become available suitable
for classrooms and offices”

“This is the future of books!”

Source: ORM
CEOs
Business to Business
Believe an app
would grow sales
41%

Charles Dickens £10 note

Source: T4U Partnership
Jaguar:VR is helping it sell an ‘incredible amount of cars’

Source: T4U Partnership

The millennials are the first to have better grasp
of a key business tool than more senior workers
Source: PwC ‘Reshaping the Workplace’

Dissatisfied Satisfied Delighted
Not
Met
Met
Better
than At Risk
Looking
Gone
Loyal
At Risk
Looking
Advocate
Loyal
Product
or Service
Process
At Risk

10

10
People
9

10

Exceptional
at what you do
Great place to
work
Basics of Business

Sources: MORI BITC/NOP
88%
What do you want your
employer to be like?
45%
Committed to
living its values
Believe employer
actually is

What
Employees
Want
My RoleDisciplineExcitedPraiseDon’t ScareImpressAutonomyWin
Source:Harvard Business Review

My Role
Discipline
Excited
Praise
Don’t Scare
Impress
Autonomy
Win
__
10
__
10
__
10
__
10
__
10
__
10
__
10
__
10
___
80
Source:Harvard Business Review
What
Employees
Want

Source: DBERR
Why do you follow someone?
“A feeling of fun,
energy and
excitement”93%

Exceptional
at what you do
Great place to
work
Prospect for
customers
Basics of Business

Prospecting
Sales Management 
Matrix™
£
StarJunior
CowDog

Prospecting
Sales Management 
Matrix™
£
StarJunior
CowDog
Brian
Mary
Dave
Sunil
Richard John
Darren
Laura
Susan
Colin

Prospecting
£
StarJunior
CowDog
Distributor Management 
Matrix

© 2016 Roger Harrop Associates www.rogerharrop.comSource: Proudfoot/Ericsson
52%
Travel
25%
Travel
&
&
Admin
Admin
15%
Service
15%
Service
35%
Active
23%
Selling
Active
Selling
10% Prospecting
25%
Prospecting
Salesperson’s Time
33%
60%

Source: Roland Berger
Strategy Consultants
2030 Global Trends
Opportunities
Risk
Demographics population 6.9bn to 8.3bn
ageing +5 years
urbanisation 59%
Globalisation TICKs gdp +7.9%pa
next 11 gdp +5.9%pa
Resources energy demand +26%
water demand +53%
commodities rare metals/food
Climate
Change
CO2 +16%
warming +0.5ºC - 1.5ºC
ecosystem extremes
Technology diffusion high speed
innovation change lives
life sciences nbt
Knowledge know how 55% in 2ndary edu
gender gap narrowing
war for talent demand>supply
Responsibility cooperation nations
ngos +++
philanthropy +++

Sales
Skills
Product
Knowledge
Belief
Enthusiasm
Selling

power
9 Laws of
Persuasion
consistencyexpectancycontrastassociationreciprocityscarcityfriendsconformity

power
9 Laws of
Persuasion
consistency
expectancy
contrast
association
reciprocity
scarcity
friends
conformity

The CATSDEC process
“I’ll think about it”
Close
Total
Subject toDeal withEasy?
Catalogue Agree

Exceptional
at what you do
Great place to
work
Prospect for
customers
Bottom line
Basics of Business

= £
Sales
People
Productivity

Lower Cost
n Direct costs
n Labour costs
n Overtime costs
n Rework costs
n Operating efficiency
n Change over time
Shorter Lead Time
n Throughput time
n Delayed production
monitor
n Schedule achievement
n Inventory levels
Quality
n First time okay rate
n Rectification time
n Scrap Rates
n PPM levels
n TPM achievement
n SPC capability
Continuous Improvement Cycle
Order
Fulfilment
Quality
Waste
Reduction
Flexilbility
Continuous
Flow

100
90
Price
Profit
100
Volume
30% Gross Margin

100
90
Profit
100
150
Price Volume

100
110
Profit
100
30% Gross Margin
Price Volume

100
110
Profit
100
75
Price Volume

Price/Perception
Matrix™
Price
Perceived
Added Value
Commodity
Buyer
High Added
Value
Product/Service
You

Exceptional
at what you do
Great place to
work
Prospect for
customers
Bottom line
Basics of Business
__
25
__
25
__
25
__
25
___
100

The Change House
The
Contentment
RoomSun
Lounge
The
Denial
Room
Dungeon of Denial
The
Confusion
Room
Paralysis Pit
Wrong
Direction
Door
The
Renewal
Room

Millennials
Agility
Adaptive
Helicopter
New Technology
New Markets
Winning Companies
No Silos
Leadership

Belief
Passion
Courage

:: BUSINESS EXPERT
:: AUTHOR
:: INTERNATIONAL SPEAKER
www.rogerharrop.com

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WIN! How to succeed in the new game of business Masterclass

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