The document discusses replacing hope with strategy in business. It introduces the YorkPlan approach, which involves analyzing client situations, synthesizing findings, and executing recommendations. The goal is to enhance client understanding, relevance, and value delivery. YorkPlan helps teams identify issues, develop tailored solutions, and foster effective communication. This leads to opportunities for growth, differentiation, and protecting important client relationships. The program is led by Phil O'Brien, who has decades of experience improving client and sales team performance.
This is the webinar presentation I gave to Chartered Institute of PR (CIPR) members in February 2012. It provides an overview of my account management training course.
“…The Sales Director is perhaps themost important role
in the company. Arguably no single management
person can generate the immediate and sustainable
profit impact that the Sales Director can.”
AndréHarrell
www.infinitegrowth.com.au | What makes a good business case? Find out how to structure a business case and green light your project.
Visit us at www.infinitegrowth.com.au for more business writing tips.
This is the webinar presentation I gave to Chartered Institute of PR (CIPR) members in February 2012. It provides an overview of my account management training course.
“…The Sales Director is perhaps themost important role
in the company. Arguably no single management
person can generate the immediate and sustainable
profit impact that the Sales Director can.”
AndréHarrell
www.infinitegrowth.com.au | What makes a good business case? Find out how to structure a business case and green light your project.
Visit us at www.infinitegrowth.com.au for more business writing tips.
More often than not, the problem underlying valuation issues for small businesses is lack of strategic clarity. That’s not surprising, since one of the major challenges during Stage 2 is the need for more defined strategy coupled with deliberate planning processes that engage the entire organization — a big change from what was needed during Stage 1.
Today's talent management solutions require a competency model at their core. Talent Snapshot has a built-in model which has been validated with over 40 years of research.
Level Up! Advancing Your Product Management CareerChris Cummings
How do you graduate to senior roles as a Product Manager? We’ll start by putting some definition to those roles, then dig into some practical advice on how to make those kinds of transitions with a special focus on an issue every level PM contends with: Influencing others. Originally presented at the Boston Product Management Association Fall Mentorship Meeting, September 2015.
A Sales Management Strategy Process for High Performance. Build a process to win more sales into simple and clear manageable elements. The Making of Sales Results
Note: All information in this global commercial training strategic plan is based on fictitious assumptions. This plan is designed to demonstrate AH2 Management capabilities to construct an effective commercial operations department that meets your centers of excellence needs.
Talking to the C-Suite: Building a Business Case for Employee Development and...BizLibrary
When presenting a proposed training program to senior leadership, don’t make the mistake of getting caught only discussing the ROI. Executives expect something much different in a true business case. In this webinar we’ll cover the basic 5 elements to include in your business case for employee training:
1. Scenario analysis – most likely outcomes, best case and worst case.
2. Link each expected benefit of the solution to an expected operational effect.
3. Identify the KPI (key performance indicator) for each benefit.
4. State the risk of not taking the proposed action.
5. Align proposal with organization’s strategic goals.
www.bizlibrary.com
More often than not, the problem underlying valuation issues for small businesses is lack of strategic clarity. That’s not surprising, since one of the major challenges during Stage 2 is the need for more defined strategy coupled with deliberate planning processes that engage the entire organization — a big change from what was needed during Stage 1.
Today's talent management solutions require a competency model at their core. Talent Snapshot has a built-in model which has been validated with over 40 years of research.
Level Up! Advancing Your Product Management CareerChris Cummings
How do you graduate to senior roles as a Product Manager? We’ll start by putting some definition to those roles, then dig into some practical advice on how to make those kinds of transitions with a special focus on an issue every level PM contends with: Influencing others. Originally presented at the Boston Product Management Association Fall Mentorship Meeting, September 2015.
A Sales Management Strategy Process for High Performance. Build a process to win more sales into simple and clear manageable elements. The Making of Sales Results
Note: All information in this global commercial training strategic plan is based on fictitious assumptions. This plan is designed to demonstrate AH2 Management capabilities to construct an effective commercial operations department that meets your centers of excellence needs.
Talking to the C-Suite: Building a Business Case for Employee Development and...BizLibrary
When presenting a proposed training program to senior leadership, don’t make the mistake of getting caught only discussing the ROI. Executives expect something much different in a true business case. In this webinar we’ll cover the basic 5 elements to include in your business case for employee training:
1. Scenario analysis – most likely outcomes, best case and worst case.
2. Link each expected benefit of the solution to an expected operational effect.
3. Identify the KPI (key performance indicator) for each benefit.
4. State the risk of not taking the proposed action.
5. Align proposal with organization’s strategic goals.
www.bizlibrary.com
Van PIM data naar BIM content, snel en eenvoudig met EMCS.
Mepcontent.eu de portal voor Europese content. In dit webinar komen de mogelijkheden van koppelen van uw PIM data naar Revit / Autocad content aan bod. Met praktijk voorbeelden van gegenereerde content voor gebruik in een BIM omgeving, licht, snel en met uitgebreide informatie zoals ETIM data, PDF files en extra technische informatie.
Andreas Lolk om Google Shopping, Dynamiske søgeannoncer og Remarketing for Se...SavvyRevenue
Jeg hører hver eneste uge fra AdWords annoncører, der mener de har fået alt det ud af AdWords de kan. I mit oplæg vil jeg dele praktiske tips til hvordan du får mere ud af AdWords selv, når du tror det ikke er muligt.
Der ligger oceaner af optimeringsmuligheder i alle AdWords konti. Specifikt er mange af de nyeste områder ikke særlig godt udnyttet i danske AdWords konti.
Mine tips er bygget på:
• Erfaring fra USA - Vi er vitterligt år foran Danmark på de nyeste funktioner og jeg har dermed unik erfaring med mange nye features
• Erfaring fra 642 aktive AdWords kunder i White Shark Media
• Resultater fra danske annoncører, der beviser, at min erfaring fra USA også passer til det danske marked
I mit oplæg vil du få konkrete tips om tre primære områder enhver kan gå hjem og implementere:
1) Produktlisteannoncer
Danmark har taget imod produktlisteannoncer i stor stil. Danmark er dog stadig 3 år bag USA, hvor produktlisteannoncer har været lanceret siden 2010.
I dette oplæg tager jeg min unikke 3 års erfaring og deler mine specifikke tips for at få det maksimale udbytte af produktlisteannoncer.
Dette er et obligatorisk oplæg for alle webshopejere. I USA udgør produktlisteannoncer i dag mere end 25% af omsætningen fra AdWords, hvilket også vil ske i Danmark inden året er omme.
Bonusværktøj inkluderet!
2) Remarketing for Search
Remarketing for Search har været svært at udrulle i stor stil på konti. Det har været tidskrævende og ROI har ofte været tvivlsom.
Lær omkring de specifikke skridt du skal tage for at gøre remarketing for search profitabelt, samt hvordan du gør det mindre tidskrævende.
3) Dynamiske søgeannoncer
Hvis du ikke kan lide dynamiske søgeannoncer forstår jeg dig 100%. Det kunne jeg heller ikke før jeg lærte omkring de nyeste remarketing for search kombinationsmuligheder.
Lær hvordan du får det meste ud af dynamiske søgeannoncer og de 18% nye søgninger, der sker på Google hver eneste dag (og du ikke dækker i dag).
Dette oplæg passer til dig, der har godt styr på AdWords, men savner praktisk rådgivning, samt erfaring omkring hvordan du drager fordel af de nyeste og mest ubenyttede områder af Google AdWords.
En esta presentación se vera como medir el angulo de una recta en el plano cartesiano, si la necesidad de un transportador y con la ayudad de una calculadora científica.
My books- Hacking Digital Learning Strategies http://hackingdls.com & Learning to Go https://gum.co/learn2go
Resources at http://shellyterrell.com/emoji
Artificial intelligence (AI) is everywhere, promising self-driving cars, medical breakthroughs, and new ways of working. But how do you separate hype from reality? How can your company apply AI to solve real business problems?
Here’s what AI learnings your business should keep in mind for 2017.
Study: The Future of VR, AR and Self-Driving CarsLinkedIn
We asked LinkedIn members worldwide about their levels of interest in the latest wave of technology: whether they’re using wearables, and whether they intend to buy self-driving cars and VR headsets as they become available. We asked them too about their attitudes to technology and to the growing role of Artificial Intelligence (AI) in the devices that they use. The answers were fascinating – and in many cases, surprising.
This SlideShare explores the full results of this study, including detailed market-by-market breakdowns of intention levels for each technology – and how attitudes change with age, location and seniority level. If you’re marketing a tech brand – or planning to use VR and wearables to reach a professional audience – then these are insights you won’t want to miss.
Introduction to Integrated Marketing Solutions (IMS)IMS
IMS is a leader in providing innovative solutions that ignite brand performance.
We are a seasoned team of Solutionists with the experience and expertise to improve the performance of brands and brand teams.
We simplify the process of developing solutions that matter. We bring proven methods and deep expertise to help clients tackle challenges in key areas that are essential to brand performance: Strategy, Activation, Transformation and Advisory Services.
We welcome you to take a few moments to learn more about our firm.
Managing The Design Process oleh Terry Lee Stones
Mengoptimalkan penggunaan design grafis dalam cara yang praktis dan nyata. Memahami bagaimana proses kolaborasi yang berlangsung akan perlu mempelajari beberapa bahasa baru, juga tools dan teknik, dalam mengaplikasikan menejemen design dan hubungannya dengan konsep kepemimpinan design
Your Value Proposition is the reason that customers choose to buy from you, it needs to be a core business skill. This slideshare shows you how to develop compelling value propositions with a focus on B2B companies
Corporate and Personal Strategic Planning is a Process for Reaching Professional or Personal Goals. It can be used in coaching sessions for individuals, small businesses corporate teams or corportae planning to strategize action plans
Focusing on Service Providers, Executives & Owners and Stewardship to Equity Strategies we are able to deliver coaching and project management to enable highly effective connections.
In this SlideShare, Richardson discusses how decreasing customer loyalty, higher expectations, and constant competitive threats are making forecasted business from your best customers anything but a certainty. Richardson analyzes how to Driving Key Account Growth by Planning and Execution to Access the White Space.
Speed Wins: Launching new products and services. pptxPeter Eales
Learn how to get your products and services to market on time to enhance your range of services. Peter Eales gives practical examples and case studies for a range of businesses across all sectors, showing how to use product management for business growth. This session is a presentation for people in marketing and business owners. It shows how to work with customers and suppliers to test ideas, products and services using prototypes, MVPs (Minimum Viable Products which are like prototypes), and methods to save wasted time and cost. Peter shows the importance of good project management and how to adjust plans and tactics up to and after launch. It was originally a presentation given to 2014 to marketers and business owners.
Peter Eales is MD of o i solutions ltd and Marketing Manager at Hixsons Ltd. He is a CIM chartered marketer, CIM and IDM Fellow and ex regional chair, and Dorset CIM Vice Chair. A Dorset Community Foundation Board Member and Dorset Business Angels GM and Director. Previously a plc director and experienced product manager across the UK and Europe.
Account Management in Public Relations, is one area that continues to affect the way Client Relationship is managed and how effectively communication programmes are managed. This presentation take the perspective that practitioners on the Agency side need to move away from traditional practice and embrace a new paradigm.
1. Four Product Management mindsets Deploy and balance the Explorer, Analyst, Challenger and Evangelist mindset throughout the product life cycle to avoid common pitfalls and deliver a superior solution.
2. Create context to motivate a high-performing team Practical tips and real-world examples to drive innovation, shared understanding, mitigate risks, and create energy and focus.
3.Understand your profile Evaluate your "go-to" strengths versus where you need to consciously practice, and how to recognize and balance stakeholders’ own.
4. Tools to help you Navigate challenging stakeholder relationships. Emerge with a stronger reputation as a leader when faced with conflicting business priorities, changes in direction, misaligned incentives, resource constraints, unexpected disruptions, and aggressive deadlines.
5. And many more strategies Techniques to say “no” given common stakeholder archetypes, how to diplomatically, authentically yet firmly approach keeping your priorities on track.
The Power of Discovery for Increasing Win RatesMike Kunkle
This is the webinar I delivered on 11/08/2017 on how to conduct a highly-effective consultative discovery to improve sales effectiveness and win rates.
1. Hope is NOT a Strategy
Replacing Guessing With Knowing to Eliminate
Hoping…
Assuring Client Alignment and
Understanding
2. Hope is NOT a Strategy
The Universal Goal
The “Right People”
doing the “Right Things”
the “Right Way”
with Relentless
Client-focused Consistency
3. Hope is NOT a Strategy
The Universal Challenge:
balancing competing influences
• Academic Perfection vs
Real World Applicability
• Structure vs Flexibiity
• “Global” Consistency vs
“Local” Autonomy
Strive for balance
4. Hope is NOT a Strategy
The Universal Objective: deliver what
clients want
• Business understanding
• Relevance to Value
– solutions to problems
– responses to issues
• Outcome certainty
– no rhetoric gap
• User-friendly
5. Hope is NOT a Strategy
The Universal Objective: correct
failure/replicate success factors
• Broad mindset
– risk vs insurance
– solutions vs products
– thinking beyond
transactions
• Deep client/prospect
understanding
• Effective team-work &
communication
7. Hope is NOT a Strategy
How confident are you in
your understanding of a
client or prospect’s
business, the challenges
they face and the world
as they see it?
Are you sure?
8. Hope is NOT a Strategy
Do you really
understand your client
or prospect’s business or
just their
insurance program?
What if you’re wrong?
9. Hope is NOT a Strategy
Are you aligned and
relevant to your clients
and prospects?
Are you positioned to
deliver value or quotes?
How do you know?
10. Hope is NOT a Strategy
Wouldn't it make sense to
have a second set of
“experienced” eyes work
with your team and advise
you on adjustments needed
to enhance client/prospect
understanding, build
stronger alignment and
deliver improved results?
11. Hope is NOT a Strategy
Welcome to YorkPlan
Proven approach for
assisting sales and
account teams in their
efforts to build effective
client/prospect
partnerships based on
business relevance and
value delivery.
12. Hope is NOT a Strategy
YorkPlan extends your
reach to bridge the gap
impeding in-depth
understanding of your
clients and prospects.
13. Hope is NOT a Strategy
YorkPlan helps sales
and account teams
replace confusion with
clarity with targeted
client/prospect focus
and impact.
14. Hope is NOT a Strategy
The YorkPlan Approach
Analysis
Execution
Enhanced Client-Prospect
Understanding,
Relevance and Value
Synthesis
15. Hope is NOT a Strategy
Stage 1: Analysis
We will undertake
rigorous broker and
client/prospect analysis
to assure comprehensive
understanding of issues,
challenges and
opportunities as a
foundation for relevance
and value delivery.
16. Hope is NOT a Strategy
Stage 2: Synthesis
We will assess and
synthesize our broker
and client/ prospect
findings with
recommendations for
action to assure that the
right path forward is
chosen.
17. Hope is NOT a Strategy
Stage 3: Execution
Based on our findings
and recommendations,
we will work with you to
develop a plan to assure
effective
implementation and
execution of agreed
actions to also include
York engagement and
support as necessary.
18. Hope is NOT a Strategy
Putting YorkPlan to Work
19. Hope is NOT a Strategy
Stage 1 Analysis Template
YorkPlan
Client/Prospect
Client/Broker Situation Review
Business Environment Short Term/Long Term Objectives Strategic Initiatives (Business/Risk/Ins)
Internal:
(S-W)
Strategic Strategic
External:
(O-T)
Financial Financial
Business/Relationship Risks/Issues/Challenges
Risks/Issues/Challenges Current Client/Broker Solutions Solutions/Responses
20. Hope is NOT a Strategy
Stage 1 Analysis how to
The Process
• Work: left right
• Work: top bottom
• Solutions Box: last one filled
- Colleagues want to go here 1st don’t let them!!
- If we do this last, we have more “boxes” to feed on!!
Do’s & Don’ts
• Do stick to the time & sequence schedule
• Do keep the discussion moving
• Do insist that solutions are linked to issues/problems/challenges
• Don’t edit/over-rule/stifle discussion, or let the group
• Don’t insist that every “box” be filled, it is what it is
• Don’t be close-minded
21. Hope is NOT a Strategy
Stage 2 Synthesis Template
22. Hope is NOT a Strategy
Stage 2 Synthesis how to
Making it Happen
• Client overview by Client/Prospect Team: 15 min
• Q&A (of Client/Prospect Team) led by Facilitator: 15 min
• Brainstorm (Analysis Template) led by Facilitator: 30 min
• Summary/Next Steps (Synthesis Template) led by Facilitator: 30 min
The Rules
• Stick to the time frame by sequence
• Stick to the sequence by time
• Work left right & top bottom with Solution Box last
• Solutions are sales opportunities
• No opportunity unless first identify problem/issue/challenge
• No bad ideas
• No such thing as a “bad” YorkPlan
• Most importantly: have fun!!!
23. Hope is NOT a Strategy
Stage 3 Execution
• Built-in action plan
• Works with clients & prospects
• Tested & proven internationally
• Alternatives
– YorkPlan Day
– YorkPlan with clients &
insurers
– WebEx YorkPlan
• Presentation templates &
guides available
24. Hope is NOT a Strategy
Out-think your Competition…
• Identify and analyze issues…
- what’s recurring
- by segment/industry
- create tailored solutions
• Focused marketing
campaigns
• Client-centric product/service
development
• Effective staffing and training
• Enhanced client/prospect
understanding
25. Hope is NOT a Strategy
Foster Team-work & Communication
• Team-work: identify…
– roles
– expertise
– relationships
– dependencies
• Communication: discussion…
– beyond the transaction
– about issues & responses
26. Hope is NOT a Strategy
The Alternative…competitor miming?
• Do nothing and hope?
• Guess at
client/prospect needs
vs knowing?
• Imitate competitors,
only do it better?
• Pitch products vs
solutions?
27. Hope is NOT a Strategy
The Opportunity
• Enhanced Understanding
• Relevance to Value
• Differentiation
• De-commoditization
28. Hope is NOT a Strategy
YorkPlan Impact
• One 75 minute session…9
new growth opportunities
• One 5 hour “day”…180 new
growth opportunities
• Four “days”/year…
– 720 new growth
opportunities
– $18,000,000 potential
new sales value
• Enhanced customer
understanding assured
29. Hope is NOT a Strategy
Why York?
• Decades of “real-world”
experience assessing and
turning-around under-
performing client/sales teams.
• Proven approach for adding
value to our clients’ efforts to
protect, retain and competition-
proof strategically and
financially important accounts.
• Outcome certainty drawn from
extensive global experience in
varied professional
environments.
30. Hope is NOT a Strategy
Program Leader
Phil O’Brien is Managing Partner of YCG and
the senior partner involved in the execution
of York assignments. Phil brings decades of
experience in developing and executing
complex account protection strategies with
competition-proofing results and managing
and improving the performance of client and
sales teams with target achieving results at
Sedgwick, Johnson & Higgins, Marsh and Aon.
He has served in senior client management
and sales leadership roles in both the US and
Europe. Phil received bachelors and masters
degrees from the University of Maine and is a
graduate of Harvard Business School’s General
Management Program.
31. Hope is NOT a Strategy
We help our clients…
TRIAGE
Develop and install enhanced strategies for
protecting, retaining and competition-proofing
strategically and financially important clients.
INTERVENTION
Identify and address underlying performance
issues of individuals and teams for purposes of
securing increased sales results.
ADVANCE
Analyze issues and execute strategies that solve
problems, enhance organizational effectiveness
and realize team potential.
32. Hope is NOT a Strategy
York’s other Agent/Broker Solutions…
• TRIAGE for Competition-proof Client
Relationships
• INTERVENTION for Improved Sales Performance
• Effective Change Management
• Situational Assessment
• Executive Coaching/Team Mentoring
• Building a Performance and Values-driven Culture
• Process Engineering
• Project/Initiative Management
• M&A Assimilation
• Team Building
• Strategy Development
• Organizational Structure and Alignment
• Getting Paid for Value
• De-risking Business/Sales Planning
33. Hope is NOT a Strategy
The York Consulting Group, LLC
PO Box 934, York Harbor, ME 03911
802.825.1560
pdobrien@yorkconsultingllc.com
www.yorkconsultingllc.com
Replacing Guessing With Knowing to Eliminate
Hoping…