marketing busuness art 2012

Assessment of

Key Positions Identification of

Key Talent

Assessment of

Key Talent Generation of

Development Plans

Development

Monitoring

& Review

Key

Elements

Succession Planning: Key

Elements

Gets the whole team working

together,

to achieve defined and measurably

improving results

Great things in a business never

done by one person

TEAM

Get operation right

• Determine strategy, systems & processes

• Set objectives for individuals and teams

• Improve recruitment & induction practices

• Provide initial and advanced training

• Implement coaching and appraisal systems

• Improve the exit interview process

• Implement practices for managing continuous

improvement

• Include supervisor and management overviews

at key stages, to ensure consistency of message

and develop team spirit and synergy

Company health?

• Cash-flow is the life-blood of the

organization; and sales are not real sales

until they are paid for

How it works

• Integrate the whole credit team, from senior

manager to collector; recruiting to best practice

standards; and training to meet development

needs of both business and individual.

Accounts going bad?

• Non-performing accounts damage your

business, which means that you may

need to:

• Review your strategies for credit

scoring

• Examine your policies for managing

debtors

• Whatever your situation, recover, by

implementing focused, cost-effective

mechanisms to improve your bottom

line

Why experience these

• Weak return on Credit Risk management

investment

• Poor balance on your risk/reward equation

• Bad debt surprises

• Concerns about levels of bad debt

• Manual process in volume-driven business

• Expensive collections operation

• Inconsistent treatment of customers in

default

• Concerns about levels of bad debt

Why experience these

• Ineffective working methods

• High flow rates

• De-motivated collectors

When you could have these

• Increased performance

• Development for your staff, team leaders and

managers

• World-beating collection skills training

• Coaching processes

• Early warnings

• Collection set-ups

• Best-applicable management strategy

• Best practice working methods

And

• Extensive know-how of the collections

business

•

• Practical re-engineering methods

Do these

• Diagnostics into your operations, measured

against KPIs to set an objective picture

• Establish metrics in all stages of operations,

to ensure all transformations are pre-

evaluated on a cost / benefit approach and

then objectively measured

• Apply tactics that have the minimum

investment cost, always targeting the

profitability of your operations

When you could have these

• Increased performance

• Development for your staff,

team leaders and managers

• World-beating collection skills

training

• Coaching processes

• Early warnings

• Collection set-ups

• Best-applicable management strategy

• Best practice working methods

4 Concepts of Success

• Injecting personality

• Reality of social media

• Massive value to customer

• Conventional wisdom

2 Strategies

• Surving the world

• Part of pries for Nobel cause

• Product positioning

Important Fact

• Product quality is mostly, NOT the defining

factor of success

Marketing and positioning are the TWO

key factors

Balanced

• Financial ( Share Holders)

• Customer ( Value )

• Internal (Systems , Processeses)

• People (Capabilities ,Skills, Training )

Scorecard

Goal

Measure Target

DashBoard

Visual Representation of

Measure Target

Strategic Objectives

Financial Improve Profitplity

Customer Grow our Share

Internal Enhance operation efficiency

People Develop our workforce

• Architecting

• 3-5 year Departmental mini vision

statements

Goals

• Brick laying

• 1-3 year SMART Departmental action

statements ( Must be starting from verb

increasing developing decreasing

• Specific

• Measureable

• Attainable/Actionable

• Responsible/Result

• Time bound

Goal: Increase customer satisfaction

10% by June Priority Action

Item

Who Sta

rt

End Cost %

Compl

ete

Status

High Marketin

g plan

Somia Mar

ch

10

June

10

0 50 % Green

Yellow

Red

Action Plan

Competitive advantage

• Best at

• Why your customer by from you

RAW Progress Change

Ex New

customer

95 %

Complete

22 growth in

sale

Source CRM Project plan PNL

Frequency Monthly Quarterly

KPI

DashBoard Charts

Strategy Offsite/Retreat or DIRECTION Seating

When Whow Were are we

now

Month Surreys

Thinking style

Presentation Checklist

• Significance

• Structure

• Simplicity

• Rehearsal

Significance

• Why does it matter

• How do I their grab attention

• What do I want them to do

Structure

• Convincing

• Memorable

• Scalable

Simplicity

• 1 Point per slide

• Image when ever possible

• Few matching colors

• Very few fonts

Rehearsal

• Present it aloud

• Get feedback

• Room and equipment

Concepts and problem of communication

• No two people are exactly alike

• No two countries are exactly alike

• No two cultures are exactly alike

Result

Problems with communication occur

When the communication filters are

sharply different