BUSINESS PROCESS LAYOUTYogesh Satpute May 2012

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Introduction

Requirement of additional business processes:• Adapt to a very competitive market and a fast-paced economy• Incorporate new ideas to enhance continual growth• Harness ideas in processes for maintaining a smooth workflow.

Fundamentals of setting up a new business process:• Documentation of ideas and drafting a process layout• Predefine metrics and KPI’s at all stages • Measure the success of the engagement till maturity

ObjectiveImprove the credibility of Value Proposition and enhance Revenue Streams

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Basic Process Layout

A Process Layout

drafted, exhibits 5 main

activities for setting up a

business process, right

from engagement to

maturity .

On continual Process

Improvement a function

can be deemed to be

fully operational

Engagement ProcessTransition

Pilot Execution Operations

Process Improvement

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Setting up a Business Development

• The function directly impacts the revenue streams in a business model

• Encompasses strategically important activities such as marketing and presales

• Process layout for BD is one of the simple yet dynamic methodologies in BPM.

• Post transition, the pilot execution is vital to device the process improvement plan.

• Delivers a sales forecast estimating the revenue generated by the organisation

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BUSINESS DEVELOPMENT PROCESS SETUP

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Process Layout

• Networking & Knowledge Transfer • “As Is” Process Map Engagement

• “To Be” Process Map • Perform checks and initiate Pilot

Process Transition

• Perform Key Activities (cold calls, emails etc.)• Fathom the challenges facedPilot Execution

• Validate services against requirements• Thought Leadership and Process ExpansionOperations

• Hands on experience (Pilot)• Follow industry best practices

Process Improvement

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Engagement

Customer Value

• Well defined process • Best practice insight• Aligned to organizational goals

Process Methodology

• Study requirements• Knowledge Transfer• “As Is” Process Map• Process Analysis• Focus Groups

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ChecklistEngagement

Study the strategic importance of the process in the workflow

Conduct Focus Group initiatives

Network with experts to gain Knowledge

Develop competitive intelligence

Based on initial information, formulate a “As Is” Process Map

Conduct Process Analysis with documented “What if” scenarios

Requisites & Capabilit ies

Standardized Documentation with SOP’s , deadlines and action items

Initiation of Process Improvement Document

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Process Transition

Customer Value

• Process Improvement• Identify and eliminate

bottlenecks• Concurrent objectives

established

Process Methodology

• “To Be” Process Map• Develop Transition Plan• Finalize Pilot Plan

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ChecklistTransition

Propose a Process Map justifying the reasons for being a best fit.

Perform checks by conducting mock activities

Finalize on target products/services and the duration for the Pilot.

Identify issues faced and solve problems that may cause delay

Migrate the process to other location (if required)

Transition Plan

Pilot Plan

Test emails, conference calls,

Application testing

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Pilot Execution

Customer Value

• Process metrics established• Benchmarks identified• Process synchronized

Process Methodology

• Pilot Run • Analysis and Improvement• Finalize Operations Plan and

Benchmarks

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ChecklistPilot Execution

Perform key activities as per GTM strategy

Quantify performance indicators into metrics

Set targets to align sales efforts accordingly

Synchronize process with global sales teams

Analyze possible hurdles to revisit strategies

Finalize Operations Plan and Benchmarks

Deliver a preliminary sales forecast on completion on Pilot

Key activities performed and duration

Amount of work hours put in per FTE

Sample account data and territories covered

Qualified opportunities / revenue generated

Preliminary Forecast

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Operations

Customer Value

• Efficiency Improvement• Massive cost reduction• TAT reduction• Reduced Management

overheads

Process Methodology

• Roll out operations• Validation of services against

requirements• Process monitoring• Reporting

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ChecklistOperations

Increase Productivity & Cost efficiency

Training and Quality improvement

TAT reduction & overheads reduction

Roll out operations

Validation of services against requirements

Process monitoring & reporting mechanism

Expand the business development operations

Project management

Budget & Expenses documentation

Thought Leadership

Training Documents

Define Key Result Areas

Recruitment

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Process Improvement

Customer Value

• Functional business process with scalability

• Defined metrics for a mature business engagement

• Flexibility to adapt to changes

Process Methodology

• Performance Tracking • Engage improvement based on

Pilot execution • Engage improvement based on

best practices

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ChecklistProcess Improvement

Document the challenges faced and solutions

Develop a culture to improve quality

Track performance and suggest improvement

Change predefined metrics for increasing the effectiveness of sales campaigns

Follow best practices in the industry for increasing productivity

Use hands on experience gained by pilot execution, for improving operations

PI docs: Monthly / Quarterly summaries

Functional PI docs

Technical PI docs

Quality PI docs

BCP planning documentation

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Stages in a sales cycle and MOS

• Leads from Marketing sources / ReferralsS8 - Marketing Opportunity

• Market research and Initial discoveryS7 - Lead Generation

• Prospect stated need to buy within 'X' months S6 - Opportunity Qualified

• Complete discovery with user and economic buyer S5 - Need Analysis

• Presented value proposition in face to face meeting S4 - Solution Proposal

• Buying Power validated by economic buyerS3 - Verbal Acceptance

• Prospect accepted terms & signed off deal durationS2 - Vendor Finalist

• Contract signing on legal terms with prospectS1 - Legal

About the author A result oriented business development

professional and social media evangelist,

Yogesh Satpute has been associated with

leading IT fi rms for setting up and

spearheading the presales and marketing

functions . Experienced in identifying business opportunities across verticals, Yogesh’s

business acumen and entrepreneurial fl air have assisted small companies

and large conglomerates to expand their operations in Americas, Europe

and APAC.

Thank you