Excellence:

Delivering superior value to your customers

Rodot 2008 Kick-Off MeetingJanuary 26, 2008

Remi ADESEUN

Overview

Excellence defined

Excellence Building Blocks

Achieving Excellence

Nuggets of Excellence

Excellence defined... excellence ex·cel·lence [éksələnss] (plural ex·cel·lences) noun 1. superiority: the quality

or state of being outstanding and superior an award for excellence in photography

2. outstanding feature: a feature or respect in which somebody or something is superior and outstanding Microsoft® Encarta® 2006. © 1993-2005

We are what we repeatedly do. Excellence, then, is not an act, but a habit. Aristotle

Excellence Building Blocks...

Management Perspective Mckinsey 7-S Model

Strategy Structure Systems Shared Values Skills Staff Style

Strategy The Direction and

Scope of the company over the long term

Plans for the allocation of a firm’s scarce resources over time to reach identified goals

Shaped by environment, competition, customers

Strategy....Traditional Approach

Basic focus: Competing within

the confines of the existing industry

Trying to “steal” customers from rivals (Bloody or Red Ocean Strategy)

Low-Cost Differentiation Niche

Strategy...Blue Ocean Approach

Four Actions Framework + Eliminate/Reduce/Raise/Create GridThe four actions framework offers an technique that breaks the trade-off between differentiation and low cost and to create a new value curve. It answers the four key questions of what industry takes for granted and needs to be eliminated; what factors need to be reduced below industry standards; what factors need to be raised above industry standards; and what should be created that the industry has never offered.

The eliminate-reduce-raise-create grid pushes companies not only to ask all four questions in the four actions framework but also to act on all four to create a new value curve. By driving companies to fill in the grid with the actions of eliminating, reducing, raising, and creating, the grid provides four immediate benefits: it pushes them to simultaneously pursue differentiation and low costs; identifies companies who are only raising and creating thereby raising costs; makes it easier for managers to understand and comply; and it drives companies to scrutinize every factor the industry competes on.

Eliminate

Enological terminology and distinctions

Aging qualities

Above-the-line marketing

Raise

Price versus budget wines

Retail Store involvement

Reduce

Wine complexity

Wine range

Vineyard prestige

Create

Easy drinking

Ease of selection

Fun and adventure

A New Valu

e Curv

e

Reduce

Eliminate Create

Raise

Which factors should be reduced well below industry standards?

Which factors should be created that the industry has never offered?

Which factors should be raised well above the industry’s standard?

Which of the factors that the industry takes for granted should be eliminated?

Four Actions Framework + Eliminate/Reduce/Raise/Create Grid

Eliminate Raise

Reduce Create

Four Actions Framework

A New Value Curve

Reduce

Eliminate Create

Raise

The Eliminate-Reduce-Raise-Create Grid

Structure The basic

organisation of the company and how the units relate to each other: Centralised,

functional divisions (top-down)

Decentralised; a matrix, a network, a holding

Systems Formal & Informal

Procedures, processes and routines that characterise hoe the work should be done: Financial systems Recruiting, Promotion

and Performance Appraisal Systems

Information Systems

Shared Values

What does the organisation stand for?

What does it believe in?

Central Believes and Attitudes

Core Values

Skills

Distinctive Capabilities of Personnel

Distinctive Competencies of the organisation as a whole

What the company does best

Supreme excellence consists in breaking the enemy's resistance without fighting. Sun Tzu

Staff The companies

people resources and how they are recruited, developed, trained and motivated

Numbers and Types of Personnel within the organisation

Style Cultural style of the

organisation and how key managers behave in achieving the organisation’s goals

The Leadership approach of top management and the company’s overall operating approach

2 Corinthians 8:7 But as you excel in everything—in faith, in speech, in knowledge, and in all eagerness and in the love from us that is in you—make sure that you excel in this act of kindness too.

The 7-S Framework (McKinsey)

Achieving Excellence...

The Basics Time-Tested Principles A Bias for Action Customer-Centric Autonomy and

Entrepreneurship Productivity through

People Stick to the knitting Simultaneous Loose-Tight

Properties Hands-on, Value-Driven

A Bias for Action...

The Basics Time-Tested Principles

Get out there and try something!

You don’t learn anything in Business without trying (possibly failing and trying again!)

No amount of analysis and market research will lead to true innovation

As Edwin Bliss once said, “The pursuit of excellence is gratifying and healthy. The pursuit of perfection is frustrating, neurotic, and a terrible waste of time.

Customer-Centric...

The Basics Time-Tested Principles Being Close to the

Customer is highly desirable

Seems simple, but is difficult to achieve

Customers include distributors and wonderfully irrational end-users

Everyone in the organisation needs to keep in close touch with customers

Autonomy and Entrepeneurship...

The Basics Time-Tested Principles Even if you are big, act

small Organisations are simply

collection of people People don’t relate well

with big abstract entities Successful big companies

organise themselves into small, relatively independent units

The unifying factor is common goals and cultural norms

Productivity through People...

The Basics Time-Tested Principles

Duh! Everyone knows that

people make the difference

Make this count in your internal relations, external alliances and most especially at customer interfaces

Consistency...

The Basics Time-Tested Principles

Concentrate on what you know and do best

Stick-to-the knitting Avoid Jack-of-all

trade Be systematic in

growth strategy

Attitude matters in the Pursuit of Excellence

Flexibility...

The Basics Time-Tested Principles A Bias for Action Customer-Centric Autonomy and

Entrepreneurship Productivity through

People Stick to the knitting Simultaneous Loose-Tight

Properties Hands-on, Value-Driven

Pursuing Excellence Is a Matter of a Whole-Hearted Endeavor

Hands-on, Value-Driven...

The Basics Time-Tested Principles Figure out what your

company should stand for

What will give your people the most pride

Actively manage your value systems

Get involved The Excellent companies

make meaning, not just money

Pursuing Excellence is an All-Inclusive Pursuit

Nuggets of Excellence.. We are what we repeatedly do. Excellence, then, is not

an act, but a habit. Aristotle

If you are going to achieve excellence in big things, you develop the habit in little matters. Excellence is not an exception, it is a prevailing attitude. Colin Powell

All labor that uplifts humanity has dignity and importance and should be undertaken with painstaking excellence. Martin Luther King, Jr.

We need to internalize this idea of excellence. Not many folks spend a lot of time trying to be excellent. Barack Obama

Pursuing Excellence Is a Matter of Choosing the Nobler of your options

Nuggets of Excellence.. The pursuit of excellence is less profitable than the pursuit of

bigness, but it can be more satisfying. David Ogilvy-

Desire is the key to motivation, but it's determination and commitment to an unrelenting pursuit of your goal - a commitment to excellence - that will enable you to attain the success you seek. Mario Andretti

Supreme excellence consists in breaking the enemy's resistance without fighting. Sun Tzu

But as you excel in everything—in faith, in speech, in knowledge, and in all eagerness and in the love from us that is in you—make sure that you excel in this act of kindness too.

2 Corinthians 8:7

Pursuing Excellence Should Not be Limited by the Nature of the Task

Nuggets of Excellence.. As Edwin Bliss once said, “The pursuit of excellence is

gratifying and healthy. The pursuit of perfection is frustrating, neurotic, and a terrible waste of time.

Pursuing Excellence is not to be a Quest for Superiority Pursuing Excellence Should Not be Limited by the

Nature of the Task Pursuing Excellence Is a Matter of Choosing the

Nobler of your options Pursuing Excellence is an All-Inclusive Pursuit Pursuing Excellence Is a Matter of a Whole-Hearted

Endeavor

Pursuing Excellence is not to be a Quest for Superiority

RODOT VISION:“To be the preferred provider of Products, Services and Solutions to clients in our chosen spheres of endeavor”

Conclusion

Motives for the Pursuit of Excellence The Glory of God The Principle of Redeeming the

Time, Using our Opportunities Being the Best you can be Eternal Rewards

Have an Excellent 2008!