(r)evolution in business development
DESCRIPTION
Case study of the pilot project within BizzTreat.comTRANSCRIPT
(R)Evolutionin Business DevelopmentCase Study
Radovan Jirka, Mar 16 2010
1
About Myself
Independent consultant
Focus to
Who sells what to whom and how
Using
Solution Selling concept
Unique “GCMBC” approach
Best practice of my whole career
2
1997 - 2004 Unicorn
Biggest CZ ICT Corporation
“From Tester to B-1”
2004 - 2007 Corpus Solutions
Major CZ ICT Security Playeron the CZ Market
“From Consultant to COO”
2008 1M New Media Agency
TOP10 CEE Digital Agency
CEO, 35% annual revenue growth
2009 Independent Consultant
GCMBC Approach
G - “Genetic Code” Compatibility
C - “Core Competency”
M - “Market Life Cycle”
B - “Balance Mechanism”
C - “Change Spiral Mechanism”
GCMBC - unique approach, how to reach “the right” results
3
Case Study
4
Case Study Objectives
5
Present GCMBC approach on real project
Present my competency on real results
Case Study Agenda
6
Company Situation
Project Objectives
Key Concepts
Benefits
Roadmap
Company Situation - 1Global ICT Corporation (NASDAQ) with powerful local presence
Nr. 3 on the CZ ITC market(EUR 44mio. revenue in 2009)
2007
Acquisition of the major local ICT player
2008
Integration of the acquired business. The most of that moved to Finance Division
Global financial crisis came to CEE region
7
2009
Strategy: “Hold market share, prepare for the future”
The most of customers reduced contract rates up to 30%
2010
Strategy: “Maximize Profit”
Company Situation - 2
8
81%
19%
Finance Division RevenueBody ShopsCustom Development
0
10
20
30
40
Annual R
evenue (EU
R)
2007 20082009
Pay Costs
Div. Overhead
Central Overhead
45%
12%
42%
Avg (L4)Internal Rate
Costs
Avg Body-shopCustomer Rate
4% Profit
Company Situation - 3Customer Portfolio
9
Revenue
Pot
entia
l
High
LowH
igh
Low
“Cash Cow”
“Dead Dog”
“Raising Star”
“Wild Cat”
Company Situation - 3Customer Portfolio
9
Revenue
Pot
entia
l
High
LowH
igh
Low
“Cash Cow”
“Dead Dog”
“Raising Star”
“Wild Cat”
No Rising Stars
Company Situation - 3Customer Portfolio
9
Revenue
Pot
entia
l
High
LowH
igh
Low
“Cash Cow”
“Dead Dog”
“Raising Star”
“Wild Cat”
No Rising Stars
TOP5 Customers near
“Dead Dog”
Company Situation - 4
Market perception: “Ferda the Ant” - No answer to question: “Why to choose the Company?”
80% revenue based on services with low added value
Fail to hunt new territories
Too much overhead for small orders
10
Weaknesses
Project Objectives
To stabilize sales team
To define genetic code
To identify key competency
To identify market opportunity
To (re)define product portfolio
To prepare and execute real business plan
11
Project Objectives
To stabilize sales team
To define genetic code
To identify key competency
To identify market opportunity
To (re)define product portfolio
To prepare and execute real business plan
11
To reverse decreasing trends in Profit/RevenueTo (re)start division growth up
Key Concepts - 1Business consulting services
New added value
Approach, how to generate additional sales opportunities
Way, how to attack additional customer budgets
Product development and management
New added value
Competition differentiation
Following the territory trends
Long term delivery effectivity and profitability
12
Key Concepts - 2
Hunting / Farming Separation
Non-profitable contracts separation using
Insourcing to customers
Low-cost strategic outsourcer
13
Benefits
Defined and approved strategy and business plan
Restructured (units, processes, responsibilities) division
Implemented management system
Suspect generation
Prospecting
Opportunity management
Overall reporting
Coaching and mentoring of division management team
14
Benefits
Defined and approved strategy and business plan
Restructured (units, processes, responsibilities) division
Implemented management system
Suspect generation
Prospecting
Opportunity management
Overall reporting
Coaching and mentoring of division management team
14
Guidancethrough
the business change
Roadmap
15
Roadmap
15
Vision & Mission
Roadmap
15
Vision & Mission
Environment
Roadmap
15
Vision & Mission
Environment
CustomersPartners
Competition3rd Parties
Roadmap
15
Vision & Mission
Environment Customer
Roadmap
15
Vision & Mission
Environment Customer
SegmentsValue Chain
Needs
Roadmap
15
Vision & Mission
Environment Customer
Products & Services
Roadmap
15
Vision & Mission
Environment Customer
Products & Services
FeaturesBenefitsBarriers
Selling Points
Roadmap
15
Vision & Mission
Environment Customer
Products & Services
ManagementSystem
Roadmap
15
Vision & Mission
Environment Customer
Products & Services
ManagementSystem
UnitsRoles
ProcessesResponsibilities
KPI’s
Roadmap
15
Vision & Mission
Environment Customer
Products & Services
Marketing & Sales
ManagementSystem
Roadmap
15
Vision & Mission
Environment Customer
Products & Services
Marketing & Sales
Suspect generation
ProspectingOpportunity Mng.
ManagementSystem
Roadmap
15
Vision & Mission
Environment Customer
Products & Services
Marketing & SalesDelivery
ManagementSystem
Roadmap
15
Vision & Mission
Environment Customer
Products & Services
Marketing & SalesDelivery
ManagementSystem
“Good numbers”