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www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 1
Samuthána Consultancoaching LLP
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 2
BHC – SME | Contents
• Business Basics
• Business Summary
• DNA | Resource Scarcity
• Foundation | Core Competencies
• Competition | Relative Position for Key Buying Factors
• Market | Deep Dive to create Value Innovation
• Focus Areas | Sustainable Profitable Growth
• Further Refinement Options
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 3
Business Basics – Local (Individual) versus Global (Link)
Focus on
individuals?
departments?
Efficiency!!!
minus
Throughput???
Cost World
Focus on
links?
baton transfer?
Throughput!!!
plus
Efficiency!!!
Value World
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 4
BHC – SME | Business Summary
CompanyForm Number: E039/Version/06.11.2014
Products and Services Compelling Tagline
Business Environment Market|CloseNC(T1)|RefusingNC(T2)|UnexploredNC(T3)
Customer
Investors/Shareholders/Management
Society
Employees
Business Partners
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 5
BHC – SME | ABC Florist | Business Summary
On-time payments leadS to trust
ABC FloristForm Number: E039/Version/06.11.2014
Products and ServicesFlower Arrangements for Events
Bouquets for Presents
Compelling Tagline
Business EnvironmentHighly competitive
Many Players
Seasonal demand
Family, friends and word to mouth referrals
Customers going to other nearby florists
Customers choosing gifts over flowers
Customers preparing gifts on their own
Market|CloseNC(T1)|RefusingNC(T2)|UnexploredNC(T3)
Delight with Flowers
Customer
Investors/Shareholders/Management
SocietyMaking people happy
Extremely high inventory turnsEmployeesCreatvity creates passionBusiness Partners
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 6
BHC – SME | DNA
SN° Scarce Business Resources Low High
1 Relevant products and services (including the raw materials)
2 Leadership bandwidth
3 Right employees
4 Willing customers/clients
5 Knowhow both tacit and explicit
6
Low High
9 Office and production facilities
10 Cooperative society
Form Number: E039/Version/06.11.2014 Company
Time to implement an idea
7 Investors for finance
8 Partnering vendors
S: Scarcity
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 7
BHC – SME | ABC Florist | DNAS: Scarcity
S
2
2
4
4
3
1
3
4
2
1
Time to implement an idea
7 Investors for finance
8 Partnering vendors
Low High
9 Office and production facilities
10 Cooperative society
Form Number: E039/Version/06.11.2014 ABC Florist
N° Scarce Business Resources Low High
1 Relevant products and services (including the raw materials)
2 Leadership bandwidth
3 Right employees
4 Willing customers/clients
5 Knowhow both tacit and explicit
6
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 8
BHC – SME | FoundationR: Relevance/ImportanceM: Relative Mass DeliveryK: Copying Effort
R M KN° Core Competency Low High
1
2
3
4
5
6
Low High
9
10
Form Number: E039/Version/06.11.2014 Company
7
8
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 9
BHC – SME | ABC Florist | FoundationR: Relevance/ImportanceM: Relative Mass DeliveryK: Copying Effort
R M K
5 3 4
4 2 4
5 2 1
7
8
Low High
9
10
Form Number: E039/Version/06.11.2014 ABC Florist
N° Core Competency Low High
1 Ikebana
2 Service Nature
3 Supply Chain
4
5
6
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 10
BHC – SME | Competition34
012
0 1 2 3 4 Strong
17
Rel.ImpDecision Factor Weak
123
6
Company
13
9101112
161514
Weak StrongForm Number: E039/Version/06.11.2014
N°
8
18
45
7
19
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 11
BHC – SME | ABC Florist | Competition0 1 2 3 43 5 2 43 2 4 44 4 2 35 2 3 3
Strong19
Form Number: E039/Version/06.11.2014 ABC Florist Weak
1718
1516
1314
1112
910
78
56
Speed of service 33 Customer Engagement 74 Design 4
N° Decision Factor Rel.Imp Weak Strong
1 Price 62
0
1 3
2 4
ABC Florist
Road Side Florists
Mall Florists
Market Florists
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 12
BHC – SME | MarketT1:T2:T3:
M T1 T2 T3Additional Differentiation (Divergence Hints)
Co
mm
on F
act
ors
fo
r V
alu
e Inno
vatio
n
Dev.
Key D
eci
sio
n F
act
ors
Alt.
Mark
. B
uy.
A
dd
-Func/
Acc
.
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 13
BHC – SME | ABC Florist | MarketCustomers going to other nearby floristsT1
T2
T3
Customers choosing gifts over flowers
Customers preparing gifts on their own
Generally those in a hurryFunctional Appeal is professionalEmotional Appeal will get referrals
RetentionGift Vouchers Branded Choice
Co
mm
on F
act
ors
fo
r V
alu
e Inno
vatio
n
Dev.
Key D
eci
sio
n F
act
ors
Gift items
Alt.
Mark
. B
uy.
A
dd
-Func/
Acc
. Need to dispose off after some time Use of dry or artificial flowers
Recipient
Water
Additional Differentiation (Divergence Hints)
Dry flower ikebana for long retention
Use of moist coir soil for long retention
Add additional gragrance to increase
first impact
Online sale and delivery service
Driven-in facility
FamilyFriends
Money Envelopes
Lower Middle ClassMiddle ClassHigher Middle ClassHigher Income Group
DisplayRetention
Care taken in selection, first impact
Flower Vase
CostCost and UsageCost, Usage and BrandBrand and Collectable
UsageImage
Online gifting
Generally those who plan ahead
M T1
Obligation
X X
X X
X X X X
T2 T3
X X
X X X X
X X
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 14
BHC – SME | ABC Florist | Competition0
1 3
2 4
ABC Florist
Road Side Florists
Mall Florists
Market Florists
0 1 2 3 43 5 2 43 2 4 44 4 2 35 2 3 35453
Dry flowers Ikebana with fragrance for 1st impact 5Drive-in facility 1
Weak StrongForm Number: E039/Version/06.11.2014
N°
8
18
45
7
19
Customer Engagement 7Design 4Long retention of the arrangements 2
ABC Florist
13
9101112
161514
Strong
17
Rel.ImpDecision FactorPrice 6Speed of service 3
Weak
123
6 On-line sale and delivery 4
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 15
BHC – SME | Focus AreasDeployment
Who can do
this? Clo
ck
Speed
15
14
13
12
11
10
9
8
7
6
Form Number: E039/Version/06.11.2014 Company
N°
1
3
Focus Areas
Top differenciating factors
2
5
4
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 16
BHC – SME | ABC Florist | Focus Areas
Form Number: E039/Version/06.11.2014 ABC Florist
N°
1
3
Focus Areas
Purchasing cycle to avoid
wastage
Care for maximising the
impact while gifting
Fully and semi prepared
arrangements
"WOW" experience for
word of mouth referring
Top differenciating factors
X X X X X
2
5
4
7
6
Deployment
Drive-in facilityLong retention of
the arrangementsSpeed of service Design
Dry flowers Ikebana
with fragrance for
1st impact
Who can do this?
Clo
ck
Speed
X X Fulano D
Beltrano D
X X X X X Cicrano D
X X
Harry D
www.samuthana.comCreating World Class Companies and Exceptional Leaders
December 15, Slide 17
BHC – SME | Further Deep Dive (Another 1 to 2 days)
• Validation of the differentiators from value and cost
perspective
• Structured Strategy Development
• Regular routines (Rhythms) for Strategy Deployment
• Process and Result Indicators for progress tracking
• Scoreboards for visualizing progress
• Timeouts (Daily/Weekly/Monthly/Quarterly/Yearly) for
realigning and synchronisation