(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”