Upload
others
View
4
Download
0
Embed Size (px)
Citation preview
HUHAR
“MISSONCRITICALBUSINESSGROWTHREQUIRESALASERSHARPSALESSTRATEGY,ALIGNEDWITH
MARKETOPPORTUNITIESANDYOURSTRENGTHS”.FACT
HUHARCONSULTANCYASSOCIATESLIMITED-REGISTEREDINTHEUK10671086VISITwww.huhar.co.ukCALL01249-740564or07748-773579EMAILmartyn@huhar.co.uk
•
• SALES&MARKETINGTEAMSNOTINSYNCWITHYOURDESIREDBUSINESSDIRECTION?
• BUSINESSSTRUGGLINGTOTAKEFULLADVANTAGEOFARAPIDLYCHANGINGMARKETPLACE?
• NEEDTOGETINSHAPEFORINVESTMENT?
• LOOKINGTOINVESTINTHETECHSECTOR?
• LOSINGBUSINESSTOYOURCOMPETITION?
• DOYOUHAVETHERIGHTTALENTANDSKILLSFORTHEDIGITALFUTURE
• KEYPROJECTSANDINITIATIVESLATEANDOVERBUDGET?
STRATEGY-PEOPLE-PROGRAMMES
WHATWEDOHUHARisaconsultancycompanywithadifference,notonlycanweprovidetheadvice,guidanceandexpertise.Wehavetherealworldexperienceandskillstohelpyoudeliverandexecuteyourbusinessplanandstrategy,withtheskillsofrecognisedindustryleaderswhohaveover100yearsofglobalexperienceinthedigital&technologybusinesssector.
• Weworkwithyoutodriveorganicgrowthandtransformationalchange.
• Wehelpyoudefineanddeliver,salesstrategy,peoplestrategy,programmes,projects,newproductsandservices;toultimatelyhelpyoudriveorganicandstrategicgrowth.
• Webringsignificantglobal,seniorleadershipskillstohelpyouaccesstheexpertiseyouhaveorwillneedtogrowandtransformintheever-changingtechnologymarketplace.
• Weminimisetheriskforinvestorsandinvestmentcompaniesinthetechnologysectorthroughourpreandpostinvestmentduediligenceservices,insales,marketing,peopleandcontractscompliance.
• Weminimisetheriskinyourkeystrategicandoperationalprogrammesandprojects.
WHOWEWORKWITH
• Weworkwithacquiringcorporatestosupporttheintegrationoftheiracquisitionstominimisedisruptionandmaximiseresults.
• Weworkwithventurecapitalandprivateequityfirmstosupportacquisitivegrowth
intheirportfoliocompanies,tomaximiseresultsanddecreaserisk.
• WeworkwithorganisationsofallsizesthatarelookingtodrivetransformationalchangeinthebusinesstoIncreasesaleseffectiveness,retainandattractkeypeople,launchandsellnewproductsandservices,orsimplyhelpyoutodeliverkeytransformationalprogrammes&projectsvitaltothesuccessofyourbusiness.
SALESSTRATEGY&EFFECTIVENESS“AneffectivecompanysalesstrategydefinesexactlyhowyouaregoingtogetfromAtoB.Withoutoneinplace,marketopportunitiescouldpassyoubyandresourcesbewasted".PowerfulSalesStrategiesprovideyourexecutiveleadershipteamwiththeclaritytofocusyoursalesandmarketingteamsexactlywhereneededtosucceed.Targettherightmarkets;withtherightproductsandservices,combinedwithyouruniqueandmotivatingpropositionandyouwillwinmorebusiness,morequickly.Yourtargetcustomersegments;yourcompetition;yourvaluepropositionsforeachsegment;yoursalesforcestructure;yoursellingprocesses.Allneedtobealignedtoachieveyourgoalsandgiveyourpeopleafocusedstrategicframeworktoworkwithin.
• Awell-plannedandexecutedstrategywilldriveyourcompanytothenextlevelof
businessgrowth.• Akeyweaknessformanybusinessesisthelackofaclearsalesstrategy.
Acommonpracticeistocontinuesellingproductsandservicesthathavealwayssold,andhaveservedthebusinesswellupuntilnow.Thisseverelylimitsgrowthpotentialandopensthedoortocompetitorswhoinnovate.Theeverchangingandevolvingtechnologymarketplacealsomeansthatbusinesseswillquicklygetleftbehindiftheydon’tcontinuallydeveloptheirproductsandservicestomeettheirmarket’schangingneeds.Naturally,thismeansthatnotonlyisaneffectivesalesstrategyaliveandevolvingprocess,soisthedevelopmentoftheleadershipteam,andsalesandmarketingtalenttotransformthebusinessthroughthestrategy.AtHUHARwethinkalittledifferently.Wecould,ofcourse,developandwriteasalesstrategyandexecutionplanforyou,andleaveitthere.Thismightbesuccessfultoapoint(ifatall).Webelievethatasuccessfulstrategyisacontinualandevolvingprocessthatembracesyour
people,systemsandprocesses.Wehelpyouandyourteamstodevelop,defineandownyoursalesandmarketingstrategy-onlythiswaywillitgainthebuyinyouneedthroughoutyourorganisationtobesuccessful.Wearehappytodiscussanyofthefollowingtopicsonahalfdayfreeofchargeworkshopwithnoobligation.
• Salesandmarketingstrategyandplanning.• Salescadence-effectiveandaccurateforecasting.• Salesexcellenceandenablement.• Accountplanningprocessandexecution.• Salesteamcoaching,mentoringandassessment.• Bidstrategiesandwinthemesforkeyaccountsandtransformationaldeals.• Customer/bidengagementplanningandpreparation.• Interimsalesleadership.• Marketing,brandingandcustomerstrategy.
CONTRACTRENEGOTIATION“Therearealwaysoptionsavailabletoimproveonyourcurrentprovider’sagreement,cost,performanceorservice,buttheywon’tofferthemifyoudon’task”Itisalltooeasytoletcontractsjustrollonduetotherelentlesspressureof‘businessasusual’.Businessescansufferifthereareaspectsofthesupplycontractthatarenolongerbestforyourneeds.Forexample:
• DeliberateComplexityofmaintenancecontractsmeansthatitiseasytobepayingtoomuch,orbepayingforaproductthatisnolongerneededoranSLAthatisnotnowfitforpurpose
Whatwedo• Initiallyanalysecurrentspend• Analyzecurrentandpastagreements• Reviewcontract/technologysuitability• Benchmarkcurrentcommercialmodel• Benchmarkcurrentservice• Proposerecommendations• Negotiatenewcosteffectivemodels
Whatyouget
• Assessmentofcurrentvalueformoney• Benchmarkandcomparisonofcurrent
commercialsagreements• Fitforpurposesolution&services.• Costsavings&riskreduction
MartynCole,ManagingprincipleofHUHARhasworkedforover30yearsinseniorrolesinITServicesforsomeoftheworldsleadingbrands.Hehasheldseniorrolesforawellknownglobalretailleadingchain,beeninseniorleadershiprolesinMicrosoft&Fujitsuandmorerecentlyhasheldanumberofdirectorlevelinterimroles,mostrecentlyforaleadingthirdpartymaintenancecompany.Hehasworkedwithawiderangeofclientsandsuppliersandhasnegotiatedmultiplecomplexagreements,gainingexperienceof,andovercomingmanypitfallsthatorganisationsofallsizeshavehadtoface.
LICENSECOMPLIANCECompaniescanveryeasilyfindthemselvesnon-compliantwithlicensingagreementsespeciallyfromtheworldsleadingsupplierssuchasMicrosoftandOracle.Thefirstruleis:Don’tpanicanddon’tbeintimidatedbytherequestfromanauthorisedthirdpartyappointedbythesupplier.Theinitialstepsyoutakecouldwellbethemostimportantonesthatdetermineyourabilitytonegotiate.Often,mergers,acquisitionsandhighgrowthmeansthatorganisationsstruggletokeeptrackon
whatorhowmanylicensesarebeenused,orsimplyjustresideinyoursystemsunused.YourusersoftenfailtounderstandthepotentialconsequencesofjustdownloadingtheSWthattheyneedfordoingspecifictasks.AlackofcontrolfromITandtheabsenceofrobustauditprocessescanexposeorganisationstoaveryhighlevelofrisk.
• DeliberateComplexityoflicensingcontractsmeansthatitiseasytobepayingtoomuch(ortoolittle),andbecomenoncompliantforSWproductthatisnolongerneededornotnowfitforpurposeforyourorganisation.
• LicenseComplianceisaminefieldareathatcancatchcompaniesofallsizesout,leavingthebusinessexposedtounexpectedcostsandpotentiallitigation.HUHARhaveworkedwithawiderangeofclientsto
assessandnegotiatemultiplecomplexagreements,gainingexperienceof,andovercomingmanypitfallsthatorganisationsofallsizeshavehadtofacewhenchallengedwithasoftwareauditrequestfromasupplier.MartynCole,ManagingPrincipleofHUHARhasspentover25yearsinseniorleadershiprolesintheBodyShopInternationalPlc.andMicrosoft,hehasnegotiatedmajorcontractswithmostoftheleadingITsuppliersaswellasworkingontheothersideofthefenceinnegotiatinglargelicenseandservicescontractsforMicrosoftwithsomeoftheworldsleadingbrands.ContactHUHARfirstandgetonthefrontfoot.Itcouldsaveyousignificanttimeandmoneybyfollowingafewsimpleprocessespreaudit.Orsimplyspeaktoustogaincompliancepeaceofmind.
PEOPLE&TALENT“Anybusinesshastworesourcesitcandeploy:capitalandtalent.Thereisanoptimalwaytodeployeachandweworkwithyoutocoverthetalentsideoftheequation”Weuseresearchtohelpbusinessmitigatetheriskofyourkeypeople.Weareexpertsin
buildingexternalsuccessionpoolsforlargecorporatesatCsuiteandCsuiteminusonetohelpyourorganisationunderstandwhatgoodlookslikeintheexternalmarketplaceandtomakeinformeddecisionsaboutyourtalentandfutureleaders.Weworkwithacquiringcorporatestosupporttheintegrationofyouracquisitions,tominimisedisruptionandmaximiseresults.Weworkwithventurecapitalandprivateequityfirmsto
supportyouracquisitivegrowthinyourportfoliocompaniestomaximiseresultsanddecreaseyourpeoplerisk.Madeupofateamofhighlycapableindividualsfromresearch,talent,leadershipdevelopmentandcompetitiveintelligenceweusethisexperiencetohelpyoumakeinformeddecisions.PROGRAMMES&PROJECTSOurfocusissimplytocollaborativelyworkwithyou,tobecomepartoftheteamwithapracticalandpragmaticapproachtoimplementthecustomerstrategyavoidingtechnologypitfallsandclosingtheexecutiongap,orsimplylendingafreshsetofeyesto
existingkeyprogrammesandprojects.
Weprovideserviceswithextensivebreadthanddepthofexperienceinthefollowingareas:
• Technology• Commercialframing• ProductDelivery• Service&Operation
Ourservicescanbeengagedatanystagefromstrategyinitializationthroughtodeliveryortakenindividuallytofacilitateanimmediaterequirementorresourcegap.Atalltimes,webelieveincustomerpartnershipandcollaboration,ateamapproachwithanaimtodeliverfocusuponinternalandexternalresourcestoimproveservice,deliverchange,realignmentofcostsandavoidingatechnologycul-de-sac.
STRATEGY&ADVISORY
Theprimaryfocusishelpingbothyoungandestablishedtechnologycompaniestomaximisetheirpotentialinafastmovingworldofdigitaltransformation.
• Creatingmarketorientedstrategies,bringingclarityofpurposeandstepsforsuccessandsettingcontextagainstmarkettrends.
• Understandingmarketstrategiesandbehaviors.• Translatingtechnologicalinnovationintovaluableproducts
andservices.• Identifyingandpromotingkeymarketdifferentiators,
underpinnedbytechnologicalbenefits.• CLevelcoachingandsupportonbusinessdevelopmentand
leadership.• NonexecDirectorships.