APAC Chairman’s Series on Growth

The Growth Process: A Systematic Approach To Optimising

Growth

Presented by Craig Baty Global VP, IT Practice,

Sydney, Australia Frost & Sullivan

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Agenda

1. Brief Overview of Growth Team Membership and Summary of last months kickoff

webcast

2. Results from live poll on Growth Strategies from the previous webcast

3. The Growth Process: Overview

4. Generation Phase: Growth Pipeline

5. Evaluation Phase: TEAM Research

• Growth Pipeline: Evaluate

• Implementation Excellence: Best Practices

• Growth Excellence Matrix

6. Growth Workshop

7. Strategies for Growth During a Recession: Case Studies

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The Growth Acceleration System

(FGP)

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Polling Question 1a

With regard to your growth strategy, which challenges exist in your company?

Lack of alignment on vision

50%

Company culture does not support fast growth50%

We are great at strategy and poor at implementation

50%

We are great at implementation and poor at strategy

0%

Our growth pipeline is hindered by internal politics

50%

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Polling Question 1b

With regard to your growth strategy, which challenges exist in your company?

We have a weak understanding of the global market place

0%

We do not assess future scenarios for strategy development

33.3%

There is no broad based involvement across our organisation to generate growth ideas and opps66.7%

We do not analyse the fastest growing companies for new ideas

0%

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Which of the following do you believe would best support your organisations shift toward a culture influenced by Growth, Innovation and Leadership?A clearly defined vision and strategy to support growth: Entrepreneurial environment

33.3%

Growth strategy is part of your annual planning: Strategic reviews are held quarterly

0%

A process for innovation is maintained; Growth Targets are clearly identified

Actionable growth plans and strategies communicated throughout the organisation

100.00 %

Polling Question 2:

33.3%

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Polling Question 3:

What challenge does your CEO and organisation face in developing and creating a culture of Growth, Innovation and Leadership?Growth is not clearly defined within our organisation

50%

Lack a process for driving innovation

75%

Our organisation is overly decentralised

25%

No significant challenges

0%

Not sure

0%

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TEAM ResearchDecision Making Platform

Growth Consulting

Analysis of Opportunities & Strategies

CareerBest Practices

The Growth Process

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Generation

• Leveraging the 360

• The Growth Processes

• The Strategic Analytical Tools

• Growth Workshops

GENERATE

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Evaluation

• TEAM Based Evaluation

• Creating the Growth Pipeline

• Prioritising the Growth

Pipeline

• Developing the

Growth Strategy

• Integrating the Vision GENERATE

EVALUATE

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Implementation

• Implementing the Growth Strategy

• Leveraging Best Practices

• Getting the Team On The

Same Page (TSP’ed)

• Training EVALUATE

GENERATE

IMPLEMENT

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1. Growth Compared to Competition & Industry Average2. Visionary Integration of Technology, Markets, Economics3. Strategic Partnering Optimisation4. Industry Breadth Perspective5. Best Practice Perspective6. Global Perspective of Growth Strategy7. Team Research Methodology & Evaluation8. CEO’s Growth Team Utilisation with Growth Workshops9. Comprehensive Growth Pipeline System10.A Budget Dedicated to Growth Strategy

1. Team Consensus on the Growth Strategy2. Best Practices in Marketing3. Best Practices in Sales & Sales Management4. Best Practices in Leadership Change5. Best Practices in Strategic Partnering6. Technology Integration & Adoption Skills7. Growth Training: Collaboration & Best Practices8. The GIL Culture: Growth, Innovation & Leadership9. Best Practices in R&D & Product Management10.Global Teamwork on Growth Strategy Plan

Measure and forecast the future growth potential of your company vs. the competitors

8785698756

TOTAL 69Average 7

8758499787

TOTAL 72Average 7

Growth Strategy Excellence

Implementation Excellence

Growth Excellence Matrix: Blue Ocean Strategy

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Growth Workshops: Improving Future Growth Potential

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Case Study: Strategies for Economic DownturnTwo Strategic Options: Winners and Losers

I. Slash & Burn and Aggressive Investment

Bruel & Kjaer A/S Denmark 1990 -1991

II. Aggressive Investment in Opportunities

Frost & Sullivan 1992-1993 vs. 2001-2003

Apple: Aggressive R&D Investment

Walmart: Infrastructure Investments

Proctor & Gamble: Discounts to Grab Market Share

Kmart: Real Estate Buying

Southwest Airlines: Build Infrastructure after 9/11

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Do’s and Don'ts During a Recession

• Profit Margin: Lower the target and expectations to hit margin. ;

• Staff: Layoff bottom 10% of performers. Probably a healthy exercise

• Salaries: Reduce salaries next, but, avoid massive layoffs

• Technology investment: Protect the new product development. Plan to

launch new products around time of rebound

• Investments: Keep eyes open for all opportunities

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Do’s and Don'ts During a Recession

• Financial Partners: Build a strong line of credit so you can grab

opportunities

• Market Share: Aggressive competitive strategies to gain share

• Geographic Expansion: Look for regions with growth

• Recruiting: Fill in key hires and look to competitive layoffs

• Don’t go create environment of doom and gloom

• Push the vision harder than ever

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The Growth Acceleration System

(FGP)

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Vision: What We Do for You

What:

Frost & Sullivan helps

clients perform at industry

best-in-class levels for

growth, innovation and

leadership

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Vision: How We Do IT

How:

Frost & Sullivan clients

leverage our Growth

Acceleration System

which provides disciplined

research and functional best

practices to generate,

evaluate and implement

powerful growth strategies

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Vision: When Should We Start

Now:

Now is the time to partner

with Frost & Sullivan and

leverage our Growth

Partnership Service to

drive your career and

company

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The Growth Partnership Service: User LicenseIndustry Research: External Growth Environment

• Technical Insights Research & Alerts

• Country Industry Forecasts

• Decision Support Databases

• Economic Impact Articles

• Analyst Briefings

• Analyst Inquiry Hours

• Best Practices Research

• Financial Benchmarking & Analysis

Industry and market intelligence for critical growth decision making

• Growth Opportunity Newsletters

• Movers & Shakers Interviews

• Market Engineering Research

• Market Insights

• Client Value Enhancement

• Client Councils

• Client Portal

• Industry Tracker

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The Growth Partnership Service User LicenseCareer Best Practices: Internal Growth Environment

• Ask the Thought Leader Web cast

• Best Practice Guidebooks

• Chairman's Series on Growth Web cast

• Client Councils

• Executive Briefings

• Executive MindXchange

• Best Practices Training

• Best Practices Coaching

• Growth Innovation & Leadership Global Congress

• Growth Process Toolkits

• Growth Strategy Dialogues

• Online Executive Forum

Supporting the CEO & the Growth Team with Growth Strategy

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Growth Partnership: Addressing both the Internal and External Growth Environment

ExternalExternalIndustry-Focused Industry-Focused

Research (T.E.A.M.)Research (T.E.A.M.)

We Accelerate Growth

+InternalInternal

Career-Focused Career-Focused Best PracticesBest Practices

Single individual user license

•One (1) year Annual Membership

•Three (3) free months to all Chairman’s Series on Growth

Participants

•Unlimited access to a vetted network of peers

•Unlimited development and networking forums

•Unlimited access to proven, peer-generated solutions

•Unlimited access to a value-assurance service team

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www.frost.com/gilglobal GIL GLOBAL 2009A global community focused on Growth, Innovation and Leadership

October 2009

Kuala Lumpur

November 2009

Johannesburg

February 2010

Tel Aviv

October 2010

Shanghai

May 2009

London

September 2009

San Francisco

October 2009

Dubai

October 2009

Mumbai

October 2009

Sao Paulo

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Next Steps

Request a proposal for a Growth Partnership Service to support you and your team to accelerate the growth of your company.

Join us at a Growth, Innovation and Leadership 2009: A Frost & Sullivan Global Congress on Corporate Growth (www.frost.com/gilglobal)

Register for the next Chairman’s Series on Growth: (http://www.frost.com/growthAPAC)

Schedule a Recession Based Strategy Planning Session with a Frost & Sullivan Industry consultant (email us: growthteam@frost.com)

Schedule a One-on-One Growth Strategy Dialogue with a Frost & Sullivan Growth Consultant (email us: growthteam@frost.com)

Register for Frost & Sullivan’s Growth Opportunity Newsletter and Career Best Practice e Bulletin to keep abreast of growth opportunities in your industry and best practices in your career track. (www.frost.com)

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Contact Us

If you have questions or would like further information about anything we discussed, please send your query to the email provided below and we will get back to you shortly.

Alvin ChuaAccount ManagerAutomotive, Transportation & LogisticsDID: +65 6890 0997Mob: +65 9199 4566eMail: alvin.chua@frost.com