Business Acumen: How Far Are You Taking It? · PDF file · 2012-08-10LEONE...
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LEONE Confidential September 29, 2010 Business Acumen: How Far Are You Taking It? Dan Leone MChE, MBA
Transcript of Business Acumen: How Far Are You Taking It? · PDF file · 2012-08-10LEONE...
LEONE Confidential
September 29, 2010
Business Acumen: How Far Are You Taking It?
Dan Leone MChE, MBA
LEONE Confidential
Sounds like a basic question:
Why does your company pay you to work?
Business Acumen: How Far Are You Taking It?
LEONE Confidential
Sounds like another basic question:
Where does the money come from?
Business Acumen: How Far Are You Taking It?
LEONE Confidential
Customer = Money
Business Acumen: How Far Are You Taking It?
LEONE Confidential
Simple Orientation:
You Customer Money
Business Acumen: How Far Are You Taking It?
LEONE Confidential
What Route Do You Take?
Business Acumen: How Far Are You Taking It?
You CustomerSalesare
All Roads Lead to the Customer
R&D
Manufacturing
CEO
LEONE Confidential
Business Acumen: How Far Are You Taking It?
All roads lead to the customer
You must know how to work with a customer
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True or False?
Working with a customer is not for everybody.
Business Acumen: How Far Are You Taking It?
LEONE Confidential
Pharmaceutical Contract Manufacturing Example
Business Acumen: How Far Are You Taking It?
Contract Manufacturer Customer
Business Development Sourcing
DevelopmentDevelopment
Regulatory Regulatory
QAQA
QC QC
EveryoneProject Management
All businesses ultimately lean towards this model
LEONE Confidential
Business Acumen: How Far Are You Taking It?
Training and Education:
What did you sell today?
LEONE Confidential
Business Acumen: How Far Are You Taking It?
Training and Education:
Starts with a mindset
LEONE Confidential
Business Acumen: How Far Are You Taking It?
Training and Education:
Ability to connect with the customer
Recognize you are always selling
LEONE Confidential
Business Acumen: How Far Are You Taking It?
Training and Education:
Go formal: Get an MBA
LEONE Confidential
Business Acumen: How Far Are You Taking It?
Training and Education:
MBA Schools:
- Any school that fits your situation
- Do it in minimum timeframe
LEONE Confidential
Business Acumen: How Far Are You Taking It?
Training and Education:
No time or support now for an MBA?
Focus on two learning areas:
Selling methodologies
Finance
LEONE Confidential
Business Acumen: How Far Are You Taking It?
Selling methodologies:
Approach Concept
Feature/Benefit Product centered
Consultative Needs centered
Relationship Relationship centered
Strategic Politics centered
Solution Solution centered
Customer Customer centered
LEONE Confidential
Business Acumen: How Far Are You Taking It?
Finance:
Understand a P&L and balance sheet
Understand standard costs
LEONE Confidential
Business Acumen: How Far Are You Taking It?
Career Steps:
Apply the mindset and polish your skills now
Pursue opportunities for customer interaction in current role
LEONE Confidential
Business Acumen: How Far Are You Taking It?
Career Steps:
Want to take the leap?
Talk to colleagues who made transition; get several points of view
Get formal training
Take the leap; apply your roots but don’t get tangled in them
A business role requires more than what we learned in Engineering School
LEONE Confidential
Business Acumen: How Far Are You Taking It?
You are selling every day
Excel at it in any role in your organization
LEONE Confidential
Business Acumen: How Far Are You Taking It?
Want to discuss more?
email at: [email protected]
