Powering Growth

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    Powering Growth

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    Speaker: Jean-Claude Larreche Professor of Marketing at INSEAD, Founder and Chairman StratX Moderator: Frank Kalman Senior Editor Chief Learning Officer magazine

    Powering Growth

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    Frank Kalman Senior Editor Chief Learning Officer magazine

    Powering Growth

  • #CLOwebinar

    Jean-Claude Larreche Professor of Marketing at INSEAD, Founder and Chairman StratX

    Powering Growth

  • Professor Jean-Claude Larreche Alfred H. Heineken Chair of Marketing, INSEAD

    jean-claude.larreche@insead.edu www.linkedin.com/in/jclarreche

    Powering Growth The Ultimate Leadership Development Challenge

  • www.stratx.com jean-claude.larreche@insead.edu

    Context of Powering Growth

    Background Research: NYSE Fortune 1000

    150 business situations

    "The Momentum Effect", 2008

    Leadership Development for Growth

    Momentum Leaders

  • www.stratx.com jean-claude.larreche@insead.edu

    The 3 Levels of "Powering Growth"

    Firm:

    Unit:

    Self:

    External customers

    Internal "customers

    Career and personal life

  • www.stratx.com jean-claude.larreche@insead.edu

    The 3 Levels of "Powering Growth"

    Firm:

    Unit:

    Self:

    External customers

    Internal "customers

    Career and personal life

  • jean-claude.larreche@insead.edu

    Leadership Development for Powering Growth

    Winning for the Firm

    Winning for the Unit

    Winning for Oneself

  • jean-claude.larreche@insead.edu

    The 2009 US Automobile Market

  • www.stratx.com jean-claude.larreche@insead.edu

    The 2009 US Automobile Market Collapse

    600

    700

    800

    900

    Billion $

    2008 2009

  • www.stratx.com jean-claude.larreche@insead.edu

    The 2009 US Automobile Market Which Brand?

    Grew by 4% in Q1 (vs 36%) Doubled MS during the year

    Transformed its image

  • www.stratx.com jean-claude.larreche@insead.edu

    The 2009 US Automobile Market Which Brand?

  • www.stratx.com jean-claude.larreche@insead.edu

    The 2009 US Automobile Market

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth The 3-Step Roadmap

    Customer Discovery

    Power Offer

    Customer Engagement

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Customer Engagement is the Vision

    Customer Engagement

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Customer Engagement is the Vision

    Customer Engagement

    Loyalty

    Cross-Buying

    Active Selling

    Co-creation

    Emotion

    Time =

    Sustainable Profits

  • jean-claude.larreche@insead.edu

    Engaged ?

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Power Offer is the Engine

    Power Offer

    Customer Engagement

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Power Offer is the Engine

    Power Offer

    Core Product

    +++ &

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Power Offer is the Engine

    Power Offer

    Core Product

    +++ &

    Trust Prestige

    Belonging Assurance Confidence

    Status

    Connection Better Future

    Innovation Happiness

    Independence Recognition

    Simplicity Fun

    Hope Control

    .

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Power Offer is the Engine

    Power Offer

    R&D Design

    Unlimited Potential

    Sustained Differentiation

    Trend to Commoditization Core Product

    +++ &

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Power Offer is the Engine

    Power Offer

    Emotions Inside

    R&D Design

    Unlimited Potential

    Sustained Differentiation

    Trend to Commoditization Core Product

    +++ &

  • jean-claude.larreche@insead.edu

    Are you still with me ?

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Customer Discovery is the Source

    Customer Discovery

    Power Offer

    Customer Engagement

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Customer Discovery is the Source

    Customer Discovery

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Customer Discovery is the Source

    Customer Discovery

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Customer Discovery is the Source

    Customer Discovery

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Customer Discovery is the Source

    Customer Discovery

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Winning for the firm : Consumers and Customers

    Developing leaders for the business growth objective

    Customer Discovery

    Customer Power Offer

    Customer Engagement

  • jean-claude.larreche@insead.edu

    Leadership Development for Powering Growth

    Winning for the Firm

    Winning for the Unit

    Winning for Oneself

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Winning for the Unit: People

    Developing leaders to make their function more valuable

    People Discovery

    People Power Offer

    People Engagement

  • www.stratx.com jean-claude.larreche@insead.edu

    Tatiana Odabashian Director Legal Department, Heineken Russia

  • www.stratx.com jean-claude.larreche@insead.edu

    Heineken Legal House 2014

  • www.stratx.com jean-claude.larreche@insead.edu

    HEINEKEN

    4 2013 .

    HEINEKEN - 2013 Legal Insight Odgers Berndtson, 100 , , 17 . 2013 , Efes Rus, , -, , , , .

    HEINEKEN : . , , . - , .

  • www.stratx.com jean-claude.larreche@insead.edu

    HEINEKEN Russia lawyers are recognized as the best legal

    department in Russia 4 December 2013

    HEINEKEN Russia lawyers have won the annual international competition "Best Legal Departments - 2013 " in the category " Food and food production ," organised by Legal Insight magazine and the company Odgers Berndtson. The competition was attended by more than 100 legal departments of Russian and foreign companies doing business in Russia in 17 industry categories. List of participants in 2013 included such companies as Lukoil, Efes Rus, SUNInbev, NTV-Plus, RZD, Ikea, UniCredit Bank, Alfa Capital, etc.

    Director of Legal Affairs HEINEKEN Russian Tatiana Odabashian: "It is not the first time that we participate in the Best Legal Department "competition. Another award in this prestigious international competition indicates a high level of professionalism of our specialists. I am particularly pleased to get this award competing with such serious competitors, large companies, industry leaders. This award is a conformation that our daily work improves the quality of legal risks management, promotes best practice and judicial standards of corporate governance".

  • jean-claude.larreche@insead.edu

    Leadership Development for Powering Growth

    Winning for the Firm

    Winning for the Unit

    Winning for Oneself

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Quality Growth Winning for Oneself

    Helping leaders becoming more valuable assets

    Own Discovery

    Own Power Offer

    Targeted Engagement

  • jean-claude.larreche@insead.edu

    Richard Branson

  • www.stratx.com jean-claude.larreche@insead.edu

    Powering Growth Winning at the 3 Levels

    Customer Power Offer Firm

    Unit

    Self

    Customer Discovery

    Customer Engagement

    People Power Offer

    People Discovery

    People Engagement

    Own Power Offer

    O