Strategic articulation

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  • 1. Articulate broad strategic vision andgain insights into existing business Finalize Opportunity Prepare Strategy-map

2. 1 ) Opportunity Finalization and Potential Target : Identify clients based on criteria defined. Initiate and facilitate discussions withshortlisted targets. Prepare profile of shortlisted targets. Conduct target screening for prioritization. 3. Indepth Understanding Key Steps :Obtain a detailed understanding of product portfolioand business capability.Understand build up of new products.Determine existing initiatives technical marketers sales.Articulate management perspective on existing businessstrengths and weakness in view of overall businessobjectives. 4. Methodology : Discussion with senior personnel with business product/units. High level internal data. Deliverable : Analysis Existing business review. Internal capabilities assessment. 5. Long term plans , Identify growthopportunity and articulate a strategy map. Key steps : Strategic workshop will include top management and core business personnel Strategic workshop will be conducted in 4 modules 6. I. Outline overall strategic objective and long rangeplan. Vision. Application , products and customer right. Revenue , profitability.Examination of Industry structure and Key segmentsIX. Segment Market. Categorize sub segment based on end user/product dynamics across each segment. Market size estimates for each segment / subsegment. 7. III. Assessment of underlying growth drivers: Key Segments. Nature of competition. Prepare a strategy map which will lead to :IV.- Existing gap assessment. - Opportunity Finalization . 8. Methodology : Provide strategic inputs during workshops in the form of tools , framework and support. Contribute in the brainstorming of ideas and collaborativelyengage with participants and guide the team to arrive at anaction oriented agenda. Form a steering committee. 9. Deliverable : Definition of high level objectivesAssessment of various segments Industry Structure CompetitionGrowth drivers/inhibitersDemand/supply gapProfitability , 5 Entry Barriers 10. Filtration Criteria to Identify TargetsKey Steps :Define customer based on: Revenues Key product segment Competitive positioning Profitability Business Risks Future Plans Factor geographical presence Conduct primary research with sophisticated companies Discuss and finalize the filtration criteria Prepare detailed Evaluation Scorecard 11. Methodology In depth secondary research through co-websites, industry reports, market knowledge. Discussion with industry experts , associations, channelintermediariesDeliverable Filtration Criteria Evaluation Scorecards Documentation of key findings 12. Markets discover whats largely invisible Enablement stage : Problem definition, solution search, evaluationand validation. Buyers journey : Purchase value delivery , Nurture & retain , value streamsexpanded adoption , problem definition , solution search , evaluation , validation.1st Step : Separate data by Industry / Role / Segment.2nd Step : Market research, Interview customers, new accounts , low sale opportunity , timeline , map your target markets.3rd Step : Map current marketing activity. Fund activities that look for specific . 13. What are my inputs ? Creating a lasting change. How to be an effective leader Improve relationship with colleagues such as peers ,teammates , direct reportees others in your organization as well asbuild relationship with customers Learn how to coach your own employees Assuming new responsibilities Reinvigorating a stalled recently troubled project Finessing a special project with high stakes or significant pressures Surfacing and resolving differences between you yourcolleagues Reviving your personal motivation Preparing for increased upward mobility. Motivating/Retaining your staff. Increasing Personal Productivity Managing large or complex projects Acquiring or improving personal skills Defusing acute tensions 14. MotivateLead by Example InspireMentor / CoachTeam workVisionBreakthrough performance -OpportunityAssumption . RealityChallenge the ChangesHigher level of performanceTools, Strategy, Action PlanSELF PRESERVATION Insecurity Fears Urgency / Relationship 15. HOW TO STRATEGIZETake Away:Evaluating the External business environmentIdentifying competition forces that drive industry structureForecasting Industry evaluationKnowing your Competitors:Recognizing your current / future competitorsAnalyzing competition, goals, assumptions, capabilities & strategyPredicting the behavior of your competitorsPositioning your Company to Compete:Identifying sources of value and competitive advantageChoosing the best competitive strategy for your industryDeveloping the right strategic partnershipAligning Business Strategy & Execution:Ensuring that your organization can effectively execute its strategyRecognizing and addressing the misalignment of strategy and executionRealistically measuring progress against your business strategyEnsuring a sustainable strategy:Identifying threats to sustaining advantageRecognizing when strategy should / should not and cannot be changed 16. Managing Multi Business:Understanding the dynamics of globalization and competitive advantageExpanding successfully beyond barriers and across culturesAligning resources, activity and organizational goalsBUSINESS BREAK-THROUGH PROGRAMMEMarket Place InternallyWhat do you think?Level of achievementBREAK THROUGH CULTUREInsights LeadershipWhat are my values ?What are my goals ?How do you get people to work to your advantage ? 17. I.Strategic Articulation & Identifying Appropriatemarketing / Distribution channelsArticulate strategic visionAssess market landscape to determine bottlenecksIdentify appropriate channels for marketing/distribution routeto marketII.Potentially target profiting and support for AlliancenegotiationIdentify alliance partners based on the criteria definedPrepare detailed profilesConduct target screening for prioritizationInitiate and facilitate discussions with shortlisted targetsReceipt of expression of interestShort listing and making detailed presentation to seriousalliance partners. 18. Profle of players identified channels Target screening Releasing corporate presentations & Executive summary of the business plan to Potential partnersMaking detailed presentation to seniorsAlliance partnersGain Insight into existing businessSales trendsResource & distribution channelsEnd user focusMarketing & promotion strategyStrategic ObjectiveVisionRevenues, profitability, return to stakeholdersCurrent & future intentKey customer segmentsGeographic focusUnderstand Management perspective and existing customerperception, key driver which can improve improve adoption rates 19. Key stepsExamination of Industry Structure and Key SegmentsSegment marketCategorize sub segment based on end user and product dynamicsBroad market estimates for each segment / sub-segmentDrivers / Initiators of growth, substitution trendsCompetitive intensity and map players into strategic groupEntry barriers for players across segmentsMarket assessmentValue Chain dynamicsKey influencer, decision maker, buying behaviorKey Product SegmentsCompetitive positioningGeographical presenceEnd customer segmentsRevenueFuture diversification plans 20. Business Performance ManagementBusiness IntelligenceSales Management 5.Job description6.Compensation & incentives7.Recruiting8.Hiring9.Training10.Sales Leads11.Performance Goals12.Selling skills13.Account Management14.Account Development15.Performance monitoring16.Performance development17.Termination18.Account Transition 21. HOW TO LEVERAGE LINKEDIN TO GENERAL SALESDeveloping Converting your profileAdding event attendees into applicatiosalesnopportunityCreating & JoiningPromotingeventsgroupEngagingLeadin groupPositioningGenerationdiscussioupdateRoad mapnCreatingFollowinga linkedprospectin groups EstablisingAddingas a connectiothought leaderDevelopin ng salesstrategy Stage IIIStage II Stage I 22. START-UP TIMINGSMarket DefinitionProduct developmentIdentifying partnersFinding / funding (staging)Locking in Intellectual propertyFinding advisorsCreating a business plan CUSTOMISING DEDICATED FACILITYADVANCE CUSTOMER SERVICE QUALITYOPTIMISING PERFORMANCE OFYOUR EXISTING ASSETSWe deliver-->Inventory Integrity Shorter lead time Increased productivity Greater responsiveness Fast & Reliable start-ups Flexibility to meet growing volumes Recruitment, training and motivation ofworkforces Transfer of Industry best practices from other sectors & regions Rock solid record keeping Transaction Integrity Transaction history record keeping Comprehensive menu of standard reports 23. MOTIVATING EMPLOYEE PERFORMANCE WITH INWARD FOCUS(3 VITAL STEPS)Sense of achievementWork commensurate to abilityBITE sized tasks are better plan with a idea end with the ultimate goalHave a contingency plan set itMotivating employee performancePROFITABILITY IN TOUGH TIMESBe a path breakerRetain and tempt the best brains / hands in the industryConnect with and reassure your customersDevelop a unique approachMake co.. / build strategic partnership. 24. GOOD LEADERSHIP WHEN COMPANY IS NOT DOING WELLChange the internal cultureLeadership as a tool for participation approachNeutralize the denial and resistance to changeHelp people gain a realistic assessment of their strength and weaknessHighlight the positive but do not underplay the negativeEmpower and encourage the employeesShow empathyCUSTOMER SERVICE BACK-UPBe accessibleBe courteousAct nowBe helpfulGo the extra mileListen when your customer complaintsARE YOU A GOOD LEADER ?Are you a master in your fieldAre you leading by exampleA good leader makes few promises, but when he does, he keeps themA good leader values people more than profitsA good leader manages time for his family and ensures that every employee does that too. 25. K.R.AsDevise, implement & facilitate annual marketing pla