www.biz-strategy.ae

Talent Development:

Ø  Lose-lose? Ø Win-Lose? Ø  Lose-Win?

Ø Win-Win!!!!! Brett Preston: Executive Strategy & Leadership Consultant

@ Biz-Group

Maximising Business Performance

Gateways: Those who can win

Maximising Business Performance

3  v  EVP  source  60%  market  vs.  40%  

v  EVP  salary  +10%  vs.  21%  (Av  =  11%)  v  EVP  reduces  turnover  costs  at  33%  of  

annual  position  TEC        

War for Talent: Win-Win

Maximising Business Performance

The  Monetary  Benefits  of  Increasing  A5rac6veness  

** Estimated savings on 1,372

recruits for Jan-Aug

=1,247m Dh (BE Revenues of 8.313m

Dh)

Commercial Value

Maximising Business Performance

-

Calcula&ng  Cost  of  Turnover  =  33%  of  Employees  TEC  (Total  Annual  Employment  Costs)*        

Turnover:  15%  of  1,000  =  150                

Net  Profit  at  15%  

recovery  of  Turnover    

31,999,999  AED  of  

Revenues!  

150  Employee  

Exits  (Turnover)  

96,000  AED  Average  TEC        

14,400,000  million  AED  x  

33%  =  4,800,000  of  NET  PROFIT  

4,000  +  4,000  

(Monthly  Salary  &  TEC)  

Supervisory  Levels  

12  Months  

96,000  AED  TEC  x  33%  =  

32,000  Dh  

*Research by Cornell University & PWC Saratoga Institute

Calcula6ng  Cost  of  Talent  Turnover      

Maximising Business Performance

The  Potential  Impact  of  5%  Improved  Performance  of  CORE  Performers  

Sales  Revenue  Distribution  of  Sales  Force  by  Percentile  

Annual  Revenue  (Millions  of  U.S.  

Dollars)  

625  Sales  Representatives:    Median  annual  sales  of  $4.5m  

Non-­‐Competitive  Market  –  

Dysfunctional-­‐15%  

LEAD  ENTERPRISE  -­‐  Thought  leadership  

&  Practices  15%  

If  100  Core  staff  improved  by  5%  =  annual  sales  increase  of    $13m  in  revenues  

Low  Performers  20%  

High  Performers  20%  

Competitive  Market      

The  Norm  40%  

Competitive  Advantage  Market  –  “Blue  Ocean”30%  

Your job is to do this! Capability Drives Strategy.

Maximising Business Performance

Values x Culture = Brand Promise = Brand Equity

Maximising Business Performance

Multi-faceted, Unique, Performance based