1. Better Boards Conference 2014 CEO’s Day: 1 st August 2014 CEO’s Workshop #1 10:30 am Surviving and Thriving Adapting your business model to compete in a market – driven environment

2. Themes Thinking more commercially Understanding your market Focusing on services that add value Converting barriers to opportunities

3. Structural Change Political reforms Funding reforms User choice Block/Grant Funding – Fee for Service Changing market dynamics Disability Aged Care Child Care Indigenous

4. Key Organisational Requirements To simply survive! To be relevant and be sustainable To achieve growth To provide leadership

5. Recent Impacts NDIS - Disability Provider Organisations SA Trial Site, 0-5 year old 16 organisations [plus others affected by NDIS] Small – Large Metro – Regional All are providers of services to people living with disability Action Plans Grant Application

6. Sustainability Issues - Themes Governance Business Structure and Business Competencies Market Analysis Marketing and Communications Unit Cost Intellectual Property Self Advocacy Data and IT

7. Market Driven Business Model MarketCustomerService

8. Market/Customer Driven Traditional Hierarchy Process Driven Reactive to Market/Customer

9. Market/Customer Driven Inverted Hierarchy Service Driven Proactive to Market/Customer Traditional Hierarchy Process Driven Reactive to Market/Customer

10. Action Plan Organisation ACTION PLAN Calendar 2015 Date of this Update …./..../…. ObjectiveApproved By: Action AreaAction ItemEstimated Elapsed Time [Start – End Dates] Responsible Person Estimated Cost Performance Indicator Financial Governance Strategic Market Hardware Commercial

11. Intellectual property Who are your competitors? Collaborations? Alliances? Mergers?

12. Market Do you understand your marketplace? What is the demand in your area of influence? Which products /services are you providing? Where is your products /services growth? What is your brand? What is your marketing and communication strategy?

13. Add Value Do you understand unit cost/marginal costs? Which products/services produce profit? Which products/services are value adding? Do you need to change the focus of the organisation?

14. Opportunities How do you assess opportunities? Are business cases developed? Market assessments? Competitor analysis?

15. Thank you Wayne Turner wturner@cbb.com.au