1. A Strategy for the Business

2. INTRODUCTION BUSINESS VISION OBJECTIVES CHALLENGES PLANNING BUSINESS AND COMMERCIAL DEVELOPMENT STRATEGY Always Thinking “Laterally” To Plan, Create, Motivate and Grow… Successfully Make It Happen!!

3. BUSINESS VISION Business Strategy - Is it feasible? - Is it realistic? -Is it achievable? -Is there commitment? The Four Keys to Success Business Planning / Sales Growth Delivery of Services Resource Management Revenue / Financial Performance

4. BUSINESS VISION “TO DELIVER A VISION THAT WILL INCREASE THE ABILITY OF YOUR ORGANISATION TO IMPLEMENT EFFECTIVE BUSINESS AND COMMERCIAL STRATEGIES, DELIVER A REVITALISED CUSTOMER PROGRAMME EXPERIENCE, ACHIEVE FINANCIAL TARGETS AND DRIVE PROFITABLE GROWTH ACROSS THE BUSINESS.”

5. BUSINESS VISION Visibility / AwarenessVisibility / Awareness Business ProceduresBusiness Procedures Enhanced Solution PortfolioEnhanced Solution Portfolio Effective ManagementEffective Management Sharing of skills, resources, information and best practiceSharing of skills, resources, information and best practice Planned GrowthPlanned Growth Financial stabilityFinancial stability Deliver a Business Strategy… Increase Profile Commercial Strategy Communication Co-op & Collaboration Management & Support Revenue Growth

6. OBJECTIVES Strategy Resources Delivery Five ‘Key’ Objectives Support Communication  Become THE Foremost organisation in your Field, Delivering… › Targeted, Quality Services › Alternative Delivery Models › Online Digital Strategy › Efficiency Improvements › Multiple Income Streams › Cost Benefits – ‘Value for Money’

7. CHALLENGES Delivery Programmes Four ‘Key’ Challenges Infrastructure Create New Opportunities Over Achieve on Targets  Develop a Feasible Business Strategy… › Profile / Exposure / PR › Resource Utilisation › Commercial Strategy › ICT Utilisation › Programme Delivery › Service Improvements › Reduced Costs

8. PLANNING Business Plan Agreement & Sign Off Milestones Five ‘Key’ Planning Points Deliver Goals & Objectives  Business Strategy › Financial Targets and Budgets › Services, Solutions, Tasks › Resources and Timescales › ‘On Track’ and Within Budget and Resource Constraints › Surplus / Net Gain!

9. “Delivering Commercial Value... Efficiently and Effectively” Efficiently and Effectively” Business Strategy Strategy

10. Competition Market / Market /Customers Your YourOrganisation Marketing & Sales Business Strategy

11. SWOT ANALYSIS Strength’s The Organisation’s Position Leadership Team Commitment & Dedication Services / Solutions Support USP’s Weaknesses Communication / Marketing / PR Duplication of services / resources / skills Deployment of Resources Right Skills, Right Place Programme / Service Delivery Models Positioning Recognition in Marketplace Threats Change / Speed of Change Apathy Indifference Internal Politics Waste Pricing Cost of Sales Lack of Support Lack of Commitment Opportunities New commercial opportunities Multiple revenue streams Develop closer ties with 3 rd Parties Integration and collaboration - internally & externally Digital strategy / Self-Service Customer Service Programme Communication Methodologies Online / Social Media

12. COMMERCIAL STRATEGY… THE OVERALL SUCCESS OF ANY COMMERCIAL BUSINESS STRATEGY ENTAILS REVIEWING THE REALISTIC MARKET POTENTIAL FOR THAT BUSINESS.. Customer Customer Services Services Sales Sales Strategy Strategy Market Market Stimulation Stimulation Market Market Planning Planning Market Awareness Awareness Market Market Assessment AssessmentMarket Opportunity Opportunity

13. COMMERCIAL STRATEGY… Customer Customer Services Services Sales Sales Strategy Strategy Market Market Stimulation Stimulation Market Market Planning Planning Market Awareness Awareness Solution Strategy Infrast Resource Products Success Go / No-Go? Marketing Media Materials Pricing Budgets Resources Training Go / No-Go? Mktg. Plan Awareness Opps. Suspects Business Case Features Benefits Sales Strategy Prospects A/C Plans Resources Performance Reviews F/Cast Resources Reqs. Packaging Cust Svcs Support A/C Mgmt. Case Studies User Forums Objectives Size Profile Revenue Solutions Drivers Early Opp. Go / No-Go? Vision Audit Potential Comp Barriers Financial Risks Commitment Continue Go / No-Go? Market Market Assessment AssessmentMarket Opportunity Opportunity

14. MARKET OPPORTUNITY What is the overall ‘Vision’ for this opportunity? Is there realistic and viable business in this marketplace for your solutions / services? Market Potential Market Drivers and Trends What solutions are really required? What competition is there? Have you undertaken a full competitive analysis? What are the ‘Barriers to Entry’? Have you conducted a SWOT / GAP analysis? What will it take to be successful? What are the likely financial implications? What are the risks? Is there commitment? Do you continue? Yes or No? MarketOpportunity Vision Audit Potential Comp. Barriers Risks Commit

15. MARKET ASSESSMENT Establish your ‘key’ Goals & Objectives Conduct a detailed Products / Services / Solutions Market Audit Assess the overall Market Size Quantity / Volume Revenue Build a Profile of Potential Customers Assess the Revenue Potential / Mix Determine the solutions & services ‘Fit’ Determine your market ‘Approach’ Are there any specific market ‘Drivers’? Assess what early opportunities there could be Any Quick ‘Wins’? Do you continue? Yes or No?MarketAssessment Objectives Size Profile Revenue Solutions Drivers Early Opp.

16. MARKET AWARENESS How do you build the awareness of your Solution? How should you develop your Marketing Strategy? Do you have the right Infrastructure? Do you have the right ‘mix’ of resources? What about your Products / Services? Are they ‘fit for purpose’, maturing, competitive? Do you have / when will you have success stories? What are the risks? Is there still commitment? Do you continue? Yes or No?MarketAwareness Solution Strategy Infrast Resource Products Success

17. MARKET PLANNING What will be your level of Marketing? Website / Social Media Campaigns Materials / Collateral / Sales Aids Niche Market Sectors / USP’s / Competition Events / Activities Develop a Pricing Strategy Agree appropriate Budgets Establish Resource Requirements & Levels Plan Support and Training Requirements Do you continue? Yes or No?MarketPlanning Marketing Media Materials Pricing Budgets Resources Training

18. MARKET STIMULATION Developing a detailed Marketing Plan Online / Website / Social Media Direct / Indirect / Telemarketing / Events Networking / PR / Referrals Consultants / Channel / 3 rd Parties Customer Awareness Campaigns Identify & Progress Opportunities Qualify ‘key’ Suspects Build Customer Business Case Solutions Customer Services Pricing Resources Support Identify ‘key’ product / solution Features and BenefitsMarketStimulation Mktg. Plan Awareness Opps. Suspects Business Case Features Benefits

19. SALES STRATEGY Develop Sales Strategy Marketing Opportunities Sales Opportunities Channels to Market Leverage Prospects and Customers Target Qualified Prospects Account Planning & Management Assess Resource Development Conduct Performance Assessment Regular Reviews Detailed Business ForecastsSalesStrategy Sales Strategy Prospects A/C Plans Resources Performance Reviews F/Cast

20. CUSTOMER SERVICES (1) Resources Project Management Deployment Implementation Consultancy Customer Support Training Solution / Services Requirements Enhancements / Customisation Localisation Translation Resources Reqs. Packaging Cust Svcs Support A/C Mgmt. Case Studies User Forum CustomerServices

21. CUSTOMER SERVICES (2) Assess overall ‘Packaging’ requirements Documentation Support and Training Materials Delivery Customer Services Project Management Help Desk Support Account Management Business Campaigns Case Studies / User Forums Testimonials ReferralsCustomerServices Resources Req. Packaging Cust Svcs Support A/C Mgmt. Case Studies User Forum

22. USP’S – WHAT WILL THEY BE?  Do you know this marketplace?  Who are your competitors?  Can you be competitive?  What will it cost you to be competitive?  What makes your products, solution or services unique?  Do you have sufficient resources… and the right skill sets?  What differentiates you from the competition?  Why should customers buy from you, as opposed to elsewhere?  What will set you apart?  How will you maintain your competitive advantage?  What will it take for you to be profitable and successful?  How long will it take? Product / Solution / Service / Service

23. WHAT NEEDS To be Done! And…

24. INITIAL TASKS SWOT Analysis Clarify existing and potential revenue streams Agree objectives for moving forward Build business relationships – internally & externally Agree business development strategy Identify business development opportunities Assess infrastructure, resources, skills, services Assess current outstanding problems and issues Work to identify resolution or action as required Identify priorities and ways to achieve them Assess criteria for developing a strong network, improving communications and sharing best practice

25. BUSINESS CHANGE… IS ALL ABOUT… Eliminating Outmoded and Manual Processes Eliminating Duplicated Processes Eliminating Clerical & Management Errors Introducing New Services / Applications Integrating & Optimising AllProcesses IntegratingPeople With Data & Processes Optimising and Reducing All Costs Implementing Digital & Self-Service

26. THE ‘KEY’ TO SUCCESS Today’s marketplace dictates that organisations MUST transform their operations in order to… Fully integrate their systems & services Improve their communication… internally and externally Have access to better information… quickly & efficiently Make the right decisions Improve the quality and delivery of services, and support to their customers Reduce their waste and costs Improve relationships with all their business ‘partners’

27. THE ‘KEY’ TO SUCCESS Success rarely happens by chance, it comes from… Vision & Planning BusinessSponsorship Commitment SuccessfulImplementationof ‘The Strategy’

28. THE ‘KEY’ TO SUCCESS 35% OF ORGANISATIONS ARE IN THE ‘PARADE’ The “Business Transformation” Parade 25% are thinking about joining in But 40% don’t even know there is a ‘Parade’ going on

29. A Strategy for the Business THANK YOU