client name analysis & design planning guide october, 1993 © 1993 gemini consulting....

Client NameAnalysis & Design

Planning Guide

October, 1993

© 1993 Gemini Consulting. Reproduction with Express Permission Only.

CLIENTLOGO

Planning Guide 1.9 04/21/23 - 2 -

Why is XYZ Looking to Gemini?

• Need to reduce overhead to reflect divestiture of plastics business

• Desire to create a world class company from diverse parts of recent acquisitions

• Work with Gemini in Germany, familiarity with Gemini’s approach to:

– Providing business insights

– Mobilizing internal resources

Planning Guide 1.9 04/21/23 - 3 -

XYZ Company/Gemini Joint Analysis Logic

HypothesesBusiness

ObjectivesCritical

Success FactorsAnalysis

Objectives Analysis Tasks

BusinessObjectives

CriticalSuccessFactors

HypothesesTasks Joint

ProjectApproach

Opportunities

Findings

Planning Guide 1.9 04/21/23 - 4 -

Acquisition of Analysis Opportunity

Client: XYZ BDE: Jim NorthamRD VP: Kees BeenAVP: Barbara GathanyMarket Team: ChemicalsType: 3Analysis Fees: $189KAnalysis Calendar: 7 WeeksStart: September 13, 1993Lead: HP von SicardCharge Code: A00327Acct. Mgr: Jim Chinnici

Documents:• A&D Contract

• A&D CostingEstimate Worksheet

Documents:• A&D Contract

• A&D CostingEstimate Worksheet

Headlines

Red Issue: Client wants to align overhead costs with reduced operations following divestitures, and to assure product-to-customer processes provide for world class customer service.

Mission: To analyze XYZ’s Product-to-Customer processes and corporate overhead

CSF’s: Design an analysis appropriate to the objectives; create a compelling benefits case and a logical project approach

Antecedents: European A&D/RD experience with XYZ’s parent

Outputs: Completed planning guide (this document)

RACI: Dave Connaughton to create first design. HP von Sicard to lead analysis and maintain key executive relationships during analysis. Dave Connaughton to direct on-site team efforts to accomplish all analysis tasks. Barbara Gathaney to provide executive analysis support.

Planning Guide 1.9 04/21/23 - 5 -

Analysis Design Parameters

The Analysis must:

• Build consensus at all levels on the future of the business

• Demonstrate Gemini’s ability to quickly and accurately assess client business opportunities (credible, prioritized opportunities)

• Demonstrate solid financial justification for process improvements

• Provide a convincing case for improved strategic marketing cpability

• Establish a path forward (project design) which will improve XYZ’s product-to-customer capabilities and deliver any identified benefits

Planning Guide 1.9 04/21/23 - 6 -

Analysis Scope

• All overhead functions at XYZ

• All aspects of product-to-customer processes, excluding production

- Excludes plastics (being divested)

- Excludes Bristol plant (being divested)

- Limited manufacturing involvement pending significant justification for investigation

Planning Guide 1.9 04/21/23 - 7 -

The Whole Organization Will be Involved in the A&D Process

Organization ChartOrganization Chart

Planning Guide 1.9 04/21/23 - 8 -

Much of the Value Chain Will Be AddressedProduction & Logistics

Sales & Planning

ServicingCustomers

Importing

Purchasing

Producing

Distributing

Warehousing

ImportingMarketing

(Customer Acquisition)

Selling

Forecasting ProductionScheduling

PerformanceTracking

Planning Guide 1.9 04/21/23 - 9 -

Continued Business Development Potential for a Long Relationship

Future Business PotentialInitial A&D

Production

InformationSystems

Other

Results Delivery

Results Delivery

Product-to-CustomerProcesses

Results Delivery

Planning Guide 1.9 04/21/23 - 10 -

0 1 2 3 4 5

DecisionChartingSurvey

FinancialFramework

BusinessCase

ProjectDesign

Findings&

Conclusions

ExecutiveInterviews

FocusInterviews

BrownPaper/

ProcessFlow

Analysis Tasks will Provide a Series of Data Points Driving the Path Forward

BenchmarkAnalysis

Probes

Planning Guide 1.9 04/21/23 - 11 -

Overview of Diagnostics

Executive Interviews

Focus Interviews

Financial Framework

Initiatives Review

People/Culture Studies

Process Brown Papers

Product-to-Customer Probes

Overhead probes

Technology Probes

Brown Paper Fair

Opportunity Charting

Project Design

Business Case

ObjectivesDiagnostics Responsibility

Planning Guide 1.9 04/21/23 - 12 -

Client Updates Have Been Sceduled to Present Findings, Solicit Feedback and Build Enthusiasm

Week 1• Analysis Plan• Preliminary Interview Findings

Week 2• Focus Interviews• Executive Interviews• Financial Framework

Week 3• Initiatives Review• People/Culture Studies

Week 4• Key Business Processes Brown

Papers• Product to Customer Probes• Overhead Probes• Technology Probes

Week 5• Business Case (Preliminary)• Project Design (Preliminary)

Week 6• Path Forward

Planning Guide 1.9 04/21/23 - 13 -

Analysis Schedule

WEEK 1 WEEK 2 WEEK 3 WEEK 4

PathForward

1. Executive/Focus Interviews

2. Financial Framework

3. Initiative Review

4. People/Culture Studies

5. Process Analyses

6. Product to Customer Probes

7. Overhead Probes

8. Technology Probes

9. Brown Paper Fair

10. Opportunity Charting

11. Project Design

12. Business Case

3,4

WEEK 5

5,6,7,8

WEEK 6

11,12

Planning Guide 1.9 04/21/23 - 14 -

High Degree of Involvement Required Across the Organization (Both 1-on-1 and Group Sessions)

WEEK 1 WEEK 2 WEEK 3 WEEK 4

EI, FI InterviewM MeetingT TeleconU UpdateV Casual VisitI Informed by others

EI, FI InterviewM MeetingT TeleconU UpdateV Casual VisitI Informed by others

Contact Name

Contact Name

Contact Name

Contact Name

WEEK 5

Planning Guide 1.9 04/21/23 - 15 -

A&D Team Structure Designed to Build Relationshipsat All Client Levels

Planning Guide 1.9 04/21/23 - 16 -

Analysis Task Assignments

A = Accountable R = Primary Support () = Additional Support

Dana C.

Tony C.

Jim C.

Dave C.

Ed C.

Mike F.

Manuel H.

Tom J.

Charles J.

Mike M.

Dave M.

Nimi N.

Susan McC.

H.P. vS.

Anita W.

R A

A

RR

A

R R

R

R

A A AA

R

R

AR

A

R

A

R R A A

R

R

A

R A

R

R A

A A R R

A

R

AR

A R

R

A

Nick, B.

Rod C.

R

R

R

R

A R

A

A A

A

A

A

Planning Guide 1.9 04/21/23 - 17 -

XYZ Analysis Face-Off Matrix

Client

Interviewee Face-Off E1 U1 U2 U3 Area

HP / DC

HP / JN

HP / DC

DM

DC

DC

DC

HP

DC

HP / DC

HP

HP

HP

DC / DM

TJ / MH

DM

SM

DM

MJ

DM

AC

DM

AC

DC

HP

HP

HP

P/COO

CHMN

MEMC

DIV I

Colorants

Coatings

Canada

Rohm

DIV II

Spec. Chem

Coatings Raw Materials

Imports

Admin CFO

GM. Finance

Eng. Services

Customer Service

R&D Coordinator

Purchasing

Mobile

Chestertown

Piscataway

Lockland

Pleasanto

Leaside

Brampton

Klaus Burzin

Roger McDaniel

Alex Lietmann

Paul O'Brien

Tom Maggio

Don Miller

J. McCroarty

A. Silcock

E. Grampp

Klaus Schrage

R. Morlino

H. Kasprzak

R. Feldman

Joern Stumeier

Jack Fitzpatrick

G. Moroff

John Rosatto

Sam Lauderback

Fred Staughn

Frank Hubbard

R.H. Lance

J. Furman

T. Dupras

E. Monson

R. Henshaw

R. Hunt

P. Forbes