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