S S Ten Slides in Ten Minutes: Thinking about the Backbone of Business [Capturing the Hearts and Minds of Prospects & Clients]

Presented by:

Bill Graham APM.APMP

November, 2013

bill.graham@sales-synthesis.co.za

Life Events are the basis for the Business of eGovernment

Source: Various

2

Birth Death

Medical • Insurance • Taxman • Justice System • Education • Security • Legal HospitalityLeisure • Infrastructure (roads, harbours, airports etc.) • Telecommunications • Libraries • Health

Entertainment

Tourism

Re-location

Company start-up

Further Education

Liquidation

Unemployment

Divorce

Retirement

Pension Payouts

Insurance Payouts

Part-time

Employment

Retirement Village / Home

Hospitalisation

Child Care

Purchase Property

Renting Leasing

Marriage / Partnership

Vacation

Passport

Purchase Car

Drivers License

Employment

Tertiary Education

Military / Alternative training

Apprenticeship

Vocation Selection

School Admission

Pre-school

Hospital

Using this analogy, that is easy to understand, leads us to slide #4

Customer Events are the basis for the Business of your Organisation

3

Birth Death

Medical • Insurance • Taxman • Justice System • Education • Security • Legal HospitalityLeisure • Infrastructure (roads, harbours, airports etc.) • Telecommunications • Libraries • Health

Entertainment

Tourism

Re-location

Company start-up

Further Education

Liquidation

Unemployment

Divorce

Retirement

Pension Payouts

Insurance Payouts

Part-time

Employment

Retirement Village / Home

Hospitalisation

Child Care

Purchase Property

Renting Leasing

Marriage / Partnership

Vacation

Passport

Purchase Car

Drivers License

Employment

Tertiary Education

Military / Alternative training

Apprenticeship

Vocation Selection

School Admission

Pre-school

Hospital

The Unique Customer Events need to be identified for each Organisation

NB: These are events in the life-cycle of the customer & their business – not the events run by Marketing

An Analysis of Stakeholder Accountabilities is Required

4

• Experience in partnerships

• Track record

• Technical and business

capabilities

• Gainsharing

• Thought leadership

• Common legal and regulatory

framework

• Climate for new business initiatives

• Accountability

• Governance

• Partnerships

• Innovative funding

models

• Contractual interventions

• Performance metrics

The Company

Co-opetition

Serv

ice p

rovid

ers

Fin

an

ce P

rovid

ers

Trust

Integrity

Willingness

Funding

Collaboration

• Partnerships

• Pro-active Participation

• Conformance to standards

across the supply chain

Fundamental Requirements for a Relevant Sustainable Business

5

• How an organisation wants to be relevant in the new economy (i.e. Overriding Business Drivers)

• How the organisation organises itself internally and how it allies itself with partners to achieve this

• How an organisation department readies itself for the transition

Transformation of core

business processes

Development of new

Business Applications

Adoption of a Collaborative

Technology Architecture

Harvesting of Knowledge

for relevant growth

Organisations need an In-House Collaborative Technology Architecture

6

Analytical

Tools

Business

Intelligence

Knowledge

Management

Data Warehousing

Back Office Core Applications Customer Facing

eMail eLearning Messaging Work

Flow

Doc.

Mngt

Systems

Calendars Contract

Mngt Forms

PDA Mobile Apps. Biometrics Smart Cards Barcodes Kiosks

Database Mgt Systems Search Engines

Intranet Extranet Internet VPN LAN WAN

Hardware

Secu

rity

En

terp

rise A

pp

licati

on

In

teg

rati

on

Full collaboration is only

achieved where a common vision

of the technology architecture is

established.

It is not necessary for each entity

in the macro model to provide for

each component in the

architecture. They should

however adhere to the common

framework.

Source: Various

Source: Sales Synthesis

7

For Organisations to survive in the Emerging Economies they must Deploy Relevant Cost-Efficient Solutions

A Common Strategic

Vision with Clients

Basic Products

Basic Solutions

Value-Added Services

The Competitors’

Trajectory of

Irrelevance

Integrated Solutions

Moment of Truth

Competitive

Mountain

Competitive

Molehill

An evolving relationship

Time

Emotional

Impact

Business Decisions have a Cumulative Emotional Impact Over time, each decision has elements that will produce an emotional impact of Guilt and/or Grief

Grief

Guilt

Grief

Guilt

Grief diminishes over time, but Guilt increases

Decision 1 Decision 1

Healthy Business Decisions are not Optional

8

Time

Emotional

Impact

Resultant Emotional Impact affects Business Decisions Decisions and timeframes indicate the highs and lows for the crest/s of ‘Grief’ and/or ‘Guilt’

Guilt and/or Grief

Guilt and/or Grief

Line of Business Decision Tranquillity

The ability to produce Healthy Business Decisions will decide the future of a company

9

Healthy Business Decisions are the true Backbone of Business

10

Transformation of core

business processes

Development of new

Business Applications

Adoption of a Collaborative

Technology Architecture

Harvesting of Knowledge

for relevant growth