richard brooks jaba partner summit
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1www.k-international.com @RichardMBrooks #JabaPS2015
@RichardMBrooksRichard.Brooks@k-international.com+44 1908 557 900
www.k-international.com
Building Value in Partnerships
2www.k-international.com @RichardMBrooks #JabaPS2015
HELLORichard Brooks. CEO K International
@RichardMBrooks+44 1908 557 900Richard.Brooks@K-International.comwww.k-international.com
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THE PAST100 years of sales in ten minutes
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Toughest job I ever had was selling doors, door to door – Bill Bailey
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July 1925E.K. StrongThe Psychology of Selling
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Your ProductPotential Customer Awesome person who can do amazing things.
+ =
This isn’t what you sell This is
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September 15, 2008
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Been a revolution in procurement last few years.
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In this environment who is it who’s selling?
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Relationships
Possibilities
Opportunities
Actions
Results
DEMONSTRATE VALUE CREATION
The results pyramid is not longer valid.
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VALUEWhat is Value?
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Pretium = PricePretium = ValueThe thinking in 15 B.C.
Price = ValueThe problem in 2015 A.D.
Price ≠ Value
Pretium
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People don't want to buy a quarter-inch drill, they want a quarter-inch hole Theodore Levitt
“”
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… 4G is “the communications equivalent of the change the jet engine made over steam”
>>> Inability to monetise value creation
Olaf Swantee, CEO EE
3G1GB£31
4G1GB£26
When Value > Price
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Becky Williams M&S Apology
When Price > Value
>>> lack of understanding of an emotive reaction to a small price change
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Power by the Hour
>>> increased shareholder value by forecasting revenue streams.
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REMOVE COST OR ADD VALUERemove Cost
• Machine Translation
• Workflow
• Translation memories
• Volume
• Off shore PMs
• Portal
• Reverse auctions
Add Value• Integrated services• Increased complexity• Key account
management• Value delivery • Consultancy• Innovate your pricing
model• DON’T commoditise your
own product
Limited by
the amount
of cents in
the Euro.
Limited by
your
creativity.
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Share of WalletMade up of…• What you provide your client• What your competitors do• What the client does
themselves• What your client should do but
doesn’t
Each will need a different management strategy
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BUSINESS MODEL CANVAS
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CONSIDERATIONS OF PARTNERING• Inside and outside the industry (2+2 can equal 5)
• Financial… profit share. But whats profit?
• Leadership… two CEOs?
• Risk management and uncertainties
• Timezones and other practical considerations
• Technology
• Transparency, Trust and Integrity
• Ability to create value
• But… we can strategize all we want >>> what's the most important thing?
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Culture eats strategy for breakfast.Peter Drucker
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Edward T. Hall's Cultural Iceberg Model. 1976.
Behaviour
Beliefs
Values/thought patterns
90% underwater
33www.k-international.com @RichardMBrooks #JabaPS2015
Richard Brooksuk.linkedin.com/in/richardbrooks
twitter.com/@RichardMBrooks
plus.google.com/+RichardBrooks_L10N
0044 1908 557913Richard.Brooks@k-international.comwww.k-international.com
34www.k-international.com @RichardMBrooks #JabaPS2015
Next Steps• Download this presentation shorturl/JABA15• Maybe google who Bill Bailey, Peter Drucker are• Read The psychology of selling and advertising for free
> http://bit.ly/1BHJ19l • Stop selling the features• Read The Challenger Sale (Dixon and Adamson)• Email me anytime about anything >
Richard.Brooks@k-international.com• Follow me on twitter (@RichardMBrooks), Linkedin
(uk.linkedin.com/in/richardbrooks) and Google+ (plus.google.com/+RichardBrooks_L10N)
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