developing resilience in challenging conditions

Developing resilience inchallenging conditions

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Developing resilience in challenging conditions

To create value and long-term success business models need to be resilient enough to deal with the inevitable shifts in the external environment.

This means that everyone must understand how to stay focussed on the critical issues by thinking and acting decisively.

The need for resilience

There are no right answers…

But you can practice decision making and rehearse the future to improve your chances of success.


“The message is clear and to the point – if we don’t sell what the customers want, we’re out of the game.”

“Nothing is constant in the world around us. We need to review our strategy frequently, and keep finding new ways of making money.”

CEO of Nohau, European system development provider

A clear process can help


Because good decisions are like good costs they will enhance yourbusiness. Bad decisions are like bad costs they could destroy it.

Your assignment


• Working with a team of colleagues your first task will be to assist the management of Fenix to restore profitability by getting the basics of the business right.

• Having done so you will then need you pave the way to future success by deciding how Fenix can differentiate its offer from its competitors and then pitch for and win contracts that are right for the business going forward.

• Only by choosing a successful market strategy will you be able to meet or even exceed your profitability goal.

This is the scenario:

A fictitious company Fenix has reached a cross roads and needsto take key strategic decisions that will be crucial to its continued ability to both make short-term profit and create long-term value

Work as a team

Around the simulation board, analyse the available information, and make your decisions.

How will your decisions compare with the other teams in the room and what have they been learning? The facilitator will guide you.


• Reflect on the progress that you are making toward your goals.

• How has it been affected by your ability to work together?

• Capture any learning as you go.

Conceptual themes

Customer strategy

Value-added services

Customer needs and preferences

Customer intelligence

Customer segmentation

Targeting preferred customersMarkets

Differentiated market strategies

Market intelligence

Operations efficiency

Organizational structure

Supply chain

Market strategy

Competition profiling

Ways of strategizing – customer- vs.

competition focus

Growth and sustainable profitability

Securing cash flow

Creating long-term value

Offering

Product lifecycles

Disruptive technologies

Sustainability

Lean production


The Workshop at a glance – the flow

A case story in three chapters

The challenge - Getting the basics right

Evaluating the market conditions:

What are you up against?

What decisions need to be made, to be profitable?

Adding value – Creating the competitive advantages

Analyzing customer information and

determining needs:

Which customer segments are most profitable –

in the short run and in the long run?

How can you add value to your offer, in order to meet

the needs of your targeted customers?

Winning the business – Going for the right customers!

The strategy meets reality:

Did you win the customers you intended to?

How profitable was your market strategy – in the

short run and in the long run?


Duration one half to a full day

Participants are enabled to be better decision makers in response to business challenges through:

• Understanding the key features of a marketplace and how they affect strategic decision-making

• Understanding the value of analysing customer needs in order to create the most profitable offering

• Understanding the different principles behind market strategies and what they can mean in practice (customer focus vs competition focus)

• Simulating strategic decision making and analysing the outcomes• Understanding your own organisations burning issues and the

way forward

Benefits – What the business gains


Contact:

Steve Hemmings

+44(0)7768 158576

[email protected]

Centrepiece is a Celemi Partner

www.celemi.com

For more information

“Knowing what you want to

achieve is one thing…

…knowing which buttons to

push is quite another.”


developing resilience in challenging conditions

Business