richard brooks jaba partner summit

1www.k-international.com @RichardMBrooks #JabaPS2015

@[email protected]+44 1908 557 900

www.k-international.com

Building Value in Partnerships

http://www.k-international.com/


HELLORichard Brooks. CEO K International

@RichardMBrooks+44 1908 557 [email protected]



THE PAST100 years of sales in ten minutes



Toughest job I ever had was selling doors, door to door – Bill Bailey



July 1925E.K. StrongThe Psychology of Selling



Your ProductPotential Customer Awesome person who can do amazing things.

+ =

This isn’t what you sell This is



September 15, 2008



Been a revolution in procurement last few years.



In this environment who is it who’s selling?



Relationships

Possibilities

Opportunities

Actions

Results

DEMONSTRATE VALUE CREATION

The results pyramid is not longer valid.



VALUEWhat is Value?



Pretium = PricePretium = ValueThe thinking in 15 B.C.

Price = ValueThe problem in 2015 A.D.

Price ≠ Value

Pretium



People don't want to buy a quarter-inch drill, they want a quarter-inch hole Theodore Levitt

“”



… 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



Becky Williams M&S Apology

When Price > Value

>>> lack of understanding of an emotive reaction to a small price change



Power by the Hour

>>> increased shareholder value by forecasting revenue streams.



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.



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



BUSINESS MODEL CANVAS



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?



Culture eats strategy for breakfast.Peter Drucker



Edward T. Hall's Cultural Iceberg Model. 1976.

Behaviour

Beliefs

Values/thought patterns

90% underwater



Richard Brooksuk.linkedin.com/in/richardbrooks

twitter.com/@RichardMBrooks

plus.google.com/+RichardBrooks_L10N

0044 1908 [email protected]



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 >

[email protected]• Follow me on twitter (@RichardMBrooks), Linkedin

(uk.linkedin.com/in/richardbrooks) and Google+ (plus.google.com/+RichardBrooks_L10N)


http://bit.ly/1BHJ19l

http://bit.ly/1BHJ19l

mailto:[email protected]

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