the `ebm`- a sales tool
TRANSCRIPT
THE `EBM` AS SALES TOOLTHE `EBM` AS SALES TOOL
PRESENTED BYPRESENTED BY
COLIN THOMPSONCOLIN THOMPSON
`ENTERPRISE BUSINESS MODEL``ENTERPRISE BUSINESS MODEL`
PRESENTATION TO ANYONEPRESENTATION TO ANYONE
THE RATIONAL BEHIND THE `EBM`THE RATIONAL BEHIND THE `EBM`
A SALES TOOLA SALES TOOL
The Enterprise BusinessThe Enterprise BusinessModelModel
(The EBM)(The EBM)
Presentation toPresentation to ……anyoneanyone
This presentation will guide you through theThis presentation will guide you through theEnterprise Business ModelEnterprise Business Model by explainingby explaining
What the precise aim of the EBM isWhat the precise aim of the EBM is
The backgroundThe background
Rationale behind the EBMRationale behind the EBM
What the EBM isWhat the EBM is
Who has seen itWho has seen it
How it can help youHow it can help you
Why you need itWhy you need it
When you might use itWhen you might use it
Where it should be usedWhere it should be used
How it is best usedHow it is best used
Who will benefit the mostWho will benefit the most
What exactly is the aim of EBM ?What exactly is the aim of EBM ?
The EBM is a software program developed by aThe EBM is a software program developed by ateam of senior managers to address everyteam of senior managers to address everyaspect of business performance. It uses aaspect of business performance. It uses aprinting business as a case studyprinting business as a case study
Its aim is to achieve greater financial returns onIts aim is to achieve greater financial returns onexisting and future levels of sales turnoverexisting and future levels of sales turnover -- bybythe application of multiple 1% financial andthe application of multiple 1% financial andefficiency gainsefficiency gains
The backgroundThe background
The EBM helps business managers, investorsThe EBM helps business managers, investorsand suppliers to gain a complete overview of theand suppliers to gain a complete overview of thelinked processes that affect businesslinked processes that affect businessperformanceperformance
The model identifies practical methods ofThe model identifies practical methods ofimproving bottom line performance andimproving bottom line performance andimproving cash flow on a daily basisimproving cash flow on a daily basis
The rationale behind the EBMThe rationale behind the EBM -- 11
The EBMThe EBM is aboutis about youryour businessbusiness
It takes the printing industry as its modelIt takes the printing industry as its model
It helps management compete more effectivelyIt helps management compete more effectivelyand successfully in todayand successfully in today’’s difficult markets difficult marketconditionsconditions
It is a powerful, easy to use, management toolIt is a powerful, easy to use, management toolpacked with cost saving ideas and industry bestpacked with cost saving ideas and industry bestpracticepractice
The rationale behind the EBMThe rationale behind the EBM -- 22
The EBM showsThe EBM shows
How to achieve a greater financial return onHow to achieve a greater financial return onexisting levels of sales turnoverexisting levels of sales turnover
How to systematically improve your overallHow to systematically improve your overallbusiness performancebusiness performance
How management can structure and controlHow management can structure and controlprocesses to make more out of what alreadyprocesses to make more out of what alreadyexistsexists
The rationale behind the EBMThe rationale behind the EBM -- 33
The results obtained by using the EBMThe results obtained by using the EBM
will only be limited by your ownwill only be limited by your own
determination to improve financialdetermination to improve financial
and cultural performance in aand cultural performance in a
‘‘worldworld--classclass’’ businessbusiness stylestyle
The EBM showsThe EBM shows the why, the howthe why, the how
and the way forward !and the way forward !
What is the EBM ?What is the EBM ?
It is a management tool for providing a greaterIt is a management tool for providing a greaterunderstanding ofunderstanding of
Company strategyCompany strategy
Selling and marketing rationaleSelling and marketing rationale
Production processesProduction processes
Financial proceduresFinancial procedures
How to effectively manage changeHow to effectively manage change
Who has seen the EBM ?Who has seen the EBM ?
It is endorsed by industry professionals at the cuttingIt is endorsed by industry professionals at the cuttingedge of modern printing technologies e.g.edge of modern printing technologies e.g.
TJ International, Beacon Print,TJ International, Beacon Print,
Imprint Business Systems,Imprint Business Systems,
OCE UK, Europe and USAOCE UK, Europe and USA
It has been presented to UK Sales and customerIt has been presented to UK Sales and customer--facingfacingteams to show them how to use the EBM to gain ateams to show them how to use the EBM to gain acompetitive edge with customers and reach the topcompetitive edge with customers and reach the topdecision makersdecision makers
How can the EBM help you ?How can the EBM help you ? -- 11
By providing a complete overview and mini health checkBy providing a complete overview and mini health checkof any businessof any business
By focusing on the things that can be changed inBy focusing on the things that can be changed inmanufacturingmanufacturing –– and the things that cannotand the things that cannot
By setting out the principles of business excellenceBy setting out the principles of business excellence –– thetheEFQM ModelEFQM Model
By visually documenting ISO 9001:2000 qualityBy visually documenting ISO 9001:2000 qualitymanagement processes and showing the costmanagement processes and showing the cost--benefitsbenefitsof ISO 14001 environmental strategiesof ISO 14001 environmental strategies
By showing the main business process workflows inBy showing the main business process workflows indiagrammatic form . . .diagrammatic form . . .
How can the EBM help you ?How can the EBM help you ? -- 22
. . . by showing how a business. . . by showing how a business
is able tois able to
gain effective controlgain effective control
over its processesover its processes
When would you use the EBM ?When would you use the EBM ?
To assure investors, business managers, staff andTo assure investors, business managers, staff andsuppliers that the business has a planned strategy to gosuppliers that the business has a planned strategy to goforwardforward
To train customerTo train customer--facing staff to look deeper into thefacing staff to look deeper into themanagement of the customer relationshipmanagement of the customer relationship
As a preAs a pre--sales check to ensure that the prospect cansales check to ensure that the prospect canmanage changemanage change
In the postIn the post--sales stage to verify that processessales stage to verify that processes ‘‘joinjoin--upup’’,,benefits are realised and payment secured on timebenefits are realised and payment secured on time
Where should you use the EBM ?Where should you use the EBM ?
Where an impact assessment of new equipmentWhere an impact assessment of new equipmentis required within the businessis required within the business
Where any of the key discipline areas ofWhere any of the key discipline areas ofperformance are subperformance are sub--optimaloptimal
Where there is a need to improve margins due toWhere there is a need to improve margins due toerosion by competitionerosion by competition
Where high turnover provides disappointingWhere high turnover provides disappointingfinancial returnsfinancial returns
How is the EBM best used ?How is the EBM best used ?
As a ready reference for unfamiliar areas of theAs a ready reference for unfamiliar areas of thebusinessbusiness
To enable managers to understand theTo enable managers to understand theprocesses that they are managingprocesses that they are managing
To support business excellence byTo support business excellence by
consensusconsensus
As a desktopAs a desktop ‘‘pocket consultantpocket consultant’’
Who will benefit the mostWho will benefit the most
Company DirectorsCompany Directors
Business Managers inBusiness Managers in
Sales and MarketingSales and Marketing
ProductionProduction
FinanceFinance
Change ManagementChange Management
Quality and Environmental SystemsQuality and Environmental Systems
System IntegrationSystem Integration
Anyone who is integral to the ongoing performance ofAnyone who is integral to the ongoing performance ofthe businessthe business –– which naturally includeswhich naturally includes all theall thestakeholdersstakeholders ♣♣
`ENTERPRISE BUSINESS MODEL``ENTERPRISE BUSINESS MODEL`
CUSTOMERS AND VALUE DRIVERSCUSTOMERS AND VALUE DRIVERS
`ENTERPRISE BUSINESS MODEL``ENTERPRISE BUSINESS MODEL`
WHY & HOW PEOPLE BUYWHY & HOW PEOPLE BUY
`ENTERPRISE BUSINESS MODEL``ENTERPRISE BUSINESS MODEL`
OTHER USEFUL METHODS TO USEOTHER USEFUL METHODS TO USE
`DELIGHTING THE CUSTOMER``DELIGHTING THE CUSTOMER`
TEAM WORKTEAM WORK
ALL`ALL` THE BAND NEEDS TO KEEP IN TUNE TO MEASURE `THE RETURNTHE BAND NEEDS TO KEEP IN TUNE TO MEASURE `THE RETURN `̀
`TO THE SUCCESSFUL FUTURE``TO THE SUCCESSFUL FUTURE`
THANK YOU FOR THE OPPORTUNITY TODAYTHANK YOU FOR THE OPPORTUNITY TODAY
COLIN THOMPSONCOLIN THOMPSON
colin@[email protected]
www.cavendishwww.cavendish--mr.org.ukmr.org.uk
COPYRIGHTCOPYRIGHTCHRIS SPRINGFORD and COLIN THOMPSONCHRIS SPRINGFORD and COLIN THOMPSON
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