WIN! How to succeed in the new game of business Masterclass

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  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Exceptional at what you do

    Basics of Business

  • 2016 Roger Harrop Associates www.rogerharrop.com

    US retail Price/gallon

    Source: Cockeyed.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Assimilate

    Adapt

    Adopt

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Desktop 3D printer uses paper, glue and razors

    The first time such technology has become available suitable for classrooms and offices

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

    This is the future of books!

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Source: ORM

    CEOs Business to Business

    Believe an app would grow sales

    41%

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Charles Dickens 10 note

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Charles Dickens 10 note

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Source: T4U PartnershipJaguar:VR is helping it sell an incredible amount of cars

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Source: T4U Partnership

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Assimilate

    Adapt

    Adopt

  • 2016 Roger Harrop Associates www.rogerharrop.com

    The millennials are the first to have better grasp of a key business tool than more senior workers

    Source: PwC Reshaping the Workplace

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Assimilate

    Adapt

    Adopt

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Dissatisfied Satisfied Delighted

    Not Met

    Met

    Better than At Risk

    Looking

    Gone

    Loyal

    At Risk

    Looking

    Advocate

    Loyal

    Product or Service

    Process

    At Risk

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

    10

    10

    People

    9

    10

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Exceptional at what you do

    Great place to work

    Basics of Business

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Sources: MORI BITC/NOP

    88%

    What do you want your employer to be like?

    45%

    Committed to living its values

    Believe employer actually is

  • What Employees

    Want

    2016 Roger Harrop Associates www.rogerharrop.com

    My RoleDisciplineExcitedPraiseDont ScareImpressAutonomyWin

    Source:Harvard Business Review

  • 2016 Roger Harrop Associates www.rogerharrop.com

    My Role

    Discipline

    Excited

    PraiseDont Scare

    Impress

    Autonomy

    Win

    __ 10

    __ 10

    __ 10

    __ 10

    __ 10

    __ 10

    __ 10

    __ 10

    ___ 80

    Source:Harvard Business Review

    What Employees

    Want

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Source: DBERR

    Why do you follow someone?

    A feeling of fun, energy and

    excitement93%

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Exceptional at what you do

    Great place to work

    Prospect for customers

    Basics of Business

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Pros

    pect

    ing

    Sales Management Matrix

    StarJunior

    CowDog

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Pros

    pect

    ing

    Sales Management Matrix

    StarJunior

    CowDog

    Brian

    Mary

    Dave

    Sunil

    Richard John

    Darren

    Laura

    Susan

    Colin

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Pros

    pect

    ing

    StarJunior

    CowDog

    Distributor Management Matrix

  • 2016 Roger Harrop Associates www.rogerharrop.comSource: Proudfoot/Ericsson

    52%

    Travel

    25% Travel

    &

    &

    Admin

    Admin

    15% Service

    15% Service

    35%

    Active

    23%

    Selling

    Active Selling

    10% Prospecting

    25% Prospecting

    Salespersons Time

    33%

    60%

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com Source: Roland Berger Strategy Consultants

    2030 Global Trends

    Opp

    ortu

    niti

    es

    Risk

    Demographics population 6.9bn to 8.3bnageing +5 years

    urbanisation 59%

    Globalisation TICKs gdp +7.9%panext 11 gdp +5.9%pa

    Resources energy demand +26%water demand +53%

    commodities rare metals/food

    Climate Change

    CO2 +16%

    warming +0.5C - 1.5C

    ecosystem extremes

    Technology diffusion high speedinnovation change lives

    life sciences nbt

    Knowledge know how 55% in 2ndary edugender gap narrowing

    war for talent demand>supply

    Responsibility cooperation nationsngos +++

    philanthropy +++

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Sales Skills

    Product Knowledge

    Belief

    Enthusiasm

    Selling

  • 2016 Roger Harrop Associates www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

    power

    9 Laws of Persuasion

    consistencyexpectancycontrastassociationreciprocityscarcityfriendsconformity

  • 2016 Roger Harrop Associates www.rogerharrop.com

    power

    9 Laws of Persuasion

    consistency

    expectancy

    contrast

    association

    reciprocity

    scarcity

    friends

    conformity

  • 2016 Roger Harrop Associates www.rogerharrop.com

    The CATSDEC process

    Ill think about it

    Close

    Total

    Subject toDeal withEasy?

    Catalogue Agree

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Exceptional at what you do

    Great place to work

    Prospect for customers

    Bottom line

    Basics of Business

  • 2016 Roger Harrop Associates www.rogerharrop.com

    = Sales People

    Productivity

  • 2016 Roger Harrop Associates www.rogerharrop.comSource: Proudfoot/Ericsson

    52%

    Travel

    25% Travel

    &

    &

    Admin

    Admin

    15% Service

    15% Service

    35%

    Active

    23%

    Selling

    Active Selling

    10% Prospecting

    25% Prospecting

    Salespersons Time

    33%

    60%

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Lower Cost n Direct costs n Labour costs n Overtime costs n Rework costs n Operating efficiency n Change over time Shorter Lead Time n Throughput time n Delayed production

    monitor n Schedule achievement n Inventory levels Quality n First time okay rate n Rectification time n Scrap Rates n PPM levels n TPM achievement n SPC capability

    Continuous Improvement Cycle

    Order Fulfilment Quality

    Waste Reduction

    FlexilbilityContinuous Flow

  • 2016 Roger Harrop Associates www.rogerharrop.com

    10090

    Price

    Profit

    100

    Volume

    30% Gross Margin

  • 2016 Roger Harrop Associates www.rogerharrop.com

    10090

    Profit

    100

    150

    Price Volume

  • 2016 Roger Harrop Associates www.rogerharrop.com

    100110

    Profit

    100

    30% Gross Margin

    Price Volume

  • 2016 Roger Harrop Associates www.rogerharrop.com

    100110

    Profit

    100

    75

    Price Volume

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Price/Perception Matrix

    Price

    Perceived Added Value

    Commodity

    Buyer

    High Added Value

    Product/Service

    You

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Exceptional at what you do

    Great place to work

    Prospect for customers

    Bottom line

    Basics of Business

    __ 25

    __ 25

    __ 25

    __ 25

    ___ 100

  • 2016 Roger Harrop Associates www.rogerharrop.com

    The Change House

    The Contentment RoomSun

    Lounge

    The Denial Room

    Dungeon of Denial

    The Confusion Room

    Paralysis Pit

    Wrong Direction Door

    The Renewal Room

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Millennials

    Agility

    Adaptive Helicopter

    New Technology New Markets

    Winning Companies

    No Silos

    Leadership

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Belief

    Passion

    Courage

  • 2016 Roger Harrop Associates www.rogerharrop.com

    :: BUSINESS EXPERT :: AUTHOR :: INTERNATIONAL SPEAKER

    www.rogerharrop.com

    http://www.rogerharrop.com

  • 2016 Roger Harrop Associates www.rogerharrop.com

    Download slides here:

    http://www.rogerharrop.com/knowledge_zone/members/

    keyword

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