Preparing businesses for the economic recovery

Preparing Businesses for the Economic Recovery

Kenneth Peterson, Founder

Agenda:10:00AM to 1:00PM

10:00AM to 11:15 PM Presentation11:15AM to 11:30 AM Questions and Answers11:30AM to 11:50 AM Break11:50AM to 12:30 PM Expert Panel Case Studies12:30PM to 1:00 PM Questions and Answers and Wrap Up

Helping clients UNDERSTAND where they are

Helping them PLAN where they should go

Helping them with tools to EXECUTE their plan

Helping clients UNDERSTAND where they are(rock solid financials, marketing surveys, customer surveys, employee assessments)

Helping them PLAN where they should go(strategic goals/tools, BHAG, one page business plans, projections)

Helping them with tools to EXECUTE their plan(Tactics, Measure, Financials, TTM charts, KPI’s)

UNDERSTAND

“To my mind, no CEO can claim to be in charge of the organization unless within 30 minutes-and I mean this literally-he or she can answer the following questions and others like them.

• What are the Company’s revenues per employee?• How do the figures compare with the competitions?• What are the revenue per employee for each of the companies

leading product lines?• What explains recent trends in each product line?• What is the average outgoing quality level in each product line?• Which of the company’s top twenty executive are standouts,

which are low performers, and why?• Which business units could recover from a major competitive

shock (massive price cuts, new entrants, technological change) and which are vulnerable?

• What are the yields, costs, and cycle times at every manufacturing operation?

• What explains the company’s stock-price valuation relative to its competitors?

By now, I suspect, some readers are ready to protest: What CEO can possibly generate such information within thirty minutes?”

“I have a different question: What CEO who can’t produce such information can possibly claim to be doing the job?”

T.J. Rodgers, founder of Cypress Semiconductor

PLAN

Porter's Generic Strategies

Target Scope

Advantage

Low Cost Product Uniqueness

Broad(Industry Wide)

Cost LeadershipStrategy

DifferentiationStrategy

Narrow(Market Segment)

FocusStrategy(low cost)

FocusStrategy

(differentiation)

EXECUTE

Marketing What is the purpose of marketing? The only measure of marketing is

qualified sales leads!Who is our market?

Do we ramp ahead of demand?What does our website do?

What do we do with social media? Is there really value there?

SalesWhat Causes Sales? What comes before that? What comes before

that?Do the activity and the sales will come!

Are we setting goals and holding people accountable?Are we keeping an actual sales pipeline? What does it look like?

What is our correct growth rate?Have we segmented our customers or clients? Who are the most

profitable? Why?Have we graded our customers?

PersonnelAre the right people on the bus? Did we get rid of our dead wood?

What does our bench look like?Where’s our farm team?

Take prospective employees to dinner with their spouses. It is amazing what you’ll learn.What skills are we lacking?

Do we have mentors in our organization?Have we profiled are top performers? What do they look like? Are we

hiring to that profile?

TechnologyKISS method

What new technology can we take advantage of?Technology: Is it a differentiator or a necessary evil? Is it Strategic?

Do we need to look at a software upgrade?Do we need to update our equipment?

ManagementIs open book management for me?

Do my managers and employees understand the numbers? Do I want them to?

Are the CEO’s learning and progressing? Have them write a resume.How do we communicate as a management team?

Risk ManagementWhat are our biggest risk areas?

FinancialReputational

EnvironmentalWho’s assessing and watching these?

What keeps you up at night?

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