Скачать презентацию KVC Knowledge Planning Market Value System Modules and Скачать презентацию KVC Knowledge Planning Market Value System Modules and

c0934a7ae0da6e44ffb4daf45b112ff7.ppt

  • Количество слайдов: 43

KVC Knowledge Planning Market Value System Modules and Programs Kesting Ventures® Corp. 1 KVC Knowledge Planning Market Value System Modules and Programs Kesting Ventures® Corp. 1

KVC Mission Our mission is to provide clients with tools that increase the long KVC Mission Our mission is to provide clients with tools that increase the long term effectiveness and productivity of R&D, sales, marketing, manufacturing, business and commercial development professionals. n Each program is conducted by an experienced executive, who trains assigned managers while completing an important project. n Kesting Ventures® Corp. 2

Technology Most companies have unique technology and know-how. n Technology and know-how are tools Technology Most companies have unique technology and know-how. n Technology and know-how are tools to produce properties. n The MV System points out, n the markets in which a company can expect to secure a sustainable advantage, n how a company can use its technology and know-how to build a significant business. n Kesting Ventures® Corp. 3

Knowledge Planning Tools n n n The Market Value System Experiential Modeling Mathematical Knowledge Knowledge Planning Tools n n n The Market Value System Experiential Modeling Mathematical Knowledge Blocks Rank Order Equation Managerial Accounting Kesting Ventures® Corp. 4

KVC’s Knowledge System Strategic Plan Operations Knowledge Blocks Business Blueprints Launch Market Kesting Ventures® KVC’s Knowledge System Strategic Plan Operations Knowledge Blocks Business Blueprints Launch Market Kesting Ventures® Corp. 5

Data, Discourse, Documentation DOCUMENT Background Research and Identification of the Problem to Be Solved. Data, Discourse, Documentation DOCUMENT Background Research and Identification of the Problem to Be Solved. DATA INPUT Structured Problem Solving Sessions DATA Analysis Correlate Views with DATA DISCOURSE Teams Use Experiential Modeling DOCUMENT Data, Session Minutes, and Analysis Kesting Ventures® Corp. 6

Micro/Macro Visioning Kesting Ventures® Corp. 7 Micro/Macro Visioning Kesting Ventures® Corp. 7

The Market Value System Knowledge blocks linked together to explain the functional and economic The Market Value System Knowledge blocks linked together to explain the functional and economic value contributed by all players in a market value chain. n Modules include: n review of background material, n comprehensive glossaries and other briefing documents, n templates, n training, n 2 -day experiential modeling session, n a written report, and n computer disks. n Kesting Ventures® Corp. 8

The Theory of The Market Value System All ‘buy’ decisions are based on a The Theory of The Market Value System All ‘buy’ decisions are based on a combination of: PERFORMANCE ECONOMICS INFLUENCE Kesting Ventures® Corp. 9

The Market Value System Components PERFORMANCE The functional attributes of the customer’s product. Glossaries The Market Value System Components PERFORMANCE The functional attributes of the customer’s product. Glossaries and Templates are required. Kesting Ventures® Corp. 10

Techno. Market Performance (TMP) Value Profile Red bars connote the property level in 1997 Techno. Market Performance (TMP) Value Profile Red bars connote the property level in 1997 Green bars show that the market will require >20% more properties by the year 2000. Kesting Ventures® Corp. 11

1 THE PUZZLE 5 4 Conceptual slide showing how all properties must be linked 1 THE PUZZLE 5 4 Conceptual slide showing how all properties must be linked together to reveal gaps. 2 3 Copyrightã 1994 Kesting Venturesã Corp.

The Market Value System Components A ratio based on cost of customers’ product divided The Market Value System Components A ratio based on cost of customers’ product divided by customer’s overall objectives. Required for economic value pricing. ECONOMICS Kesting Ventures® Corp. 13

Economics Ratio versus Time Kesting Ventures® Corp. 14 Economics Ratio versus Time Kesting Ventures® Corp. 14

The Market Value System Components All other factors (motivational, external and market change forces, The Market Value System Components All other factors (motivational, external and market change forces, specifications, alliances and end-product goals. ) INFLUENCE Kesting Ventures® Corp. 15

How are Market Value Components determined? KVC designs the structure of each component n How are Market Value Components determined? KVC designs the structure of each component n KVC writes briefing documents concerning internal and external information n The components of the MV Equation are based on expert team judgment of factors throughout the entire market chain n The market value equation correlates with market share and profitability n Kesting Ventures® Corp. 16

The Market Value System tells you: n n n How each player in the The Market Value System tells you: n n n How each player in the market value chain makes buy decisions The contribution of each player in the market value chain to TMP and Economic Value Where the opportunities are for innovation within strategic markets Which product improvements the market will value. . . and to what degree How to ensure that your profitability at least equals your contribution to market value Kesting Ventures® Corp. 17

What are Knowledge Blocks? Knowledge blocks are multi-page spreadsheets which correlate value judgments about What are Knowledge Blocks? Knowledge blocks are multi-page spreadsheets which correlate value judgments about the properties of product (or service), economic value and influence with market share, pricing and other market and financial parameters. n Knowledge blocks contain supporting evidence, glossaries and use instructions. n Kesting Ventures® Corp. 18

Information is not Knowledge l Knowledge Blocks n belong to people, n are clearly Information is not Knowledge l Knowledge Blocks n belong to people, n are clearly written, n are required to prove a concept, n have at least 70% probability of truth, n are based on valid experiences, n fit market observations, and n are accepted as true by a group. Kesting Ventures® Corp. 19

Who creates the Knowledge Blocks? A team of 8 -12 of your most experienced Who creates the Knowledge Blocks? A team of 8 -12 of your most experienced management, marketing, sales and R&D people and/or an external panel n The team is led by a KVC Market Value Group Program Director n In addition, KVC will use external expert teams as needed to supplement or validate your judgments n Kesting Ventures® Corp. 20

How does the team create the Knowledge Blocks? A knowledge block begins with an How does the team create the Knowledge Blocks? A knowledge block begins with an audit of all information, external literature, and competitive intelligence n The audit is conducted from the prospective of your customers, not from your position as a supplier n From the audit, KVC writes comprehensive glossaries and designs experiential modeling templates. . . n Kesting Ventures® Corp. 21

How does the team create Knowledge Blocks? (Cont'd) The team contributes its experience and How does the team create Knowledge Blocks? (Cont'd) The team contributes its experience and judgment on the properties of product (or service), economic value and influence n KVC processes the team’s input into finished, cumulative spreadsheets, representing the company’s best and most comprehensive knowledge of the market value system for the new business n You are now ready to prepare the Business Blueprint n Kesting Ventures® Corp. 22

The Business Blueprint n n n . . . includes all knowledge required to The Business Blueprint n n n . . . includes all knowledge required to prove the success of a business. . identifies customers who will place a continuing high value on the business’ products and/or services. . explains the business’ sustainable advantage. . points out tactical gaps and how to fill them. . spells out required resources. . describes expected financial results. Kesting Ventures® Corp. 23

Deliverables n n n n Strategy Meeting TMP Values Economic Ratios Influence MVS ISUM Deliverables n n n n Strategy Meeting TMP Values Economic Ratios Influence MVS ISUM Financial Models Market Definition Business Blueprint Draft Kesting Ventures® Corp. 24

Deliverables (Continued) n n n n Technology Assessment Competitive Cost Assessment External Expert Panel Deliverables (Continued) n n n n Technology Assessment Competitive Cost Assessment External Expert Panel Target Account Organizational Structure Product Development Review Field Training Kesting Ventures® Corp. 25

The Market Value System Knowledge blocks linked together to explain the functional and economic The Market Value System Knowledge blocks linked together to explain the functional and economic value contributed by all players in a market value chain. n Modules include: n review of background material, n comprehensive glossaries and other briefing documents, n templates, n training, n 2 -day experiential modeling session, n a written report, and n computer disks. n Kesting Ventures® Corp. 26

Iterative Mechanism Connects With the Market n The objective is to see the market Iterative Mechanism Connects With the Market n The objective is to see the market so clearly that you become the market. Kesting Ventures® Corp. 27

Integral Components The parts are integral to the whole. n The whole gives meaning Integral Components The parts are integral to the whole. n The whole gives meaning to the parts. n Kesting Ventures® Corp. 28

Strategy Meeting Module Comprehensive Review of Business n Custom Agenda n Mission Statement n Strategy Meeting Module Comprehensive Review of Business n Custom Agenda n Mission Statement n New Product Plans n Market Opportunities n Technology Position n Marketing Position n Organizational Structure n Briefing Documents n 2 -Day Strategy Meeting n Report n Kesting Ventures® Corp. 29

TMP Value Module n n n n Comprehensive Review of Product Technology and Marketing TMP Value Module n n n n Comprehensive Review of Product Technology and Marketing Communication TMP Value Glossary Template Design TMP Value Training 2 -Day TMP Value Session Written Report Computer disks Kesting Ventures® Corp. 30

Economic Value Module n n n n Comprehensive Review of Market Value Chain Economic Economic Value Module n n n n Comprehensive Review of Market Value Chain Economic Value Glossary Template Design Economic Value Training 2 -Day Economic Value Session Written Report Computer disks Kesting Ventures® Corp. 31

Influence Module n n n n Comprehensive Review of Market Value Chain Influence Glossary Influence Module n n n n Comprehensive Review of Market Value Chain Influence Glossary Template Design Influence Program Training 2 -Day Influence Session Competitive Influence Assessment Written Report Computer disks Kesting Ventures® Corp. 32

MVS Module n n n n Market Value Equations Competitive Market Value Assessment 2 MVS Module n n n n Market Value Equations Competitive Market Value Assessment 2 -Day Strategy Development Target Account Program Strategy Sheets Written Report Computer disks Kesting Ventures® Corp. 33

ISUM Financial Model Module n n n Comprehensive Review of Manufacturing Operations and Product ISUM Financial Model Module n n n Comprehensive Review of Manufacturing Operations and Product Costs. Managerial Accounting System Template Design Trial Cash Flow Forecast ISUM Training Written Report Computer disks Kesting Ventures® Corp. 34

Market Definition Module n n n n Comprehensive Review of Market Data Rank Order Market Definition Module n n n n Comprehensive Review of Market Data Rank Order Equation Market Segmentation Competitive Assessment History and Forecast 2 -Day Market Definition Session Written Report Computer disks Kesting Ventures® Corp. 35

Business Blueprint Draft Module n Requires Strategy Meeting n TMP Values n Economic Ratios Business Blueprint Draft Module n Requires Strategy Meeting n TMP Values n Economic Ratios n Influence Assessment n ISUM Financial Model n Worldwide Market Definition n 2 -Day Meeting to Review Blueprint n Blueprint Manual n Slides n Kesting Ventures® Corp. 36

Technology Assessment Module n n n Comprehensive Review of Alternate Technologies Expanded TMP Value Technology Assessment Module n n n Comprehensive Review of Alternate Technologies Expanded TMP Value Template Briefing Documents 2 -Day Technology Assessment Session Written Report Computer disks Kesting Ventures® Corp. 37

Competitive Cost Assessment Module n n n Comprehensive Review of Competitors’ Processes Requires ISUM Competitive Cost Assessment Module n n n Comprehensive Review of Competitors’ Processes Requires ISUM Models Briefing Documents 2 -Day Competitive Cost Assessment Written Report Computer disks Kesting Ventures® Corp. 38

External Experienced Panel Module n n n n Requires Background Sessions $500 Honorariums Briefing External Experienced Panel Module n n n n Requires Background Sessions $500 Honorariums Briefing Documents Templates 1 -Day External Panel Session Written Report Computer disks Kesting Ventures® Corp. 39

Target Account Module n n n n Requires Background Sessions Prearranged Appointments Briefing Documents Target Account Module n n n n Requires Background Sessions Prearranged Appointments Briefing Documents Templates MVS Strategy Session 2 -Day Target Account Schedule Written Report Computer disks Kesting Ventures® Corp. 40

Organizational Structure Module n n n n Requires Business Blueprint Comprehensive Organization Review Position Organizational Structure Module n n n n Requires Business Blueprint Comprehensive Organization Review Position Descriptions Knowledge Based Planning 2 -Day Organization Meeting Written Report Computer disks Kesting Ventures® Corp. 41

Product Development Review Module n n n n Requires TMP Values Comprehensive Technical Review Product Development Review Module n n n n Requires TMP Values Comprehensive Technical Review Briefing Documents Template Design 2 -Day Product Development Session Written Report Computer disks Kesting Ventures® Corp. 42

Field Training Module n n n n n Requires Business Blueprint Commitment Prearranged Schedule Field Training Module n n n n n Requires Business Blueprint Commitment Prearranged Schedule Briefing Documents Templates 2 -Day Field Training Session Follow-up Action Steps Written Report Computer disks Kesting Ventures® Corp. 43