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Moving Forward 18 th november 2015 Moving Forward 18 th november 2015

who the hell is andy hanselman? who the hell is andy hanselman?

i help organisations and their people think in 3 D! i help organisations and their people think in 3 D!

that means being. . . Dramatically and Demonstrably Different! that means being. . . Dramatically and Demonstrably Different!

why. . . 3 D? why. . . 3 D?

the year before henry was born. . . the year before henry was born. . .

i research, write about, talk about and work with high performing organisations (and have i research, write about, talk about and work with high performing organisations (and have been for over 25 years!)

about this session… To. . . • Review some of the key issues from about this session… To. . . • Review some of the key issues from the feedback report • Discuss the implications and what they mean for us • Generate some ideas for the way forward!

awareness assessment action awareness assessment action

what are we all up against what are we all up against

#5 Key issues. . . #5 Key issues. . .

#1: There’s more competition! #1: There’s more competition!

“in every single industry there is now overcapacity of production and lack of capacity “in every single industry there is now overcapacity of production and lack of capacity in terms of people” sir martin sorrell, chief executive wpp

Management Consultants Sheffield Management Consultants Sheffield

529, 000! (0. 25 seconds) 529, 000! (0. 25 seconds)

#2: Targets are up! #2: Targets are up!

#3: Marketing budgets aren’t! #3: Marketing budgets aren’t!

“target turnover has increased much more (4. 7%) than the marketing budget” “target turnover has increased much more (4. 7%) than the marketing budget”

#4: There are less facilities available! #4: There are less facilities available!

“the majority of venues will have the same facilities to sell (57%) but some “the majority of venues will have the same facilities to sell (57%) but some (23%) will have less facilities available”

#5: customer expectations are rising! #5: customer expectations are rising!

75%! of uk customers think that customer service levels ‘are at an all time 75%! of uk customers think that customer service levels ‘are at an all time low’ source: henley business school

90% of business leaders believe customers are more demanding than they were a few 90% of business leaders believe customers are more demanding than they were a few years ago

“the beach was too sandy” “the beach was too sandy”

“no one told us there would be fish in the sea. our children were “no one told us there would be fish in the sea. our children were startled”

“i think it should be explained in the brochure that the local store does “i think it should be explained in the brochure that the local store does not sell proper biscuits like custard creams or ginger nuts”

“it’s lazy of the local shopkeepers to close in the afternoons. i often want “it’s lazy of the local shopkeepers to close in the afternoons. i often want to buy things in ‘siesta’ time. it should be banned”

so, what does it all mean? so, what does it all mean?

we’ve got do stuff that makes us ‘stand out’! we’ve got do stuff that makes us ‘stand out’!

stuff that gets people talking! stuff that gets people talking!

it means being. . . Dramatically and Demonstrably Different! it means being. . . Dramatically and Demonstrably Different!

so, what does that look like so, what does that look like

why should I buy from you? why should I buy from you?

sit down if you heard anything like this. . • our facilities • our sit down if you heard anything like this. . • our facilities • our expertise and experience • our location • our reputation • our quality • our pricing • our personal service • our customer care • our flexibility to customer needs • our ability to solve problems • our ‘uniqueness’

usp’s? usp’s?

= ‘usual stuff people say’! = ‘usual stuff people say’!

Dramatic Difference: “an unmatchable ‘bundle’ of products, services, skills, methods and practices that differentiate Dramatic Difference: “an unmatchable ‘bundle’ of products, services, skills, methods and practices that differentiate a business from its competitors”

‘same as’ sucks! ‘same as’ sucks!

if i thinkof course you’re unless you’re the ‘same as’, then whycheaper! much, much if i thinkof course you’re unless you’re the ‘same as’, then whycheaper! much, much should i come to you?

it means being. . . Dramatically and Demonstrably Different! it means being. . . Dramatically and Demonstrably Different!

‘as good as’ ‘worse than’ Different (‘better than’) ‘Dramatically Different ‘Dramatically & Demonstrably Different’ ‘as good as’ ‘worse than’ Different (‘better than’) ‘Dramatically Different ‘Dramatically & Demonstrably Different’ ‘as bad as’ ‘-1 D’ ‘ 0 D’ ‘ 1 D’ ‘ 2 D’ ‘ 3 D’

what is the Dramatic Difference ? what is the Dramatic Difference ?

It’s A Partnership! It’s A Partnership!

What are the key ingredients of winning partnerships What are the key ingredients of winning partnerships

‘partnerships’ need. . . • knowing what you want • knowing what they want ‘partnerships’ need. . . • knowing what you want • knowing what they want • mutually compatible goals • the building of ‘trust’ • ‘buy in’ from all parties • ongoing communication – dialogue • proactive development • review and reflection

Y o u r O b j e c t I v e s Y o u r O b j e c t I v e s Their objectives NOT ACHIEVED A C H I E V E D ‘TAKING’ ‘MAXIMISED’ RELATIONSHIP A C N H O I T E V E D ‘LOSING’ ‘GIVING’ RELATIONSHIP

What are we planning to do to develop the partnership What are we planning to do to develop the partnership

Regional E-Blasts! Monthly Reports! Targeted Tweets! Savings! Homepage Features! Advice & Support! Regional E-Blasts! Monthly Reports! Targeted Tweets! Savings! Homepage Features! Advice & Support!

What would we like from you to develop the partnership What would we like from you to develop the partnership

Keep Up To Date! Promote Your Offers! Give Us Your Dates! Send Us Your Keep Up To Date! Promote Your Offers! Give Us Your Dates! Send Us Your News! Share Your Successes! Ask Us!

moving forward. . . It’s got to. . . Differentiate Us Make Commercial Sense moving forward. . . It’s got to. . . Differentiate Us Make Commercial Sense Engage You!

what do we need to do what do we need to do

Stop Start Continue Stop Start Continue

“vision without action is hallucination” thomas edison “vision without action is hallucination” thomas edison

“take the first step in faith. you do not have to see the whole “take the first step in faith. you do not have to see the whole staircase. just take the first step” martin luther king

“scare yourself, otherwise you’re not doing anything new” mary murphy hoye, head of r “scare yourself, otherwise you’re not doing anything new” mary murphy hoye, head of r & d, intel

take action, notes! take action, notes!

so. . what are you going to do? so. . what are you going to do?

people can be divided into three groups people can be divided into three groups

those who make things happen those who watch things happen those who ask ‘what those who make things happen those who watch things happen those who ask ‘what happened’?

“don’t just stand there…. . do something!” dick dastardly “don’t just stand there…. . do something!” dick dastardly

get my slides and other resources at: @andyhanselmanconsulting andyhanselman andy@andyhanselman. com get my slides and other resources at: @andyhanselmanconsulting andyhanselman [email protected] com