what we do final pdf - huhar · “any business has two resources it can deploy: capital and...

HUHAR

“MISSONCRITICALBUSINESSGROWTHREQUIRESALASERSHARPSALESSTRATEGY,ALIGNEDWITH

MARKETOPPORTUNITIESANDYOURSTRENGTHS”.FACT

HUHARCONSULTANCYASSOCIATESLIMITED-REGISTEREDINTHEUK10671086VISITwww.huhar.co.ukCALL01249-740564or07748-773579EMAILmartyn@huhar.co.uk

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• SALES&MARKETINGTEAMSNOTINSYNCWITHYOURDESIREDBUSINESSDIRECTION?

• BUSINESSSTRUGGLINGTOTAKEFULLADVANTAGEOFARAPIDLYCHANGINGMARKETPLACE?

• NEEDTOGETINSHAPEFORINVESTMENT?

• LOOKINGTOINVESTINTHETECHSECTOR?

• LOSINGBUSINESSTOYOURCOMPETITION?

• DOYOUHAVETHERIGHTTALENTANDSKILLSFORTHEDIGITALFUTURE

• KEYPROJECTSANDINITIATIVESLATEANDOVERBUDGET?

STRATEGY-PEOPLE-PROGRAMMES

WHATWEDOHUHARisaconsultancycompanywithadifference,notonlycanweprovidetheadvice,guidanceandexpertise.Wehavetherealworldexperienceandskillstohelpyoudeliverandexecuteyourbusinessplanandstrategy,withtheskillsofrecognisedindustryleaderswhohaveover100yearsofglobalexperienceinthedigital&technologybusinesssector.

• Weworkwithyoutodriveorganicgrowthandtransformationalchange.

• Wehelpyoudefineanddeliver,salesstrategy,peoplestrategy,programmes,projects,newproductsandservices;toultimatelyhelpyoudriveorganicandstrategicgrowth.

• Webringsignificantglobal,seniorleadershipskillstohelpyouaccesstheexpertiseyouhaveorwillneedtogrowandtransformintheever-changingtechnologymarketplace.

• Weminimisetheriskforinvestorsandinvestmentcompaniesinthetechnologysectorthroughourpreandpostinvestmentduediligenceservices,insales,marketing,peopleandcontractscompliance.

• Weminimisetheriskinyourkeystrategicandoperationalprogrammesandprojects.

WHOWEWORKWITH

• Weworkwithacquiringcorporatestosupporttheintegrationoftheiracquisitionstominimisedisruptionandmaximiseresults.

• Weworkwithventurecapitalandprivateequityfirmstosupportacquisitivegrowth

intheirportfoliocompanies,tomaximiseresultsanddecreaserisk.

• WeworkwithorganisationsofallsizesthatarelookingtodrivetransformationalchangeinthebusinesstoIncreasesaleseffectiveness,retainandattractkeypeople,launchandsellnewproductsandservices,orsimplyhelpyoutodeliverkeytransformationalprogrammes&projectsvitaltothesuccessofyourbusiness.

SALESSTRATEGY&EFFECTIVENESS“AneffectivecompanysalesstrategydefinesexactlyhowyouaregoingtogetfromAtoB.Withoutoneinplace,marketopportunitiescouldpassyoubyandresourcesbewasted".PowerfulSalesStrategiesprovideyourexecutiveleadershipteamwiththeclaritytofocusyoursalesandmarketingteamsexactlywhereneededtosucceed.Targettherightmarkets;withtherightproductsandservices,combinedwithyouruniqueandmotivatingpropositionandyouwillwinmorebusiness,morequickly.Yourtargetcustomersegments;yourcompetition;yourvaluepropositionsforeachsegment;yoursalesforcestructure;yoursellingprocesses.Allneedtobealignedtoachieveyourgoalsandgiveyourpeopleafocusedstrategicframeworktoworkwithin.

• Awell-plannedandexecutedstrategywilldriveyourcompanytothenextlevelof

businessgrowth.• Akeyweaknessformanybusinessesisthelackofaclearsalesstrategy.

Acommonpracticeistocontinuesellingproductsandservicesthathavealwayssold,andhaveservedthebusinesswellupuntilnow.Thisseverelylimitsgrowthpotentialandopensthedoortocompetitorswhoinnovate.Theeverchangingandevolvingtechnologymarketplacealsomeansthatbusinesseswillquicklygetleftbehindiftheydon’tcontinuallydeveloptheirproductsandservicestomeettheirmarket’schangingneeds.Naturally,thismeansthatnotonlyisaneffectivesalesstrategyaliveandevolvingprocess,soisthedevelopmentoftheleadershipteam,andsalesandmarketingtalenttotransformthebusinessthroughthestrategy.AtHUHARwethinkalittledifferently.Wecould,ofcourse,developandwriteasalesstrategyandexecutionplanforyou,andleaveitthere.Thismightbesuccessfultoapoint(ifatall).Webelievethatasuccessfulstrategyisacontinualandevolvingprocessthatembracesyour

people,systemsandprocesses.Wehelpyouandyourteamstodevelop,defineandownyoursalesandmarketingstrategy-onlythiswaywillitgainthebuyinyouneedthroughoutyourorganisationtobesuccessful.Wearehappytodiscussanyofthefollowingtopicsonahalfdayfreeofchargeworkshopwithnoobligation.

• Salesandmarketingstrategyandplanning.• Salescadence-effectiveandaccurateforecasting.• Salesexcellenceandenablement.• Accountplanningprocessandexecution.• Salesteamcoaching,mentoringandassessment.• Bidstrategiesandwinthemesforkeyaccountsandtransformationaldeals.• Customer/bidengagementplanningandpreparation.• Interimsalesleadership.• Marketing,brandingandcustomerstrategy.

CONTRACTRENEGOTIATION“Therearealwaysoptionsavailabletoimproveonyourcurrentprovider’sagreement,cost,performanceorservice,buttheywon’tofferthemifyoudon’task”Itisalltooeasytoletcontractsjustrollonduetotherelentlesspressureof‘businessasusual’.Businessescansufferifthereareaspectsofthesupplycontractthatarenolongerbestforyourneeds.Forexample:

• DeliberateComplexityofmaintenancecontractsmeansthatitiseasytobepayingtoomuch,orbepayingforaproductthatisnolongerneededoranSLAthatisnotnowfitforpurpose

Whatwedo• Initiallyanalysecurrentspend• Analyzecurrentandpastagreements• Reviewcontract/technologysuitability• Benchmarkcurrentcommercialmodel• Benchmarkcurrentservice• Proposerecommendations• Negotiatenewcosteffectivemodels

Whatyouget

• Assessmentofcurrentvalueformoney• Benchmarkandcomparisonofcurrent

commercialsagreements• Fitforpurposesolution&services.• Costsavings&riskreduction

MartynCole,ManagingprincipleofHUHARhasworkedforover30yearsinseniorrolesinITServicesforsomeoftheworldsleadingbrands.Hehasheldseniorrolesforawellknownglobalretailleadingchain,beeninseniorleadershiprolesinMicrosoft&Fujitsuandmorerecentlyhasheldanumberofdirectorlevelinterimroles,mostrecentlyforaleadingthirdpartymaintenancecompany.Hehasworkedwithawiderangeofclientsandsuppliersandhasnegotiatedmultiplecomplexagreements,gainingexperienceof,andovercomingmanypitfallsthatorganisationsofallsizeshavehadtoface.

LICENSECOMPLIANCECompaniescanveryeasilyfindthemselvesnon-compliantwithlicensingagreementsespeciallyfromtheworldsleadingsupplierssuchasMicrosoftandOracle.Thefirstruleis:Don’tpanicanddon’tbeintimidatedbytherequestfromanauthorisedthirdpartyappointedbythesupplier.Theinitialstepsyoutakecouldwellbethemostimportantonesthatdetermineyourabilitytonegotiate.Often,mergers,acquisitionsandhighgrowthmeansthatorganisationsstruggletokeeptrackon

whatorhowmanylicensesarebeenused,orsimplyjustresideinyoursystemsunused.YourusersoftenfailtounderstandthepotentialconsequencesofjustdownloadingtheSWthattheyneedfordoingspecifictasks.AlackofcontrolfromITandtheabsenceofrobustauditprocessescanexposeorganisationstoaveryhighlevelofrisk.

• DeliberateComplexityoflicensingcontractsmeansthatitiseasytobepayingtoomuch(ortoolittle),andbecomenoncompliantforSWproductthatisnolongerneededornotnowfitforpurposeforyourorganisation.

• LicenseComplianceisaminefieldareathatcancatchcompaniesofallsizesout,leavingthebusinessexposedtounexpectedcostsandpotentiallitigation.HUHARhaveworkedwithawiderangeofclientsto

assessandnegotiatemultiplecomplexagreements,gainingexperienceof,andovercomingmanypitfallsthatorganisationsofallsizeshavehadtofacewhenchallengedwithasoftwareauditrequestfromasupplier.MartynCole,ManagingPrincipleofHUHARhasspentover25yearsinseniorleadershiprolesintheBodyShopInternationalPlc.andMicrosoft,hehasnegotiatedmajorcontractswithmostoftheleadingITsuppliersaswellasworkingontheothersideofthefenceinnegotiatinglargelicenseandservicescontractsforMicrosoftwithsomeoftheworldsleadingbrands.ContactHUHARfirstandgetonthefrontfoot.Itcouldsaveyousignificanttimeandmoneybyfollowingafewsimpleprocessespreaudit.Orsimplyspeaktoustogaincompliancepeaceofmind.

PEOPLE&TALENT“Anybusinesshastworesourcesitcandeploy:capitalandtalent.Thereisanoptimalwaytodeployeachandweworkwithyoutocoverthetalentsideoftheequation”Weuseresearchtohelpbusinessmitigatetheriskofyourkeypeople.Weareexpertsin

buildingexternalsuccessionpoolsforlargecorporatesatCsuiteandCsuiteminusonetohelpyourorganisationunderstandwhatgoodlookslikeintheexternalmarketplaceandtomakeinformeddecisionsaboutyourtalentandfutureleaders.Weworkwithacquiringcorporatestosupporttheintegrationofyouracquisitions,tominimisedisruptionandmaximiseresults.Weworkwithventurecapitalandprivateequityfirmsto

supportyouracquisitivegrowthinyourportfoliocompaniestomaximiseresultsanddecreaseyourpeoplerisk.Madeupofateamofhighlycapableindividualsfromresearch,talent,leadershipdevelopmentandcompetitiveintelligenceweusethisexperiencetohelpyoumakeinformeddecisions.PROGRAMMES&PROJECTSOurfocusissimplytocollaborativelyworkwithyou,tobecomepartoftheteamwithapracticalandpragmaticapproachtoimplementthecustomerstrategyavoidingtechnologypitfallsandclosingtheexecutiongap,orsimplylendingafreshsetofeyesto

existingkeyprogrammesandprojects.

Weprovideserviceswithextensivebreadthanddepthofexperienceinthefollowingareas:

• Technology• Commercialframing• ProductDelivery• Service&Operation

Ourservicescanbeengagedatanystagefromstrategyinitializationthroughtodeliveryortakenindividuallytofacilitateanimmediaterequirementorresourcegap.Atalltimes,webelieveincustomerpartnershipandcollaboration,ateamapproachwithanaimtodeliverfocusuponinternalandexternalresourcestoimproveservice,deliverchange,realignmentofcostsandavoidingatechnologycul-de-sac.

STRATEGY&ADVISORY

Theprimaryfocusishelpingbothyoungandestablishedtechnologycompaniestomaximisetheirpotentialinafastmovingworldofdigitaltransformation.

• Creatingmarketorientedstrategies,bringingclarityofpurposeandstepsforsuccessandsettingcontextagainstmarkettrends.

• Understandingmarketstrategiesandbehaviors.• Translatingtechnologicalinnovationintovaluableproducts

andservices.• Identifyingandpromotingkeymarketdifferentiators,

underpinnedbytechnologicalbenefits.• CLevelcoachingandsupportonbusinessdevelopmentand

leadership.• NonexecDirectorships.