business health check workshop

www.samuthana.comCreating World Class Companies and Exceptional Leaders

December 15, Slide 1

Samuthána Consultancoaching LLP

http://www.samuthana.com/



Business Basics – Local (Individual) versus Global (Link)

Focus on

individuals?

departments?

Efficiency!!!

minus

Throughput???

Cost World

Focus on

links?

baton transfer?

Throughput!!!

plus

Efficiency!!!

Value World




BHC – SME | Business Summary

CompanyForm Number: E039/Version/06.11.2014

Products and Services Compelling Tagline

Business Environment Market|CloseNC(T1)|RefusingNC(T2)|UnexploredNC(T3)

Customer

Investors/Shareholders/Management

Society

Employees

Business Partners




BHC – SME | ABC Florist | Business Summary

On-time payments leadS to trust

ABC FloristForm Number: E039/Version/06.11.2014

Products and ServicesFlower Arrangements for Events

Bouquets for Presents

Compelling Tagline

Business EnvironmentHighly competitive

Many Players

Seasonal demand

Family, friends and word to mouth referrals

Customers going to other nearby florists

Customers choosing gifts over flowers

Customers preparing gifts on their own

Market|CloseNC(T1)|RefusingNC(T2)|UnexploredNC(T3)

Delight with Flowers

Customer

Investors/Shareholders/Management

SocietyMaking people happy

Extremely high inventory turnsEmployeesCreatvity creates passionBusiness Partners




BHC – SME | DNA

SN° Scarce Business Resources Low High

1 Relevant products and services (including the raw materials)

2 Leadership bandwidth

3 Right employees

4 Willing customers/clients

5 Knowhow both tacit and explicit

6

Low High

9 Office and production facilities

10 Cooperative society

Form Number: E039/Version/06.11.2014 Company

Time to implement an idea

7 Investors for finance

8 Partnering vendors

S: Scarcity




BHC – SME | ABC Florist | DNAS: Scarcity

S

2

2

4

4

3

1

3

4

2

1

Time to implement an idea

7 Investors for finance

8 Partnering vendors

Low High

9 Office and production facilities

10 Cooperative society

Form Number: E039/Version/06.11.2014 ABC Florist

N° Scarce Business Resources Low High

1 Relevant products and services (including the raw materials)

2 Leadership bandwidth

3 Right employees

4 Willing customers/clients

5 Knowhow both tacit and explicit

6




BHC – SME | FoundationR: Relevance/ImportanceM: Relative Mass DeliveryK: Copying Effort

R M KN° Core Competency Low High

1

2

3

4

5

6

Low High

9

10


7

8




BHC – SME | ABC Florist | FoundationR: Relevance/ImportanceM: Relative Mass DeliveryK: Copying Effort

R M K

5 3 4

4 2 4

5 2 1

7

8

Low High

9

10


N° Core Competency Low High

1 Ikebana

2 Service Nature

3 Supply Chain

4

5

6




BHC – SME | Competition34

012

0 1 2 3 4 Strong

17

Rel.ImpDecision Factor Weak

123

6

Company

13

9101112

161514

Weak StrongForm Number: E039/Version/06.11.2014

N°

8

18

45

7

19




BHC – SME | ABC Florist | Competition0 1 2 3 43 5 2 43 2 4 44 4 2 35 2 3 3

Strong19

Form Number: E039/Version/06.11.2014 ABC Florist Weak

1718

1516

1314

1112

910

78

56

Speed of service 33 Customer Engagement 74 Design 4

N° Decision Factor Rel.Imp Weak Strong

1 Price 62

0

1 3

2 4

ABC Florist

Road Side Florists

Mall Florists

Market Florists




BHC – SME | MarketT1:T2:T3:

M T1 T2 T3Additional Differentiation (Divergence Hints)

Co

mm

on F

act

ors

fo

r V

alu

e Inno

vatio

n

Dev.

Key D

eci

sio

n F

act

ors

Alt.

Mark

. B

uy.

A

dd

-Func/

Acc

.




BHC – SME | ABC Florist | MarketCustomers going to other nearby floristsT1

T2

T3

Customers choosing gifts over flowers

Customers preparing gifts on their own

Generally those in a hurryFunctional Appeal is professionalEmotional Appeal will get referrals

RetentionGift Vouchers Branded Choice

Co

mm

on F

act

ors

fo

r V

alu

e Inno

vatio

n

Dev.

Key D

eci

sio

n F

act

ors

Gift items

Alt.

Mark

. B

uy.

A

dd

-Func/

Acc

. Need to dispose off after some time Use of dry or artificial flowers

Recipient

Water

Additional Differentiation (Divergence Hints)

Dry flower ikebana for long retention

Use of moist coir soil for long retention

Add additional gragrance to increase

first impact

Online sale and delivery service

Driven-in facility

FamilyFriends

Money Envelopes

Lower Middle ClassMiddle ClassHigher Middle ClassHigher Income Group

DisplayRetention

Care taken in selection, first impact

Flower Vase

CostCost and UsageCost, Usage and BrandBrand and Collectable

UsageImage

Online gifting

Generally those who plan ahead

M T1

Obligation

X X

X X

X X X X

T2 T3

X X

X X X X

X X




BHC – SME | ABC Florist | Competition0

1 3

2 4

ABC Florist

Road Side Florists

Mall Florists

Market Florists

0 1 2 3 43 5 2 43 2 4 44 4 2 35 2 3 35453

Dry flowers Ikebana with fragrance for 1st impact 5Drive-in facility 1

Weak StrongForm Number: E039/Version/06.11.2014

N°

8

18

45

7

19

Customer Engagement 7Design 4Long retention of the arrangements 2

ABC Florist

13

9101112

161514

Strong

17

Rel.ImpDecision FactorPrice 6Speed of service 3

Weak

123

6 On-line sale and delivery 4




BHC – SME | Focus AreasDeployment

Who can do

this? Clo

ck

Speed

15

14

13

12

11

10

9

8

7

6


N°

1

3

Focus Areas

Top differenciating factors

2

5

4




BHC – SME | ABC Florist | Focus Areas


N°

1

3

Focus Areas

Purchasing cycle to avoid

wastage

Care for maximising the

impact while gifting

Fully and semi prepared

arrangements

"WOW" experience for

word of mouth referring

Top differenciating factors

X X X X X

2

5

4

7

6

Deployment

Drive-in facilityLong retention of

the arrangementsSpeed of service Design

Dry flowers Ikebana

with fragrance for

1st impact

Who can do this?

Clo

ck

Speed

X X Fulano D

Beltrano D

X X X X X Cicrano D

X X

Harry D




BHC – SME | Further Deep Dive (Another 1 to 2 days)

• Validation of the differentiators from value and cost

perspective

• Structured Strategy Development

• Regular routines (Rhythms) for Strategy Deployment

• Process and Result Indicators for progress tracking

• Scoreboards for visualizing progress

• Timeouts (Daily/Weekly/Monthly/Quarterly/Yearly) for

realigning and synchronisation
