cih products and services: making them fit for the future 7 - cih... · customer segmentation incl....
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CIH Products and services:
Making them fit for the future
Janet Talman - Director Commercial Services
Stephanie Harold - Product Manager
OneCIH conference, Birmingham, 14th March 2014
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Overview:
1 How are we changing CIH’s commercial services?
2 What does this mean for members and customers?
3 What are the practical changes we can expect?
4 What are the implications for CIH’s Boards?
Making CIH’s products fit for the future
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Overview:
1 How are we changing CIH’s commercial services?
2 What does this mean for members and customers?
3 What are the practical changes we can expect?
4 What are the implications for CIH’s Boards?
Making CIH’s products fit for the future
![Page 4: CIH Products and services: Making them fit for the future 7 - CIH... · Customer Segmentation incl. membership (org), consultCIH Total Spend (2013) £11.07 mill 3205 Organisations](https://reader034.vdocument.in/reader034/viewer/2022050506/5f97679341afa75c067cc36c/html5/thumbnails/4.jpg)
Customer Segmentation
incl. membership (org), consultCIH
Total Spend (2013)
£11.07 mill
3205 Organisations
Top 100 spend over £17k p/a
TOTAL £4.80 mill Average spend £48k
p/a
386 spend over £5k p/a
TOTAL £3.37 mill Average spend
£8,745 p/a
2,719 spend under £4,999k p/a
TOTAL £2.89 mill Average spend
£1,064
HIGH
MEDIUM
LOW
100 CUSTOMERS
= 43% OF
TOTAL REVENUE
386 CUSTOMERS
= 30% OF TOTAL REVENUE
2,719 CUSTOMERS
= 27% OF TOTAL REVENUE
10% INCREASE
5% INCREASE
2% INCREASE
£5.28 mill
£3.53 mill
£2.94 mill
£11.75 mill
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Customer Approach
•Organisation need
•Face to face sales (key account management)
•In House support & direct access to technical expertise
•Bespoke/tailored packages and partnerships
•Bespoke/personalised marketing collateral and communications
High segment
Spend over £17k p/a
•Organisation/individual need
•Face to face sales/in house sales
•In House support and some access to expertise
•Standard packages/standalone sales
•Standard marketing collateral and communications
Medium segment
Spend over £5k p/a
•Individual purchase
•Self serve – through website and telephone
•In House support
•Standard marketing and communications
Low segment
Spend under £5k p/a
New
/Re
new
al/U
pse
ll/C
ross
se
ll
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Commercial Activities:
Purpose, Vision and Objectives
“To maximise sustainable profit growth for the
CIH, to enable it to deliver on its vision and
objectives”
“To be the recognised market leader of solutions based services, informed by the knowledge and expertise of a professional housing body and its membership”
Our objectives Customer: build long term, stable and mutually beneficial relationships with our
customers.
Services: ensure the quality and content of our products and services enable our
customers to achieve their business objectives.
Business: deliver an ethical and effective business within a framework that
respects its staff and is a great place to work.
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Commercial Entity:
Distinct Competitive Advantages (DCAs)
• CIH reputation and brand – customer loyalty and trust
• We are the home of housing professionals - setting standards
• We have an independent voice – we can be objective
• In depth knowledge and expertise of the housing industry and
profession
• Some well established, high quality products and service offering
• Market foresight – turn into commercial opportunities
• Reach across regional networks, the UK and International markets
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What will success look like?
• Increase sales revenue and profit year on year focus on medium and high spenders, those with a propensity to spend more
• Deliver customer growth year on year
by customer segmentation, set targets for each segment, focus on high margin
• Increase customer satisfaction year on year
relationship building, create advocates, net promoter score,, responsive service, cs surveys
• A long term and sustainable commercial proposition
integrated & joined up, current, quality, added value, authority & expertise
• Maintain CIH core values and promote professional standards
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What does this mean for our products and services?
We will:
- become the recognised market leader of solutions based services
- address organisation needs (as well as individual)
- deliver products and services along the customer journey from standalone, to packages to corporate partnerships
- utilise our segmentation model and tailor our offer accordingly
- integrate our consultancy services
- use conferences/events as our hook to sell our products and services
- utilise our different sales routes
- simplify our offering, topic/subject led, make more of what we have
- identify new opportunities & develop into commercial offerings (PDR process)
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Overview:
1 How are we changing CIH’s commercial services?
2 What does this mean for members and customers?
3 What are the practical changes we can expect?
4 What are the implications for CIH’s Boards?
Making CIH’s products fit for the future
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We want to walk in your shoes…
We want to understand:
What you, our members and individual customers need?
What do organisations really need?
Creative thinking:
Switch from product selling to solution selling
Can we provide value-added to cater for your wants too?
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We need to identify organisational needs & wants
We can identify these to some extent
However, we also need your input:
– Survey members and customers online?
– Get ongoing informal feedback
Partly for commercial gain, but also to fulfil our social remit
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We want to put you first and foremost
and work together as friends…
... for mutual benefit
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Overview:
1 How are we changing CIH’s commercial services?
2 What does this mean for members and customers?
3 What practical changes can you expect to see?
4 What are the implications for CIH’s Boards?
Making CIH’s products fit for the future
![Page 15: CIH Products and services: Making them fit for the future 7 - CIH... · Customer Segmentation incl. membership (org), consultCIH Total Spend (2013) £11.07 mill 3205 Organisations](https://reader034.vdocument.in/reader034/viewer/2022050506/5f97679341afa75c067cc36c/html5/thumbnails/15.jpg)
Advisory and Business Support Services
Membership
CIH qualifications
Business Toolkits and
Products
CIH training & development
Conferences and Events
Exhibition and Sponsorship
We are the only UK organisation to offer this comprehensive range
We already offer lots of products & services
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Advisory and Business Support Services
Membership
CIH qualifications
Business Toolkits and
Products
CIH training & development
Conferences and Events
Exhibition and Sponsorship
And what a range…
In-house training
Public training
Leadership programme
National conferences
Regional conferences
1-day events
Sponsorships
Exhibitions
Level 2 qualifications
Level 3 qualifications
Level 4 qualifications
Blended learning
Online learning
Higher education
Accreditations
Pure consultancy
Working Together
Interims
Standard membership
Student membership
Chartered membership
Practice Online
Publications
Accreditation service
Welfare Reform Impact
Value for Money
Service Quality Tool
SROI- under review
And what a range…
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In 2013, we sold 800+ products: 270 short courses/in-house sessions
80 qualifications
32 book titles
70+ events
233 event sponsorship opportunities
39 exhibitions
16 event dinners
100 event optional extras
+ unknown amount of consultancy/ P&P advice, Working Together, Practice Online
At various prices: 385 event package prices
75 membership subscription plans
We have beauty, structure...and complexity
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We want to make it easier for you:
Clearer products and services
Link related products for greater choice
Provide solutions to your issues, not just products
Look into buy online solutions
It’s a lot for us to juggle and overwhelming for you
And easier for us to manage:
Identify and promote popular products
Reduce cost of supporting marginal products
Free up time to focus on what’s important to you
Ensure we have a sustainable pricing strategy
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We’re going outside of
housing for inspiration…
… as far away as Mars
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How do corporations handle complexity?
Taking Mars as an example: Manufacturer of confectionery, pet food, food products
3rd largest private US company
Started in 1920s; $33B sales in 2013
72,000 employees globally
Operates in 74 countries
They are clever with products:
They appear to have thousands of products... but they don’t!
They have c. 60 brands (excl. Wrigleys)- and most “products” are variants of an original one
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Different sizes Recipe variants Processing variants
Mars make more of what they already have
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Different lengths Different flavour Different delivery
How does this translate to CIH? Same product, but:
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Capsule (30 mins)
Bite-size (1hr)
Half-day
1-day
Short courses
Week intensives
Qualifications
Different lengths
Link training (unaccredited) to learning (qualifications):
Each topic could have these options
Different length courses: Addresses time poverty
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Introduce a new-style “divi-book” for individuals and organisations
Rename it as: “Learning Journey Book”
Give each learning experience/event attendance a value, however small – e.g. 1 point per 30 mins or 4 points per event
– Give option of doubling points by completing online survey
Enter into virtual/actual Learning Journey Book via: – Scanned-in barcodes, QR codes
– Actual stamps at source
Pre-stamp book- encourages participation
Different lengths
Give rewards at different signposts Makes all training count Increases interest in events
Introduce a CIH “divi-book”: To increase buy-in
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Already have good array of options:
Short courses- generally CIH
London
Online (incl. webinars/webcasts)
In-house
Blended learning
Different delivery
In-house is value added Would expect high demand from top customers
Different delivery: At your convenience
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Different flavour
Caters to specific exacting tastes
Value-added products, tailored for your
organisation:
– Change of title
– Removal/addition/expansion of content
– Re-brand, dual branding
Premium pricing for this added value
Builds upon and rewards your loyalty
Different flavour: Products tailored to your taste
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Conferences and Events
Bringing this back to Earth, what will you see?
Top 10 topics: Linked products to
help you choose the right solution
New Premier Service: Added-value packages for minimum spend
Corporate Partnerships: Added-value partnership for mutual benefit
Refreshed approach: For existing products and services
New products: Do less, but better
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Equality & diversity
Anti-social behaviour
Repairs & maintenance
Complaints
Sustainable tenancies
Customer insight
Income management
Tenancy fraud
Allocations & lettings
Value for money
Top 10 Topics: Helping each other reach targets
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Across CIH Available products and services
Membership Member-only archived webinar Member only ‘Need to know’ on ASB Bill
Business Advisory Respect charter practice brief ‘How to’ guides + Practice online
Qualifications Level 3 online learning
Training & development ASB case management Housing management law update
Sponsorship Available for publications and all aspects of events
Events 11-12 Nov SLCNG conference organised by CIH 18 & 27 March ASB Event 12 June SE ASB Event
Working Together New ‘Working Together’ groups underway for May/June
Example Top 10 Topic: Anti-social behaviour (ASB)
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Standalone products or services
Premier Service
Corporate Partnerships
Adding value to how we can work together
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Advisory and Business Support Services
Membership
CIH qualifications
Business Toolkits and
Products
CIH training & development
Conferences and Events
Exhibition and Sponsorship
Premier Service: Added-value packages
Choose 1 or more modules at entry level spend
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Module Added value at a glance Entry level
Membership Transferable membership; 5 complimentary memberships per 50 members; free Practice Online
£10k
Business Advisory Invites to policy roundtables; signposting on future policy and practice £15k
Qualifications Free induction days (£600 per day saving) £25k
Training & development
Bespoke to your needs; advance discussion with trainer before in-house delivery; some discounts , e.g. £100 per day saving on in-house training
£15k
Sponsorship Keynote speaker platform at conferences; up to 4 interviews for our weekly newsletter
£15k
Events Free tickets for selected events on a first-come basis; some discounted events
£10k
Toolkits Invite to participate in trials prior to launch £10k
Entry level spend per module for added value
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Badged as Corporate Partner:
Use of CIH Corporate Partner logo for both online and hardcopy
Organisation profile on CIH website
Conditions: Sign up to our Quality Code for use of these
Commit to 3 modules or minimum spend
Added value of Corporate Partnerships
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Overview:
1 How are we changing CIH’s commercial services?
2 What does this mean for members and customers?
3 What are the practical changes we can expect?
4 What are the implications for CIH’s Boards?
Making CIH’s products fit for the future
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Conferences and Events
What are the implications for CIH’s Boards?
New ways to work with CIH: – Top 10 topics
– New Premier Service
– Corporate Partnerships
Refreshed approach for existing products:
– Training
– Events
– Integrated consultancy
New products: Do less, but better
Sharing leads: For mutual benefit
Operate as OneCIH
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Public training:
Focus on popular public courses
London and Coventry venues
6-monthly published schedules
Looking into buy online
In-house training:
Offer new topics for tailored in-house
Re-price to be more competitive
Re-introduction of promotional leaflets
Refreshed approach for training
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CIH hosts 70+ events each year, e.g. Presidential Dinner
Includes 6 national conferences: – Home Ownership & Leasehold
Management Conference
– Repairs & Maintenance Conference & Exhibition
– Caretakers & Estate Managers Conference
– Older Persons Housing Support Conference
– Lettings and Homelessness Conference
– Chief Executives and Leaders Conference
Refreshed approach for events
All 70+ events are perfect opportunities to showcase existing and new products
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ConsultCIH working hand-in-glove with Commercial team
Collaborative working across UK
More Working Together groups: – Tackling anti-social behaviour
– Sustainable tenancies (including Scotland)
– Influencing customer behaviour
– Breaking new ground in repairs & maintenance
New toolkits emerging from this: – Social quality tool (SQT)
– Possible: Social return on investment (SROI)?
Integrated approach to consultancy
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Must be customer-led e.g. Leadership course is now more
strategic and commercial:
– Re-named: “Strategic leadership in
a commercial environment”
– Special introductory price
– Shorter, punchier (6 days)
– In-house condensed version agreed
– New literature being prepared
– Launched at Manchester in June
New products: Do less, but better
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Formal process only if new products or services:
Will take > 2 weeks to develop
Will cost > £3,000 to develop
Existing product or service is being substantially changed
Reputational risk to CIH of proceeding could be high
Will draw heavily on internal resources
A separate process exists and should be used for tender opportunities and bids
Even if not PDP, still important that good practice is followed: Customer testing, market research and QA process.
New products: To PDP or not to PDP?
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Use every opportunity to generate leads:
Events, visits, emails, telephone contacts, members, website, ConsultCIH, P&P, training
Capture leads properly and enter into CRM
Act upon them, monitor response and trends
Sharing leads for mutual benefit
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Regional approach, but co-ordinated:
Comprehensive pricing strategy
Centralising new product development
Consolidating customer intelligence
Pooling resources
Sharing successes
Establishing Best Practice
Operate as OneCIH
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Respecting regional culture…
but acting in unison
as OneCIH