Transcript
Page 1: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

1

A Business Revolution Calls for a Management Revolution

Ed IsraelVP Sales 503.720.0912

Kelly FergusonVP Marketing 206.300.7220

July 27, 2011

Page 2: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

2

Who We AreCreators of the

A Fully Integrated and Closed-Loop Framework to Drive the Proactive and Disciplined

Execution of Routine Work and Initiatives

Page 3: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

3

What We Do

Guide leadership teams through the customization and installation of

a Management System that dramatically improves business results

Page 4: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

4

Mass Ingenuity Vision, Value Proposition and Customer Benefits

Vision Every Opportunity, Every Employee, Every Time

Value Proposition We build a direct connection between what leaders

envision and what employees deliver

Customer Benefits Improve customer experience Accelerate growth Reduce costs

Page 5: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

5

TIME

The NOW

Moment

When an employee encounters an opportunity to

make a “YES” decision and take action that will move the

business toward its goals

Why Do We Call it the NOW Management System?

Page 6: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

6

Every OpportunityEvery Employee

Every Time

Management Must Enable Responses to the NOW Moment

Page 7: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

7

TOLD

PERMITTED

EXPECTED

7 Stages of

YESability

1. Follow Orders2. Understand Orders

3. Voice Opinions

7. Own the Solution

6. Own the Problem

4. Suggest Solutions5. Take Initiative

Page 8: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

8

Management’s work must be complete before the NOW Moment arrives

Page 9: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

9

What Management System Does Your Organization Use To Enable NOW Moments?

An effective management system needs to: Visually tell every employee how your organization must execute on its:

• Routine Work (Fundamentals) and Strategic Initiatives (Breakthroughs)

Illustrates the enterprise-wide core processes and sub-processes

Clearly define the top priorities and strategic initiatives

Drive transparency and accountability

Tell you in near real-time when a major process or initiative is trending into trouble

Improve customer experience, reduce costs and accelerate growth

Page 10: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

10

Improve Customer

Experience

Reduce Costs

Accelerate Growth

FUNDAMENTALSRoutine Work

7-Step Problem Solving

BREAKTHROUGHSStrategic Initiatives

Quarterly Target Reviews

Page 11: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

11

Page 12: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

12

Client Testimonials“By implementing the Mass Ingenuity management system, we have achieved across-the-board results beyond anything we had imagined.” — CEO and Dental Director, Third Largest U.S. Dental Group

“The Management System visually proved to prospects and customers that we were the right supplier for them. The results were priceless!” — Co-founder and CEO of Electronics Company

"If I could go back, I’d have implemented a management system framework before investing in lean.”— State Government Deputy Director

Page 13: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

13

Client Results

Global supply chain company reported a 16.7% increase in employee engagement six months after installing their Management System

During a company-wide hiring freeze for the prior 9 months

A manufacturing company leveraged their Management System as a sales tool to win business nationally and to hire top talent

Owner eventually used their system to reduce due diligence time by 40% and received an offer 50% higher than expected

Page 14: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

14

Client Results

Large state agency director was applauded by the new governor's transition team for their comprehensive and clear model for running their agency

Agency utilized their Management System and a related Breakthrough initiative to target savings of $1,000,000 in overtime costs

Page 15: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

15

Typical Results

3 6 9 12 15 18 24

30x

24x

18x

12x

6x

0x

Return on Investment

MONTHSWaste

10-15% Reduction

Employee Engagement

30% Improvement

Customer Experience

20-25% Improvement

Profitable Growth

25-30% Improvement

Page 16: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

16

Typical Client ROI

Clients investment is typically returned in 18-24 months

Ongoing year after year improvements are achieved at a very significant level As evidenced by Permanente Dental Associates

Page 17: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

17

Concern for Patient Comfort

+14%Outcomes

vs. Plan

+68%Process in

Control

+46%Dentists

Engaged in Research

+22%

Permanente Dental Associates2008-2010

EmployeeEngagement

21%

Dentist Engagement

9%

-46%

DentistTurnover

-41%

Dentist Idle Time

-50%

Time to FirstAppointment

-20%

Time to Appointment

Page 18: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

18

The Situation

Our business and economic revolution calls for a management revolution

Yet, most organizations lack a management system to: Accurately inform employees at all levels about

their business performance Informs employees where and how to make

improvements

Page 19: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

19

“This economic crisis doesn’t represent a cycle. It represents a reset. It’s an emotional, raw social, economic reset. People who understand that will prosper. Those who don’t will be left behind.”

Jeffrey Immelt, CEO, General Electric

Page 20: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

20

Management Waste Ironically, John Bernard discovered that “management”

is the most critical process

Yet, management processes receive the least attention and, generally, are very undisciplined

Management is burdened by tremendous waste

Page 21: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

21

0 10 20 30 40 50

MANUFACTURING

SERVICE

GOVERNMENT

% of Operating Costs That

Add No Value

25-30%

30-40%

40-50+%

All Waste By Sector

Page 22: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

22

Quotable Quotes

“84% of the errors, inefficiencies, problems, etc., derive from the system and 16% are due to variations in individual performance.” -- W.E. Deming

“Pit a strong performer against a bad process and the process will win almost every time.” -- Rummler & Brache

“A leader is someone who helps improve the lives of other people or improve the system they live under.” -- Sam Ervin

Page 23: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

23

1920 1930 1940 1950 1960 1970 1980 1990 2000 2010 2020

The Era ofMASS PRODUCTION The

GREATRECESSION

The Era ofMASS CUSTOMIZATION

www

Page 24: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

24

NOWTHEN

COMPLICATION

High Volume Low Cost

High Customization Low Cost

Page 25: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

25

NOWTHENDRIVER

ORGANIZATION

DECISIONS

IMPROVEMENT

USE OF DATA

PROBLEM SOLVING

SPEED

Customer Need

Process Centric

Decentralized

Micro-Improvements

Everyone

Standardized, Fact Based

Fast

Managerial Hierarchy

Functional

Centralized

Big Ideas

Management

Ad Hoc, Intuitive

Slow

Page 26: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

26

Additional Complications

High waste and costsLow employee engagementPoor customer experienceLow transparencyLow line of sight and accountabilitySlow growth

Page 27: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

27

1. Unclear Direction

2. No Line-of-Sight

3. Unclear Accountability

4. Inconsistent Language

5. Poor Issue Transparency

6. Inappropriate Resources

7. Inadequate Tools/Skills

Deadly Sins of Management7

Eliminating the Sins

Page 28: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

28

Eliminate Fear

Reduce Variation

Pursue Constraints

C O N C E P T S

Page 29: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

29

Social Good

Work/Life Integration

Total Transparency

Digital Natives Grew Up in the NOW

Page 30: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

30

ACCESSSets a new standard for

Makes the conversation that has been going on

anyway, public

Social Media

Page 31: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

31

The

CLOUD

Transforming the

COST of turning data

into information

Cloud Computing

Page 32: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

32

Failing Miserably

33%18%

49%

EngagedActively

Disengaged

Not Engaged

SOURCE: Gallup Consulting

OUR ALIENATED WORKFORCE

Page 33: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

33

General Motors

70

60

50

40

30

20

10

0

7

1983

1 idea every 7 years

Ideas Implemented Per Employee Per Year

ToyotaMotor

Company

June 1, 2009

Filed Chapter 11

BANKRUPT

Page 34: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

34

An idea that saves:

In a process done each day:

By others who do the same work:

Who work each year:

$2.00

10 times

12 colleagues

260 days

$62,400 savings

Micro-Ingenuity and Micro Economics

Page 35: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

35

HIGH-ENGAGEMENT ORGANIZATIONS

Difference Between Top and Bottom Quartile Performance

ABSENTEEISM

TURNOVER (low turnover org.)

TURNOVER (high turnover org.)

SHRINKAGE

SAFETY INCIDENCES

QUALITY (Defects)

CUSTOMER RATINGS

PRODUCTIVITY

PROFITABILITYSOURCE: Gallup Consulting

-37%

-49%

-25%

-27%

-49%

-60%

+18%

+12%

+16%

Page 36: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

36

People know how to seize

opportunities and solve problems

People understand and respect the way the organization functions

TRUST

ORDER FREEDOM

Page 37: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

37

a count ability

…to count …to number …to measure

…skills to do the job …skills & resources to solve problems …authority to take action

Page 38: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

38

Improve Customer

Experience

Reduce Costs

Accelerate Growth

FUNDAMENTALSRoutine Work

7-Step Problem Solving

BREAKTHROUGHSStrategic Initiatives

Quarterly Target Reviews

Page 39: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

39

WORKING

INTHE BUSINESS

WORKING

ONTHE BUSINESS

Routine Work Initiatives

©Copyright 2011 Mass Ingenuity

Monitor Monitor

Corrective ActionBreakthrough Check In

OUTCOME MEASURES 2009 TARGET STRATEGIC TARGETO-1 . . .

O-2 . . .

O-3 . . .

O-4 . . .

O-5 . . .

O-6 . . .

O-7 . . .

O-8 . . .

O-9 . . .

O-10 . . .

O-11 . . .

O-12 . . .

O-13 . . .

O-14 . . . TACTICAL TARGETO-15 . . .

O-16 . . .

PROCESS MEASURES 2009 TARGETOP1 .

1.1 . . .

1.2 . . .

1.3 . . .

1.4 . . .

1.5 . . .

OP2 .

2.1 . . .

2.2 . . .

2.3 . . .

2.4 . . .

2.5 . . .

OP3 .

3.1 . . .

3.2 . . .

3.3 . . .

3.4 . . .

3.5 . . .

OP4 .

4.1 . . .

4.2 . . .

4.3 . . .

4.4 . . .

4.5 . . .

OP5 .

5.1 . . .

T10 . .

T8 . .

T9 . .

T6 . .

T7 . .

T4 . .

T5 . .

T2 . .

T3 . .

.S4 .

T1 . .

FUNDAMENTALS BREAKTHROUGHS

S1

S2

S3

.

.

.

.

.

.

Organization

OUTCOME MEASURES 2009 TARGET STRATEGIC TARGETO-1 . . .

O-2 . . .

O-3 . . .

O-4 . . .

O-5 . . .

O-6 . . .

O-7 . . .

O-8 . . .

O-9 . . .

O-10 . . .

O-11 . . .

O-12 . . .

O-13 . . .

O-14 . . . TACTICAL TARGETO-15 . . .

O-16 . . .

PROCESS MEASURES 2009 TARGETOP1 .

1.1 . . .

1.2 . . .

1.3 . . .

1.4 . . .

1.5 . . .

OP2 .

2.1 . . .

2.2 . . .

2.3 . . .

2.4 . . .

2.5 . . .

OP3 .

3.1 . . .

3.2 . . .

3.3 . . .

3.4 . . .

3.5 . . .

OP4 .

4.1 . . .

4.2 . . .

4.3 . . .

4.4 . . .

4.5 . . .

OP5 .

5.1 . . .

T10 . .

T8 . .

T9 . .

T6 . .

T7 . .

T4 . .

T5 . .

T2 . .

T3 . .

.S4 .

T1 . .

FUNDAMENTALS BREAKTHROUGHS

S1

S2

S3

.

.

.

.

.

.

OUTCOME MEASURES 2009 TARGET STRATEGIC TARGETO-1 . . .

O-2 . . .

O-3 . . .

O-4 . . .

O-5 . . .

O-6 . . .

O-7 . . .

O-8 . . .

O-9 . . .

O-10 . . .

O-11 . . .

O-12 . . .

O-13 . . .

O-14 . . . TACTICAL TARGETO-15 . . .

O-16 . . .

PROCESS MEASURES 2009 TARGETOP1 .

1.1 . . .

1.2 . . .

1.3 . . .

1.4 . . .

1.5 . . .

OP2 .

2.1 . . .

2.2 . . .

2.3 . . .

2.4 . . .

2.5 . . .

OP3 .

3.1 . . .

3.2 . . .

3.3 . . .

3.4 . . .

3.5 . . .

OP4 .

4.1 . . .

4.2 . . .

4.3 . . .

4.4 . . .

4.5 . . .

OP5 .

5.1 . . .

T10 . .

T8 . .

T9 . .

T6 . .

T7 . .

T4 . .

T5 . .

T2 . .

T3 . .

.S4 .

T1 . .

FUNDAMENTALS BREAKTHROUGHS

S1

S2

S3

.

.

.

.

.

.

Fundamentals Map℠ Strategy Map℠

STATUS: R/Y/G TREND:

1

2

3

4

5

6

7 Reflect & Learn

MOST RECENT ACTUAL RESULTS:

If the solution has not yet been implement, attach a workplan to show how it will be implemented.

WHAT SOLUTION(S) APPEAR TO BE MOST VIABLE AND WHY?Develop Solutions

Implement Solutions

Hold the Gain

WHERE IS THE PROCESS BREAKING DOWN?

WHAT DO THE FACTS PROVE IS CAUSING THE PROBLEM?

WHAT CONTROLS HAVE WE PUT IN PLACE TO PREVENT THIS CAUSE FROM REOCCURING?

WHAT LESSONS DOES THIS PROBLEM TEACH US?

WHO WILL DO WHAT BY WHEN TO IMPLEMENT THE SELECTED SOLUTIONS?

Uncover & Prove the Root Cause

Map the Current Process

PROBLEM STATEMENT:Agree on the Problem

PROCESS or OUTCOME:

MEASURE:

OWNER:

TARGETED PERFORMANCE:

Department

Individual

Prepared By: X

Date: X

Fiscal Year: X

Entity: X

Division/Department: X

Situation: X

Objective

No.

Strategy (Owner)

Sub-Targets

X

Targets

X

1.1

1.2

1.3

1.4

1.5

X X X X X

X X X X X

BREAKTHROUGH: OWNER: DATE:BUSINESS UNIT:

S C T

Improvement ? ? ?DecliningLowOn Target Behind Plan

ModerateOwner Concern About SuccessDirection it is headed

S = Status C = ConcernT = Trend

Current State of Effort

Same

FOR FUTUREIMPLICATIONS STATUS

Far Below ExpectationsHigh

ANALYSIS OF DEVIATIONPERFORMANCE TO DATE CORRECTIVE ACTIONBREAKTHROUGH OBJECTIVE

STRATEGIES (owner)

Breakthrough PlanOutcome and

Process Scorecards

M easure 1 M easure 5

Comments: Comments:

M easure 2 M easure 6

Comments: Comments:

M easure 3 M easure 7

Comments: Comments:

M easure 4 M easure 8

Comments: Comments:

Title Monthly Status Report Date

0.00%

0.20%

0.40%

0.60%

0.80%

1.00%

1.20%

1.40%

1.60%

1.80%

2.00%

Jan Feb Mar Apr May June July Aug Sep Oct Nov Dec

0.00%

0.10%

0.20%

0.30%

0.40%

0.50%

0.60%

Jan Feb Mar Apr May June July Aug Sep Oct Nov Dec

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

100.0%

Jan Feb Mar Apr May June July Aug Sep Oct Nov Dec

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

100.0%

Jan Feb Mar Apr May June July Aug Sep Oct Nov Dec

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

100.0%

Jan Feb Mar Apr May June July Aug Sep Oct Nov Dec

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

100.0%

Jan Feb Mar Apr May June July Aug Sep Oct Nov Dec

0.0%

10.0%

20.0%

30.0%

40.0%

50.0%

60.0%

70.0%

80.0%

90.0%

100.0%

Jan Feb Mar Apr May June July Aug Sep Oct Nov Dec

0.0%

0.5%

1.0%

1.5%

2.0%

2.5%

3.0%

3.5%

4.0%

4.5%

5.0%

FUNDAMENTALS BREAKTHROUGHSQuarterly Target Reviews

CUSTOMERNEW SOFTWARE ENHANCEMENT

Process

FINANCIAL

Strong & Clear VALUE

PROPOSITIONYY

Achieve Best-in-Class

OVERALL CUSTOMER

EXPERIENCE

DIVERSIFY REVENUE WITHIN

MARKETS

WIN-LOSS RATIOImproved

CUSTOMER ACCESS TO

ONLINE ORDERS

Identify NEW MARKET

OPPORTUNITIES

SERVICEAGREEMENT

Update

COMPENSATION PHILOSOPHYFully Aligns toVision & Goals

COMPENSATION ADJUSTED

to Vision

CAPITAL DIVERSIFICATION

EXPANDED FUNCTIONSStandardized

RECORDS AUTOMATION

Upgrade

GEOGRAPHIC EXPANSION

VALUE PROPOSITION

FOR SHAREHOLDERS

Understood

CUSTOMER DELIVERY

MODEL Overhauled

COMPREHENSIVETECHNOLOGY

Update

BENEFITS & COMPENSATION

Rationalized

Long-RangeTRAINING &

DEVELOPMENTPlan in Place

Strong COLLABORATION

WITH KEY VENDORS

INFRASTRUCTURE

Disciplined BUSINESS

FUNDAMENTALS with Quarterly

Reviews

RealignedSTAFF

RESOURCES

SHARED VISION

DOUBLE NEW PRODUCT REVENUE

IDEAS IMPLEMENTED PER EMPLOYEE

Increased

201120122013

ENGAGEDTEAM

PEOPLE

PLAN

DO

CHECK

DO

ADJUST ADJUST

Page 40: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

40

Routine Work

Deliver the routine work with the fewest possible resources

Connect every employee with clear accountability

Transfer skills and authority to act to those who do the work

Create complete transparency about performance

NOW Fundamentals Map℠

Page 41: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

41

Initiatives

NOW Breakthroughs Map℠ Create and execute plans

proficiently

Communicate rationale, dependencies and risks

Set realistic expectations in line with available resources

Create complete transparency about initiative performance

Page 42: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

42

Page 43: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

43

ELIMINATE FEAR REDUCE VARIATION PURSUE CONSTRAINTS

FEATURE: Private “tweeting” within the user’s team

INSTANT ACCESS TO TEAMMATES

UP & DOWN LINE-OF-SIGHTPERSONAL PAGE FOR EVERY EMPLOYEE

INSTANT PROBLEM SOLVING SUPPORT

REAL-TIME PERFORMANCE DATA

FEATURE: Instant click through to creation of a 7-Step plan for corrective action

CALL TO ACTION AUTOMATEDFEATURE: Below-expectation performance highlights call to action/escalation triggers automatically notify management

FEATURE: Real-time visibility ofkey-accountabilities performance

FEATURE: Landing page for self-managing performance

FEATURE: One-click line-of-sight and transparency

FEATURE: Task engine delineates individual accountabilities on Breakthrough initiatives

CLEAR VISIBILITY OF TASKS COMING DUE

FEATURE: Past-due tasks are highlight in bold

CALL TO ACTION WHEN TASK PAST DUE

VISIBILITY TO MAJOR BREAKTHROUGHSFEATURE: Major initiative performance transparent

CUSTOMIZABLE TO MEET ORGANIZATIONAL NEEDSFEATURE: Customizable templates to match identity

IMMEDIATE ACCESS TO PLANNING TOOLSFEATURE: One-click access to common planning tools

INSTANT ACCESS TO KEY DOCUMENTS

FEATURE: One-click access to documents that define the organization’s direction

FULL PRIVATE SOCIAL MEDIAFEATURE: In-company social media suite to facilitate NOW action including the full compliment of common social tools including company blogs

INSTANT ACCESS TO ANYONE AND EVERYONE

FEATURE: Private “tweeting” to everyone in the organization or to select levels, teams or departments

SEARCHABLE KNOWLEDGE BASEFEATURE: Quick access for every employee to information they need to take effective action

Page 44: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

44

Discipline, accountability; need for action reinforced

Facts are out in the open to deal with reality

Constraints to goals are clear

People prepared and motivated to take effective action

Complete visibility of the organization’s performance

Accomplishments recognized

Opportunity to learn the business and expected behaviors

Quarterly Target

Reviews

Quarterly Target Reviews:Transparency in Measuring Progress

Page 45: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

45

ACCESSTO DATA

Institutionalize a common method

for Problem Solving

Connect EVERY employee through measures they can impact

Inspire Change with a

Shared Vision

Understand the

SHIFT from THEN to NOW

Create the

NOW Mindset

Leverage the

Game ChangersSocial MediaCloud ComputingMillennial Mindset Build Total

Transparency through Quarterly

Target Reviews

Eliminate

the Fear

Quit Bossing &

Start Teaching

Achieve real Breakthroughs

Page 46: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

46

Leadership Team

John BernardFounder, Chairman and Author

Aaron HowardPresident and CEO

Ed IsraelVice President of SalesKelly Ferguson

Vice President of Marketing

Page 47: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

47

Addendum[Optional section to be customized for each reseller or VAR, if applicable, or deleted.]

Page 48: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

48

Sales Targets

All industries – experience in both private and public sector

All company sizes Need executive level client access

High level strategic sell CEO sponsorship is vital for an enterprise-wide Management

System

Factors that impact pricing (typically project price) Client revenue and number of employees Operational complexity

Page 49: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

49

Pricing Examples Current sales range in total from $150-500,000 Price driven by primarily by organizational size

Small <500 employees

Medium <3,000 employees

Large >3,000 employees

Example of anticipated sales for small-medium-large organizations Fundamentals Map only: $100,000-$175,000-$250,000

Breakthroughs Map only: $100,000-$175,000-$250,000

Full NOW Management System: $500,000-$1MM-$1.5MM

Breakthrough Projects: $50,000 to $250,000 each

Page 50: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

50

Pricing Variables

Factors that impact pricing Client revenue and number of employees Operational complexity

Project fee (preferred) or time and materialsPricing is subject to reseller’s discretionSales cycle time varies from 3-12 months Sales process is very relationship oriented with

senior executives

Page 51: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

51

Joint Value Proposition

[Placeholder to be customized for each reseller or VAR, if applicable]

Page 52: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

52

Go To Market Strategy Conduct series of sales training webinars

The basics Lead generation to closing process Advanced concepts and reinforce all prior material

Start with Advisory Council as early as 8/01 Send sales kits and map examples in advance

One-on-one access to Kelly and Ed for whatever support is needed Conduct initial webinar for early stage prospects Mass Ingenuity is available to participate in joint sales calls for

qualified prospects Target: At least three engagements valued in aggregate at $500,000

Page 53: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

53

Sales Process

Identify potential companies from your contactsAssess interest

If interested, contact Mass Ingenuity for proposal and sales assistance

Maintain shared relationship (reseller and Mass Ingenuity)

Receive normal commission on award redemption

Page 54: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

54

Benefits for Reseller Sales Force

Get in on the ground floorBe ready to capitalize on book release (Dec. 6) and

intense national PR campaignManagement System applicable to all size

organizations, industries and sectorsDiversify your offeringsStrengthen client value add and relationshipsDrive increased revenue and commissionsShort term revenue and long term annuity

Page 55: Mass Ingenuity Presentation

Every Opportunity Every Employee Every Time SM

55

A Great Marketing Opportunity!

“Practical. Useful. Inspiring. Managers and leaders who want to engage the hearts and minds of every employee will find all the tools they need in the pages of Business at the Speed of Now.”

-- Marshall Goldsmith, million-selling author of MOJO and What Got You Here Won’t Get You There

In BookstoresDecember 6, 2011

BUSINESS AT THE SPEED OF NOWFire up your employees, thrill your customersand crush your competitorsBy John Bernard


Top Related