ice business intelligence © cyril grandpierre 2013 1 1-legitimacy. 2-yong & dynamic. 3-...

ICE Business Intelligence © Cyril Grandpierre 2013 1

1-Legitimacy.

2-Yong & dynamic.

3- Language.

3 preliminary questions.


BUSINESS INTELLIGENCE

Welcome in the www.The winner is ...From 7 to 1.


Which organisation is he working for ?

Who is this guy ?

What is the meaning of “intelligence”?

James Bond 007

MI6 Military intelligence 6 (external) or Secret Intelligence Service.

Get information, understand what is happening or will happen and share it with the organisation, decide to react or proact. Protect the organisation.

Understanding. Diffusion. Decision. Action. Protection.What is the meaning of his number 007 ? The right to kill.

BUSINESS INTELLIGENCE


A stupid spy, in real life it never works !A crocodile : big mouth little ears.What is the name of the actor?

sketch of a real good spy : A nice killer

Big brainTo understand his environment

Big eyes to see everything Big ears to hear everything

Big nose to ”smell” the trends

Little mouth not to speak, just to smile.

Modest appearanceGentle and humbleAlways nice, never naive


In France: 1959 General De Gaulle : there are 3 defences : military, civil and economic. But people heard only the first.1994 report Martre (délégué général pour l’armement) : there is a problem with economic defence, nobody heard. 2003 a Prime Minister Jean-Pierre Raffarin asked for an audit on the subject. Conclusion of the report (Carayon)“Oh shit. We are at war since half a century and we didn’t know”.

In the Japanese constitution written in 1868. “We will look for knowledge all around the world to reinforce the foundations of the imperial power.”

2013 subsidized jobs “emplois d’avenir” is the main concern of the government(dixit Benoit Hamon visiting Troyes).

Some dates to understand the problem.


What is the goal of a company?It is to survive and expand.The object of Business Intelligence is how to survive and expand in our open environment.

What is a company?The legal definition of a company or enterprise (a legal entity) is simple but doesn’t fit at all with the reality.

Case : Mostech

The value of a company is what is in the brain of certain persons working together, (and you own your brain). Idea 1: an enterprise = persons. Case : La Ciotat bankruptcy

Idea 2: in a company, everybody is useful, but there are few key persons, sometimes only one. They are key by their ability to take decisions, or by their knowledge, or often both.

“The cemeteries are full of irreplaceable people.” Alphonse Allais“The cemeteries are full of enterprises which didn’t know their key people.” Cyril


Players. Inside and outside the enterprise.

CEO

Management teamOther employees

Union leaders

Chairman of the group, shareholders.

Market, customers, unions of users.

Distributors, after sales service, maintenance.

Partners in supplying, suppliers of consumables

Competitors, partners, professional union.

Suppliers, Key supplies, partners … goods or services.

State, legislation, taxation, norms.

City, social environment, external unions..

Who can weaken you or kill you, who can support or help you?


PL Conference Bangkok 2002

Person’s motivations.When your CEO says “here is the policy of our group” you will hear that very often ....

... it is always a lie.You must understand “here is my interest, plus what I understood of the interest of my President or share holder“.


Person’s motivations.What motivates persons?

1-Money

2-Vanity. Power, celebrity.

3-Hatred (of the boss, the owners, a union leader, a competitor, riches, employers)

4-Cowardise. Keep his job. (Called loyalty to the boss) (Loyalty is the only value of incompetents)

5-Laziness. Do not change my habits.

6-Have fun. Interest. Passion. Search of adventure.

7-Belief (religion, religion like, humanism, patriotism toward a group of persons or a country). (Religions like = revolution, communism or socialism, green, freedom, regulations and texts even stupid. Some persons are ready to die for or to kill for their belief.)


Person’s motivations.Officially business intelligence = external business environment. You must consider all the players who can kill or hurt the enterprise. Is a union leader (internal) more loyal to the company or to his national union (external)? Is your CEO (internal) more loyal toward the company or the share holders (external)?

Case : La Ciotat the last strike.

Case : The French and the Danish factory.

So if you discover that your boss’s policy is his money and his personal power or cowardice, while your motivation is patriotism toward your employees, what will you do?


Players. Inside and outside the enterprise.

Who can weaken you or kill you, who can support or help you?

each one could kill or help your enterprise

So see each one as a potential friend and enemy.To be friend with everybody :Rule 1: be gentle and humble, always nice never naïve

So you must be reliable, trustworthy, honest, have friendly relationship with all of them.You must kill your competitor with kindness and honesty.

Case : Guy Querry kill the company, save the persons.

Case : Charon get the persons to kill the company.


3 faces of Business intelligence1-A coordinate activity of:Watch, treatment and diffusion for actions: To understand how all those persons function. Who are they, what are their motivations, what are their projects etc… to take decisions.

3-Protection: protect you and your enterprise from them. Protect your assets from robbery, spying, destruction.

2-Influence: Convince, give arguments, to push them to act in a good way for you.Spread false information to competitors.


Intelligence and espionageBusiness intelligence is the use of legal actions. Industrial espionage is the same by using illegal actions (destruction, robberies).So I am not allowed to teach you espionage.

If you think that business is a nice week end sport between gentlemen, then one rule = no espionage.

If you think that business is a war where you can kill or be killed, then one rule = don’t be caught. (Edward Snowden against RSA, Wikileak and soldier Manning against US army).In fact most of the information is available in a legal way and for free, so don’t take risks. But for sure you will be victims of espionage.

Case : Saint-Gobain.


Watch and Influence CompetitorsHow to get information ?

Ask your competitors and Factory visits.My strategy when I arrived in this new business was to be gentle and humble, to be seen by the competitors, the suppliers, the customers as ignorant and incompetent.

Case : Miele Aqua Clean

Talk with the competitor’s salesmen. Incredible how salesmen are talkative and can give for free very important secrets.

Rule 1: be gentle and humble, always nice never naïve.Rule 2: make a report for your intelligence agents. And ask them to do the same.

How to get information about your competitor? Ask him !

Video Aqua Clean


Watch and Influence Competitors Trades shows.

Who are your intelligence agents?

Every evening a meeting to discuss analyze and write all was seen and decide the targets for the day after. A very good way to push technicians and salesmen to speak together, and to teach them the spy technique. So your enterprise becomes a real intelligence agency with efficient agents.

R&D managers + sales forcesThey do not see the same things.

NEW

What are they doing ?


Watch and Influence Competitors Reverse engineering = Lab tests

Performance comparisons + cost analysis. Take technical good ideas + commercial information.

Cost comparison

Performances and consumptions

Test labo repasseuse


Watch and Influence Competitors With customers

Be their friend by giving free services which costs you nothing.And get ...Commercial leaflets. Price list, installations and maintenance technical manual. Visit their facilities, see the competitor product working.

Pharmagg presentation

KTM HP brochureKTM HP Price

KTM SP Spare PartsKTM Computer ManualKTM HP Manual


Watch and Influence Competitors

Your supplier of specific products could supply also your competitor. Be their friend and you can know their volumes, special requirements, and new developments.

With suppliers.

Purchase policy : another way to get good prices letting your supplier earn his living Study together how to lower his cost, to get the same use at a better price.

How to get a better price from your supplier? cooperation better than screwing


Watch and Influence Competitors

Balance sheets (Internet). There your intelligence agent is the financial director who is able to analyse a balance sheet.Custom statistics (Girbau import in US).

With official data.

Girbau Machines US Import

With student trainees.Case : a recruitment interview.


Watch and Influence CompetitorsWe will see later the patents data bases on internet : American bureau of patents. INPI. Google patents. No one is complete.

Patents watch.

Professional unions and associations.They are essential to practice lobbying. So you need your competitors to organize those professional associations. You need absolutely to speak with them, to have good relationship. Discussions with them, can give you good information, and you can give also bad information mixed with good ones.

Rule 1: be gentle and humble, always nice never naïve

Case : Pekoe spin extractors

TypesOfLaundries


Influence CompetitorsGive false strategic information among a load of true information without interest.

Case : FFS

Video Ironing train HP


Business intelligence withCustomers

Rule 1: be gentle and humble, always nice never naïve.Rule 2: make a report for your intelligence agents. And ask them to do the same.

Watch and influence customers, what is the other word? Marketing

Do you remember the 2 rules?

My own experience in a new business.


Business intelligence withCustomers: just a few tips for technicians

Visit your customers’ facilities, look how they process.

Talk with them about their business, to learn their business, to understand their future trends.

Then search the problems they do not express, they are not aware of. Here are the mines of your innovations. Have the dreams they don’t have, solve the problem they are not aware of.

Try to have a visionary attitude, have intuitions about your market.

Who, in a company, can say “I have an intuition, I cannot explain why, but we will change our strategy to go there”? How long you must spend in a business to be able to have good intuitions? What about 3 years managers?



http://www.erppp.com/diversions-divertissantes/bluff-et-contre-pied/

“Some people say, give the customers what they want, but that’s not my approach. Our job is to figure out what they’re going to want before they do. People don’t know what they want until you show it to them. That’s why I never rely on market research. Our task is to read things that are not yet on the white page.”

You can fulfil a pre-existing need that your customers are not aware of. This is not creating a new need.

Case: The bended nail.

You can fulfil a need that doesn’t exist yet. This is not creating a new need.

Case: Desnoulez’ screw cork.

Video BendedNail ZionCanyon

http://www.erppp.com/diversions-divertissantes/bluff-et-contre-pied/



If you see at your customer an unsolved problem, half of the innovation is done.


Business intelligence withCustomers: just a few tips for sellers

The customer must always feel that he is the winner.

After the signature of the contract, congratulate him for the good deal he made.


Business intelligence withSuppliers

You could have 2 or 300 suppliers, 20 or 30 could be strategic. If you lose one of them you could be in real trouble. So you have to watch them like a competitor.

You can get a lot more from your suppliers than a discount. Don’t try to kill them by too law prices, they must be able to live from their business. If you really need a discount, let your RnD work with their own RnD to find cheaper solutions which fits well to you. Help them to be more efficient and share the profit.

A strategic supplier = a partnerRule 1: always nice never naïve.

Case: heat pipes.

Video Heat Pipes “Enveloppe Soleau” or Confidentiality contract.

Case: Nobel rocket launcher.


Business intelligence withPartners in supplying

Japanese wash conditions

Case: Wash programs expert system. IMTx

In the machinery laundry business, our main partners are detergents chemists.


Business intelligence in a little company

1 – M (the boss of the intelligence service) is the CEO.

2 – James Bond the intelligence agent is every sales man, service technician, RnD technician, Purchase employee aso.

3 – James Bond reports to M and to all the others employees who could be interested. There is always a reward.

4 – At Dubix : Every third month a “market meeting”. Around 15 persons : sales men + service managers + Quality manager + RnD manager + Production manager + Marketing manager + Purchasing manager + Financial manager + CEO. + visit of some invited persons having special information.3 days of intense work : 9 to 18h strict agenda conferences and discussions. 19 to 24 total mess ... perhaps the most productive part. Main subjects Business intelligence and development strategy.

When I arrived in the company, this meeting was dedicated to disputes between sales men and technicians. I transformed it in a constructive intelligence organisation.


To prepare for next week.Dubixium The Problem

Case study : The turning heat ironer.1- understand the technical problem.2-read the case.3-Suggest a strategy.4-Read what is marital fidelity.

Dubixium400-GB

turning heat ironer 1

www.erppp.com/diversions-divertissantes/la-fidélité-conjugale/

http://www.erppp.com/diversions-divertissantes/la-fid%C3%A9lit%C3%A9-conjugale/

ice business intelligence © cyril grandpierre 2013 1 1-legitimacy. 2-yong & dynamic. 3-...

Documents

cyril slide

meaning of intelligence

external business environment

mi6 military intelligence

secret intelligence

key persons

persons motivations

group of persons