intro to senority v4 0 uk
DESCRIPTION
presentation which explains the Senority Services and value propositionTRANSCRIPT
Senority
© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.
Senority is a multidisciplinary network of experienced Service Excellence experts.
Client
Sales
Delivery
Introduction
Senority :
Quick scan
Integration
Implementation
Process
improvement
Interim
Management
Training
Coaching
Deal support
Senority
© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.
What we do.....
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Maximise client
retention and reference
Optimise yield of
contracted value
Increase Win-rate
Enable informed strategic decisions
Senority
© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.
Strategy Excellence
• We help you set up and execute your sales plan by:– Combining your market knowledge with that of our seasoned
partners and associates– Create pipeline of targeted-logo’s – Setup qualification, prioritisation and budgeting processes– Leverage proven processes and tools
• Portfolio management– Definition of value propositions– Costing – Risk management– Deal templates
• Account Growth planning
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Enable Informed Strategic Decisions
Governance structures
Sales management
New sales planningPortfolio management
Account growth
Account Growth Planning is a process that can be applied to both existing and new clients to do the following:
Discover/Analyze Client Agenda and
Industry
Identify your capabilities that
match client need(s)
Prioritize leads and opportunities
Engage Client Discussions
Enterprise relationship
strategy
Lead/Opportunity relationship
strategy
Create measurable, time bound activities
required to qualify leads
Our Strategy Excellence services are focussed on improving the sales performance within your company.
Senority
© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.
Sales Excellence
Benefits of Senority:
• Our multidisciplinary team is experienced in all aspects of outsourcing both as client and supplier;
• Experienced in financial services market;• We can be your flexible sales force and pursuit team at
variable cost;• Proven track record with deals in more than 57
countries and total contract value up to 1.3B$; • Use of predefined process steps to increase win
probability, competitive differentiation, price to win, and deal quality;
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Competitive positioning•Battle cards•Win Strategy Labs•Differentiation•Competitive sales plan•Risk analysis•Relationship management
Create winning deals•Deal template•Governance structures•Costing review•Story boarding•Description of Services•Proposal management
Closing•Price to Win•Pricing reviews•Orals•Negotiations•Due Diligence
Having a clearly defined sales and closing plan enables (y)our sales teams to sell profitable business with a high win probability and low delivery risk.
Increased Win Rate, Reduce Cost of Sales and
Reliable forecasts
Senority
© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.
Operational Excellence
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Senority can bring you a complete suite of processes and tools that will manage your contract lifecycle. This way of working is based on total transparency and insight between your customer and all levels of your service delivery organisation.
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Senority
TOP
promising
NEUTRAL
PROBLEM
TOP
Promising
NEUTRAL
PRO-BLEM
A Service Excellence program brings:
• More contract renewals• Increase references (Promoters)• Transparent Client relationship• More revenue with existing clients• Decrease operational cost• Improved collaboration between commercial and
delivery• Culture change: maximised focus on the client• Reliable revenue predictions• De-risked backlog• Trusted relation
Optimise yield of Contracted Value
Senority
© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.
Customer Excellence
Use of Evaluetor© will enable:– Shared Dash-boarding– Internal perception recording– Client interviewing– Structured improvements– Active governance– Contract management– Key Perforce Indicator and
Relationship monitoring
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Senority helps you to install a Client driven continuous improvement process and Tool (Evaluetor©), this will bring insight and visibility on the quality of your services and the perception thereof. Now delivery can be tuned to achieve optimal Customer Satisfaction.
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Service Excellence is achieved by closing the gaps through Transparency and
Measurability.
.
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I n a successful relationship, expectations, contract,
performance and reporting are all aligned.
Maximise Client Retention and Reference
Senority
© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.
Integrated Management Support Portal
Evaluetor relates the understanding of the business intentions as discussed during
procurement and negotiations to the actual performance during
delivery and the perception thereof.
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Delivery (SLA) Performance
ImprovementManagement
RelationshipStatus
Contract Compliance
Sustainable Service Excellence
Senority
© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.
ContractCompliance
Introducing the Evaluetor concept
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Contract Performance
Indicators
Delivery (SLA) Performance
Improvement Management
Relationship Status
Service Performance
Indicators
Key Performance
Indicators
Improvement Status
Indicator
ContractEvent Action
Log
Senority
© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.
UnderstandingsConsequencesRequirements
Actions.....During Negotiations
e.g. Contract Compliance
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Contract contractcontractClauses
Contract Performance
Indicators
contractcontractAlerts
contractcontractDefinitions Conditions
ContractEvent Action
Log
Delivery (SLA) performance
EnvironmentalIndicators(Interest
Levels, FX risk, Benchmarks,
etc.)
Relationship Status
Improvement management
contractcontractActions
Schedules
Contract document, essence nowcaptured in Evaluetor database
Automatically generates list of
related contract and recommendation as defined in contract
Messages will be delivered to the
people responsible for the respective
contracts
e.g.If Dollar > 1,25
Then.....
Dollar Rate = 1,26
Senority
© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.
In Summary
• Benefits:– Integrated relationship management approach– Ability to pro-actively manage contract conditions and risks– Automatic prompts contract conditions– Continuous improvement based on actual issues and observations– Dedicated focus on “go-to-green” improvement actions– High level overview of all contract- and relationship statuses with ability to drill down to actual
underlying issues– Full transparency of day-to-day status of strategic customer relationships– Customer/revenue driven improvement focus– Clear roles, responsibilities and ownership for relationship responsibilities– Intercompany communication vehicle
• Business value– Increase yield of contracted value by 5-10% – Improve customer satisfaction by 15% – Reduce operational cost by 5 %– Increase renewal rate and reference(ORI) with 20%
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Senority
© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.
Why Senority
•We have the tools and templates of proven processes available.
•Result oriented•Short term returns in structured approach
•Client oriented
•In our experience an independent party is better positioned to identify and help close “the Gaps”
•Sales, Outsourcing, Operations, Service Management, Contract management, Governance, Finance, legal, etc
Experienced in all
involved disciplines
Independent “Pivotal
Provider”
Practical proven toolkit
Pragmatic approach
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Senority
© 2009 Senority, a multidisciplinary network of experienced Service Excellence experts.
Contact
Steven VisserManaging Partner - Senority
Boompjes 6803011 XZ RotterdamThe NetherlandsTel: +31 (0) 10 217 0118Fax: +31 (0) 10 213 0133Mobile: +31 (0) 631003495
[email protected] www.Senority.nl
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