new partner / associates / 2nd tier consultants how do we attract the right people to join us ?
TRANSCRIPT
New Partner / Associates / New Partner / Associates / 2nd tier Consultants2nd tier Consultants
How do we aHow do we attract the right people to ttract the right people to join us ?join us ?
2© The Delos Partnership 2006January 2006
What we doWhat we do
OUR VISIONTo build a strong reputation for achieving immediate, long-lasting, measurable improvements in
our clients’ businesses – a service our clients will be the first to recommend.
WHAT WE DO FOR CLIENTSWe are a specialist business education, coaching and consulting partner. Our focus is to transform client
supply chain and profitability by tackling any or all of the following: Customer Service levels Inventory levels Product costs, and overheads Culture and behaviours.
We search for practical, simple, radical ways in which clients can always add value to their customers. This will require changes in systems, processes and culture.
3© The Delos Partnership 2006January 2006
The Delos ModelThe Delos ModelFor Business Integration For Business Integration
InnovationInnovation
VisionVision
StrategyStrategy
PrioritisationPrioritisation
DemandDemand
SupportSupport
SupplySupply
4© The Delos Partnership 2006January 2006
Lean is elimination of wasteLean is elimination of waste
RunRun
RunRun Setup
Setup
ReceiveReceiveSuppliersSuppliers InspectInspect StoreStore
PickPickSetup
Setup QueueQueue
InspectInspect
Operation 10
QueueQueue Setup
Setup RunRun
Operation 20
InspectInspect
StoreStoreQueueQueueInspectInspectStoreStore
CustomersCustomers
Operation 30
5© The Delos Partnership 2006January 2006
The Core Measures and The Core Measures and Financial EffectFinancial Effect
6© The Delos Partnership 2006January 2006
People ValuesPeople Values
TraditionalTraditional NowNow FutureFuture
Process problemsProcess problems Not my job Ownership Accountability
Management StyleManagement Style Supervise Facilitator/
Team Leader
Coach
Working StyleWorking Style Individual Team Empowered
Teams
Training and Training and
EducationEducation
Non-existent Luxury Necessity
KnowledgeKnowledge Ignorant Understands Expert
Attitude to PeopleAttitude to People Liability Cost Asset
7© The Delos Partnership 2006January 2006
The Delos PartnershipThe Delos Partnership
What we offer:
• Assessment Excellence against our unique checklist• Public and in-house tailored courses covering all aspects of Business Management including
simulations• Consulting and coaching on all aspects of business and supply chain management• Particular expertise in process improvement for:
Integrated Enterprise Leadership (Sales & Operations Planning) Sales Forecasting and Demand Management Strategic and Operational Procurement Enterprise Systems/ERP implementation support
• Strong experience in major industries: Pharmaceuticals Aerospace and Defence Chemicals FMCG
8© The Delos Partnership 2006January 2006
AssignmentsAssignments
Industry Agrochemicals
Where Swiss HQ – global manufacture and distribution
Objective Improve service and availability, and move away from being operationally excellent to more customer focussed – develop customer focussed supply chain.
How carried out Lean and agile workshop and follow on consulting days
Result Identification of savings of $3.5m of inventory and operating expenses plus significant reduction in lead times
9© The Delos Partnership 2006January 2006
The Delos Core valuesThe Delos Core values
• We are passionate about improving our client’s performance forever
• We are realistic in our plans aims and objectives
• We listen, we learn, we improve all the time
• We are honest, open and truthful in what we think, say and do
INSIGHTINSIGHT INNOVATIONINNOVATION INSPIRATIONINSPIRATIONINSIGHTINSIGHT INNOVATIONINNOVATION INSPIRATIONINSPIRATION
10© The Delos Partnership 2006January 2006
Delos StrategyDelos StrategyInnovation Innovation
of thought leadershipof thought leadership
conceptsconcepts
Client relationshipsClient relationships
That support unhesitating That support unhesitating recommendationrecommendation
Expand and grow through Expand and grow through geography and productgeography and product
development development
Deliver consulting, coachingDeliver consulting, coaching
And education that makes And education that makes our clients excellentour clients excellent
Develop new courses in all areas of the
Delos model, which willSupport clients goals for
success
Develop consulting and coaching skills and services,
that will improve Client success
To develop and grow the business under the
Delos BrandThrough licensing opportunities
To develop andgrow the Delos
Brand so that it becomesInternationally recognised asA force for thought leadership
In business support
To have a continually growing listOf clients prepared to provide usWith quotes on our excellence
To build upA list of clients
In chosen industry Sectors, who are
globally recognised names
To establish new clients in sectorsAnd countries not previously
Dealt with each year that contribute10 % of annul revenue
To demonstrateBrand recognition
Amongst 10 % of potentialClients
Deliver coursesWhich clients
Consider excellent [4+]
Get feedback fromConsulting clientsWhich supports
The conclusion that we Achieved their aims and objectives.
To establish clientsThat will reference
Us on our website in newSectors and industries
To gain associationOf our brand name
With clients [“Boehringer recommends Delos”
To add atLeast 2 new
CoursesPer annum to our
portfolio
To acquire coachingExpertise in countriesOutside our current
Sphere of activity [Europe]
To acquire1 new licensee
Per annum
To make the DelosBrand recognisedIn each country
Innovation, Inspiration and insight in pursuit of clients’ perfection
11© The Delos Partnership 2006January 2006
Offer to potential new membersOffer to potential new members – what is the benefit to them - – what is the benefit to them -
• Working in a Team to help and support each other• Act global but think local, you got the network and the opportunity for it• Harmonised and professionally set up Marketing, Branding, Webpage
and communication (Books, Articles, etc.)• Great split between independent work and shared activities• Bigger opportunities to catch that you can not apply for alone (or in a
very small organisation)• References and Case Studies to build on• Existing clients and international contacts• Selective co-operation/membership options existing Licensee,
Associate and Partner• Existing product portfolio on top of the individual Consultancy approach
(Assessment, IEL, LEAN, Courses, etc.)• Marketing Support and Budgets available• Customer ownership and Bonus System (10% turnover for customer
owner)
12© The Delos Partnership 2006January 2006
What group of people do we What group of people do we target? target?
PARTNERS
• Max 2/3 Partners per Country
• Management experience on Senior Level
• Individuals or small Business with at least basic Consultancy Experience
• Network they bring is more important than functional background (split between Sales and delivery if needed)
• Ideally starting with a project to ensure coverage for the first challenging months / year
• Willing to spend the majority of their time for building and evolving Delos
LICENSEES / ASSOCIATES
• Functional Experts as Associates
• Part time available to Delos
• Experiences in the field of teaching / coaching / training, etc as Licensees
13© The Delos Partnership 2006January 2006
What is the structure to bring What is the structure to bring them into? them into? • Joining through Licensee or Associate before becoming a Partner or 6-9
months Probation phase to ensure both sides are happy• Maximum no. of Partners across the organisation to ensure flexibility, control
and appropriate decision process• Amended Meeting structure with fixed Agenda
Bi-monthly Partner Meeting half day strategic topics (Brainistorm, decisions, etc.), half day Client value add Agenda topics, half day progress review (for discussions).
Clear Ownership of topics and discipline on Agenda Changed location incl. Customer, Market or Representative Agenda topic (to
understand the specifics of the market better) 1 Evening Event (not necessarily a Dinner)
• Idea!!! Regional split and ownership for support (i.e. UK/Ireland, South/West Europe,
Central Europe, South/East Europe) All Partners have always equal rights / shares but maybe some decisions could be
done by 2/3 majority voting
14© The Delos Partnership 2006January 2006
List of Topics from Last Partner List of Topics from Last Partner MeetingMeeting• Volume&network effect, support, opportunities• Shared Values, a community• Shared business model, consulting and teaching material, Know how
How can Delos support you to become more successful / earn more money Great business model how can this be leveraged in the market
• Fun, pleasure lifestyle How do we run our meetings and how do we build the team; are we a team? What do we share outside of business
• Branding, common offering, proposition References to build the Branding, you do not need to start from scratch You do not need to maintain and build your own one, costs are shared
• Pan European, international project Act global but think local, you got the network and the opportunity for it You got the opportunity to run for bigger businesses and compete with the bigger
guys• Stronger together than alone
The big benefit Calculation to show how the investment (plus the 14%) pay off Several options of how to join Delos, what are they and what do they mean?
• Organisation simplicity How can we maintain it with more Partners List the benefits of it to make it transparent