1 / 20

3 wo-men

3 wo-men. How to respond to increased business complexity. Maurizio Ammannato. Change Acceleration. Everything is accelerating at astonishing speed. Change Acceleration. COMMUNICATION Years to reach 50 million users: 1450 Print = 200 years 1876 Telephone = 60 years

wilbur
Download Presentation

3 wo-men

An Image/Link below is provided (as is) to download presentation Download Policy: Content on the Website is provided to you AS IS for your information and personal use and may not be sold / licensed / shared on other websites without getting consent from its author. Content is provided to you AS IS for your information and personal use only. Download presentation by click this link. While downloading, if for some reason you are not able to download a presentation, the publisher may have deleted the file from their server. During download, if you can't get a presentation, the file might be deleted by the publisher.

E N D

Presentation Transcript

  1. 3 wo-men How to respond to increased business complexity Maurizio Ammannato

  2. Change Acceleration Everything is accelerating at astonishing speed

  3. Change Acceleration COMMUNICATION Years to reach 50 million users: 1450 Print = 200 years 1876 Telephone = 60 years 1895 Radio = 40 years 1930 TV = 20 years 1993 Internet = 5 years Everything is accelerating at astonishing speed

  4. Change Acceleration TRANSPORTATION Speed of “vehicles”: -6000 Camels = 8 km/h 1785 Coach = 10 km/h 1825 Steam Engine = 20 km/h 1925 Screw Engine = 150 km/h 1940 Jet = 650 km/h 1960 Missile = 3000 km/h 8.000 years to increase speed by 2 km/hour

  5. Change Acceleration KNOWLEDGE In -6.000 = 1 Unit of knowledge In 1500 = 2 Units (7.500 years to double knowledge) In 1750 = 4 Units ( 250 years from 2 to 4 units) In 1900 = 8 Units (150 years from 4 to 8 units) As per today global knowledge doubles each 2 years 1 Unit = global human knowledge Knowledge doubles each 2 years

  6. Business Complexity Sales People & External Relations • SALES • Clients • Agents • Distributors • OEM • Local Competitors • CIN.DIA • Internet 8 Nodes 56 Relations N*(N-1) Sales People & Internal Relations 8 Nodes 56 Relations N*(N-1) • SALES • Marketing • Finance • Legal • Production • Delivery • Suppliers • I.T. Mutual Relations increase too

  7. Business Complexity Sales people with their Internal & External Relations 16 Nods 240 Relations N*(N-1) Out of Control Process! Mutual Relations increase too

  8. Business Complexity Real organization relations : straight/dashed/pointed… lines

  9. B a c k ! Back to Basics ..means.. back to Clients Clients Clients Clients Clients Clients Clients Clients Clients Clients

  10. Client Driven Company What Clients Want 1 • That their inquiries be well managed • That proposals be presented on time and well prepared • That Orders be correctly received and confirmed 2 • Goods manufactured with quality and consistent with proposal • Goods shipped on-time • Goods installed and properly working 3 • They want their strategic suppliers have always up-to-date products • That they bring to them innovation and competitive advantage Clients see you ORIZZONTALLY (by processes)

  11. Client Driven Company Your Answer? • You are organized by FUNCTIONS • Each function sees only part of clients requirements • Each function is not focused on global client needs • Each function works as a company by its own You are organized VERTICALLY (by Functions)

  12. Client Driven Company What Clients Want New Product Introduction (NPI) Inquiry To Order (ITO) Order To Remittance (OTR) Suppliers Purchase Manufacture Marketing Sales Client What You Offer Disconnection!

  13. Pareto 20% of people have 80% of the wealth 20% of the sales force makes 80% of the sales 20% of criminals commit 80% of the crimes 20% of the carpet gets 80% of the wear and tear 20% of the products account for 80% of the profits 20% of the defects cause 80% of the problems 20% of the suppliers provide 80% of the stock 20% of the stock fills 80% of the warehouse 20% of the staff causes 80% of the problems 20% of the project takes 80% of the time & resources The 20/80 theory

  14. 3 wo-men May we say that you can get the 90% control of your company, keeping under control just only 3 processes? The 3 Processes

  15. 3 wo-men Only 3 Processes: 1 ITO • Client’s inquiries to be well managed • Proposals presented on time and well prepared • Orders confirmed 2 OTR • Goods manufactured with quality and consistent with proposal • Goods shipped on-time • Goods installed and properly working 3 NPI • Their strategic suppliers always with up-to-date products • Innovative and giving them competitive advantage From Client needs to 3 Processes answer

  16. I T O 1° Manager for ITO (Inquiry To Order) Responsible to generate client inquiries, to replay with proposals, up to received client orders • Direct Sales • Indirect Channels • Operative Marketing • Sales Support • Sales Consultant • Finance for Sales • Legal for Sales • Marketing Communication • Customer Care Getting Orders

  17. O T R 2° Manager for OTR (Order To Remittance) Responsible for client order production, for client goods delivery and to collect money back • Technical Design • Production • Purchasing • Stocks management • Transportation • Finance • Credit Collection Getting Money

  18. N P I N P I 3° Manager for NPI (New Product Introduction) Responsible to bring new products to the market (the future of the company) • Strategic Marketing • R & D • Product Marketing • Communication Assuring Future

  19. 3 Processes To Organization Simplicity From growing Complexity 3 Process 3 Wo-Men 90% under control Solution

  20. The End Thank you!

More Related