A short presentation about Cultivar Consulting - our purpose, values, approach, service offerings, and case-studies...

1. “using our crea-vity, insight, and experience to invent be7er ways of doing business…”
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2. Company Background…
James Rock started this independent consultancy in 2000 a;er a line
management career in the automo<ve and defence industries,
followed by 8 years with major consul<ng firms. He has developed a
long track record of delivering successful client assignments across
many sectors.
 Working closely with our clients to understand their issues.
 Developing and implemen<ng prac<cal solu<ons.
 Delivering programmes that bring sustainable change to our clients business.
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3. CULTIVAR – Some Defini<ons…
 A special plant variety that has been produced in
cul<va<on by selec<ve breeding.
 An organism of a kind origina<ng and persistent under
cul<va<on.
 A variety of a plant origina<ng through cloning or
hybridiza<on.
These hor<cultural defini<ons are analogous to business…
CULTIVAR Consul<ng help clients to nurture something special
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4. Two Key Challenges for Senior Managers…
GROWTH PROFITABILITY
i.e. The key drivers of Shareholder Value
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5. Strategic Op<ons Are O;en Driven (or Limited)
by Current Performance
Company Company Company Company
A B C D
GROWTH
PROFITABILITY
which company are you?
how can your Shareholder Value be improved?
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6. Typical Strategies
Consolida<on Leadership maintenance
• Site ra<onalisa<on • New opportunity search
• Process integra<on • Product/Market expansion
• Product/Customer focus • Acquisi<ons in new areas
• Budgetary control • Equity buy‐back
Low High
GROWTH
Survival Growth seeking
• Cash flow focus • Product investment
• Cost cu^ng priority • Marke<ng focus
• Restricted investment • Acquisi<ons in core areas
• Seeking stability • Financial control eased
Low High
PROFITABILITY
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7. Our Focus Is on Key Value Areas
Business
Strategy
Opera<ons & Financial
Supply Chain Planning
Performance Improvement
Innova<on Sales &
And R&D Marke<ng
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8. Our Consul<ng Resources
Automo<ve Industrial Technology Healthcare
Sales & Marke<ng
Innova<on and R&D
Opera<ons &
Supply Chain
Finance
We have a matrix of func<onal experts from key sectors, ac<ng as
consultants, interim managers, and non‐execs
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9. Cultivar brings the right resource to the table
CULTIVAR
We have over 1000 registered associates across the UK….
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10. Cultivar brings the right resource to the table
CULTIVAR
Consul<ng
Business
IT/IS
Supply chain
Marke<ng
Proj/Progr.
HR/Change
Finance
Strategy
We have over 1000 registered associates across the UK….
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11. Cultivar brings the right resource to the table
CULTIVAR
Consul<ng Interims
Business Manufacturing
IT/IS Retail
Supply chain Wholesale
Marke<ng IT/IS
Proj/Progr. FMCG
HR/Change Energy
Finance Financial services
Strategy
We have over 1000 registered associates across the UK….
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12. Cultivar brings the right resource to the table
CULTIVAR
Consul<ng Interims Training
Business Manufacturing Management
IT/IS Retail Leadership
Supply chain Wholesale Sales and Marke<ng
Marke<ng IT/IS Stress Mgt.
Proj/Progr. FMCG Presenta<on
HR/Change Energy Team Building
Finance Financial services Func<onal
Strategy
We have over 1000 registered associates across the UK….
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13. Cultivar brings the right resource to the table
CULTIVAR
Consul<ng Interims Training Financial
Business Manufacturing Management Accountants
IT/IS Retail Leadership Tax
Supply chain Wholesale Sales and Marke<ng Insolvency
Marke<ng IT/IS Stress Mgt. Grants
Proj/Progr. FMCG Presenta<on Bus. Planning
HR/Change Energy Team Building Corporate Finance
Finance Financial services Func<onal
Strategy
We have over 1000 registered associates across the UK….
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14. Cultivar brings the right resource to the table
CULTIVAR
Consul<ng Interims Training Financial Others
Business Manufacturing Management Accountants Health
IT/IS Retail Leadership Tax Legal
Supply chain Wholesale Sales and Marke<ng Insolvency Marke<ng
Marke<ng IT/IS Stress Mgt. Grants PR
Proj/Progr. FMCG Presenta<on Bus. Planning Web Services
HR/Change Energy Team Building Corporate Finance Events
Finance Financial services Func<onal
Strategy
We have over 1000 registered associates across the UK….
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15. A logical approach to implementing new processes
& systems…
Technical
Discover Define Develop Deliver
Work Stream
Work Stream • Develop As‐Is
understanding
• Define objec<ves & • Iden<fy resource
benefits requirements
• Purchase solu<on
• Implement
Tasks • Explore “what if” • Narrow Op<ons • Project planning
• Train resources
• Define • Develop To‐Be • Project approval
opportuni<es scenario
So why does this approach oIen fail?
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16. A business – wide approach to implementation is
required…
Research consistently shows that over two‐
thirds of projects fail due to inadequate
aQenMon to these areas
Clarify Strategic
Vision
Re‐invent Re‐shape
Processes Behaviour
Re‐build Re‐configure Re‐orient
InformaMon OrganisaMon HRM
Architecture Architecture Architecture
IT projects oIen focus and
drive from here
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17. When change occurs we all go through the
emotional Transition Curve…
Shock
Discounting Internalisation
Personal
Well‐being Anger & Blame
Disbelief
Preoccupation Gradual Acceptance
Inevitability
Despair or Depression
Time
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18. But change can be more sustainable if we
introduce a modified Transition Curve…
Euphoria Energetic
Anger
Total Commitment
Concern
Personal
Well‐being
Frustration
Time
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19. The Cultivar approach to sustainable change…
Vision and Values, Skills and and
Vision and Values, Attitudes
Behaviours, Skills and
Competencies, A^tudes and
Competencies, Communication,
Behaviours, Communica<on,
etc. Sustainable
Sustainable
Change
Behavioural Elements
etc.
Change
Balanced Programme
Strategy and Plans,
Strategy and Plans,
KPIs, Processes,
KPIs, Processes,
Systems, etc.
Systems, etc.
Technical Elements
Combining technical/hard skills with behavioural/soI skills ….
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20. Simultaneously applying parallel work-streams…
Technical
Discover Define Develop Deliver
Work Stream
Behavioural Establishing Developing
Engaging CemenMng
Work Stream The The
the need the Vision
organisaMon TransformaMon
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21. Bringing additional people skills when
implementing new processes & systems…
Behavioural Establishing Developing
Engaging CemenMng
The The
Work Stream the Need the Vision
OrganisaMon TransformaMon
Work Stream • Establish need & • Develop a
urgency strategy
• Empower broad‐
based ac<on
• Consolidate gains and
produce more change
Tasks • Create a guiding • Communicate the • Generate quick‐wins
• Ins<tu<onalise the
coali<on vision new culture
Under‐pinned with Change Management tools and techniques ….
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22. Case Study 1 – Marine Industry Company
Background
A leading marine industry group acquired a complimentary, family run business to expand its exis<ng
product range. A;er installing a new MD the challenge was to develop an integra<on strategy and
performance improvement programme.
Project Detail
Based on 3 sites, ini<al visits revealed that whilst profitable, the business was very immature in terms of
manufacturing processes. The experience and capability of the incumbent management team was limited
and narrow in focus. Group plans included site integra<on and new product opportuni<es. A two stage
project was undertaken that mobilised the management team and workforce to address key areas
including manufacturing effec<veness, cost reduc<on, and simultaneously ‐ staff culture, morale and
development. A change programme was developed and implemented that captured quick‐wins, focused
improvements in key areas with targets set over 2 years, ra<onalising sites, releasing working capital,
introducing an addi<onal product range, and improving process performance across the business.
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23. Case Study 2 – Dotcom Start‐up
Background
A;er successfully developing an early internet business and selling it to a major compe<tor, a young and
entrepreneurial team had ideas for an exci<ng and larger B2B internet company in the recruitment
sector. Recognising the need to raise significant investment they approached James to develop a robust
business plan which could be used to approach VC’s, Incubator companies, and Business Angels.
Project Detail
James worked with the team to develop a business plan covering a five‐year period, during which the
company would mature from a business start‐up to a £50m turnover enterprise with significant
resources. Key areas of the plan included compe<tor analysis, technical plamorm development, sales &
marke<ng strategy and opera<ons strategy as the business matured and grew in scale. James
subsequently joined the team as CEO and assisted in the search for poten<al investors, leading in fund‐
raising presenta<ons, and eventually anrac<ng an interna<onal bank to commit £3m start‐up and
development funding for a 20% equity stake.
RecruitSolve.com
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24. Case Study 3 – UK Subsidiary
Background
This Japanese mul<‐na<onal is in the Fortune Top 100 companies, but a growing UK subsidiary had begun
to stagnate. James undertook a diagnos<c exercise to explore why this was, and was then invited to become
Interim MD to implement new strategies designed to transform the organisa<on and take it to its next
phase of growth.
Project Detail
5 years a;er its launch, this company had successfully become market leader in its maturing UK markets.
Seeking to con<nue its strong growth, the management team then pursued a market prolifera<on strategy
– taking them into unknown sectors with linle success. James quickly iden<fied this issue and developed a
new marke<ng strategy designed to exit unprofitable segments, and pursue interna<onal expansion for its
key product range in Europe. Over a six‐month period James implemented this strategy and nego<ated a
deal to acquire 25% equity in the distributor for its largest European market, and take‐over its largest UK
compe<tor as the basis to ra<onalise opera<ons and increase opera<onal scale to support planned growth.
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25. Case Study 4 – Healthcare Company
Background
This leading UK healthcare group provide and maintain medical equipment for local authori<es and
NHS trusts. The market for its service offering was growing rapidly, but divisional performance had
declined rapidly over a 2 year period, leading to increasing financial losses, customer dissa<sfac<on
and churn, low employee morale and high turnover in key management and staff posi<ons.
Project Detail
Using a 3 phase approach James worked with divisional staff to develop and understanding of the “as‐
is” situa<on, develop a “to‐be” proposi<on for an organisa<onal re‐design, and implementa<on plans.
Scope of the project covered all UK field service opera<ons and suppor<ng departments, including key
processes, suppor<ng IT systems, and management and staff rela<onships and competencies. James
stayed on to help implement the solu<on developed, and in 3 months performance had recovered to
exceed targets. Over the next 2 years output has grown 25%, customer sa<sfac<on and employee
morale drama<cally improved, and a new mobile data system introduced as a plamorm for growth.
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26. Case Study 5 – Automotive SME
Background
This privately owned SME had been established in the UK automo<ve sector for 15 years. With a
reputa<on for quality and innova<on it had developed partnerships with Land Rover but in a shrinking UK
market needed to expand to survive and maximise shareholder value for the owners of the business.
Project Detail
James iden<fied the poten<al to launch the business into the European OEM automo<ve components
sector, focusing on its core capabili<es, and simultaneously launch a range of technically superior
products into the a;ermarket and accessory sector. James developed and led a group of associates as a
virtual marke<ng team that created marke<ng collateral including web‐sites, video, printed brochures,
backed by a PR team, and launched the new business venture at the Bri<sh Interna<onal Motor Show and
at the largest European auto components trade fair in Frankfurt. James con<nues to advise the
management team on execu<ve development and resolving key business issues.
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27. Some Other Previous Clients…
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28. Summary
Cul<var Consul<ng has a simple proposi<on – “using our crea<vity,
insight, and experience to invent bener ways of doing business…”
Our business model provides high quality and industry experienced
consultants across key sectors ‐ at very compe<<ve rates
We have a proven track record of delivering results for our clients –
delivering shareholder value
CULTIVAR ConsulMng can help YOU to nurture something special within your
business
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29. Contact us…
Website : www.cul<var.co.uk
Blog: The Big Business Issue
Twiner: @Cul<var
Phone: +44 (0) 7802 976806
Email: james.rock@cul<var.co.uk
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