2. About Myself
Independent consultant 1997 - 2004 Unicorn
Biggest CZ ICT Corporation
Focus to
âFrom Tester to B-1â
Who sells what to whom 2004 - 2007 Corpus Solutions
and how Major CZ ICT Security Player
on the CZ Market
Using
âFrom Consultant to COOâ
Solution Selling concept 2008 1M New Media Agency
Unique âGCMBCâ approach TOP10 CEE Digital Agency
CEO, 35% annual revenue growth
Best practice of my whole
career 2009 Independent Consultant
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3. GCMBC Approach
G - âGenetic Codeâ Compatibility
C - âCore Competencyâ
M - âMarket Life Cycleâ
B - âBalance Mechanismâ
C - âChange Spiral Mechanismâ
GCMBC - unique approach, how to reach âthe rightâ results
3
7. Company Situation - 1
Global ICT Corporation (NASDAQ) 2009
with powerful local presence
Strategy: âHold market
Nr. 3 on the CZ ITC market
(EUR 44mio. revenue in 2009) share, prepare for the futureâ
2007 The most of customers
Acquisition of the major local ICT reduced contract rates up to
player 30%
2008 2010
Integration of the acquired
business. The most of that Strategy: âMaximize ProïŹtâ
moved to Finance Division
Global ïŹnancial crisis came to
CEE region
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9. Company Situation - 3
Customer Portfolio
âRaising Starâ âCash Cowâ
Potential
High
High
Low
Low
âWild Catâ âDead Dogâ
Revenue
9
10. Company Situation - 3
Customer Portfolio
âRaising Starâ âCash Cowâ
Potential
No
Rising Stars
High
High
Low
Low
âWild Catâ âDead Dogâ
Revenue
9
11. Company Situation - 3
Customer Portfolio
âRaising Starâ âCash Cowâ
Potential
TOP5
Customers near
âDead Dogâ
No
Rising Stars
High
High
Low
Low
âWild Catâ âDead Dogâ
Revenue
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12. Company Situation - 4
Weaknesses
Market perception: âFerda the Antâ - No answer to
question: âWhy to choose the Company?â
80% revenue based on services with low added value
Fail to hunt new territories
Too much overhead for small orders
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13. Project Objectives
To stabilize sales team
To deïŹne genetic code
To identify key competency
To identify market opportunity
To (re)deïŹne product portfolio
To prepare and execute real business plan
11
14. Project Objectives
To stabilize sales team
To deïŹne genetic code
To identify key competency
To identify market opportunity
To (re)deïŹne product portfolio
To prepare and execute real business plan
To reverse decreasing trends in ProïŹt/Revenue
To (re)start division growth up
11
15. Key Concepts - 1
Business consulting services
New added value
Approach, how to generate additional sales opportunities
Way, how to attack additional customer budgets
Product development and management
New added value
Competition differentiation
Following the territory trends
Long term delivery effectivity and proïŹtability
12
16. Key Concepts - 2
Hunting / Farming Separation
Non-proïŹtable contracts separation using
Insourcing to customers
Low-cost strategic outsourcer
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17. BeneïŹts
DeïŹned and approved strategy and business plan
Restructured (units, processes, responsibilities) division
Implemented management system
Suspect generation
Prospecting
Opportunity management
Overall reporting
Coaching and mentoring of division management team
14
18. BeneïŹts
DeïŹned and approved strategy and business plan
Restructured (units, processes, responsibilities) division
Implemented management system
Suspect generation
Guidance
Prospecting
through
Opportunity management the business change
Overall reporting
Coaching and mentoring of division management team
14