1. Intriguing Topics Pragmatic Discussions Kissing Frogs Finding hidden spots of real value in a tough market

2. Christophe Gillet – Pentacle France Feb 2009 FR NL UK D Scotland RSA USA

3. Insights Crisis … Do More with Less

4. Crisis Option 1 Do More with Less 1- Eradicate biscuits from meeting rooms 2- Charge coffee / water fountain 3- Wipe out training (and comms) 4- Exterminate business trips 5- Downsize

5. Do More with Less … of the same Crisis Option 2 1- Sales (Story telling) Meetings 2- Forecasting 3- Customer Calls 4- Promotions & Price cuts

6. Tough Times If restaurants were managed like corporations in crisis …

7. Page My project (running a Business) Unit was NOT about specs (management by objectives), … but about creating Value … Performance My “best” failure

8. Do More of WHAT? Crisis Option 2 Value Focus

9. Super-Market Check-Out

10. Super-Market Check-Out

11. Value Focus Hint 1 /5 What is (should be) your biggest market segment? NON-CUSTOMERS

12. Beware Value vs Benefits (features)

13. Beware Value vs Benefits (features) VALUE = BENEFITS - COSTS Destroying Value!

14. Value Focus Hint 2 /5 You can create value by downgrading (some) features VALUE = BENEFITS - COSTS Increasing Value!

15. Buying Behaviours

16. TRANSACTIONAL CONSULTATIVE Buying Behaviours

17. TRANSACTIONAL CONSULTATIVE Buying Behaviours

18. TRANSACTIONAL CONSULTATIVE Buying Behaviours VALUE = BENEFITS - COSTS

19. Value Focus Hint 3 /5 Focus on BOTH Transactional AND Consultative Customer Journeys What do you do for your customers that they would be ready to pay for ? What do you do for your customers to make their life easier ?

20. Value Where is it?

21. SIMILAR TO ALL (“Compliance”) Difference Difference Difference Difference Difference Costs Profit Value Where is it?

22. Value Curve of Formule 1 in the French Low Budget Hotel Industry Key Attributes (C) Kim and Mauborgne 97 / Blue Ocean Value Focus Attributes Mapping

23. Value Focus Hint 4 /5 Reconsider your Positioning (Start by ‘quick and dirty’)

24. Do More of WHAT? Crisis Option 2 Creativity

25. Ideas Spectrum 10 minutes ‘generating ideas’ leaves you with common Ideas et projects 10 Hours ‘generating ideas’ leaves you with real innovative Ideas et projects Creativity= ƒ(Time, Stress)

26. Value Focus Hint 5 /5 Replace by Creative Fridays No Blackberry/emails Days Creative Sessions Value Review Meetings …

27. Value Creativity vs Knowledge “ Yes we can” WHAT? Change ? HOW? Clear WHAT! I know how!

28. THANK YOU!! [email_address]

29. Kick the Pedal Restart your money making machine COMING NEXT: Robert Hewins, 19 March 2009