3. Police offers Prisoners a deal
B
Average risk
Cooperate Defect prisoner A
A: 6 years A: 0 year
B: 6 years B: 10 years 3 years
Cooperate
Total: 12 years Total: 10 years
A A: 10 years A: 1 year
Defect B: 0 year B: 1 year 5,5 years
Total: 10 years Total: 2 years
Average risk
prisoner B 3 years 5,5 years
The most rational decision at individual level
is the worst at collective level
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4. Global warming offers citizens a deal too
USING my car NOT USING my car
for a 1-km journey for a 1-km journey
USING
Short term gain
my car for a I win twice
1-km journey Long term loss
ME NOT USING Short term loss
my car for a I lose twice
1-km journey Long term gain
The most rational decision at individual level
is the worst at collective level
(strong) incentive and / or (stringent) legislation needed !
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6. Our current way of living is not doing well on “Planet” …
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7. … It is not doing well on “People” …
The GINI index measures the dispersion of data – such as income
GINI index = 0: perfect equality - all people get the same income
GINI index = 1: perfect inequality - one person gets the total income
0.8
GINI index : current situation and recent evolution
0.7
0.6
0.5
0.4
0.3
0.2
0.1
0
Sweden Austria Germany Denmark Netherlands Spain France UK Japan Russia Brazil Namibia
Norway Finland Belgium Eur.Union Canada Italy Switzerland India China USA S. Africa
Positive evolution (decrease)
Negative evolution (increase)
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8. … and it is not even doing well on “Profit”
EuroStox is back at 1997 level
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9. Innovation and Sustainability
Our current way of living is not sustainable
Sustainability will not happen spontaneously,
neither will Sustainable Innovation
Who will act?
CONSUMERS AUTHORITIES COMPANIES
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10. Innovation and Sustainability
Our current way of living is not sustainable
Sustainability will not happen spontaneously,
Who will act?
CONSUMERS AUTHORITIES COMPANIES
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11. Consumers say they are willing to pay a premium for
sustainability …
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12. … But they don’t
Share of “green” / “social”
products = 2% max.
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13. Consumers ask the classic question:
What’s in it for me ?
Give me pride
2%
Make me feel good
Reduce price and/or improve performance 98%
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14. NB: The situation in B-2-B is different
Companies, public services, …
are incorporating sustainability
in their list of selection criteria
for suppliers
Integrate sustainability in your list of benefits
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15. Innovation and Sustainability
Our current way of living is not sustainable
Sustainability will not happen spontaneously,
Who will act?
CONSUMERS AUTHORITIES COMPANIES
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17. But Authorities are broke, short-term driven, and not united
Public deficits a major issue
Elections every 2 years
Who is Belgium’s CEO ?
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18. Innovation and Sustainability
Our current way of living is not sustainable
Sustainability will not happen spontaneously,
Who will act?
CONSUMERS AUTHORITIES COMPANIES
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19. Companies have (mostly) consistent strategies over
time, have leverage …
… unity of command, …
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21. Innovation and Sustainability
Our current way of living is not sustainable
Sustainability will not happen spontaneously,
Who will act?
CONSUMERS AUTHORITIES COMPANIES
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22. Marketers must take the lead
Sustainability is about…
Long-term
Strategy Brand
Image
Innovation
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23. It is about satisfying Consumers and being Sustainable
The C.S.M.
(consumer/sustainability matrix)
sustainability +
Everybody likes it …
… but nobody buys it Holy Grail
(well, 2% actually)
- +
consumer
Dead zone
-
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24. Some are already going for the Holy Grail:
“Sustainability must create economic benefits from improved
environmental and social outcomes”
Lee Scott, CEO, October 2005
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25. Some are already going for the Holy Grail:
WHAT DID DO?
5% reduction in packaging across the company’s global supply chain
$ 3 billion savings by 2013
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26. Some are already going for the Holy Grail:
HOW DID DO IT?
Sustainability = source of competitive advantage
Collaborated with key stakeholders
Used quick wins
Sustainability = normal business operations
Personal Sustainability Programs for employees
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27. Some are already going for the Holy Grail:
By 2020: business size * 2
environmental impact * ½
Sustainability is
also a good
business model
for growth
Paul Polman
CEO
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28. Some are already going for the Holy Grail:
By 2020: 25% renewable energy, 70% of the wash loads
done in cold water
Consumers won't
settle for trade-
offs
Robert Mc Donald
CEO
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29. Some are already going for the Holy Grail:
Belgium, 2012:
350 tons of carton weight halved in 10 years;
= 423.000 showers made at 95% of raw cane-based plastic
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31. The House of Marketing has a Roadmap to generate
Sustainable Innovation
1. Secure top management support very early on in the process
2. Integrate company culture and climate
3. Identify and acknowledge key improvement areas
4. Build relationship with all stakeholders
5. Identify the low hanging fruits
6. Communicate: why, what, when, how; and commit to update
7. Allow everyone to participate (only then !)
8. Write strategy and long term action plan
9. Communicate on the action plan
10. Make sustainability “the normal way of doing business here”
11. Communicate: results
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32. 1. Secure top management support very early on in the
process
Essential
Company vision
Company
Innovation strategy
Internal buy-in
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33. 10. Integrate sustainability into “the normal way of doing
business here”
Sustainability not “on top of” or “next to” the “normal” business:
it is the new normal business
Adapt your scorecard: add KPI’s linked to People and Planet
Only Sustainable Companies generate (a lot of) Sustainable Innovation
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35. Optimism is a moral duty
“We've been presented with this false choice (…) that you have to
pick between great economics and great environmental
performance.
Our belief is it is a false choice and that through true innovation we
can deliver both”
Mark Vachon
VP Ecomagination – General Electric
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36. What makes The House of Marketing different?
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37. We have a strong vision on marketing …
Marketing is a mindset
throughout the whole company,
and only happens through uncompromising
and ruthless focus on the total process of
customer engagement.
Marketing is a key contributor to achieve
business objectives and to optimize
shareholder value.
Our guiding principles are
Focus, Agility, Creativity, Tangibility and
Sustainability.
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38. … and a clear view on how marketing must evolve
• Simplicity
• Strategic consistency
• Leadership continuity
• Prioritize & making choices
• Consistent brand across all channels
• Seek leadership in specific category
• Customer centricity
• Focused team
• Detect trends & act
• Early warning systems & processes
• Agile & up to date organization
• Built around customer engagement
• Innovative company culture • Willingness to change
• Diversity of profiles • Flexibility & Speed
• Idea generation process
• Idea valuation
• Porosity & open-mindedness
• KPI’s & dashboards
• Scenario analysis & ROMI
• Connect with marketing intelligence
• Analytical culture & skills
• People: yours & every stakeholder
• Planet: ACT on innovation, packaging, promotion...
• Profit: business-minded marketers
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39. We are convinced that flexibility is a key asset for the future
to bridge capacity gaps...
Resource Demand Chart
FTE (hours per month)
Project 1
5,000
Project 2
Project 3
Project 4
4,000
Capacity
3,000
2,000
1,000
0
1/95 4/95 7/95 10/95 1/96 4/96
39
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40. …. and to bridge competence gaps
Data cruncher
Packaging
E-commerce
………
Online specialist
CPM specialist
Performance management
Project Management Shopper marketer
CRM specialist
Mobile marketer
SocialMedia Strategist
……… Web master
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41. Flexibility demands the right talent at the right place, & on
going training
The House of Marketing can help you develop and keep the right talents in your
marketing department.
Coaching on the job, one company or
multi company program, more details
Marketing Talent program
available as from October 2012
Relevant Marketing training, from general
to very specific & tailor made
- product management
Training - project management
- communication (online, offline)
- social media
- email marketing
-……
Personal coaching focused on marketing
Coaching related skills and technical skills
41
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42. We offer help adapted to the new business context
In a economical environment where turbulence is the new norm, The
House of Marketing provides marketing excellence at the right
moment, exceeding clients' expectations by delivering higher return
on investment and by making the organization more agile.
We achieve this by recruiting passionate marketers for whom we
create an inspiring and nurturing environment.
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44. We work on temporary assignments….
Mostly function based
Broad FMCG experience B2B and B2C environments
Coordination activities of Marketing plan, go-to-market
specialists in strategy &
production, sales, advertising, implementation, people
Brand promotion, R&D, …
Marketing management, business
Managers Churn analysis, churn Managers intelligence
reduction Coordination of Marketing
Product placement activities
optimization
Strong analytical and
Market & competitor
negotiation skills
analysis Channel & Enhancing retail partnerships
Business Market assessment &
Category by increasing category sales
Analysts quantification
and aiding in fact
Clustering of customers Managers
based/strategic selling
E-strategy definition & roll-
out Extended experience in SME
E-Marketers Coordination, design & and large matrix organizations
implementation of e- Alignment of organization
& Social Process
marketing actions towards similar goals
Media Website Managers Clear roles & responsibilities
Specialists management, email definition, organizational
marketing, social design
media, mobile
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45. … and on strategic marketing challenges
Mostly project based
Client challenges THoM expertise & solutions
• Attract new customers • Customer intelligence: translate data into
relevant insights
Volume • Increase customer spending
• Segmentation
driven • Reduce customer churn
• Business and marketing planning
• Increase Innovation success rate
• Innovation Management Program
• Restore customer trust • Customer intelligence: translate data into
relevant insights
• Capture more customer value
Margin • Category assessment
• Margin management
driven • Marketing performance management
• Doing more with less resources (ROMI, CLTV, dashboards)
• Tracking of ROI • Marketing audit
• Define or redefine positioning
• Consumer intelligence: translate data into
• Changing customer experience from
relevant insights
product push to relational (customer-
Positioning centric) • Customer (store) experience
• Positioning on the sustainability dimension • Sustainability
• Positioning towards current and potential • Employer branding
employees
Consumer analytics and insights are crucial for each of the three challenges
Presentation1 45
46. We offer a unique combination of strategic excellence and
operational pragmatism
Strategic excellence Operational pragmatism
• Proven track record in strategic • Track record in making things happen
marketing advice within international and complex
• Creating relevant insights in the companies
business • Applying practical knowledge of
• Identifying the true leverages for successful corporate sales and
significant improvements marketing organizations
• Turning opportunities into structured • Turning initiatives into tangible actions
and prioritized business initiatives
• Helping you to successfully implement
strategic recommendations
We help you in realizing more from your marketing strategies and building the
marketing capabilities for systematic results
Presentation1 46
47. We deliver tangible value by bridging the knowing
doing gap…
Strategic excellence
Operational pragmatism
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48. We have different meetings during an assignment
PROJECT DELIVERABLES DEADLINE
Internal
Define MLT strategy for Market analysis End 2007
– Draft – product X RGO identification + EPR
Developing targeted expansion strategy for a estimated revenues & final
Luxembourg based private life insurer
Strategy, organization and marketing
reco + budget
Brand strategy
Client
Build methodology and framework for country-specific go-to- Knowledge Capture Matrix
Project
objectives
market launches based on learnings from first failure on the
Italian market in private life insurance asset management
Action plan 2008 EPR Client:
Consultant:
Project:
Sodexho Pass - Apogheos
Olivier Olbrechts
Business Plan Date: 27/08/07
Comment: Interim (project) All documents on project saved here. Final Deliverables. Credential to follow
• Analysis of the fact base and decision on targets
- Life insurance business Launch Product Y Product chart (branding, …. STAKEHOLDERS Learnings from
the way the
client works
Learnings on how
THoM could work
better
New
products or
services
Marketing
domain/
methodology
Relationship
opportunity
(executive
Client agenda
sell-on
opportunity
Industry
trend/
insight
Competitor
information
• Market structure and distribution options improvement contact,
positioning, USP, …)
idea)
SALES Apogheos = - Sold as interim project Proposal in - Small No other
• Cross-border revenues Account Team Business Unit that
has to be integrated
but could be more
profitable sold as
process: coaching
during the
independent
firms with low
consulting firm
identified in this
- Private banking business
into the Group if consulting implementation of potential for part of Sodexho
return sufficiently - Formal approach and the business plan consulting/
• Market structure and differentiation Launch approach attracting to
Sodexho Group
deliverables could have
been more clarified prior
to the project
interim
- Exceptions
(potential
clients ?):
• Expectations of wealthy individuals BCD Group,
• Off-shore business aspects Launch package DELIVERY
Marketing
Domain:
- No THoM
methodology used
- Business Plan
Develop a
standard
financial
business plan
Accentiv (FR)
• Value and tactics of wealth managers template created spreadsheet
Methodology - Bancassurance model options in private banking Organization concept test from scratch template)
- Detailed geographical study on Italian potential Follow-up launch iii team:
No B2B Services
team
- Understanding of wealthy individuals
• Wealth classification
• Identification of advisory circle
• Trend in family offices
• (Family) business activity and influence of private equity and
venture capital
• Positioning study and go-to-market draft Coordinate client event ….. ….
• Implications for organizational and branding requirements
• Organizational roadmap and risk management
Deliverables • Design of go-to-market model and potential
• European-wide positioning strategy and implementation
200706-CBC-PresentationTHoM.ppt 2
Visit by SSO
Mgr Interview Objectives
Consultant(s) finalized
Evaluation
1st call Proposal Contract Knowledge
sent signed Engagement follow-up capturing
Running
Project status report
Product Management Platform Resources Planning Risks Scope
Prepared by: Liesbet Vandenberghe
Period: from 25/9 to 20/10 week 6
Activities completed this reporting period Activities planned for next reporting period
Client Name or LOGO Client Name or LOGO Supplier gave demo. Didier VDH will have a meeting to fine tune the
requirements
Didier VDH got input to make draft of technical
Title of Function/project Title of Function/project requirements Central marketing will have meeting about the next
steps and how we see the current project management
We have now a list of general requirements
tools in this project.
Proposal for Interim Management Proposal for Interim Management
Month Day, 2007 Month Day, 2007 LAST MODIFIED:
Task ID Week Project name Action/task Task owner Follow-up Priority Status Start date Due date Date Comments/issues Decision to take
Outstanding Issues/ Main Risks(1) Decision to take(1)
description persons finished
Issues & Risks Actions Responsible Due Date Decision Decision Maker Due Date
Need alignment Meeting Thomas DC November
on the real Thomas with
needed Philippe.
requirements
Issue description Decision Decision Due date
and which taker
budget we can
have for it. 1
2
3
4
5
6
7
(1) Format could be simplfy for simple project
8
Project status reports Liesbet 27 December.ppt 3
9
10
11
12
13
14
15
From initial call till 2 first weeks During the engagement Closing the engagement
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49. You are always hiring a whole team of marketing
specialists
Hiring a THoM consultant isn’t just hiring a person, it’s acquiring expertise:
•THoM consultant: your day to day contact
Visible
• Counselor, Client Manager and Mentor:
first help, coaching and stretched goals for
Invisible the THoM consultant
• All THoM consultants with their specific
skills, expertise and experience: the second
resort for the THoM consultant
• THoM knowledge base (training, career
development plan, books, papers, former
projects, experience of previous THoMers)
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50. We deliver Marketing expertise in four areas
• Market Intelligence • Business & Marketing Planning
I. Strategic • Segmentation • Employer Branding
Marketing • Branding & Positioning • Sustainability
• Pricing • Social Media
II. Go-to- • Product/ Brand/ Category • Shopper Marketing
Management
Market • Customer Relationship
• Communication (offline & Management
online)
• Customer Process Management • Marketing Audit
III. Organization & Change
• • Marketing Coaching & Training
Organization Management
capabilities • Customer Experience
IV. • Marketing Dashboards
Performance • Marketing Performance Management
Management • Customer Lifetime Value & ROMI
50
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52. We have clients from many different sectors (1)
ICT & Media
Utilities &
Resources
Financial &
Other Services
Healthcare &
Public Sector
Transport &
Logistics
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53. We have clients from many different sectors (2)
Consumer
Goods & Retail
Durables &
Industrial Goods
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54. … talking about the tangible value delivered by The House
of Marketing
“THoM’s pragmatic approach is to me a key differentiator,
as they are able to talk the language of actual executors
and to predict or foresee many operational issues we need
to tackle.”
“We appreciated that the THoM team supported us in
(Ronald Hannet, BU Manager) the bottom up approach involving
customers, prospects, sales, specialists.”
(Danny Vandevyver, Head of Marketing
Com Belux)
“THoM succeeded in creating change thanks to
their straightforward and efficient solutions and
approach.” “The added value of THoM is that they do not only
deliver strategic advice, but their recommendations
(Michael De Koster, Segment Manager) are tangible and can be implemented.”
(Luc Deflem, CEO)
54
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55. Your point of contact
The House of Marketing
tel: +32 (0) 15 444 000
E-Mail: info@thom.eu
The House of Marketing
Kardinaal Mercierplein, 2
B-2800 Mechelen
Belgium
Fax +32 (0)15 444 044
www.thehouseofmarketing.be
Join us on LinkedIn
Follow us on Twitter
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