tag:blogger.com,1999:blog-13936594778254024262024-03-14T08:42:10.311+00:00Bringing Strategy to Life in Real TimeEnabling profit and progress through better stakeholder engagement using our proven collaborative capabilityAnonymoushttp://www.blogger.com/profile/04088184522047875118noreply@blogger.comBlogger9125tag:blogger.com,1999:blog-1393659477825402426.post-63893595892791047082016-06-27T11:12:00.000+01:002016-06-27T11:15:30.172+01:00Brexit #londonisopen<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="MsoNormal">
<b><span lang="EN-US">From:</span></b><span lang="EN-US"> CEO </span><span lang="EN-US"><br />
</span><span lang="EN-US">Sent: 24
June 2016 11:57</span><span lang="EN-US"><br />
</span><b><span lang="EN-US">To:</span></b><span lang="EN-US"> </span><span lang="EN-US"><br />
</span><b><span lang="EN-US">Subject:</span></b><span lang="EN-US"> London is Open</span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<span lang="EN-US"><span style="font-family: "arial" , sans-serif;"> </span></span></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">I understand that you may be considering how
this decision could impact your business and, as the Chief Executive of the
Capital’s promotional and economic development company, I wanted to reach out
to you and to remind you that my team is here to support you. </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;"> </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">The first thing to say is that this vote does
not change London's fundamental position as the world’s pre-eminent business
city and as one of the most desirable cities in the world in which to live,
work and build a global business. </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;"> </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">London is the leading centre in Europe for
technology and life sciences. We have more universities ranked in the world's
top 100 than any other city and attract thousands of international students
from all over the world. London is a world-class centre of creativity and
innovation and a cultural powerhouse, with 215 museums, 857 art galleries and
245 live music venues. </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">In short, this vote does not alter London's
position as one of the world’s truly global cities, a city which is open,
welcoming and cosmopolitan. </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">So what happens next? </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">The process and timeline for leaving the
European Union, and the terms on which this will be achieved, will
now be negotiated. This is a matter for UK Government and Parliament and it
will take a number of years. </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">It is in the interests of the EU member states
and institutions for the exit process to be smooth and equitable, and there is
no evidence to suggest that this will not be the case. </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">It is also worth reminding ourselves that the
vote was driven by UK citizens’ desire to leave a political union. All of the
main UK parties are in favour of a deep, trading relationship with the EU as
indeed the Mayor makes clear in his statement. </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">So, for now and until the facts are
clearer, I would counsel against acting in haste and, instead, keep a
watching brief on developments. There will be ample time to develop and effect
business plans based on proper analysis of the facts as they become clear. </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">At London & Partners we put our clients
first and we pride ourselves on helping you to make better informed decisions
more quickly by providing confidential, expert advice based around your best
interests. I would, therefore, encourage you to stay in contact with my team as
you consider the implications of this decision. As always, we are keen to hear
from you and understand your perspective. Next week I will send to you a short
survey and would appreciate any feedback that you are able to offer. </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">I am confident that London will remain a world
class centre for international business during, and after, the UK’s exit from
the EU. I am also committed to continuing to support your growth in our great
city. </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;"> </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">Yours sincerely,</span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<span lang="EN-US" style="font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">Gordon Innes </span><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b><span lang="EN-US">Gordon Innes</span></b><span lang="EN-US"><br /></span><span lang="EN-US">Chief Executive</span><span lang="EN-US"><br /></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<b><span lang="EN-US" style="color: #a51a1e; font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">London & Partners is the
official promotional agency for London attracting and delivering value to businesses,
students and visitors. London & Partners is a not-for-profit public private
partnership, funded by the Mayor of London and our network of commercial
partners.</span></b><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<i><span lang="EN-US" style="color: #a51a1e; font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">London & Partners Limited is
registered in England and Wales under No: 7493460. Registered office 6<sup>th</sup> Floor, 2
More London Riverside, London SE1 2RR</span></i><span lang="EN-US"><o:p></o:p></span></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
<i><span lang="EN-US" style="color: #a51a1e; font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">This email and the information it
contains are confidential. If you have received this email in error please
notify us immediately. Whilst every effort has been made to ensure the accuracy
of the information contained in this email, London & Partners does not
guarantee its accuracy or that factual errors have not occurred. Except where
this email is sent in the usual course of business, the views expressed in this
email are those of the sender. London & Partners accepts no responsibility
for any indirect damage or loss suffered by reason of inaccuracy or
incorrectness of the information in this email. For full details of our privacy
policy please click here </span></i><span lang="EN-US"><a href="http://www.londonandpartners.com/about-us/privacy"><i><span style="color: #a51a1e; font-family: "arial" , sans-serif; mso-fareast-font-family: Arial;">www.londonandpartners.com/about-us/privacy</span></i></a><o:p></o:p></span></div>
<br />
<div class="MsoNormal">
<br /></div>
</div>
Anonymoushttp://www.blogger.com/profile/04088184522047875118noreply@blogger.com0tag:blogger.com,1999:blog-1393659477825402426.post-36757408952799455412015-02-13T20:37:00.001+00:002015-02-16T08:49:48.688+00:00What the War on Terror Has Taught Me | Edwina Thompson | TEDxClapham<div dir="ltr" style="text-align: left;" trbidi="on">
<iframe allowfullscreen="" frameborder="0" height="270" src="https://www.youtube.com/embed/Iuz3x0Yu3d4" width="480"></iframe></div>
Anonymoushttp://www.blogger.com/profile/04088184522047875118noreply@blogger.com0tag:blogger.com,1999:blog-1393659477825402426.post-57026101553706965942014-10-29T21:40:00.000+00:002014-10-29T21:40:03.217+00:00<div dir="ltr" style="text-align: left;" trbidi="on">
<div style="background-color: white; color: #141823; font-family: Helvetica, Arial, 'lucida grande', tahoma, verdana, arial, sans-serif; font-size: 14px; line-height: 19.3199996948242px; margin-bottom: 6px;">
<b>Jobs For UK 18 - 24 year olds, please forward on to the young:</b></div>
<div style="background-color: white; color: #141823; font-family: Helvetica, Arial, 'lucida grande', tahoma, verdana, arial, sans-serif; font-size: 14px; line-height: 19.3199996948242px; margin-bottom: 6px; margin-top: 6px;">
Paid placement with management fast-track opportunity</div>
<div style="background-color: white; color: #141823; font-family: Helvetica, Arial, 'lucida grande', tahoma, verdana, arial, sans-serif; font-size: 14px; line-height: 19.3199996948242px; margin-bottom: 6px; margin-top: 6px;">
Champions SE exists to provide young people with real work experience whilst fundraising for our partner charities. Since appearing on Dragon’s Den in 2007, we have trained over 750 young people and raised over £10m for charity. Due to demand, we are now opening this opportunity to applicants without a degree for the very first time. This is a unique opportuni<span class="text_exposed_show" style="display: inline;">ty to gain qualifications whilst earning a salary. Anyone interested in moving into a fast-paced social enterprise that helps raise money for some great causes should apply.</span></div>
<div class="text_exposed_show" style="background-color: white; color: #141823; display: inline; font-family: Helvetica, Arial, 'lucida grande', tahoma, verdana, arial, sans-serif; font-size: 14px; line-height: 19.3199996948242px;">
<div style="margin-bottom: 6px;">
What we offer:<br />• Enrollment on Institute of Leadership & Management Qualifications<br />• Sales training<br />• Charity training<br />• Basic salary & bonus<br />• Zone 1 to 3 travel card</div>
<div style="margin-bottom: 6px; margin-top: 6px;">
What we require in return:<br />• Desire to learn<br />• Basic can do attitude<br />• Ambition<br />• Drive</div>
<div style="margin-bottom: 6px; margin-top: 6px;">
How to apply:</div>
<div style="margin-bottom: 6px; margin-top: 6px;">
All those wishing to apply MUST attend one of our information meetings in central London. Spaces are are very limited, so please email your CV to managementfasttrack@championslifeacademy.com to guarantee yourself a place.</div>
</div>
</div>
Anonymoushttp://www.blogger.com/profile/04088184522047875118noreply@blogger.com0tag:blogger.com,1999:blog-1393659477825402426.post-14164258902664066902014-09-21T09:03:00.001+01:002014-09-21T09:03:53.011+01:00YOUR DIGITAL JOURNEY: CROSS-FUNCTIONAL COLLABORATION<div dir="ltr" style="text-align: left;" trbidi="on">
<span style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;">Whether the digital revolution makes or breaks your business will likely depend on the underpinning ‘digital integration’ necessary to optimise the customer experience. Because this requires an unprecedented level of cross-functional collaboration, Pomegranate, a pioneering digital user experience agency, has incorporated into our offering TEAMWIN, the innovative collaborative capability developed and used around the world by strategy consultancy Beechwood International. </span><br style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;" /><br style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;" /><span style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;">This unique combination allows organisations to explore ways to improve the digital customer journey and address the required internal changes in tandem. </span><br style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;" /><br style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;" /><span style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;">To celebrate this initiative, we have designed a highly interactive, productive and enjoyable 1-day workshop, for carefully selected cross-functional groups across the organisation to look back to review their ‘digital journey’, and look forward to refocus and re-energise. Participants will leave with fresh insights and a shared understanding of the vision, priorities and next actions. </span><br style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;" /><br style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;" /><span style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;">We will tailor the workshop planning, facilitation and reporting to your particular needs, and agree an outcomes-based fee. We hope that this might then form the basis of a replicable process to kick off and monitor progress of your digital projects as they arise. And by repeating this experience across the organisation, cross-functional collaboration will progressively become embedded in the way your people navigate the digital journey, and other aspects of the business, together. </span><br style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;" /><br style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;" /><span style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;">If you think that now is the right time to affirm the work you are doing, or you want to increase the success of a next phase of development, this pit-stop will help your team to frame and resolve the challenges that jeopardise the value of your digital customer experience. </span><br />
<span style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;"><br /></span>
<span style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;">www.beechwood.net</span><br />
<span style="background-color: white; color: #333333; font-family: Arial, sans-serif; font-size: 12.7272720336914px; line-height: 17px;"><br /></span>
<span style="background-color: white; line-height: 17px;"><span style="color: #333333; font-family: Arial, sans-serif; font-size: x-small;">http://www.pomegranate.co.uk/</span></span></div>
Anonymoushttp://www.blogger.com/profile/04088184522047875118noreply@blogger.com0tag:blogger.com,1999:blog-1393659477825402426.post-21833324539899460712014-09-19T09:43:00.001+01:002014-09-19T09:43:56.425+01:00Local Authorities - UK<div dir="ltr" style="text-align: left;" trbidi="on">
<div class="MsoNormal">
The situation Local Authorities find themselves in is a
predicament with dire consequences and borders on unfix-able. Faced with the known challenges of year on
year budget cuts, greater pressure and demand from the public, managing risk
and conflicting priorities, and the influence and political nuances of the
Members and their Parties we could almost feel sorry for those running Local
Authorities.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Much is being done across the country by our Local
Authorities to act more commercially.
Ideas ranging from sales of consumer oriented goods, recycling schemes,
leveraging IT&T infrastructure, consolidation of property and more, but one
cannot throw a blanket across the nation and say 'be commercial' as there are
far too many local and parochial variables to contend with.<o:p></o:p></div>
<div class="MsoNormal">
Take a helicopter ride over a business, any business, what
becomes clear is there are two main types of activity taking place. If we were to put these activities into buckets
we would have; bucket 1 - 'business as usual (BAU)' and bucket 2 - 'projects'.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Bucket 1 - 'BAU' - in the context of local authorities is
filled with the daily tasks that need to be completed to serve the community
and run the business. From emptying bins
to collecting rates, these activities must not stop and must meet demand.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Bucket 2 – ‘Projects’ - contains everything that starts as
an idea or an imperative with a budget and a date to complete. Some projects start and don't finish, some
start and run for ever, some start and finish way over budget and some never
get off the ground but the issue is every one of these projects will either
negatively or positively affect bucket 1, business as usual.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
In my recent conversations with local authorities what does
loom large as a common denominator in those authorities who are searching for
and delivering a more commercial approach is that this cannot impede on
'business as usual'. This could be done
though better project management, better understanding of financial information
and better decision making processes but it appears the problem in being really
commercial is more to do with 'mindset' throughout the authority coupled with a
focus on the customer.<o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<div class="MsoNormal">
Without Local Authorities being able to clearly articulate
internally why the business needs to be commercial, and therefore to build a
plan with clear descriptions of the benefits and outcomes for the business, its
customers and its employees this mindset will never shift. <o:p></o:p></div>
<div class="MsoNormal">
<br /></div>
<span style="font-family: "Calibri","sans-serif"; font-size: 11.0pt; line-height: 106%; mso-ansi-language: EN-GB; mso-bidi-font-family: "Times New Roman"; mso-bidi-language: AR-SA; mso-fareast-font-family: Calibri; mso-fareast-language: EN-US;">Scott
Thompson<br />
Director<br />
Beechwood International</span></div>
Anonymoushttp://www.blogger.com/profile/04088184522047875118noreply@blogger.com0tag:blogger.com,1999:blog-1393659477825402426.post-89616549249066340652013-02-04T16:02:00.000+00:002014-09-21T09:18:24.358+01:00How Revenue Performance Management (RPM) helps clients grow revenue<div dir="ltr" style="text-align: left;" trbidi="on">
<br />
<div class="MsoNormal" style="line-height: 12pt; margin: 0cm 0cm 0pt; mso-layout-grid-align: none;">
<span lang="EN-US" style="color: black; font-family: "Calibri","sans-serif"; font-size: 10pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">More
and more companies are becoming troubled by their inability to drive
consistent, predictable and sustainable revenue.<span style="mso-spacerun: yes;"> </span>Up until the 2008 CEO’s wanted double-digit
revenue growth.<span style="mso-spacerun: yes;"> </span>During the financial
crisis most were happy if they were able to simply hold the line, or at least
not go backwards to quickly.<span style="mso-spacerun: yes;"> </span>Now the
quest is on again for that sustainable top line growth which has eluded so many
for so long.<span style="mso-spacerun: yes;"> </span>Regardless of whether their
stance is offensive or defensive, the underlying challenges for CEO’s remain
consistency, predictability and sustainability.<o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="line-height: 12pt; margin: 0cm 0cm 0pt; mso-layout-grid-align: none; text-align: justify;">
<span lang="EN-US" style="color: black; font-family: "Calibri","sans-serif"; font-size: 10pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">The
first step is to understand the reasons why an organization’s revenue performance
is no longer what it was, or what they would like or expect it to be.<span style="mso-spacerun: yes;"> </span>Producing revenue isn’t a simple thing to do
– not sustainably.<span style="mso-spacerun: yes;"> </span>In the
Business-To-Business (“B2B”) space, sales generally mark the end of a lengthy,
complicated and highly interdependent chain of events which started with a
strategic decision to focus on a particular market segment and culminated many
months or even years later with a customer paying money in return for a product
or service.<span style="mso-spacerun: yes;"> </span>All the things that have to
happen in between the beginning and the end or that process constitute one of
the most important, and yet least understood and poorly managed business
processes in companies today.<o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="line-height: 12pt; margin: 0cm 0cm 0pt; mso-layout-grid-align: none; text-align: justify;">
<span lang="EN-US" style="color: black; font-family: "Calibri","sans-serif"; font-size: 10pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;"><o:p> </o:p></span><span lang="EN-US" style="color: black; font-family: "Calibri","sans-serif"; font-size: 10pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Because
that end-to-end process is so poorly understood, even by those managers directly
responsible for it, when it stops working and sales slow very few people
actually know why.<span style="mso-spacerun: yes;"> </span>Some companies
perform manifestly better than others – even through financial crises.<span style="mso-spacerun: yes;"> </span>Even now, some are doing well in industries
where their competitors are struggling or even going backwards.<span style="mso-spacerun: yes;"> </span>So there’s clearly more to it than just the
state of the economy or industry conditions.<o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="line-height: 12pt; margin: 0cm 0cm 0pt; mso-layout-grid-align: none; text-align: justify;">
<span lang="EN-US" style="color: black; font-family: "Calibri","sans-serif"; font-size: 10pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Not
knowing why something has stopped working as it should makes the CEO’s task of
applying the right “fix” pretty difficult.<span style="mso-spacerun: yes;">
</span>When many CEO’s and their Sales Directors find their revenues slowing or
stopping, they don’t know why and they therefore don’t know what they should do
to remedy the situation.<span style="mso-spacerun: yes;"> </span>The old
“tricks” that used to work when times were good – like buying another company,
investing in a new CRM system, training or replacing the sales force, hiring a
new Director of Sales or re-branding the company – don’t seem to work
anymore.<span style="mso-spacerun: yes;"> </span>To fix what’s broken now they
have to stop guessing what might be wrong and <b style="mso-bidi-font-weight: normal;">understand which pieces of the process are broken and fix them.</b><o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="line-height: 12pt; margin: 0cm 0cm 0pt; mso-layout-grid-align: none; text-align: justify;">
<span lang="EN-US" style="color: black; font-family: "Calibri","sans-serif"; font-size: 10pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">And
that’s what RPM does.<span style="mso-spacerun: yes;"> </span>Analyse and fix
broken revenue processes.<o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="line-height: 12pt; margin: 0cm 0cm 0pt; mso-layout-grid-align: none; text-align: justify;">
<span lang="EN-US" style="color: black; font-family: "Calibri","sans-serif"; font-size: 10pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;"></span><br /></div>
<div class="MsoNormal" style="line-height: 12pt; margin: 0cm 0cm 0pt; mso-layout-grid-align: none; text-align: justify;">
<span lang="EN-US" style="color: black; font-family: "Calibri","sans-serif"; font-size: 10pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Baker
Tilly UK has recently launched the Revenue Performance Management group
(RPM).<span style="mso-spacerun: yes;"> </span>Formed to help organisations
manage their revenue (sales) risks and grow their top lines consistently and
profitably.<o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="line-height: 12pt; margin: 0cm 0cm 0pt; mso-layout-grid-align: none; text-align: justify;">
<span lang="EN-US" style="color: black; font-family: "Calibri","sans-serif"; font-size: 10pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">In
the seven years since it was launched in Australia, the Revenue Performance
Management (“RPM”) Group has helped more than 70 organisations across a diverse
range of industries including manufacturing, telecommunications, information
technology, professional services, health care, media and entertainment improve
their top line performance by an average of 23%.<span style="mso-spacerun: yes;"> </span>.<o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="line-height: 12pt; margin: 0cm 0cm 0pt; mso-layout-grid-align: none; text-align: justify;">
<span lang="EN-US" style="color: black; font-family: "Calibri","sans-serif"; font-size: 10pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">The
philosophy behind our RPM model is that successful and sustainable revenue
generation needs to be a function of rigorous, consistent, repeatable and
measureable business processes; business processes which are synchronised with
the buying journey of the customer.<o:p></o:p></span></div>
<br />
<div class="MsoNormal" style="line-height: 12pt; margin: 0cm 0cm 0pt; mso-layout-grid-align: none; text-align: justify;">
<span lang="EN-US" style="color: black; font-family: "Calibri","sans-serif"; font-size: 10pt; mso-ansi-language: EN-US; mso-ascii-theme-font: minor-latin; mso-bidi-theme-font: minor-latin; mso-hansi-theme-font: minor-latin;">Our
RPM team provides a range of diagnostic, planning and execution tools and
services to help organisations understand why they aren't selling as much as
they would like to, address immediate problems in their revenue creation
processes, and transform those processes into sustainable, high-performance
revenue-generating engines.<o:p></o:p></span></div>
<br />
<br />
<div class="MsoNormal" style="margin: 0cm 0cm 0pt;">
</div>
</div>
Anonymoushttp://www.blogger.com/profile/04088184522047875118noreply@blogger.com0tag:blogger.com,1999:blog-1393659477825402426.post-23689142412670829622013-01-15T13:22:00.001+00:002013-01-15T13:22:45.667+00:00Sales And Marketing Alignment Absent At Most B2B Firms, Survey Finds<a href="http://www.demandgenreport.com/industry-topics/industry-news/1896-sales-and-marketing-alignment-absent-at-most-b2b-firms-survey-finds.html#.UPVYEew1el-.blogger">Sales And Marketing Alignment Absent At Most B2B Firms, Survey Finds</a>Anonymoushttp://www.blogger.com/profile/04088184522047875118noreply@blogger.com0tag:blogger.com,1999:blog-1393659477825402426.post-63703121826315233822013-01-11T11:12:00.003+00:002013-01-11T11:12:51.392+00:00Marketing and Sales – The Black Holes of Business
<br />
<div class="MsoNormal" style="margin: 0cm 0cm 10pt;">
<b style="mso-bidi-font-weight: normal;"><span lang="EN-AU" style="font-family: "Arial","sans-serif"; font-size: 12pt; line-height: 115%;">Marketing
and Sales – The Black Holes of Business<o:p></o:p></span></b></div>
<span lang="EN-AU" style="color: black; font-family: "Arial","sans-serif"; font-size: 12pt;">“My Sales & Marketing feels like a Black Hole – money goes in,
but not enough revenue comes back out….”<o:p></o:p></span><br />
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="font-family: "Arial","sans-serif";">In 1916 after Albert Einstein
published his theories on relativity and gravity, the German astronomer and
physicist Karl Schwarzschild identified a mysterious perimeter that surrounds
Black Holes in space.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="font-family: "Arial","sans-serif";">Schwarzschild’s Radius, as this
phenomenon is known, has such a tremendous gravitational force that it warps
the space-time continuum, devouring all matter, light and energy around it into
an infinitely dense singularity – never to be seen or heard of again!<o:p></o:p></span></div>
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="font-family: "Arial","sans-serif";">For the last decade, many CEOs have
been observing the similarities between Black Hole singularities and the forces
that seem to be swallowing the efforts of their sales and marketing team –
never to be seen or heard of again! <o:p></o:p></span></div>
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="color: windowtext; font-family: "Arial","sans-serif";">For example - while
you are reading this - all around the world more than half of all salespeople
are failing to make their quotas.</span></div>
<ul>
<li><div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="color: windowtext; font-family: "Arial","sans-serif";">Three quarters of new products or services launches are failing to meet revenue and profit expectations <o:p></o:p></span></div>
</li>
<li><span lang="EN-US" style="color: windowtext; font-family: "Arial","sans-serif";">Ninety percent of sales opportunities aren’t closing according to forecast; and of that 90 percent, three quarters are going to be more than three months late<o:p></o:p></span></li>
</ul>
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none; tab-stops: 21.3pt;">
<b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="color: windowtext; font-family: "Arial","sans-serif";">How can
this be? <o:p></o:p></span></b></div>
<span lang="EN-US" style="color: windowtext; font-family: "Arial","sans-serif";">Millions
upon millions of pounds are being poured into technology and training-based
improvement programs - with 75% failing to produce any meaningful results (or
any results at all!)<o:p></o:p></span><br />
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="font-family: "Arial","sans-serif";">Notwithstanding staff attrition and
redeployment, one would reasonably have expected that sales organisations
employing one or all of these approaches would by now have solved their revenue
performance issues. And they’d be sitting back watching their sales go through
the roof. <o:p></o:p></span></div>
<br />
<b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-family: "Arial","sans-serif";">They did not
and they are not.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></b><br />
<span lang="EN-US" style="font-family: "Arial","sans-serif";">CEO’s and their Sales Directors still
struggle with most of the same sales performance issues as their predecessors
faced ten years ago. <o:p></o:p></span><br />
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="font-family: "Arial","sans-serif";">Sales solution vendors continually
release new, more complex, versions of their previous products.<o:p></o:p></span></div>
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="font-family: "Arial","sans-serif";">Sales Directors who no longer see
measurable value in their sales training and technology budgets, delegate sales
development to marketing, Learning & Development or even IT departments.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="font-family: "Arial","sans-serif";">Typically viewed as cost centers’,
these areas seldom have the experience, power or budget to provide more than a
patchwork of knee-jerk options that are largely disconnected from revenue
impact.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="font-family: "Arial","sans-serif";">Jaded salespeople unsurprisingly view
each new tool or technique as the “flavour-of-the-month” fad to be serially
ignored.<span style="mso-spacerun: yes;"> </span><o:p></o:p></span></div>
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="font-family: "Arial","sans-serif";">And when people inevitably move on,
leaving no custodian or long-term plan for systematic change, the cycle begins
anew.<o:p></o:p></span></div>
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<b style="mso-bidi-font-weight: normal;"><span lang="EN-US" style="font-family: "Arial","sans-serif";">Well here’s
the universe-changing secret…<o:p></o:p></span></b></div>
<span lang="EN-US" style="font-family: "Arial","sans-serif";">For the last decade, the conventional
solutions pedaled by consultants and vendors to fix revenue performance, have
focused on personal skills training, manager coaching and technology
installations – each depending upon application <i style="mso-bidi-font-style: normal;"><u>by the individual</u> </i>for success.<o:p></o:p></span><br />
<span lang="EN-US" style="font-family: "Arial","sans-serif";"><o:p> </o:p></span><br />
<span lang="EN-US" style="font-family: "Arial","sans-serif";">Leaving most Boards and CEOs thinking
these systemic, crippling problems can only be solved by shooting another Sales
Director, replacing and/or retraining the sales force or purchasing a new CRM
system. <o:p></o:p></span><br />
<span lang="EN-US" style="font-family: "Arial","sans-serif";"><o:p> </o:p></span><br />
<span lang="EN-US" style="font-family: "Arial","sans-serif";">Yet revenue performance is stuck in a black
hole because sales and marketing issues continue to be tackled discretely
within separate silos - rather than organisationally. This is the powerful
gravitational force holding back many.<o:p></o:p></span><br />
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="font-family: "Arial","sans-serif";">Until revenue performance processes
are aligned to and inseparable from the total business strategy, marketing
& sales - and the vital revenue they are responsible for - will continue to
spiral downwards into Black Holes.<o:p></o:p></span></div>
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="font-family: "Arial","sans-serif";"><o:p> </o:p></span></div>
<br />
<div class="BasicParagraph" style="margin: 0cm 0cm 0pt; mso-hyphenate: none;">
<span lang="EN-US" style="font-family: "Arial","sans-serif";"><o:p> </o:p></span></div>
Anonymoushttp://www.blogger.com/profile/04088184522047875118noreply@blogger.com0tag:blogger.com,1999:blog-1393659477825402426.post-11730531392279050052013-01-08T15:14:00.001+00:002013-01-08T15:14:19.845+00:00Growth returns to the Board agendaAs the economy tries to recover, finance and operational teams within Mid-Market companies are relinquishing their collective grip on the reins and growth is firmly back on the agenda.<br /> <br />Two surveys released a number of months ago by a major bank and one of the big 4 accounting firms both confirm that growing revenue and finding enough of the right people to do that are firmly back at the top of strategic priorities for Boards and their CEO’s.<br />
<h2>
Growth may be back but selling has never been more difficult</h2>
It has never, ever been more difficult to sell. Whether you’re selling state-owned utilities, sophisticated technology solutions or the simplest widgets, the cards have never been so heavily stacked against the sales force. And like it or not, that situation is unlikely to change any time soon.<br />
Consider the following statistics gathered by our group from interviews with CEO’s and Sales Directors:<br />
<ul>
<li>42% of sales people fail to make their quotas; </li>
<li>88% of sales opportunities fail to close as forecasted; </li>
<li>68% of sales leads are never followed up by the sales team; and </li>
<li>74% of solution selling initiatives and 77% of new product launches “misfire” and fail to achieve their revenue and/or margin objectives. </li>
</ul>
These numbers have significant implications for Boards and CEO’s currently calling out double digit targets for revenue growth over the next 3-5 years.<br />
<h2>
Old thinking can’t solve new problems</h2>
Albert Einstein once famously said, 'We can't solve problems by using the same kind of thinking we used when we created them.'<br />
<br />
For the last forty years, the tonic of choice for the ailing company top line has been more training for the sales force. As often as not, this has been accompanied by the departure of the previous sales manager and a few sales reps and the arrival of shiny new ones – with the cycle often repeating itself every few years.<br />
<br />
Since the late 1990’s Customer Relationship Management (“CRM”) systems have challenged sales training as the panacea for the problem of how to grow revenues. Global vendors including the likes of Siebel, SAP, Oracle and Salesforce.com have come to market with ever more advanced technology offers promising the Holy Grail – consistent top line growth.<br />
<br />
During the mid to late 2000’s global spending on CRM and sales training exceeded $200 billion and $150 billion respectively. During this time the combined global corporate spend on CRM and sales training grew by more than 10% per annum.<br />
<br />
With that level of investment being thrown at a problem, one would have expected it to be well and truly licked by now. Well – it isn’t. In that same period the average conversion rate of business sales pipelines fell by nearly 100% to be just under 3%. For every 100 selling opportunities that began their journey as “leads” fewer than three resulted in closed sales and new customers.<br />
And yet as their companies emerge from the Financial Crisis and prepare for growth, many CEO’s and Sales Directors are still turning back to training and technology “silver bullets” unaware that the world has moved on and the challenges they face in growing their top lines in the 21st century, are beyond the scope of one-dimensional 20th century solutions.<br />
<h2>
Marketing and Sales: “Process free zones!”</h2>
If only three out every 100 sales opportunities succeed, that means 97% fail. Any CEO worth their salt discovering a key business process operating at an error rate of 97% would surely be all over the problem personally - and with a big microscope! Particularly when it’s the business process charged with producing the company’s oxygen supply!<br />
<br />
And yet precisely the opposite is happening. The broken sales process remains fundamentally broken as evidenced by the anaemic 3% pipeline conversion rates. Frustrated and unable to figure out a meaningful solution, they continue to throw bodies, training and technology at a problem even though recent history has shown us that these tired, linear solutions do not and will not work anymore.<br />
<h2>
Business process and performance measurement</h2>
The answers to the revenue performance dilemma have actually been readily apparent for some time. And they’ve been applied successfully to every other aspect of business for decades.<br />
For success in anything to be sustainable it must be repeatable. And for anything to be repeatable there must be a process. <br />
<br />
What are you doing to embed a process that will enable you to drive double digit growth over the mid-term that is any different to the past?Anonymoushttp://www.blogger.com/profile/04088184522047875118noreply@blogger.com0