Evaluating Plans for Success in Powerful Customer Markets

Two Day Example

Description

Successful company plans are vital to growth.  And the initiatives used to optimize their success require a clear understanding of your company and your customers’ businesses, the challenges faced, the dynamics that form lasting relationships and your company’s ability to create and deliver the benefits and activities that make plans work to separate your business from the rest of the competition.

Additional customer expectations puts pressure on company plans to effectively reach their goals.

Are you asking the right questions about your customers' businesses?  Are you looking for opportunities to strengthen solutions to their problems?

Do you fully understand the impact your company’s actions (and non- actions) have on your customers?  Are you sure your company is effectively executing all necessary activities to ensure your customers’ success, thereby ensuring yours?

Are you asking the right questions so you can discover the right initiatives to strengthen your ability to implement successful plans?

Learn how to use C³’s powerful “predictive evaluation” processes to gain the knowledge you need to make sure you pick the right initiatives to strengthen plan performance and build the confidence they will succeed!

What You Will Learn

• The power of asking non-product questions.
• Why the number of your choices to prepare plans for powerful customer markets is bigger than you think.
• How to evaluate your confidence level that a chosen initiative will succeed.
• Why you need a framework of questions to consistently discover unique customer needs.

Audience

• Corporate Executives/Business Unit Managers
• Managing Directors/Owners
• Marketing Managers
• Sales Management who view their Key Accounts and Territories as Individual Businesses

Seminar/Workshop Outline

Highly interactive, hands-on workshop using the participants "real company data" to find the initiatives companies can implement for
success.  After identifying initiative choices, decide which moves are the best and develop implementation plans for each.

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Page 2

Day 1

All Attendees

• Introduction and Exercises
   

- Seminar highlights and what to expect.
- Participants' list of critical plans - strategic and tactical - for critical
   programs and projects.
- Participants’ Business Model, Strategies, and Value
   Propositions exercise.
 

• Presentation - “What Are Your Value Propositions and How Do They Break Down into Benefits and Activities.”

An Overview

• Presentation - Developing value ideas and market advantages by finding the "Competitive Value Index."
• Using the Problem Hunter Toolkit - Small Business Version - assessment process.

Group breakouts
Assessment

• Use the toolkit to gain consensus knowledge about the company's performance and its customers' needs.
• Nine separate evaluations to find choices in the "Nine Sources of Value."

All Attendees
Review the assessment's results to identify the choices that can turn into the right business moves.

Day 2

All Attendees

• Develop potential competitive advantage initiatives

     -  Review Day 1 activities and results.
     -  Overview of Day 2.
     -  Use the OA Brainstorming tool to define initiatives.

• Group Breakouts - For each of the Nine Sources, develop two competitive advantage initiatives.

All Attendees - Discussion:  Choose two initiatives which represent the best of the potential enhancements to both strengthen chances for plan success and strengthen customer solutions.

An Overview

• Evaluation using the Initiative Execution Evaluation Toolkit - TouchStone version.
• Choosing the best competitive advantage initiative.

Group Breakouts - Evaluate the "confidence level" of the "why, what, how, who, where, and when" of each initiative.

All Attendees - Discuss the final results and determine, using IEE, what information must be learned to build an effective action plan.

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