| Business
Value Workshop
|
Topic |
Activity |
Coach |
Time |
Introduction |
|
Session
Leader |
Day
One:
8:30-9:00 |
| • |
Introduction
of Management Team Members |
| • |
Roles
& Responsibilities |
| • |
Workshop
Goals |
How
Compelling is Our Value?
|
|
Group |
9:00-11:00 |
| • |
Presentation:
Setting the Value Agenda |
| |
• |
Present
and Discuss |
| |
|
• |
The
Customer’s Dilemma |
| |
|
• |
Compelling
Value Compels Action |
| |
|
• |
The
Seven Laws of Value |
| |
|
• |
The
Company Story |
| |
|
• |
Value
Proposition Presentation |
| • |
Exercise
# 1: Value Proposition: A Customer Critique |
What
is the Problem Anyhow?
|
|
Group |
11:00-12:00
|
| • |
Presentation:
Prevalence vs Relevance |
| |
• |
Value
Impact of Problem |
| |
• |
Changing
the Value Mix |
| |
• |
Customer
“Value Acid” Analysis |
| • |
Exercise
# 2: Problem or Opportunity? |
| |
• |
Problem
Definition Worksheet |
| |
• |
Potential Value Worksheet |
| |
• |
Demand
Trends Worksheet |
| |
• |
Market
Share Worksheet |
First
Things First…Who Are Our Customers?
|
|
Group |
2:00-5:00 |
| • |
Presentation:
Who Is the Customer? |
| |
• |
The
Customer Setting |
| |
• |
Strategic
Issues |
| |
• |
Relationship
Essentials |
| • |
Exercise
# 3: |
| |
• |
Customer
Analysis…Six Critical Questions |
| |
• |
Value
Opportunity Analysis |
| |
• |
Ideal
Customer Analysis |
| |
|
• |
Business
Attractiveness |
| |
|
• |
Relationship
Attractiveness |
| Problems,
Innovation & Competitive Strategies |
|
Presenter |
Day
Two:
9:00-11:00
|
| • |
Presentation:
Everybody Has Problems! |
| |
• |
Eliminating
Problems & Constraints |
| |
• |
The
Three Types of Problems |
| |
• |
Structure
Follows Strategy Model |
| |
• |
Competitive
Impact of Problems |
| |
|
• |
Structural |
| |
|
• |
Positional |
| |
|
• |
Situational |
| |
• |
Place
People Right |
| • |
Exercise
# 2: The Problem Inventory |
| |
• |
Ability
to Innovate |
| |
• |
Business
Operations:Effectiveness vs Efficiency |
| |
• |
Management
& Leadership |
| |
• |
Ability
to Compete |
| Knowing
Our Business… |
|
Group |
11:00-5:00 |
| • |
Exercises
# 4: Presentation:Positioning Our Value |
| |
1. |
Mission
Statement |
| |
2. |
Market
& Customer Analysis |
| |
3. |
Competitive
Position Analysis |
| |
4. |
Strategic Positioning Statements |
| |
5. |
Strategic
Marketing |
| |
6. |
Sales
Development |
| |
7. |
Relationship
Management |
| • |
Make
Assignments to Prepare Business Strategy and Plan |
| By
the Numbers: The Financial Plan |
|
Group |
1:00-5:00 |
| • |
Presentation:
By the Numbers…. |
| |
• |
Critical
Requirements |
| |
• |
Underlying
Assumptions |
| |
• |
Business
Model Consistency |
| |
• |
P&L Scenario Analysis |
| |
• |
Capital
Requirements |
| |
• |
Cash
Flow Analysis |
| |
• |
Budgets
& Controls |
| • |
Exercise
# 5: |
| |
• |
Assessing
the Financial Plan |
Compelling
Value ! |