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Source: Annual Division Budget
6
Example
THE REDESIGN PROCESS INVOLVES FOUR DISCRETE STAGES
Analysis
Findings
Analysis: Identify opportunities
Extensive customer analysis • Customer service and support requirements
ES
Assistance
CAS
Technical
TSE
Assistance
Price
Concessions
Expediting
DM
Price Concessions
Expediting
Customer
Ordering ASP selling/implementation ISP selling Quoting/cross-referencing Expediting Technical assistance in person Rotational calls Availability
GM (%) 37.6 45.3 34.9 40.9 50.5 (9.9) 20.0 40.2
GM ($000) 958 2,400 827 624 641 (15) 138 5,573
GM % of Total 17.2 43.1 14.8 11.2 11.5 (0.3) 2.5 100
Messages are buried in the data
4
WRITING CLEAR, SUCCINCT, AND INTERESTING SLIDES
Good slides, bad slides How to use slides in a presentation How to choose among words, tables, graphics How to display information on slides effectively
1991 Sales ($000)
2,551 5,303 2,372 1,524 1,270
152 691 13,863
Sales % of Total
18.3 38.3 17.1 11.0
9.2 1.1 5 100
1987-91 CAGR (Real %) 31.9 10.9 13.8 (28.5) (4.0) (36.2) (2.9) (1.6)
Availability Quoting ISP cross-referencing Ordering Price concessions Expediting
Price Concessions
Group
Ordering
Quoting Availability
Price concessions
CSR Expediting
Plant
Βιβλιοθήκη BaiduCurrent Organizational Structure
Detailed internal diagnostic • Time spent by activity by responsibility • Capacity of the system
• Current contact model does not have capacity to serve all customers adequately
• From choosing the most appropriate slide type – words, tables, graphics
• To writing a slide that is clear and interesting
3
WHAT PUZZLES YOU OR CHALLENGS YOU THE MOST WHEN WRITING SLIDES?
WRITING CLEAR AND INTERESTING SLIDES
2005，Shanghai
THE BOSTON CONSULTING GROUP
1
WRITING CLEAR AND INTERESTING SLIDES
2
TODAY’S OBJECTIVE
To give you the tools to write slides that communicate the results of our work in a way that helps clients understand, accept, and use those results This session will help you through the process of writing slides
• Several low value areas consume time • TSE time consumed by activities which could be handled more
efficiently by other resources • No sales growth from current model • Lots of opportunity to leverage other resources, like CAS • Most customers receptive to recommendations that allow us to
5
Example
STRONG GROWTH IN OTHER PRODUCTS OFFSET BY PARTS’ DECLINE
Product Alarm & detection Broad diffusion IR sensors Chloride Bulk chloride Parts Design Total
leverage sales force time
Evaluate Alternatives:
Opportunities point to new contact model
Current Contact Model
Technical Assistance
Technical Assistance
Technical
6
Example
THE REDESIGN PROCESS INVOLVES FOUR DISCRETE STAGES
Analysis
Findings
Analysis: Identify opportunities
Extensive customer analysis • Customer service and support requirements
ES
Assistance
CAS
Technical
TSE
Assistance
Price
Concessions
Expediting
DM
Price Concessions
Expediting
Customer
Ordering ASP selling/implementation ISP selling Quoting/cross-referencing Expediting Technical assistance in person Rotational calls Availability
GM (%) 37.6 45.3 34.9 40.9 50.5 (9.9) 20.0 40.2
GM ($000) 958 2,400 827 624 641 (15) 138 5,573
GM % of Total 17.2 43.1 14.8 11.2 11.5 (0.3) 2.5 100
Messages are buried in the data
4
WRITING CLEAR, SUCCINCT, AND INTERESTING SLIDES
Good slides, bad slides How to use slides in a presentation How to choose among words, tables, graphics How to display information on slides effectively
1991 Sales ($000)
2,551 5,303 2,372 1,524 1,270
152 691 13,863
Sales % of Total
18.3 38.3 17.1 11.0
9.2 1.1 5 100
1987-91 CAGR (Real %) 31.9 10.9 13.8 (28.5) (4.0) (36.2) (2.9) (1.6)
Availability Quoting ISP cross-referencing Ordering Price concessions Expediting
Price Concessions
Group
Ordering
Quoting Availability
Price concessions
CSR Expediting
Plant
Βιβλιοθήκη BaiduCurrent Organizational Structure
Detailed internal diagnostic • Time spent by activity by responsibility • Capacity of the system
• Current contact model does not have capacity to serve all customers adequately
• From choosing the most appropriate slide type – words, tables, graphics
• To writing a slide that is clear and interesting
3
WHAT PUZZLES YOU OR CHALLENGS YOU THE MOST WHEN WRITING SLIDES?
WRITING CLEAR AND INTERESTING SLIDES
2005，Shanghai
THE BOSTON CONSULTING GROUP
1
WRITING CLEAR AND INTERESTING SLIDES
2
TODAY’S OBJECTIVE
To give you the tools to write slides that communicate the results of our work in a way that helps clients understand, accept, and use those results This session will help you through the process of writing slides
• Several low value areas consume time • TSE time consumed by activities which could be handled more
efficiently by other resources • No sales growth from current model • Lots of opportunity to leverage other resources, like CAS • Most customers receptive to recommendations that allow us to
5
Example
STRONG GROWTH IN OTHER PRODUCTS OFFSET BY PARTS’ DECLINE
Product Alarm & detection Broad diffusion IR sensors Chloride Bulk chloride Parts Design Total
leverage sales force time
Evaluate Alternatives:
Opportunities point to new contact model
Current Contact Model
Technical Assistance
Technical Assistance
Technical