Local Business Development Program 2011 Build Your Business To The Next Level Muhamad Azam Abdul Jalil Muhamad Azam Abdul Jalil Action Advisory Services Pte Ltd, Singapore 12 May 2011, Negara Brunei Darussalam ������������� � � ������������������������� 1
Local Business Development Program 2011 9:00am – 9:30am Welcoming Remarks by Stuart Kemp , Executive Director, Asia Inc Forum Introductions & Expectations by the Workshop Facilitator by Muhamad Azam Abdul Jalil , Director & Principal Consultant, ACTion Advisory Services Pte Ltd 9:30am – 10:45am Workshop Overview and Scene-Setting Workshop Session I: Interactive Presentations and Discussion � Contemplate your current performance and dominant personality (role) � Clarify your product and service offerings, and target customers 10:45am – 11:00am 10:45am – 11:00am Coffee Break Coffee Break � 11:00am-12:30pm Decide where you want to go – your vision, business model, exit strategy 12:30pm – 1: 30pm Networking Lunch @ Mutiara 2 1:30pm – 2:00pm Conversation with Mr Pierre Imhof , General Manager, Baiduri Bank, on the current state of SMEs and what opportunities lie ahead 2:00pm– 4:30pm Workshop Session II: Interactive Discussions and Case Studies � Recognize and overcome barriers to your business growth � Appreciate business planning and business quantification 4:30pm Workshop concludes 2
Workshop Overview & Scene Setting Build Your Business To The Next Level Workshop 1: Appreciate your current performance and decide where you want to go Workshop 2: Understand and attract your target customers Workshop 3: Build your business capabilities to deliver, and delight customers 3
Introductions � Introduction � Your name � Your company & industry � One sentence that describes your career journey to-date � The one thing you wish to take away from the workshops � Coverage during workshops � Coverage during workshops � Concepts & hands-on � Know-what & know-who � Know-how � Soul-searching � know-why � care-why � Ground rules 4
Ground Rules � Have fun � Do not judge questions � There is no wrong answer � Ask, ask & ask. If you still do not understand … � Keep checking to what you wish to achieve from the workshop – PreW1 Doc1 PreW1 Doc1 � I have never in my life learned anything from any man who agreed with me - Dudley Field Malone � Your most unhappy customers are your greatest source of learning – Bill Gates � Other ground rules … be honest with ourselves … 5
Further Introductions & Discoveries � Further introductions � Simple test on your learning style Doc W1.1 Learning Styles � Survey Findings � Based on returns from 22 companies 6
Survey Findings – Overall Overview 120% 100% 80% 60% 40% P & S 20% G & VG 0% Overview 90% 80% 70% 60% 50% 40% Poor 30% Satisfactory 20% 10% Good 0% Very Good 7
Survey Findings – Duration in Business Length of Biz < 6 years Length of Biz 8 to 14 years 120% 80% 100% 70% 80% 60% 50% 60% 40% 40% 30% P & S 20% 20% P & S G & VG 0% 10% G & VG 0% Length of Biz > 18 years 120% 100% 80% 60% 40% P & S 20% G & VG 0% 8
Survey Findings – Revenue Income < $100k Income > $100k & < $1m 90% 120% 80% 70% 100% 60% 80% 50% 40% 60% 30% P & S 40% 20% P & S 10% 20% G & VG 0% G & VG 0% Income > $1m & < $10m 120% 100% 80% 60% 40% P & S 20% G & VG 0% 9
Survey Findings – Number of Staff Staff size < 10 Staff size > 10 & < 100 120% 100% 100% 90% 80% 80% 70% 60% 60% 50% 40% 40% P & S 30% 20% P & S 20% G & VG 0% 10% G & VG 0% Staff size > 100 120% 100% 80% 60% 40% P & S 20% G & VG 0% 10
Local Business Development Program 2011 9:00am – 9:30am Welcoming Remarks by Stuart Kemp , Executive Director, Asia Inc Forum Introductions & Expectations by the Workshop Facilitator by Muhamad Azam Abdul Jalil , Director & Principal Consultant, ACTion Advisory Services Pte Ltd 9:30am – 10:45am Workshop Overview and Scene-Setting Workshop Session I: Interactive Presentations and Discussion � Contemplate your current performance and dominant personality (role) � Clarify your product and service offerings, and target customers 10:45am – 11:00am 10:45am – 11:00am Coffee Break Coffee Break � 11:00am-12:30pm Decide where you want to go – your vision, business model, exit strategy 12:30pm – 1: 30pm Networking Lunch @ Mutiara 2 1:30pm – 2:00pm Conversation with Mr Pierre Imhof , General Manager, Baiduri Bank, on the current state of SMEs and what opportunities lie ahead 2:00pm– 4:30pm Workshop Session II: Interactive Discussions and Case Studies � Recognize and overcome barriers to your business growth � Appreciate business planning and business quantification 4:30pm Workshop concludes 11
Balanced Scorecard – Basics Organization Vision & Mission Measures Targets Initiatives •Profitability Financial perspective Financial perspective •Growth “If we succeed, how will we “If we succeed, how will we •More XX customers look to our shareholders? look to our shareholders? •Shareholder value •Service Customer perspective Customer perspective Customer perspective Customer perspective •Quality •Quality “To achieve our vision, how “To achieve our vision, how •Price must we look to our customers? must we look to our customers? Internal Process perspective •Cycle time Internal Process perspective “To satisfy our shareholders & •Productivity “To satisfy our shareholders & customers, what mgt processes must •Cost customers, what mgt processes must we excel at? we excel at? Organization learning perspective Organization learning perspective •Staff alignment “To achieve our vision, how must our •Continuous learning “To achieve our vision, how must our organization learn & improve? •Intellectual assets organization learn & improve? (People, Infrastructure, Culture) (People, Infrastructure, Culture) 12
Balanced Scorecard An Example Perspectives Strategy Strategic Objectives Measures Targets Initiatives Map Themes �������������� � ������ ������� Financial Higher profit ��������������� � ������������ �������� ��������������� � �������������� More Fewer vehicles customers �!������"����� ���������$��% �'( � )�����������%����� Lowest Customer �#������ �#�&����������% �'( prices On time ���������������* �+��������*����� �,������ Internal �#�&�����*��"���� �-�� Fast turnaround �.��������%����� �.�����������* �/����(0�1�� �.������������% Learning �/�����0�-�� �2.#� Crew �/����,0�(��� alignment 13
Clarify Your Product & Service Offerings; Target Customers Case study Explicit understanding of who your customer is; why he buys from you. 1. List your products & services – what they are & what they do, i.e. your business as seen by the customer 2. Define possible Market Segments for your products & services 3. Estimate for each Product /Service-Target Market segment, possible (a) Revenue; (b) Volume; (c) Margins 4. Decide on Primary target market & Secondary markets 2. Target Market 1. Products/Services 14
Clarify Your Product & Service Offerings; Target Customers Reflect for your business 2. Target Market 1. Products/Services Who are your competitors? Can you identify a niche? Who else could be your customers? 15
Your Vision � Reflect on the vision for your business � PreW1 Doc3 16
Local Business Development Program 2011 9:00am – 9:30am Welcoming Remarks by Stuart Kemp , Executive Director, Asia Inc Forum Introductions & Expectations by the Workshop Facilitator by Muhamad Azam Abdul Jalil , Director & Principal Consultant, ACTion Advisory Services Pte Ltd 9:30am – 10:45am Workshop Overview and Scene-Setting Workshop Session I: Interactive Presentations and Discussion � Contemplate your current performance and dominant personality (role) � Clarify your product and service offerings, and target customers 10:45am – 11:00am 10:45am – 11:00am Coffee Break Coffee Break � 11:00am-12:30pm Decide where you want to go – your vision, business model, exit strategy 12:30pm – 1: 30pm Networking Lunch @ Mutiara 2 1:30pm – 2:00pm Conversation with Mr Pierre Imhof , General Manager, Baiduri Bank, on the current state of SMEs and what opportunities lie ahead 2:00pm– 4:30pm Workshop Session II: Interactive Discussions and Case Studies � Recognize and overcome barriers to your business growth � Appreciate business planning and business quantification 4:30pm Workshop concludes 17
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