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A real-life JV strategy and implementation project plan with identities removed
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X and Y
APAC Joint Strategy
1. Share Shi* Ini-a-ves targeted at growing Y’ share of X business by maximizing the opportunity within the exis-ng business model
2. Growth Ini-a-ves Ini-a-ves that provide revenue growth opportuni-es as an extension to, or addi-on to current business ac-vi-es. As joint ini-a-ves, op-mally Y should receive beGer than fair market share
3. Developing a Unique Value Proposi-on Together Ini-a-ves that leverage the strengths of both par-es in the development of ini-a-ves that bring a unique value proposi-on to the market
Simultaneous Initiatives
Work Streams
1. Clients with XXX Programs in Place Ini-a-ves to build greater preference for Y within xxx programs, and at point of sale
2. “Unmanaged” Spend Ini-a-ves to posi-on Y as the default op-on wherever possible and/or to capture greater than fair market share at point of sale
3. Influencing Individual Decision Makers Ini-a-ves to encourage individual decision makers to exercise their preference for aY when they have the freedom to do so
Share Shi5 Sub-‐Projects
Sponsors
Y Team
X Team
Time Frame Aug – Nov
Sponsors
Y Team
X Team
Time Frame June – Oct
Sponsors
Y Team
X Team
Time Frame Dec 2011 – Mar
1. New Corporate Accounts Ini-a-ves to provide Y with maximum opportunity to win and retain new corporate accounts
2. Business Line RTRT Leverage of X’s focused expansion of RTRT to drive increased revenue to Y
3. Business Line ERER Leverage of X’s development of ERER to drive increased revenue to Y
Growth Sub-‐Projects
Sponsors
Y Team
X Team
Time Frame July – Dec
Sponsors
Y Team
X Team
Time Frame May – July
Sponsors
Y Team
X Team
Time Frame Jan – Mar
4. Business Line PPPP Leverage of the PPPP as a source of addi-onal revenue for Y
5. VBNM Ini-a-ves to capture exis-ng and new revenue from the VBNMsegment
6. Packaging Development of new revenue through collabora-on with X’s ini-a-ves in nego-ated and packaged product/service offers
Growth Sub-‐Projects
Sponsors
Y Team
X Team
Time Frame Jan – Mar
Sponsors
Y Team
X Team
Time Frame Aug – Dec
Sponsors
Y Team
X Team
Time Frame Sept – Nov
1. Current Business Model Development and ar-cula-on of the joint value proposi-on to clients, employees and shareholders of the current business ac-vi-es of Y and X
2. Extending the Current Business Model Development of the joint value proposi-on that assists in the full leverage of the current opera-ons of both par-es
3. Capturing New Ground Developing the strategy around how the strengths of both X and Y can be brought together in a unique way to drive incremental shareholder value
Value ProposiMon Sub-‐Project
Sponsors
Y Team
X Team
Time Frame October
Sponsors
Y Team
X Team
Time Frame
Sponsors
Y Team
X Team
Time Frame December
India CVCVCV
China BNBNBN
Australia/NZ TYTYT
Market Focus
Regional/Other TYTY
Sponsors
Y Team
X Team
Time Frame
May – Aug
Sponsors
Y Team
X Team
Time Frame
July -‐ Oct
Sponsors
Y Team
X Team
Time Frame
May – Dec
Sponsors
Y Team
X Team
Time Frame
May – Dec
Agreement on project plan, priori-es, resources etc. Kick-‐off of high priority work streams
Quick wins from Q2 and Q3 being executed. Medium term ini-a-ves being iden-fied
Further work streams ini-ated, some quick wins iden-fied but not yet executed
Final work streams ini-ated. Quick wins mostly in place and medium term plans rolling out
All teams are now managing execu-on mainly medium term ini-a-ves
Medium term iniMaMves should all be in place by this Mme and the teams have disbanded
Implement Quick Wins
Project Timeline – FuncMonal Projects
Q2 2011
XXXX IniMaMves – Working Group
Q3 2011 Q3 2011 Q2 2012 Q1 2012 Q4 2011
Implement Medium Term IniMaMves
Implement Quick Wins
YYYY IniMaMves – Working Group
Implement Medium Term IniMaMves
Value ProposiMon – Working Group
Agreement on project plan, priori-es, resources etc. Kick-‐off of high priority work streams
Quick wins from Q2 and Q3 being executed. Medium term ini-a-ves being iden-fied
Further work streams ini-ated, some quick wins iden-fied but not yet executed
Final work streams ini-ated. Quick wins mostly in place and medium term plans rolling out
All teams are now managing execu-on mainly medium term ini-a-ves
Medium term iniMaMves should all be in place by this Mme and the teams have disbanded
Project Timeline – Market Level
Q2 2011
India
Q3 2011 Q3 2011 Q2 2012 Q1 2012 Q4 2011
Strategy Quick Wins Medium Term IniMaMves
China
Strategy Quick Wins Medium Term IniMaMves
Australia/NZ
Quick Wins Medium Term IniMaMves
Other
Medium Term IniMaMves Strategy
Low hanging fruit Team effort Focus One objecMve 80/20 Rule Go on, ask! Show me the $
Rules of Engagement
Concentrate on low hanging fruit and implement quickly to capture value as soon as possible
Remember it is a team effort and work and ideas should be shared
Focus on deliverables within the area you have been asked to look at – other ideas should be shared with the appropriate team
There is no “them” – only “us”. There is only one jointly held objecMve
When the Mme comes, be willing to drop iniMaMves that are marginal and focus on just those that are likely to be significant
No issues are off limits if you believe it may uncover value
It’s very basic – “show me the money” should be the only criteria used
Simplicity Diversity Data privacy Realism Ideas PracMcality Clients
Rules of Engagement
Simple ideas are more likely to be successfully implemented
Encourage different ways of thinking and don’t dismiss any idea without thinking it through carefully
Respect the confidenMal nature of all informaMon, especially client data
A series of modest iniMaMves that together meet the objecMve may be a more realisMc approach than trying to find the soluMon in one place
Encourage ideas and fully explore them all from different angles because it might just be what is needed. Keep an open mind
At the Mme you need to decide what to proceed with, look for iniMaMves that are likely to strike green lights. If it’s too hard to implement, it is probably best not to afempt it
Never forget where our revenue comes from, and iniMaMves must make sense for clients