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www.biz-strategy.ae
Talent Development:
Ø Lose-lose? Ø Win-Lose? Ø Lose-Win?
Ø Win-Win!!!!! Brett Preston: Executive Strategy & Leadership Consultant
@ Biz-Group
Maximising Business Performance
Gateways: Those who can win
Maximising Business Performance
3 v EVP source 60% market vs. 40%
v EVP salary +10% vs. 21% (Av = 11%) v EVP reduces turnover costs at 33% of
annual position TEC
War for Talent: Win-Win
Maximising Business Performance
The Monetary Benefits of Increasing A5rac6veness
** Estimated savings on 1,372
recruits for Jan-Aug
=1,247m Dh (BE Revenues of 8.313m
Dh)
Commercial Value
Maximising Business Performance
-
Calcula&ng Cost of Turnover = 33% of Employees TEC (Total Annual Employment Costs)*
Turnover: 15% of 1,000 = 150
Net Profit at 15%
recovery of Turnover
31,999,999 AED of
Revenues!
150 Employee
Exits (Turnover)
96,000 AED Average TEC
14,400,000 million AED x
33% = 4,800,000 of NET PROFIT
4,000 + 4,000
(Monthly Salary & TEC)
Supervisory Levels
12 Months
96,000 AED TEC x 33% =
32,000 Dh
*Research by Cornell University & PWC Saratoga Institute
Calcula6ng Cost of Talent Turnover
Maximising Business Performance
The Potential Impact of 5% Improved Performance of CORE Performers
Sales Revenue Distribution of Sales Force by Percentile
Annual Revenue (Millions of U.S.
Dollars)
625 Sales Representatives: Median annual sales of $4.5m
Non-‐Competitive Market –
Dysfunctional-‐15%
LEAD ENTERPRISE -‐ Thought leadership
& Practices 15%
If 100 Core staff improved by 5% = annual sales increase of $13m in revenues
Low Performers 20%
High Performers 20%
Competitive Market
The Norm 40%
Competitive Advantage Market – “Blue Ocean”30%
Your job is to do this! Capability Drives Strategy.
Maximising Business Performance
Values x Culture = Brand Promise = Brand Equity
Maximising Business Performance
Multi-faceted, Unique, Performance based