This three-day Development Workshop will introduce a structured ‘workbook’ for the research and analysis of a target customer business. This profiling approach can be directly applied to target Commercial Sector and Public Sector customer organisations. A specific Public Sector ‘workbook’ will additionally be provided to all participants. The Customer Business Profiling approach focuses on three perspectives for mapping the target customer reality:
Success Profile – mapping the Vision, Values and Strategic Development Priorities
Strategic Profile – mapping the Environment, Industry and Corporate Emerging Dynamics
Financial Profile – mapping Corporate Achievement, Risk and Growth Potential
This profiling analysis is designed to pinpoint customer ‘hot spots’ and enable a directly tailored ‘Pursuit Plan’ to be developed for directly engaging with potential customers to win new business .
As a foundation for the programme the ‘Profiling’ workbook will be applied to three or four illustrative Case Study customer businesses from different industries enabling participants to analyse the differing commercial realities and highlight significant Exec level areas of priority focus.
The ‘Profile’ of these selected Case Study businesses will be researched and developed during the workshop to build participant capability to use this Profiling approach for their target customers / industries.
The case study corporates will normally be selected from business sectors with differing ‘transformational’ challenges to increase personal agility to recognise and respond to the differing customer / sector dynamics. The following are illustrative corporates recently used:
+ Retail (illustrative case study – Inditex – providing a focus on a business with a track record of high performance needing to substantially reconfigure the established business model)
+ Manufacturing, Distribution and Financial Services (illustrative case study – Daimler – providing a focus on an organisation facing the challenge of radical transformation in their traditional ‘world’)
+ Construction and Engineering Services (illustrative case study – Wood Group – providing a focus on essential integration and re-structuring to radically improve organisational performance)