0812 The Ceo's Perspective On Growth

APAC Chairman’s Series on Growth

CEO’s Perspective on Growth and The CEO’s Growth Team Craig Baty, Global VP, Information Technologies Frost and Sullivan Sydney

December 2009

Copyright © 2008 Frost & Sullivan

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Agenda www.frost.com

1 2 3 4 5 6 7 8

– – – – – – – –

CEO’s Perspectives on Growth 360° Growth Perspective CEO’s Growth Team Growth Process Growth Excellence Matrix 7 Growth Questions Growth Workshop Action Plan for this Event

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2

CEO’s Perspective on Growth: 3 Elements www.frost.com

• The Personal Perspective: Leadership & Attitudes • The Internal Perspective: The Organisation • The External Perspective: The Complex Environment

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3

The Personal Perspective on Growth www.frost.com

• Your Investment in Life • The CEO’s Attitude toward Growth • The CEO’s Leadership Style

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4

CEOs’ Perspectives on Growth www.frost.com

• 93% rate “Growth” as a top priority • 83% are focused on NPD for growth CEO dissatisfaction with level of company’s growth

• 64% feel that internal challenges to growth are greater than external • Analysis of growth opportunities is seen as the most difficult step Source: CEO Choice Growth Survey Results

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5

The Internal Perspective on Growth www.frost.com

• The CEO’s Growth Team • The Internal Challenges to Growth • The Organisational Strategy Towards Growth • The Growth System

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6

CEO's Perspective on Growth www.frost.com

Growth is the #1 Priority

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7

CEO's Perspective on Growth www.frost.com

Growth is the #1 Priority CEO's Perspective

360° Degree View

+ TEAM / Global

+ Growth Partners

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8

CEO's Perspective on Growth www.frost.com

Growth is the #1 Priority CEO's Perspective

360° Degree View

+ TEAM / Global

+

Growth Opportunity Generation 6 Research Methodologies 15 Strategic/Analytical Tools 8 Growth Processes

Growth Partners 7 Growth Forums

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9

CEO's Perspective on Growth www.frost.com

Growth is the #1 Priority CEO's Perspective

360° Degree View

+ TEAM / Global

+

Growth Opportunity Generation 6 Research Methodologies 15 Strategic/Analytical Tools

Growth Pipeline Evaluation

Research

Analyse

8 Growth Processes

Prioritise

Growth Partners 7 Growth Forums

Copyright © 2007 Frost & Sullivan

10

CEO's Perspective on Growth www.frost.com

Growth is the #1 Priority CEO's Perspective

360° Degree View

+ TEAM / Global

+

Growth Opportunity Generation 6 Research Methodologies 15 Strategic/Analytical Tools

Growth Pipeline Evaluation

Research

Analyse Business Planning Prioritise

7 Growth Forums

Growth Workshops Best Practices

8 Growth Processes

Growth Partners

Growth Strategy

Implementation

Copyright © 2007 Frost & Sullivan

11

CEO's Perspective on Growth www.frost.com

Growth is the #1 Priority CEO's Perspective

360° Degree View

+ TEAM / Global

+

Growth Opportunity Generation 6 Research Methodologies 15 Strategic/Analytical Tools

Research

Growth Workshops

Analyse Business Planning Prioritise

7 Growth Forums

Growth Strategy

Best Practices

8 Growth Processes

Growth Partners

4 Growth Drivers

Growth Pipeline Evaluation

Implementation

Best Practices Benchmarking Teamwork Development Growth Partner Integration Growth Thought Leadership

Copyright © 2007 Frost & Sullivan

12

The External Perspective on Growth www.frost.com

• External Challenges to Growth • Opportunities to Accelerate Growth • The 6 Elements of the External Perspective

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13

360° Growth Perspective: Complex Business Universe

www.frost.com Emerging Technology

Technical

Potential Market

Market

Emerging Global Opportunities

Competitive Benchmarking

Emerging Competition

Secondary Industry

Develop High Performers

Emerging Market Global Political Regulatory Issues

Potential Industry Expansion

Industry Idea Generation

Market Challenges

CEO Career Best Practices

Drivers Restraints

Peer 2 Peer Networking Implement Best Practices

Unknown Potential Market

Global Geo Marketing Issues

New Applications

Trends

Currency Risks

Customers Primary Industry

Competitive Strategy Identified Technology Disruptive Technologies

Competition

Direct Competitor Copyright © 2007 Frost & Sullivan

14

Complex Business Universe Technology Perspective

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Emerging Technology

• Usability of identified technology • What emerging technology offers potential advantage to your company?

New Applications

• Have you identified potential technology alliances? • Are you aware of potentially disruptive technology

CEO

• Do you have a plan to deal with disruptive technology?

Identified Technology Disruptive Technologies Copyright © 2007 Frost & Sullivan

15

Complex Business Universe Market Perspective

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Potential Market

• What is the life expectancy of your market? • What potential markets should you be looking at?

Market Challenges

• What could cause a shift in your market dynamics? CEO

• Are you aware of the drivers and restraints in your market?

Customers

Drivers Restraints

Trends Copyright © 2007 Frost & Sullivan

16

360° Growth Perspective: Complex Business Universe

www.frost.com Emerging Technology

Technical

Potential Market

Market

Emerging Global Opportunities

Competitive Benchmarking

Emerging Competition

Secondary Industry

Develop High Performers

Emerging Market Global Political Regulatory Issues

Potential Industry Expansion

Market Challenges

Implement Best Practices

Unknown Potential Market

Global Geo Marketing Issues

CEO's Growth Team

Career Best Practices

Drivers Restraints

Trends

New Applications

Currency Risks

Industry Idea Generation

Peer 2 Peer Networking

Customers Primary Industry

Competitive Strategy Identified Technology Disruptive Technologies

Competition

Direct Competitor Copyright © 2007 Frost & Sullivan

17

Traditional Organisation www.frost.com

CEO

VP Sales & Marketing

Chief Financial Officer

VP Production

VP Legal

VP Human Resources

VP R&D

VP International

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18

CEO’s Growth Team www.frost.com

Copyright © 2007 Frost & Sullivan

19

CEO's Growth Team Building Teamwork & A Culture of Growth Innovation & Leadership

www.frost.com

Copyright © 2007 Frost & Sullivan

20

CEO’s Growth Team: The 8 Growth Careers www.frost.com

Leadership: CEO

Responsible for Growth

Business Development

Develop Growth Strategy

Marketing

Develop Marketing Strategies

Sales Management

Implement Customer-focused Strategies

Research & Development

Identify Technologies to Drive Growth

Market Research

Evaluate Market Opportunities

Competitive Intelligence

Benchmark Competitive Forces

Investors

Optimise Long-term Return

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21

Growth Process www.frost.com

22 Copyright © 2008 Frost & Sullivan

Growth Excellence Matrix: Future Growth Potential www.frost.com

Measure and forecast the future growth potential of your company vs. the competitors

8 7 5 8 4 9 9 7 8 7 TOTAL 72 Average 7

Growth Strategy Excellence 1. Growth Compared to Competition & Industry Average 8 2. Visionary Integration of Technology, Markets, Economics 7 3. Strategic Partnering Optimisation 8 4. Industry Breadth Perspective 5 5. Best Practice Perspective 6 6. Global Perspective of Growth Strategy 9 7. Team Research Methodology & Evaluation 8 8. CEO’s Growth Team Utilisation with Growth Workshops 7 9. Comprehensive Growth Pipeline System 5 10.A Budget Dedicated to Growth Strategy 6 TOTAL 69 Average 7

 Company B

Growth Strategy Excellence

1. Team Consensus on the Growth Strategy 2. Best Practices in Marketing 3. Best Practices in Sales & Sales Management 4. Best Practices in Leadership Change 5. Best Practices in Strategic Partnering 6. Technology Integration & Adoption Skills 7. Growth Training: Collaboration & Best Practices 8. The GIL Culture: Growth, Innovation & Leadership 9. Best Practices in R&D & Product Management 10.Global Teamwork on Growth Strategy Plan

excellent

Implementation Excellence

 Company E


Client

(7,7)

 Company A  Company D

 Company C

low

Implementation Excellence

excellent

23 Copyright © 2008 Frost & Sullivan

7 Growth Questions: Needs Assessment www.frost.com

• Is the company growing faster than the industry growth rate? • Is the board satisfied with the current growth rate? • Is the growth strategy achievable based on market forecasts, the competitors, market trends, and customers? • Does the company have strategies to identify and address both the internal and external challenges to growth? • Does the company have a Growth Pipeline System to monitor growth? • Does the company have a specific budget for growth strategy? • Does the management team possess the teamwork, commitment, and skills to implement the growth strategy?

24 Copyright © 2008 Frost & Sullivan

Growth Workshops: Improving Future Growth Potential

www.frost.com

25 Copyright © 2008 Frost & Sullivan

Growth Acceleration System www.frost.com

26 Copyright © 2008 Frost & Sullivan

What is GTM? www.frost.com

• The Growth Team Membership is an annual subscription program that supports the individual members of a CEO’s executive team in achieving the company’s top-line growth objectives. • The membership includes career-focused events, implementation-oriented best practices research and targeted services.

27 Copyright © 2008 Frost & Sullivan

The Growth Team MembershipTM Value Proposition www.frost.com

• Membership in the Growth Team will: − Speed the design and implementation of your growth initiatives (avoid reinventing the wheel) − Reduce risk by avoiding pitfalls encountered by peers − Stimulate problem solving through a cross-industry perspective − Improve your contribution to the CEO’s growth agenda − Accelerate your professional and career development

28 Copyright © 2008 Frost & Sullivan

The Frost & Sullivan Growth Partnership Proposal How We Can Help:

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1. Growth Partnership Service: Commit Your Growth Team 2. Growth Diagnostic Workshop: Evaluate Your Growth System 3. Growth Coaching Retainer: Establish CEO’s Growth Team 4. Growth Excellence Matrix: Vision Alignment Task Force 5. Growth Benchmarking: Fastest Companies & Industry Average 6. Growth Excellence Matrix: Measure Future Growth Capabilities 7. CEO 360 Industry Vision Workshop: Long-Term Growth Strategy 8. Growth Pipeline Evaluation: Prioritize Winners, Eliminate Losers 9. 10 Growth Processes: Optimize Your Drivers of Growth 10. Involvement in The Growth, Innovation & Leadership Event

29 Copyright © 2008 Frost & Sullivan

GIL GOES GLOBAL

www.frost.com/gilglobal

A global community focused on Growth, Innovation and Leadership May 2009

www.frost.com

October 2009 Kuala Lumpur

London November 2009 September 2009 North America

October 2009 Dubai

October 2009

Johannesburg November 2009 Japan February 2010 Tel Aviv

Mumbai October 2010 October 2009 Sao Paulo

Shanghai

30 Copyright © 2008 Frost & Sullivan

Next Steps www.frost.com

 Request a proposal for a Growth Partnership Service to support you and your team to accelerate the growth of your company.  Join us at our 16th Annual Competitive Intelligence Executive MindXchange (January 2009, New Orleans, LA)  Join us at a Growth, Innovation and Leadership 2009: A Frost & Sullivan Global Congress on Corporate Growth www.frost.com/gilglobal  Register for the next Chairman’s Series on Growth: www.frost.com/growthAPAC  Register for Frost & Sullivan’s Growth Opportunity Newsletter and keep abreast of innovative growth opportunities

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Contact Us www.frost.com

If you have questions or would like further information about anything we discussed, please send your query to the email provided below and we will get back to you shortly.

Alvin Chua Account Manager Automotive, Transportation & Logistics DID: +65 6890 0997 Mob: +65 9199 4566 eMail: [email protected]

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