0901 The Growth Process

APAC Chairman’s Series on Growth

The Growth Process: A Systematic Approach To Optimising Growth Presented by Craig Baty Global VP, IT Practice, Sydney, Australia Frost & Sullivan

Agenda Brief Overview of Growth Team Membership and Summary of last months kickoff

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webcast 2.

Results from live poll on Growth Strategies from the previous webcast

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The Growth Process: Overview

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Generation Phase: Growth Pipeline

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Evaluation Phase: TEAM Research •

Growth Pipeline: Evaluate

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Implementation Excellence: Best Practices

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Growth Excellence Matrix

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Growth Workshop

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Strategies for Growth During a Recession: Case Studies

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The Growth Acceleration System

(FGP) 3

Polling Question 1a With regard to your growth strategy, which challenges exist in your company? Lack of alignment on vision 50% Company culture does not support fast growth 50% We are great at strategy and poor at implementation 50% We are great at implementation and poor at strategy 0% Our growth pipeline is hindered by internal politics 50%

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Polling Question 1b With regard to your growth strategy, which challenges exist in your company? We have a weak understanding of the global market place 0% We do not assess future scenarios for strategy development 33.3% There is no broad based involvement across our organisation to generate growth ideas and opps 66.7% We do not analyse the fastest growing companies for new ideas 0%

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Polling Question 2: Which of the following do you believe would best support your organisations shift toward a culture influenced by Growth, Innovation and Leadership? A clearly defined vision and strategy to support growth: Entrepreneurial environment 33.3% Growth strategy is part of your annual planning: Strategic reviews are held quarterly 0% A process for innovation is maintained; Growth Targets are clearly identified 33.3% Actionable growth plans and strategies communicated throughout the organisation 100.00 %

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Polling Question 3: What challenge does your CEO and organisation face in developing and creating a culture of Growth, Innovation and Leadership? Growth is not clearly defined within our organisation 50% Lack a process for driving innovation 75% Our organisation is overly decentralised 25% No significant challenges 0% Not sure 0%

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The Growth Process

Career Best Practices

Growth Consulting Analysis of Opportunities & Strategies

TEAM Research Decision Making Platform

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Generation •

Leveraging the 360

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The Growth Processes

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The Strategic Analytical Tools

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Growth Workshops

GENERATE

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Evaluation •

TEAM Based Evaluation

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Creating the Growth Pipeline

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Prioritising the Growth Pipeline

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EVALUATE

Developing the Growth Strategy

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Integrating the Vision

GENERATE

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Implementation •

Implementing the Growth Strategy

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Leveraging Best Practices IMPLEMENT

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Getting the Team On The Same Page (TSP’ed)

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EVALUATE

Training

GENERATE

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Growth Excellence Matrix: Blue Ocean Strategy Measure and forecast the future growth potential of your company vs. the competitors Implementation 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

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

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

8 7 8 5 6 9 8 7 5 6 TOTAL 69 Average 7

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Growth Workshops: Improving Future Growth Potential

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Case Study: Strategies for Economic Downturn Two Strategic Options: Winners and Losers I. Slash & Burn and Aggressive Investment Bruel & Kjaer A/S Denmark 1990 -1991

II. Aggressive Investment in Opportunities Frost & Sullivan 1992-1993 vs. 2001-2003 Apple: Aggressive R&D Investment Walmart: Infrastructure Investments Proctor & Gamble: Discounts to Grab Market Share Kmart: Real Estate Buying Southwest Airlines: Build Infrastructure after 9/11

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Do’s and Don'ts During a Recession •

Profit Margin: Lower the target and expectations to hit margin. ;

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Staff: Layoff bottom 10% of performers. Probably a healthy exercise

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Salaries: Reduce salaries next, but, avoid massive layoffs

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Technology investment: Protect the new product development. Plan to launch new products around time of rebound

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Investments: Keep eyes open for all opportunities

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Do’s and Don'ts During a Recession •

Financial Partners: Build a strong line of credit so you can grab opportunities

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Market Share: Aggressive competitive strategies to gain share

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Geographic Expansion: Look for regions with growth

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Recruiting: Fill in key hires and look to competitive layoffs

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Don’t go create environment of doom and gloom

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Push the vision harder than ever

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The Growth Acceleration System

(FGP) 17

Vision: What We Do for You What:

Frost & Sullivan helps clients perform at industry best-in-class levels for growth, innovation and leadership

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Vision: How We Do IT How:

Frost & Sullivan clients leverage our Growth Acceleration System which provides disciplined research and functional best practices to generate, evaluate and implement powerful growth strategies

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Vision: When Should We Start Now:

Now is the time to partner with Frost & Sullivan and leverage our Growth Partnership Service to drive your career and company

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The Growth Partnership Service: User License Industry Research: External Growth Environment •

Technical Insights Research & Alerts

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Growth Opportunity Newsletters

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Country Industry Forecasts

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Movers & Shakers Interviews

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Decision Support Databases

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Market Engineering Research

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Economic Impact Articles

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Market Insights

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Analyst Briefings

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Client Value Enhancement

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Analyst Inquiry Hours

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Client Councils

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Best Practices Research

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Client Portal

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Financial Benchmarking & Analysis

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Industry Tracker

Industry and market intelligence for critical growth decision making

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The Growth Partnership Service User License Career Best Practices: Internal Growth Environment •

Ask the Thought Leader Web cast

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Best Practice Guidebooks

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Chairman's Series on Growth Web cast

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Client Councils

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Executive Briefings

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Executive MindXchange

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Best Practices Training

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Best Practices Coaching

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Growth Innovation & Leadership Global Congress

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Growth Process Toolkits

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Growth Strategy Dialogues

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Online Executive Forum

Supporting the CEO & the Growth Team with Growth Strategy 22

Growth Partnership: Addressing both the Internal and External Growth Environment External Industry-Focused Research (T.E.A.M.)

+

Internal Career-Focused Best Practices

Single individual user license •

One (1) year Annual Membership

Three (3) free months to all Chairman’s Series on Growth Participants •

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Unlimited access to a vetted network of peers

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Unlimited development and networking forums

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Unlimited access to proven, peer-generated solutions

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Unlimited access to a value-assurance service team

We Accelerate Growth

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GIL GLOBAL 2009

www.frost.com/gilglobal

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

October 2009

London

Kuala Lumpur

September 2009

November 2009

San Francisco

October 2009

Johannesburg

February 2010

Dubai

Tel Aviv

October 2009

October 2010

Mumbai

Shanghai

October 2009 Sao Paulo

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Next Steps


Request a proposal for a Growth Partnership Service to support you and your team to accelerate the growth of your company.




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: (http://www.frost.com/growthAPAC)




Schedule a Recession Based Strategy Planning Session with a Frost & Sullivan Industry consultant (email us: [email protected])




Schedule a One-on-One Growth Strategy Dialogue with a Frost & Sullivan Growth Consultant (email us: [email protected])




Register for Frost & Sullivan’s Growth Opportunity Newsletter and Career Best Practice e Bulletin to keep abreast of growth opportunities in your industry and best practices in your career track. (www.frost.com)

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Contact Us 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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