1. Summary of the GlobalB2B2Win Games at York St John
Edmund Bradford
March 2018

2. Game 1
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3. Total Profits and Market Share
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4. Globalman – focused on Systems and new segments
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5. Market coverage strategies
Period 1
Period 4
Period 2
Period 5
Period 3
Period 6
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6. Exploitation of the Energy Recovery opportunity
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7. Exploitation of the India opportunity
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8. Globalman – the top supplier for value
By the end of the game, it was ranked as a top 3 supplier for value in 20 segments. It was therefore consistently stealing market share from those offering less value.
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9. Game 1 Winners (YSJ March 2018)
Globalman ($86,723m)*
* Based on Period 6 total profits (shown in brackets)
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10. Game 2
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11. Total Profits and Market Share
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12. Globalman – focused on Systems and India
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13. Market coverage strategies
Period 1
Period 4
Period 2
Period 5
Period 3
Period 6
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14. Exploitation of the Energy Recovery opportunity
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15. Exploitation of the India opportunity
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16. Globalman – the top supplier for value
By the end of the game, it was ranked as a top 3 supplier for value in 17 segments. It was therefore consistently stealing market share from those offering less value.
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17. Game 2 Winners (YSJ March 2018)
Globalman ($78,062m)*
* Based on Period 6 total profits (shown in brackets)
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18. Summary
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19. To sum up: strategy in five words
focus
- Focus well by targeting the best market segments
- Focus hard by concentrating resources
value
- Within your chosen opportunities create competitive value propositions
- Move to where the ball is going, not where it is
tools
- Know your tools and how to use them
- Choose the right tool for the job
chess
- Understand and anticipate your competitors’ next moves
- And make sure you react well to unexpected moves
navigation
- Be comfortable with rapid change, complexity, conflict and uncertainty
- Plot and sail a course that takes you safely to the right destination
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20. Finally...
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We hope you enjoyed the experience and good luck with the rest of your course
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