1. Moving Forward
18th november 2015

2. who the hell is andy hanselman?

3. i help organisations and their people
think in 3D!

4. Dramatically and Demonstrably Different!
that means being...
Dramatically and Demonstrably Different!

5. why...
3D?

9. the year before henry was born...

12. (and have been for over 25 years!)
i research, write about, talk about and work with high performing organisations
(and have been for over 25 years!)

14. about this session…
To ...
Review some of the key issues from the feedback report
Discuss the implications and what they mean for us
Generate some ideas for the way forward!

15. awareness
assessment
action

17. what are we all up against

18. #5
Key issues...

19. There’s more competition!
#1:
There’s more competition!

20. “in every single industry there is now overcapacity of production and
lack of capacity in terms of people”
sir martin sorrell, chief executive wpp

21. Management Consultants Sheffield

22. 529,000!
(0.25 seconds)

24. #2:
Targets are up!

25. Marketing budgets aren’t!
#3:
Marketing budgets aren’t!

26. “target turnover has increased much more (4
“target turnover has increased much more (4.7%) than the marketing budget”

27. There are less facilities available!
#4:
There are less facilities available!

28. “the majority of venues will have the same facilities to sell (57%) but some (23%) will have less facilities available”

29. customer expectations are rising!
#5:
customer expectations are rising!

30. 75%!
of uk customers think that customer service levels ‘are at an all time low’
source: henley business school 30

31. 90%
of business leaders believe customers are more demanding than they were a few years ago

32. “the beach was too sandy”

33. “no one told us there would be fish in the sea
“no one told us there would be fish in the sea. our children were startled”

34. “i think it should be explained in the brochure that the local store does not sell proper biscuits like custard creams or ginger nuts”

35. “it’s lazy of the local shopkeepers to close in the afternoons
“it’s lazy of the local shopkeepers to close in the afternoons. i often want to buy things in ‘siesta’ time. it should be banned”

36. so, what does it all mean?

37. we’ve got do stuff that makes us ‘stand out’!

38. stuff that gets people talking!

39. Dramatically and Demonstrably Different!
it means being...
Dramatically and Demonstrably Different!

40. so, what does that look like

41. why should I buy from you?

42. sit down if you heard anything like this....
our facilities
our expertise and experience
our location
our reputation
our quality
our pricing
our personal service
our customer care
our flexibility to customer needs
our ability to solve problems
our ‘uniqueness’

43. usp’s?

44. = ‘usual stuff people say’!

45. Dramatic Difference:
“an unmatchable ‘bundle’ of products, services, skills, methods and practices that differentiate a business
from its competitors”

46. ‘same as’ sucks!

47. if i think you’re the ‘same as’, then why should i come to you?
unless of course you’re much, much cheaper!

48. Dramatically and Demonstrably Different!
it means being...
Dramatically and Demonstrably Different!

49. Different (‘better than’)
‘as
good as’
‘Dramatically
&
Demonstrably
Different’
‘worse
than’
Different (‘better than’)
‘Dramatically Different
‘as
bad as’
‘3D’
‘-1D’
‘0D’
‘1D’
‘2D’

53. what is the
Dramatic Difference ?

55. It’s A Partnership!

56. What are the key ingredients of winning partnerships

57. ‘partnerships’ need... knowing what you want knowing what they want
mutually compatible goals
the building of ‘trust’
‘buy in’ from all parties
ongoing communication – dialogue
proactive development
review and reflection

59. ‘TAKING’ RELATIONSHIP ‘MAXIMISED’ RELATIONSHIP ‘LOSING’ RELATIONSHIP
Their objectives
Your
Object I
ves
NOT ACHIEVED
ACHIEVED
ACHIEVED
‘TAKING’
RELATIONSHIP
‘MAXIMISED’
RELATIONSHIP
ACHIEVED
‘LOSING’
RELATIONSHIP
‘GIVING’
RELATIONSHIP
NOT

60. What are we planning to do to develop the partnership

61. Targeted Tweets!
Homepage Features!
Regional E-Blasts!
Monthly Reports!
Savings!
Advice & Support!

62. What would we like from you to develop the partnership

63. Give Us Your Dates!
Send Us Your News!
Keep Up To Date!
Promote Your Offers!
Share Your Successes!
Ask Us!

64. moving forward... It’s got to... Differentiate Us
Make Commercial Sense
Engage You!

65. what do we need to do

66. Stop
Start
Continue

67. “vision without action is hallucination”
thomas edison

68. “take the first step in faith
“take the first step in faith. you do not have to see the whole staircase. just take the first step”
martin luther king

69. “scare yourself, otherwise you’re not doing anything new”
mary murphy hoye, head of r & d, intel

70. take action, not notes!

71. so.... what are you going to
do?

72. people can be
divided into
three groups

73. those who make things happen
those who watch things happen
those who ask ‘what happened’?

74. “don’t just stand there….. do something!”
dick dastardly

75. get my slides and other resources at: andyhanselmanconsulting