1. 3 wo-men How to respond to increased business complexity
Maurizio Ammannato

2. Everything is accelerating at astonishing speed
Change Acceleration
Everything is accelerating at astonishing speed

3. COMMUNICATION Years to reach 50 million users: 1450 Print = 200 years
Change Acceleration
COMMUNICATION
Years to reach 50 million users:
1450 Print = 200 years
1876 Telephone = 60 years
1895 Radio = 40 years
1930 TV = 20 years
1993 Internet = years
Everything is accelerating at astonishing speed

4. TRANSPORTATION Speed of “vehicles”: -6000 Camels = 8 km/h
Change Acceleration
TRANSPORTATION
Speed of “vehicles”:
-6000 Camels = km/h
1785 Coach = km/h
1825 Steam Engine = km/h
1925 Screw Engine = km/h
1940 Jet = km/h
1960 Missile = km/h
8.000 years to increase speed by 2 km/hour

5. KNOWLEDGE As per today global knowledge doubles each 2 years
Change Acceleration
KNOWLEDGE
In = 1 Unit of knowledge
In = 2 Units (7.500 years to double knowledge)
In = 4 Units ( 250 years from 2 to 4 units)
In = 8 Units (150 years from 4 to 8 units)
As per today global knowledge doubles each 2 years
1 Unit = global human knowledge
Knowledge doubles each 2 years

6. 56 Relations 56 Relations 8 Nodes N*(N-1) 8 Nodes N*(N-1)
Business Complexity
Sales People & External Relations
SALES
Clients
Agents
Distributors
OEM
Local Competitors
CIN.DIA
Internet
8 Nodes
56 Relations
N*(N-1)
Sales People & Internal Relations
8 Nodes
56 Relations
N*(N-1)
SALES
Marketing
Finance
Legal
Production
Delivery
Suppliers
I.T.
Mutual Relations increase too

7. Sales people with their Internal & External Relations
Business Complexity
Sales people with their Internal & External Relations
16 Nods
240 Relations
N*(N-1)
Out of Control Process !
Mutual Relations increase too

8. Real organization relations : straight/dashed/pointed… lines
Business Complexity
Real organization relations : straight/dashed/pointed… lines

9. Back to Basics ..means.. back to Clients
Clients Clients Clients Clients Clients Clients Clients Clients Clients

10. 1 2 3 What Clients Want That their inquiries be well managed
Client Driven Company
What Clients Want 1
That their inquiries be well managed
That proposals be presented on time and well prepared
That Orders be correctly received and confirmed 2
Goods manufactured with quality and consistent with proposal
Goods shipped on-time
Goods installed and properly working 3
They want their strategic suppliers have always up-to-date products
That they bring to them innovation and competitive advantage
Clients see you ORIZZONTALLY (by processes)

11. Your Answer? You are organized by FUNCTIONS
Client Driven Company
Your Answer?
You are organized by FUNCTIONS
Each function sees only part of clients requirements
Each function is not focused on global client needs
Each function works as a company by its own
You are organized VERTICALLY (by Functions)

12. What Clients Want What You Offer Disconnection! Client Driven Company
New Product Introduction (NPI)
Inquiry To Order (ITO)
Order To Remittance (OTR)
Suppliers
Purchase
Manufacture
Marketing
Sales
Client
What You Offer
Disconnection!

13. The 20/80 theory Pareto 20% of people have 80% of the wealth
20% of the sales force makes 80% of the sales
20% of criminals commit 80% of the crimes
20% of the carpet gets 80% of the wear and tear
20% of the products account for 80% of the profits
20% of the defects cause 80% of the problems
20% of the suppliers provide 80% of the stock
20% of the stock fills 80% of the warehouse
20% of the staff causes 80% of the problems
20% of the project takes 80% of the time & resources
The 20/80 theory

14. 3 wo-men
May we say that you can get the 90% control of your company, keeping under control just only 3 processes?
The 3 Processes

15. 1 ITO 2 OTR 3 NPI Only 3 Processes:
3 wo-men
Only 3 Processes: 1
Client’s inquiries to be well managed
Proposals presented on time and well prepared
Orders confirmed
ITO 2
OTR
Goods manufactured with quality and consistent with proposal
Goods shipped on-time
Goods installed and properly working 3
NPI
Their strategic suppliers always with up-to-date products
Innovative and giving them competitive advantage
From Client needs to 3 Processes answer

16. 1° Manager for ITO Direct Sales Indirect Channels Operative Marketing
(Inquiry To Order)
Responsible to generate client inquiries, to replay with proposals, up to received client orders
Direct Sales
Indirect Channels
Operative Marketing
Sales Support
Sales Consultant
Finance for Sales
Legal for Sales
Marketing Communication
Customer Care
Getting Orders

17. 2° Manager for OTR Technical Design Production Purchasing
(Order To Remittance)
Responsible for client order production, for client goods delivery and to collect money back
Technical Design
Production
Purchasing
Stocks management
Transportation
Finance
Credit Collection
Getting Money

18. (New Product Introduction)
N P I
N P I
3° Manager for NPI
(New Product Introduction)
Responsible to bring new products to the market (the future of the company)
Strategic Marketing
R & D
Product Marketing
Communication
Assuring Future

19. 3 Process 3 Wo-Men 90% under control From growing Complexity
3 Processes
To Organization Simplicity
From growing Complexity
3 Process
3 Wo-Men
90% under control
Solution

20. The End
Thank you!