1. Welcome to The Lawson Performance Review (LPR)

2. Fuaad Buras

3. Presentation Content (20 minutes) The LPR Journey... Setting the scene... Audience Participation!! The LPR Framework... Approach, output and benefits Steps & Prize Draw...

4. Too much of a software focus Too many project Issues Need for harmonisation New Totalamber New services - LPR The LPR Journey

5. Business People Lawson M3 Processes LPR BALANCING ACT

6. The LPR Journey... Setting the scene... Audience Participation!! The LPR Framework... Approach, output and benefits Steps & Prize Draw...

7. In the last two years our business went through.... (1) Cost cutting : “Budget cuts / Closures / Downsizing” (2) Expansion: “Into new markets / Hired more people” (3) Introduction of new products / services (4) Mergers / Acquisitions (5) Implementation of new (M3 related) Technologies “e.g. Ancillary Applications / Handhelds, Bi and WebSphere” The need for LPR – Conditions

8. (1) Low user buy-in: limited adoption and benefits from M3 (2) Poor data entered: low confidence in information provided by M3 (3) High level of administration: Spreadsheet culture / paper (4) Fragmented processes: limited visibility / Departmental silos (5) M3 is regarded as complex and not flexible tool The need for LPR – Symptoms In the last two years our business has experienced....

9. My question for you is... “What actions have you taken to deal with the changes relating to both (Conditions or Symptoms) that resulted in you sitting down” The need for LPR Identified & Prioritised the issues? Have you monetised them?! Cost implications & ROI? Improvement Plan to tackle the issues? Knowing is not enough!

10. A number of key elements that need to be done... Senior Management provided clarity – through well defined and communicated policies Senior Management devised a framework to incentivise and monitor through KPIs Departmental heads translated the policies and KPIs to appropriate processes & procedures M3 data setup and operational configuration adjusted and documented to support changes Key staff engaged to understand and contribute to the implementation of changes Changes tested – operationally and technically – before rollout Users trained on M3 changes based on their own objectives, tasks and KPIs Support organisation / Helpdesk engaged in understanding changes and how to support them The need for LPR

11. $10 million manufacturer... Inventory Reduction. A 20 percent reduction in the inventory of $3 million results in ongoing benefits of lower inventory carrying charges. Using a carrying cost of 25 percent results in $150,000 Material Cost Reductions. A 5 percent reduction in material costs because of improved purchasing practices results in annual savings of $225,000. Labour Cost Reductions. A 10 percent reduction in labour costs because of less overtime and improved productivity results in annual savings of $100,000. Improved Customer Relationship Management. Improvements in customer service typically lead to a 10% sales increase

12. Calibrating your M3 environment? Processes Lawson M3 Lawson M3 Users Business Your senior management needs your help... Determining what, why and how to calibrate? = LPR The need for LPR - Calibration

13. The LPR Journey... Setting the scene... Audience Participation!! The LPR Framework... Approach, output and benefits Steps & Prize Draw...

14. The Lawson Performance Review (LPR) checks if M3 is configured appropriately to meet the business needs – strategy, processes and people. An impartial fit-gap assessment Roadmap for change – enhance, upgrade or re-evaluate It is the data needed by the business manager “race strategist” to make informed decision.... LPR The LPR – Approach, output and benefits

15. Enhance Upgrade Re-evaluate Quick Wins Initiatives Define Set up Build & Test Rollout Support Requirements Selection Contractual Simplify GUI Smart Office Search Queries Module Implementation Documentation Mgt Reporting Improvements Technical Tuning Process Streamlines We are Here? Feasibility Process Plan Governance Hardware Software Database Data Business rules Configuration Reports Customisation Integration UAT Training Data Cutover Live Handholding Helpdesk DR Operations Projects New Joiners Evaluation Business Process Technical People Plans RFI RFP Market Research Demos Due Diligence Negotiations Decision making Communications Terms & conditions Legal Payment Users Education Hours/Days Weeks/Months LPR The LPR – Approach, output and benefits

16. LPR – Assessment Framework... Balancing Act Business People Lawson M3 Processes  Local Culture  Languages  Skill Sets  Buy-in  Roles & Responsibilities  Market Strategy – Products / Services  Customers Strategy  Key Priorities  Constraints  Entities  Performance Measures  Delivery Model – e.g. SaaS  Modules  Infrastructure  Operating System  Database  Customisations  Integration  Information Reporting  Business Development  Project Mgt  Manufacturing  Services  Fulfilment  Logistics  Finance  Customer Service  Quality Assurance  Human Resources The LPR – Approach, output and benefits LPR BALANCING ACT

17. BUSINESS ModelKPIsSites EntitiesLocal Regulations Priorities PEOPLE CultureRolesSkill sets TrainingBuy-inCapacity M3 ModulesHardwareDatabase InformationNetworkSupport PROCESSES DepartmentsPoliciesProcedures FlowsRulesControls LPR – Assessment Framework... 8 Layers LPR AreaLPR ValidationScore (1) Business Strategy Company Vision Market Strategy Functional Objectives Measures (2) Interaction Channels Customer Channels Employee Channels Supplier Channels Partner Channels (3) People Buy-in Ownership Roles Structures (4) Business processes Definition Documentation Rules Controls (5) Information Management Master Data Meta Data Reports Business Intelligence (6) Integration Management Process Integration Data Consolidation Legacy Interfacing The LPR – Approach, output and benefits

18. BUSINESS ModelKPIsSites EntitiesLocal Regulations Priorities PEOPLE CultureRolesSkill sets TrainingBuy-inCapacity M3 ModulesHardwareDatabase InformationNetworkSupport PROCESSES DepartmentsPoliciesProcedures FlowsRulesControls LPR – Assessment Framework... 8 Layers The LPR – Approach, output and benefits LPR AreaLPR ValidationScore (7) IT Strategy Operating Models IT Architecture Hardware Databases Support Organisation (8) Lawson ERP Modules Interaction Types Users Profiles Security Strategy Technologies Middleware Data Architecture Reporting Tools Development Configuration Upgrade Path

19. LPR AreaLPR ValidationScore Business Strategy (e.g. Sales & Marketing)  Clear, documented and communicated vision  Agreed and documented approach and principles  Vision communicated formally and regularly to staff (new joiners!)  Vision and guiding principles displayed within organisation  Clear and up-to-date set of objectives defined and quantified  Objectives linked to specific processes and managers  Relevant Key Performance Indices defined, documented & monitored  Business managers linked and incentivised by KPI targets  Vision and objectives monitored and tracked through KPI reports LPR – Assessment Framework... Example The LPR – Approach, output and benefits

20. LPR AreaLPR ValidationScore Lawson (e.g. CRM Module) Module strategy (what/why/how/when) documented and updated Configuration cookbook developed and maintained Master data standards defined and maintained Process mapped to Module – defined, documented and updated Users access profiles documented and updated regularly GUI group (screen look & feel) profiles defined and documented Module Customisation specifications documented and updated KPIs defined within module – queries, standard reports or custom Integration with other applications (interfaces) documented and reviewed The LPR – Approach, output and benefits

21. The LPR Journey... Setting the scene... Audience Participation!! The LPR Framework... Approach, output and benefits Steps & Prize Draw...

22. On-site Assessment Off-site Output Lawson Improvement Strategy (LIS) On-site Presentation  Key Managers  Key Users  Functional Process  M3 Set-up  Skills Assessment  Training Needs  Reports  Options  Key Findings  Recommendations  Benefits  Improvement Approach  Roadmap / Plan  Improvement Team  Costs  Management Presentation  Actions Step 1 Look under the bonnet (On-site) Step 2 Recommendation Report Step 3 Management Presentation Steps & LPR Prize Draw!

23. LPR Workshops 2010 Wednesday 14 th Jul 2010 Wednesday 11 th Aug 2010 Wednesday 8 th Sep 2010 Wednesday 6 th Oct 2010 Wednesday 3 rd Nov 2010 Wednesday 1 st Dec’10 LPR Workshop

24. The Lawson Performance Review (LPR) Prize Draw

25. Thank you For your time and attention