2. Preparing a business plan Workshop APL

3. Leading a business Drives and values Context Actions Leadership styles

4. ECONOMIC LOGIC CUSTOMER LOGIC INTERNAL LOGIC PRODUCT LOGIC PROCESS LOGIC External Logic Introducing: BUSINESS LOGIC What are you trying to do, as a business ? n Is it cohere?

5. ECONOMIC LOGIC CUSTOMER LOGIC INTERNAL LOGIC PRODUCT LOGIC PROCESS LOGIC Beyond logic... …there are data. Business metrics for these logics are the balanced scorecard

6. Workshop Drives and Values Local Situation Eleborating on External Logic Economic Logic Custumer Logic Product Logic Process Logic Internal Logic Actions Leadership

7. Drives and values What are we going to built and why? What are the 3 most important values for your organization? What competences do we need to achieve this?

8. ECONOMIC LOGIC CUSTOMER LOGIC INTERNAL LOGIC PRODUCT LOGIC PROCESS LOGIC External Logic THE INDUSTRY New entrants Suppliers Buyers Substitutes Rivalry THE TRENDS Economic Demographic Political/legal Technological Socio-cultural

9. Check the external environment for opportunities and threats the organization faces, due to forces in its own sector and trends in the world around it? Questions: What are your key opportunities? What are key threats? Is your business growing or shrinking?

10. COST STRUCTURE PRICING STRATEGY FINANCIAL PICTURE GROWTH STRATEGY CUSTOMER LOGIC INTERNAL LOGIC PRODUCT LOGIC PROCESS LOGIC ECONOMIC LOGIC

11. How the APL Centre gets profit and growth Questions: What are fixed and variable costs? Which is more of an issue for you? What are the key onces? How are you pricing your service? Which end of the market are you targeting? Why? What are key metrics?

12. ECONOMIC LOGIC CUSTOMER LOGIC INTERNAL LOGIC PRODUCT LOGIC PROCESS LOGIC MARKET STRATEGY RELATIONSHIP VS TRANSACTION STRATEGY

13. How the APL Centre finds and keeps customers Questions: How are you segmenting the market? Which segment are you going after and why? What are key metrics?

14. ECONOMIC LOGIC CUSTOMER LOGIC INTERNAL LOGIC PRODUCT LOGIC PROCESS LOGIC PRODUCT STRATEGY SOURCES OF DIFFERENTIATION COMPANY IMAGE

15. How the APL service appeals to customers Questions: What makes your product distinctive, unique? What is the image your company projects in order to appeal to customers? What is the companies reputation to customers? What are key metrics?

16. ECONOMIC LOGIC CUSTOMER LOGIC INTERNAL LOGIC PRODUCT LOGIC PROCESS LOGIC RESEARCH & DEVELOPMENT SOURCES OF VALUE PRODUCTION AND/OR LOGISTICS POST-SALE

17. How the APL centre acts in creating and providing the APL Service Questions: What happens inside your APL Centre to turn input into product and services? Does the APL Centre provide post-sale? What are key metrics?

18. ECONOMIC LOGIC CUSTOMER LOGIC INTERNAL LOGIC PRODUCT LOGIC PROCESS LOGIC INTERNAL STRUCTURE LEARNING & INNOVATION ORGANIZATION CULTURE INFORMATION SYSTEMS

19. The infrastructure of the APL Centre. How it organizes itself to accomplish its work. Questions: What does your organization chart looks like? How do you acquire skills and knowledge? What are key metrics?

20. Planning for actions What has to be done ? By whom ? Deadline ? Monitoring ?

21. Mission/vision Values Behaviors Task Goals Results ProcessPractices Leadership StrategyCulture Tosti & Jackson 1994 Effects

22. Leadership What are main management activities concerning the APL centre? What kind of leadership style is suitable?