1. Fractals System Analysis
Design the Future
Target for Success
Campaign to Win
Finish with Finesse
Attack in Parallel
Align the Organization
Orchestrate
Action Plans And Fractals

2. Systems Are Fractal
Triggers:
Title

3. Fractal Analysis Strategic Impact Planning For Complex Centers of Gravity
Developing A Fractal System Is Required Any Time You Encounter A Complex Center Of Gravity. Complex Centers Of Gravity Will Inevitably Result From One Of Two Factors:
The Overall External And Internal System Maps Represent Systems At A High Level Of Abstraction.
Regardless Of The Overall Level Of Abstraction, Individual Centers Of Gravity In The Systems Represent Large Organizations, Complex Processes And Systems, Extensive Pieces Of Infrastructure Or Large Demographic Groups.

4. Fractal Analysis Strategic Impact Planning For Complex Centers of Gravity
Fractal Analysis Is A Tool To Find Simple Solutions To Tough Problems
Not A Device To Create More Work
Keep Focus On Strategic Impact Plan For Parent Center Of Gravity
Find And Work Only Those Fractal Centers Of Gravity Necessary To Achieve Parent Desired Effect
Up-channel Reporting Should Be Based On Progress Toward The Parent Center Of Gravity—Not The Fractal Tools

5. Fractal COGs The Electrical System
Leadership
Processes
Infrastructure
Population
Action Units
Minister of Interior
Energy Conversion
Transmission Lines
managers
State Security Forces
Chief of Iraqi Electrical Grid
Electrical Generation
linesman
Repair Teams
Site Manager
Voltage Control
engineers
End Use Sites
end users
Triggers:
Title
Grid

6. Fractal Process Example Client Organizational System
Leadership
Processes
Infrastructure
Population
Action Units
Key Clients
Quality Process
Building (Physical Plant)
management
Outside Brokers
CEO
Manufacturing Process
salaried
Sales Force
Investors
Selling Process
hourly
Manufacturing Operations
Bankers
Customer Service Process
customers
Suppliers
Technical Support Process
vendors
Board of Directors
Strategic Planning Process
stockholders
Senior Management Team
Research and Development Process
temps
Accounting Process

7. Strategic Impact Plan For Complex Selling Process COG
Desired Effect: The Selling Process closes sales deals that maximize margins.
Measures: Growth of margin over current customer mix year over year.
Target Date: 12 months
Desired Effect: The Selling Process reduces time to close deals.
Measures: Number of customers sold within a six month selling cycle.
Target Date: 9 months
Desired Effect: The Selling Process produces long-term relationships and contracts.
Measures: Market Plan developed for each customer and retention of 100% of desired customer base.
Target Date: 18 months
Desired Effect: The Selling Process identifies and develops value added relationships with strategic customers.
Measures: Number of customers/items sold above the average level of margin for that customer and dollars of sales of value
added services.
Target Date: 3 months

8. Fractal System From Complex Selling Process Center of Gravity
Leadership
Processes
Infrastructure
Population
Action Units
Sales Manager
Prospecting
Cars
sales force
Plants
Plant Managers
Technical Skills
Home Office
customer support reps
Sales Rep
Customers
Strategy
Planes
quality assurance
Presenting
estimators
Estimating
brokers
Pricing
technical support
Quoting
Qualifying
Specification Writing
Closing
Maintaining

9. Strategic Impact Plan For Strategy COG From Selling Process COG
Desired Effect: The Selling Strategy Process Identifies The Best Customers And Matches With Well Developed Selling Plans Before First Call.
Measures: “Good” Customers Identified. Cost, Needs, Competitive Forces, Our Strengths, Alternatives Planned And Approved Prior To Quote.
Target Date: 3 Months

10. Second Fractal Breakdown Of Strategy Fractal COG From Selling COG Fractal
Leadership
Processes
Infrastructure
Population
Action Units
Customer
Strength Analysis
Own Equipment
technical support
Design Team
Sales Manager
Presentation of Capability
Customer Equipment
Technical Reps
Plant Managers
Design Review
Sales Reps
Profitability Analysis
Cost Need Analysis
Market Trends
Purchasing System
Competition Analysis

11. Strategic Impact Plan For Profitability COG From Strategy Process COG
Profitability Analysis Process
Desired Effect: The Profitability Analysis Process Determines Profitability Of Potential Customers Rapidly, Reliably, And Accurately
Measures: Profit Analysis Of A Potential Customer Ready Within Two Days Of A Request; Same Results When Done By Different People; And Results Borne Out By Customer Experience
Target Date: 3 Months

12. Fractal Centers Of Gravity
Overall System Map
Leadership
Processes
Infrastructure
Population
Action Units
COG
COG-A
cog
COG-A Strategic Impact Plan: Desired Effect; Measures of Merit; Timeframe
Actions (Perform Fractal Analysis As Required)
First Fractal System Map Of COG-A
Leadership
Processes
Infrastructure
Population
Action Units
COG
COG2
Triggers:
Title
COG’ Strategic Impact Plan: Desired Effect; Measures of Merit; Timeframe
Actions (Perform Fractal Analysis As Required)
Effect COG3 To Achieve Desired Effect For COG-A
First Fractal System Map Of COG2
Leadership
Processes
Infrastructure
Population
Action Units
COG
COG3
COG’ Strategic Impact Plan: Desired Effect; Measures of Merit; Timeframe
Actions 1 to 10

13. De-Conflicting Fractals And Action Plans
Campaign 1 – Key Doctors COG:
Fractal COG: Doctors At UAB
Action: VP of Sales Will Brief Five Key Doctors At UAB Hospital On New Repair-Exchange Process on 6/30/05
Campaign 2 – Key Teaching Hospitals COG:
Fractal COG: UAB
2nd Fractal: Key Doctors
Action: VP of Operations Brief Five Key Doctors At UAB Hospital On New Repair-Exchange Process on 7/1/05
Two Action Plans With Objective Conflict
Solution: Two Campaigns Work Together To Come Up With A Simple Desired Effect And Process To Move COG To Desired Effect Position. For Example: VP Ops And VP Sales Co-Present To Key Doctors

14. The Essence of System Strategy
Understand The Relevant Systems
Identify The Centers of Gravity
Decide Effect To Impose
Act
Analysis Leads To What, Not How
“The Enemy Of Change Is The System”

15. Fractal System Analysis Insights and Discussion
Prometheus Process
Fractal System Analysis
Insights and Discussion