APAC Chairman’s Series on Growth

The Growth Process:

A Systematic Approach To Optimising
Growth
Presented by Craig Baty
Global VP, IT Practice,
Sydney, Australia
Frost & Sullivan
Agenda

1. Brief Overview of Growth Team Membership and Summary of last months kickoff
webcast
2. Results from live poll on Growth Strategies from the previous webcast
3. The Growth Process: Overview
4. Generation Phase: Growth Pipeline
5. Evaluation Phase: TEAM Research
• Growth Pipeline: Evaluate
• Implementation Excellence: Best Practices
• Growth Excellence Matrix
6. Growth Workshop
7. Strategies for Growth During a Recession: Case Studies

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The Growth Acceleration System

(FGP)

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Polling Question 1a

With regard to your growth strategy, which challenges exist in your

company?
Lack of alignment on vision
50%

Company culture does not support fast growth

50%

We are great at strategy and poor at implementation

50%

We are great at implementation and poor at strategy

0%

Our growth pipeline is hindered by internal politics

50%

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Polling Question 1b

With regard to your growth strategy, which challenges exist in your

company?
We have a weak understanding of the global market place
0%

We do not assess future scenarios for strategy development

33.3%

There is no broad based involvement across our organisation to generate growth ideas and opps
66.7%

We do not analyse the fastest growing companies for new ideas

0%

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Polling Question 2:

Which of the following do you believe would best support your

organisations shift toward a culture influenced by Growth, Innovation and
Leadership?
A clearly defined vision and strategy to support growth: Entrepreneurial environment
33.3%

Growth strategy is part of your annual planning: Strategic reviews are held quarterly
0%

A process for innovation is maintained; Growth Targets are clearly identified

33.3%

Actionable growth plans and strategies communicated throughout the organisation

100.00 %

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Polling Question 3:

What challenge does your CEO and organisation face in developing and
creating a culture of Growth, Innovation and Leadership?
Growth is not clearly defined within our organisation
50%

Lack a process for driving innovation

75%

Our organisation is overly decentralised

25%

No significant challenges
0%

Not sure
0%

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The Growth Process

Career
Best Practices

Growth Consulting
Analysis of Opportunities &
Strategies

TEAM Research
Decision Making Platform

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Generation

• Leveraging the 360

• The Growth Processes
• The Strategic Analytical Tools
• Growth Workshops

GENERATE

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Evaluation

• TEAM Based Evaluation

• Creating the Growth Pipeline
• Prioritising the Growth
Pipeline
EVALUATE
• Developing the
Growth Strategy
• Integrating the Vision
GENERATE

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Implementation

• Implementing the Growth Strategy

• Leveraging Best Practices
IMPLEMENT
• Getting the Team On The
Same Page (TSP’ed)
EVALUATE
• Training

GENERATE

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 Growth Excellence Matrix: Blue Ocean Strategy

Measure and forecast the future growth potential of your company vs. the competitors
Implementation Excellence
1. Team Consensus on the Growth Strategy 8
2. Best Practices in Marketing 7
3. Best Practices in Sales & Sales Management 5
4. Best Practices in Leadership Change 8
5. Best Practices in Strategic Partnering 4
6. Technology Integration & Adoption Skills 9
7. Growth Training: Collaboration & Best Practices 9
8. The GIL Culture: Growth, Innovation & Leadership 7
9. Best Practices in R&D & Product Management 8
10.Global Teamwork on Growth Strategy Plan 7
TOTAL 72
Average 7

Growth Strategy Excellence

1. Growth Compared to Competition & Industry Average 8
2. Visionary Integration of Technology, Markets, Economics 7
3. Strategic Partnering Optimisation 8
4. Industry Breadth Perspective 5
5. Best Practice Perspective 6
6. Global Perspective of Growth Strategy 9
7. Team Research Methodology & Evaluation 8
8. CEO’s Growth Team Utilisation with Growth Workshops 7
9. Comprehensive Growth Pipeline System 5
10.A Budget Dedicated to Growth Strategy 6
TOTAL 69
Average 7

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Growth Workshops:
Improving Future Growth Potential

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Case Study: Strategies for Economic Downturn
Two Strategic Options: Winners and Losers

I. Slash & Burn and Aggressive Investment

Bruel & Kjaer A/S Denmark 1990 -1991
II. Aggressive Investment in Opportunities
Frost & Sullivan 1992-1993 vs. 2001-2003
Apple: Aggressive R&D Investment
Walmart: Infrastructure Investments
Proctor & Gamble: Discounts to Grab Market Share
Kmart: Real Estate Buying
Southwest Airlines: Build Infrastructure after 9/11

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Do’s and Don'ts During a Recession

• Profit Margin: Lower the target and expectations to hit margin. ;

• Staff: Layoff bottom 10% of performers. Probably a healthy exercise
• Salaries: Reduce salaries next, but, avoid massive layoffs
• Technology investment: Protect the new product development. Plan to
launch new products around time of rebound
• Investments: Keep eyes open for all opportunities

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Do’s and Don'ts During a Recession

• Financial Partners: Build a strong line of credit so you can grab

opportunities
• Market Share: Aggressive competitive strategies to gain share
• Geographic Expansion: Look for regions with growth
• Recruiting: Fill in key hires and look to competitive layoffs
• Don’t go create environment of doom and gloom
• Push the vision harder than ever

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The Growth Acceleration System

(FGP)

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Vision: What We Do for You

What:

Frost & Sullivan helps

clients perform at industry
best-in-class levels for
growth, innovation and
leadership

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Vision: How We Do IT

How:

Frost & Sullivan clients

leverage our Growth
Acceleration System
which provides disciplined
research and functional best
practices to generate,
evaluate and implement
powerful growth strategies

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Vision: When Should We Start

Now:

Now is the time to partner

with Frost & Sullivan and
leverage our Growth
Partnership Service to
drive your career and
company

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The Growth Partnership Service: User License
Industry Research: External Growth Environment

• Technical Insights Research & Alerts • Growth Opportunity Newsletters

• Country Industry Forecasts • Movers & Shakers Interviews

• Decision Support Databases • Market Engineering Research

• Economic Impact Articles • Market Insights

• Analyst Briefings • Client Value Enhancement

• Analyst Inquiry Hours • Client Councils

• Best Practices Research • Client Portal

• Financial Benchmarking & Analysis • Industry Tracker

Industry and market intelligence for critical growth decision making

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 The Growth Partnership Service User License
Career Best Practices: Internal Growth Environment
• Ask the Thought Leader Web cast
• Best Practice Guidebooks
• Chairman's Series on Growth Web cast
• Client Councils
• Executive Briefings
• Executive MindXchange
• Best Practices Training
• Best Practices Coaching
• Growth Innovation & Leadership Global Congress
• Growth Process Toolkits
• Growth Strategy Dialogues
• Online Executive Forum
Supporting the CEO & the Growth
Team with Growth Strategy

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Growth Partnership: Addressing both the Internal and
External Growth Environment

External Internal
Industry-Focused
Research (T.E.A.M.) + Career-Focused
Best Practices

Single individual user license

• One (1) year Annual Membership
• Three (3) free months to all Chairman’s Series on Growth
Participants
• Unlimited access to a vetted network of peers
• Unlimited development and networking forums
• Unlimited access to proven, peer-generated solutions
• Unlimited access to a value-assurance service team
We Accelerate Growth

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 www.frost.com/gilglobal
GIL GLOBAL 2009
A global community focused on Growth, Innovation and Leadership

May 2009 October 2009

London Kuala Lumpur

September 2009 November 2009

Johannesburg
San Francisco

October 2009
February 2010
Dubai Tel Aviv

October 2009 October 2010

Mumbai Shanghai

October 2009
Sao Paulo

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Next Steps

Request a proposal for a Growth Partnership Service to support you and your
team to accelerate the growth of your company.

Join us at a Growth, Innovation and Leadership 2009: A Frost & Sullivan Global
Congress on Corporate Growth (www.frost.com/gilglobal)

Register for the next Chairman’s Series on Growth:
(http://www.frost.com/growthAPAC)

Schedule a Recession Based Strategy Planning Session with a Frost & Sullivan
Industry consultant (email us: growthteam@frost.com)

Schedule a One-on-One Growth Strategy Dialogue with a Frost & Sullivan
Growth Consultant (email us: growthteam@frost.com)

Register for Frost & Sullivan’s Growth Opportunity Newsletter and Career Best
Practice e Bulletin to keep abreast of growth opportunities in your industry and best
practices in your career track. (www.frost.com)

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Contact Us

If you have questions or would like further information about anything we

discussed, please send your query to the email provided below and we will
get back to you shortly.

Alvin Chua
Account Manager
Automotive, Transportation & Logistics
DID: +65 6890 0997
Mob: +65 9199 4566
eMail: alvin.chua@frost.com

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