Morning Session - Hermann Simon

8:30 am - 10:00 am

Success Strategies of Hidden Champions - Role Models for Leadership & Management Beyond the Crisis

The common characteristics of Hidden Champions are that they are closer to the customer and command high prices. It seems that of the Hidden Champions Simon has studied, 88.7% of them have this characteristic in common: five times as many employees (25-50%) have regular customer contact. This is compared to larger companies who typically have only 5-10% of their employees who have regular customer contact. Simon will go deep inside these hidden champions to uncover the secrets of their success.

You will learn:

  • The value of customer closeness
  • How your most demanding customers drive performance and innovation
  • How to create value-driven not price-driven strategies, so you can charge 10-15% more for your product or services
  • How to develop innovative service offers
  • How to step up cross-selling of products and services
  • How to introduce anti-discount incentives for the sales force
  • How to give discounts in kind, instead of price discounts

Create a Hidden Champion Strategy for your company and dominate niche market, charge more than your competitors and produce substantial profits.

10:15 pm - 12:30 pm

Boost Profits through Power Pricing - Manage for Profit, not for Market Share

Simon will cover the key topics:

  • Price as the most effective profit driver
  • Value vs. aggressive pricing
  • Price differentiation
  • Price wars and how to avoid them
  • Pricing process benchmarks from various industries
  • What is an effective pricing process?
  • Your top 5 Reasons for not making more profit

The current global downturn is too severe for firms to survive by simply slashing costs, or promoting volume growth, or lowering prices. Companies must simultaneously and intelligently mobilise all three major profit drivers – cost, volume, and price. Simon shows how to implement quick actions in these areas.

Case Study Presented by an Indian Hidden Champion

 
 Afternoon Session - Kaihan Krippendorff

1:30 pm - 2:30 pm - Innovation Fundamentals

  • A – Openings v. end-games: why innovative strategists see openings while others see end-game
  • B – Outthinking in 360 degrees: how great companies make the competition choose not to copy them across all dimensions of the business (from market to human resources to operations)
  • C – The five phases of strategic game: the phases all strategic games pass through and all strategists must successful play

2:45 pm - 4:00 pm - Strategy Development

Phase I : the seven most powerful openings: how to use pattern recognition, rather than logic, to conceive of ideas others ignore; we will use the “seven most powerful openings” to create 30 to 200 new strategies for realizing your goals.

4:00 pm - 5:00 pm - Reaching strategic clarity

Phase II : How to rapidly isolate and focus on the seven strategies with the greatest potential to unlock disruptive growth