Efficiency How to drive greater efficiency in your

Efficiency How to drive greater efficiency in your activity. www. innergy. co. uk

Awesome Outstanding Excellent Very Good OK Poor Dire

Efficiency No. 1 Market Selection

Market Heatmaps History of Success E P High Gross Margins Increasing Demand L E T S Positive Change Complacent Competitors Disorganised Buyers Average Deal Size www. innergy. co. uk

Efficiency No. 2 Account Selection

The Vitality Curve 2015 / 2016 was a challenging year for Alex and it all started back in July… www. innergy. co. uk

Scorecarding Customers Score your customers on seven different criteria ABC Company Ltd Profit Margin per Deal 3 Potential Future Opportunities 5 Brand Association 9 Ease to Work With 1 Contractual / Payment Terms 7 Access to a Network 8 2015 / 2016 was a challenging year Current Volume of Business 7 for Alex and it all started back in July… CVI Score 40 www. innergy. co. uk v

Back to the Vitality Curve Map out your customers based on their CVI… 0 - 34 35 - 54 2015 / 2016 was a challenging year for Alex and it all started back in July… www. innergy. co. uk 55 - 70

Call in the RAF! Renegotiate 2015 / 2016 was a challenging year for Alex and it all started back in July… www. innergy. co. uk Automate Fire

Efficiency No. 3 Account Spread

How many customers do you actually need? Annual Target Average Deal Size 2015 / 2016 was a challenging year for Alex £ 8 k £ 240 k Target No. of Deals 30 and it back £ 240 k in£ 8 k July… Option 3: 1: all 2: 1 x xstarted 30 Clients spending each per annum A’s £ 32 k x 3 = £ 96 k B’s £ 16 k x 4 = £ 64 k C’s £ 8 k x 5 = £ 40 k 12 Total Customers www. innergy. co. uk

Efficiency No. 4 Account Penetration

Account Penetration Customer Spread Target Current Gap A’s x 3 A’s x 1 A’s -2 2015 a challenging year B’s -2 B’s x 4/ 2016 was B’s x 2 for Alex C’s x 5 C’s x 16 C’s + 11 and it all started back in July… A’s B’s C’s Accor GWR Microsoft Lloyds Toshiba Salesforce Audi Apple Netflix Clydesdale Sony Google Astra Nat. West Optus JCB Virgin Saga Allianz www. innergy. co. uk

Account Penetration 2015 / 2016 was a challenging year for Alex and it all started back in July… www. innergy. co. uk

Efficiency No. 5 Product Focus

Consultant Profitability Potential Market Growth Current Value (profitability) Question 2015 / 2016 was a Stars challenging year Marks for Alex and it all started back in July… Cash Cows Dogs www. innergy. co. uk

Consultant Profitability Market Selection Identify and penetrate high value niche sectors Account Selection Focus your efforts towards high CVI scoring clients Account Spread Minimise your client base to what you actually need Account Penetration Land, expand passionately service your client base Product Focus Increase the volume of Cash Cow and Star placements www. innergy. co. uk

The role of a Build Engage Grow Leadership Team www. innergy. co. uk