Translating Strategy into Action Welcome to the third

Translating Strategy into Action Welcome to the third live broadcast sponsored by Sage Software Today’s webinar will start at 2: 00 p. m. Eastern Time The presentation with Q&A session is expected to last 60 -minutes Moderator Sponsor Steve Epner, CSP Tom Mc. Gee Brown Smith Wallace, LLC Consulting Group St. Louis, MO sepner@bswllc. com Sage Software Irvine, CA tom. mcgee@sage. com Speaker Jeff Greenberg ergility | Smart Process Solutions Boulder, CO jeff. greenberg@ergility. com

Introduction to Event Sponsor Tom Mc. Gee | Sage Software | Irvine, CA : : tom. mcgee@sage. com • Sage is years ahead of the competition when it comes to accurately segmenting vertical industries and understanding their unique business software needs. • Although originally focused on creating ERP solutions for the general needs of most businesses, Sage has made the transition to a company that handles not only the general / horizontal needs of companies, but also the specific needs of vertical industries. Such as process manufacturing, traceability and recall for companies in the Food & Beverage industry. • Sage North America employs more than 4, 100 people and supports nearly 2. 9 million small and medium-size business customers.

Introduction to Guest Speaker Presentation by Jeff Greenberg Jeff is the CEO of ergility and has been helping businesses improve their operations since the mid 1990's. Jeff started with Coopers & Lybrand Consulting in Chicago in the Financial Management Practice helping Fortune 500 manufacturing and technology-based service firms optimize their accounting and analysis functions. Jeff has extensive experience in helping companies improve achieve greater profitability through process improvement. His experience outside of ergility includes working as a plant manager and operations executive for a printing company, a product manager for a software development company, and a human factors engineer for a printer manufacturer.

Translating Strategy into Action | Presentation by Jeff Greenberg Getting Started: Presentation Goal … Find ways to communicate with and challenge your people to consider the organization’s strategy in every thing they do…

Translating Strategy into Action | Presentation by Jeff Greenberg Outline: Translating Strategy into Action 1. Defining Operational Strategy i. Definition: Strategy ii. How a strategy guides operations … AND iii. How incomplete strategy misguides operations 2. Developing an Operational Strategy 1. Key elements of an operational strategy 2. Evaluating your current strategy 3. Translating Strategy into Action i. Understanding Reality ii. Setting strategic priorities iii. Embedding strategy

Translating Strategy into Action | Presentation by Jeff Greenberg Defining Strategy A Strategy is a [public] statement of identification and differentiation that influences perception & reaction by specifying the people, places & things with which the organization creates value in the world

Translating Strategy into Action | Presentation by Jeff Greenberg Example #1 “to be a world leader in transportation products and related services. {We} will earn our customer’s enthusiasm through continuous improvement driven by the integrity, teamwork and innovation of {our} people. ”

Translating Strategy into Action | Presentation by Jeff Greenberg Example: ergility client BEFORE “{EC} manufactures and distributes bold-flavored and authentic … ready-to-eat Mexican food products that meet the convenience needs of restaurants, food service distributors, natural food, specialty and mainstream retailers, manufacturers, and individual consumers. We create original recipe, branded products for the Southwestern U. S. and custom products for customers throughout the United States. Our pricing reflects our superior, consistent quality and dependable service to our customers, who will delight in doing business with our friendly, responsive, cohesive organization.

Translating Strategy into Action | Presentation by Jeff Greenberg Guiding a) How a Strategy Guides Business i. Matching to Customer needs ii. Providing employees and other stakeholders with a vision to build trust iii. Identifying potential opportunities with like-minded organizations It is not enough to align the many actions of a diverse organization

Translating Strategy into Action | Presentation by Jeff Greenberg Miss Guiding b) How incomplete strategy misguides operations ii. Enabling individuals to stray and attend to pet projects iii. Creating uncertainty that induces paralysis by analysis

Translating Strategy into Action | Presentation by Jeff Greenberg Defining Operational Strategy An Operational Strategy is a public statement of identification that directs decision making at all levels by specifying the people, places & things with which the organization creates value in the world and how those elements interact

Translating Strategy into Action | Presentation by Jeff Greenberg Outline: Translating Strategy into Action 1. Defining Operational Strategy i. Definition: Strategy ii. How a strategy guides operations … AND iii. How incomplete strategy misguides operations 2. Developing an Operational Strategy 1. Key elements of an operational strategy 2. Evaluating your current strategy 3. Translating Strategy into Action i. Understanding Reality ii. Setting strategic priorities iii. Embedding strategy

Translating Strategy into Action | Presentation by Jeff Greenberg Developing an Operational Strategy Template: “Achieve WHAT by HOW for WHOM at some level of price, quality, and service” a) b) c) d) What: Products & Services Whom: Target Customers How: Core Competencies Price, quality & service: Competitive Differentiators

Translating Strategy into Action | Presentation by Jeff Greenberg Evaluating Your Strategy Specific: a) Whom you DO and DON’T serve, b) What you DO do, what you DON’T do c) How you DO and DON’T work to evaluate your current strategy for specificity Replace the key elements of your strategy statement with alternatives or antonyms. If the result is something no one would choose, then you do not have clearly defined boundaries.

Translating Strategy into Action | Presentation by Jeff Greenberg Example: ergility client “{EC} markets innovative, richly flavored, and easy to use prepared Mexican foods and chile for large format retailers and food service customers. We offer responsive, fast & accurate service that meets our customers’ needs at pricing that is just above average

Translating Strategy into Action | Presentation by Jeff Greenberg Example #2: General Motors “to be a world leader in transportation products and related services. GM will earn our customer’s enthusiasm through continuous improvement driven by the integrity, teamwork and innovation of GM people. ”

Translating Strategy into Action | Presentation by Jeff Greenberg Translating Strategy into Action Decisions Action Regardless of the brilliance of your strategy… ACTION is contingent upon individual DECISIONS

Translating Strategy into Action | Presentation by Jeff Greenberg Translating Strategy into Action Decisions Low cost consumer Heart Healthy Values Gimme SWEET!!! Judgments

Translating Strategy into Action | Presentation by Jeff Greenberg Translating Strategy into Action Decisions Pectin lowers cholesterol Low cost consumer Heart Healthy Values Gimme SWEET!!! Judgments Plenty of Pectin in apples

Translating Strategy into Action | Presentation by Jeff Greenberg Translating Strategy into Action Nutritional Report Decisions Apple Carbs: 21 g Fiber: 4 g Pectin: 3 g Pear Carbs: 23 g Fiber: 5 g Pectin: 2 g Judgments Information

Translating Strategy into Action | Presentation by Jeff Greenberg Translating Strategy into Action Decisions Action Low cost consumer Heart Healthy Values Judgments Nutritional Report Information

Translating Strategy into Action | Presentation by Jeff Greenberg Translating Strategy into Action Decisions It’s all about the Pectin Action Low cost consumer Heart Healthy Values Judgments Nutritional Report Information

Translating Strategy into Action | Presentation by Jeff Greenberg Understanding Reality • What decisions do individuals face on a daily, weekly, monthly, quarterly, annual and other basis? • What inputs to those decisions must managers consider in relation to strategy?

Translating Strategy into Action | Presentation by Jeff Greenberg Establishing Priorities Financial Performance Growth & Learning Customer Satisfaction Process Excellence Performance measures should be proportional to the expected return on investment from key elements (Who, What, How) in your Operational Strategy

Translating Strategy into Action | Presentation by Jeff Greenberg Translating Strategy into Action Embed STRATEGY into every ACTION by 1. encouraging DECISIONS 2. articulating VALUES & 3. supplying strategic, decision relevant INFORMATION everywhere

Translating Strategy into Action | Presentation by Jeff Greenberg Recap: Presentation Goal Find ways to communicate with and challenge your people to consider the organization’s strategy in every thing they do Develop an Operational Strategy Set boundaries of strategy using Reversal Embed strategic, decision relevant measures at every level

Translating Strategy into Action | Presentation by Jeff Greenberg Thank You: Jeff Greenberg ergility | smart process solutions 4286 Redwood Ct, Suite 203 Boulder, CO jeff. greenberg@ergility. com www. ergility. com ergility helps Stage II & Stage III, high-mix manufacturing companies improve Organizational alignment & operational effectiveness through ongoing education, analytics, and implementation at a sub-premium price

Question & Answer Session Translating Strategy into Action | Presentation by Jeff Greenberg Please type your questions in the Control Panel This Q&A Session is scheduled for 15 minutes