Ongoing Projects - Seminars - HLA

Adriaan leadership seminar is going to take place in AIC.
People will be staying at Castel Azur.

Ingredients:
- 360°
- Virtual meeting follow up
- Simulation

Things to do:
- Communication will be on both Paris and Sophia Events
- Stephane will send the emaillng mid March (with the brochure)
- Andy and Daniele are going to update their lists beforehand taking into account the language and the potential interest
- Stephane will update the website for both Sophia and Paris dates
- Andy will take care of the brochure (schedule and little text) by the end of week 9
- Daniele will translate the brochure in French early week 10
- The pdf version should be ready by mid March.

Percentages on job (by Andy)

We need to put more VALUE on the Sales Process in Innotiimi and in our team. If we do not value making the "sale" and "organising" the work to make the client happy, people will not want to do this work. That is the reason why we have different roles developing in the team so we can value this part of the "process". Each role is important to make the sales process develop in the right way.

1) The sales => The person(s) who does the work to find the right client contact and gets them interested in us and our company. The role of sales is to use their network and create "thirst" in the propsect so that they are interested in having a meeting with us to find out more. This may be the opportunity to find out more on the needs of the client. Many people may be involved in this "needs analysis" meeting. For example the programme manager may be invited to join at this stage because they have a good overall understanding on what the "company" can offer and deliver. At this stage the client may ask us to make a proposal.

2) Programme management => The person(s) who does all the organising "work" to satisfy the customers needs. This work includes discussing the needs with our partners and coming up with some solutions. Then they are responsible for making the draft proposal, budget proposal, 1st proposal, 2nd proposal etc, the negotiations, getting the deal with the customer, making the deals with the consultants, getting f/b from the clients to see if the delivery met our promise, the follow-up next steps for new projects in the programme. In summary taking responsibility for creating a long term "development" process and relationship with the client.

3) The Delivery of services by consultants => The are responsible for delivering the work for the client within the framework outlined by the the programme manager and the client. The consultants use this framework to delivery the innotiimi promise.

Now, maybe we need to look at who took the responsibility for the programme management? Was there equal responsibility? What programme management work was done, and by who? For example I have persoanlly spent about 1.5 extra days with consolis (without being paid), getting to understand their business and figuring out what to do next.

Story Parma

Antti Scooter and Kari did the PLA for Parma in 10 factories. First they had to offer the program to each unit: 7 accepted, 3 refused. One year after the end of the PLA, Parma ran a survey with a performance index. On the basis of 100 before the PLA, the 7 units who accepted scored an average of 136, and the 3 units who refused were down to 96!

Story Antti Scooter and Kary on PLA

They had a big client (meat producer, the equivalent of Charal in France) who was a little reluctant to buy the PLA, because hundreds of people were involved and it was quite costly, but in the end, the client declared that this was the best management decision he ever made and that he had reached his ROI after only two months.

IT France -Strategy 007

We have two documents in FirstClass:
- one on our 3 years goals
- one we sent to Tommi regarding our strategy for 007.
Accessible in FirstClass through: public documents : France