« Everywhere, customers care about their life, their future, their World. We need to live in their World because they are definitely not going to live in ours »

Laurent Dugas 06 62 96 23 03 laurent.dugas@pval.com July 2014

Transformation: looking for the perfect match Design your World of Performance

Consulting in transformation Executive committes Sales & Marketing Finance Human Capital Operations & IS

Training Communication Project Management Sale Management

2013 sales

3 M

+30% Organic growth in 2013 and 2014

€

2017 target

10 M

3000 participants/year

25 consultants

3 business

books on our expertises

2 offices

98,5% satisfaction

Since 1994…

3 © P-Val

Transformation = pursuing the perfect match to create your performance

P-Val commitment is to create and quickly implement the World where you will achieve the perfect harmony between your environment, your strategy and your World

The external World moves quickly

Your strategy sets choices

Your World struggles to synchronize again?

Your clients’ World

Your strategy

Your World

© P-Val

Logical choices with the new expectations of your clients or of your market A way to express your strategy

New greatness points New recognition modes and performance measures New collective working modes New decision making processes

Clients feel your music is not the right one Figures are unable to meet your ambition

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Construire votre Monde

voulu

Design your World of performance Meet your clients’ World

Understand your

current World

Analyze your

external World

Express your

strategy

Build your expected World

A theoretical concept established by two researchers,

Laurent Thévenot and Luc Boltanski, to better understand complex organizations

A practical method created and developed by P-Val

to help you design your World of Performance and achieve your strategy

Implement the Bridges until sustainable results

5 © P-Val

A « sale of products » industrial company facing the ‘commodities’ trap

• New team selling process implying clients • Performance measure Solution vs Product • Skills improvement of commercial and technical teams • Reviewed marketing function

A « client solution » company : more important, sustainable and profitable contracts

International finance direction « figure generator », self-focused

• Dashboard comparing progress • Integrated benchmark office • ‘One controlling’ : skill & behaviors, career & learning path • Method « Let's make figures speak »

A direction opened on markets, internal advice of head officers « drive through progress»

Unachieved merger between two national networks: latent conflict

• Participative building of the expected World • Internal assessment and recruitment for every management position • Merger and rationalization of regional agencies : from 17+33 to 13 • Highlighting and pooling rare businesses expertises

One single network focused on a multichannel approach that became leader on its market within a year

Service companies, walled in business silos, valued for its number of employees, with unions blocking initiatives

• Operational/bottom expectations synchronized with the top management’s

• Solutions built in W, everyone contributing and playing his part • Recognition of the new World driver based on dispatching process

A company rewarding cooperation between business units, focused on internal customers services, caring for the balance between productivity and perceived quality

Current World Bridges Expected World

Design your World of performance Concrete cases

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Territorial public company Management model

Telecom operator B2B solutions sale

Service turnover x 10 in 2 years Tenders won: 50 M€

Carrier Maintenance service performance

20 hospitals Governance: organized by centers

International Group Commercial restructuration

Own resources: +35%

SSII Complex sale

Industrial Group HR simplification

20% savings in 1 year

Telecom operator Financial forecast optimization

Bank Managerial models by jobs

+22% involvement +2% on the stock market price

Productivity benefit : 60 000h/an Decentralized network management system

Solutions sale: Sales +200 M€

Strategic plan, firm project, merger, pooling, new business models

Change management, commercial development and client relationship management Model

Simplicity in action, Execution culture, Driving through progress, Teams motivation

Development

Excellence

Transformation

Design your World of performance 3 business horizons and sustainable results

7 © P-Val

Laurent Dugas Bruno Jourdan

Martial Rouyere

Jacques Martin Nicolas Ménager

François Varin

Stéphanie Roux

Daniel Oulouhodjian

Design your World of performance A team of over 20 World makers

8 © P-Val

Design your World of performance A dynamic know-how, formalized and made to be shared

A simple and pragmatic process to change product selling into solutions selling by using every resources of the team.

Commercial sciences academy reward in 2004

Silvia Estrems adaptation espagnole

Laurent Dugas et Bruno Jourdan Pearson, 2010, 220 pages

Laurent Dugas et Bruno Jourdan Dunod, 2003, 200 pages

The key factors for a successful teamwork to give the best answer to the client while maximizing chances to win in a profitable way.

Laurent Dugas et Bruno Jourdan Dunod, 2008, 203 pages

Find the essential of P-Val Download our presentations Discover what we offer Have a look at our video Share our experiences Better understand our method

Sign in to our blog P-Val Worlds

Changez de Monde pour réussir votre stratégie [change your World to acheive your strategy]

La vente complexe [Complex sale]

Gagner les appels d’offres en équipe [Win tenders in team]

www.pval.com

The World approach has been many times successfully implemented, in major international companies as well as in SMEs.

9 © P-Val

Design your World of performance Some World makers we are proud to work with

Bank & Insurance High-Tech

Services Industry

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Our GREATNESS is to design together your performance World: the one which enables you

to reach your dreams

The 360° assessment is the conveyor of our

GRATITUDE firstly given by our clients who entrust us with more and more important

projects

We deeply think our DECISIONS before fully committing to the execution phase

Our internal and clients INTERACTIONS are based on responsibility, cooperation and

proactivity

Design your World of performance A project spirit at your disposal

P-VAL

Team

Ambition Pleasure

Progress

Execution

Let’s continue our conversation and work together to design your World of performance