©2010 Schweiger & Associates www.SCAAS.com 17 Sweetspire Dr. Elgin, SC 29045 803.622.2659

Consulting Processes

Strategy Development & Execution Process

Vision Mission, Strategic, Financial and Other

Goals

1

Perform Environmental Analysis

2

Industry Attractiveness

• Value Chain Analysis

• Market Segments

• Industry & Other Forces

Sources of Advantage

• Competitive landscape

• KSFs

Assess Internal Capability

Competitive Advantage

• Assets

• Human Capital

• Products / Services

• Systems and Technologies

• Work Processes

3

Identify Gaps and Develop Gap Closing

Strategies

Formulate Action Points

Value Proposition

• Market Positioning

• Advantages

Gap Closing Strategies

• Initiatives to Drive Strategies

• Financial, Strategic and Organizational Review

Implementation Plan

• Project Management

• Accountabilities

• Feedback & Review 5 4

Ex

ec

uti

ve

s a

nd

Ma

na

ge

rs p

art

icip

ate

at

ev

ery

sta

ge

in

th

e

pro

ce

ss

pro

vid

ing

cri

tic

al in

pu

t a

nd

fe

ed

ba

ck

Agreed Upon Outcomes

2

Transaction Stage

• Organize for due

diligence

• Assess culture of

the target, key

people and other

integration issues

• Guide negotiators,

due diligence teams

and deal makers

Transition Stage

• Create an

integration transition

structure

• Articulate integration

guiding principles

• Develop an

integration plan

including, closing

day, first 100 day

and post 100 day

activities

Integration Stage

• Demonstrate a

committed and

open-minded

leadership

• Focus on financial

and strategic

objectives

• Build teams and

units to assimilate

new people and

achieve integration

Identify

Strategic

and

Financial

Objectives

Mergers and Acquisitions Integration Process

Evaluation Stage

• Assess key value

indicators and track

integration process

to make necessary

adjustments for

improvement

• Track synergies

Repeat

Measure against

Strategic and

Financial Objectives

for future improvement

in process

1

2

5

4

3

3

Assess

Diagnose

Plan Change

Evaluate Culture Change

Implementation

Assessment

Detailed analysis of

culture change effort and

further action planning to

ensure long-term success

Initial Culture

Assessment Stage

Implementation of

SLOCI© questionnaire

and proprietary interviews

and focus groups with

sampling of

organizational units

Cultural Change and

Preparation Stage

Facilitated sessions with

executive and

implementation teams to

identify culture that will

enable the execution of

the organization’s desired

strategy

Cultural Change

Execution Plan and

Development Stage

Guided development of

culture change execution

plan based on cohesive

culture-to-strategy fit

analysis

Execution of

Culture Change

Execution Plan

Ongoing monitoring and

facilitation as executive

team leads organization

through culture change

Organization Culture Assessment and

Intervention Process

1

5 4

2

3

4

Industry/Market Research Process

Client Assessment

• Goals & Assumptions

• Market Position

• Strategic Direction

• Research Goals

1

Market Research

Primary & Secondary Research

2 Business Planning and

Scenario Analysis

3

Delivery

Report and/or Presentation

• Industry Size &

Growth Trends

• Value Chain

• Market Segments

• Market Drivers

• Key Success Factors

• Barriers to Entry

• Key Competitors &

Suppliers

• Voice of Customer

• Detailed Company

Information

• Goals & Strategies

• Competitive

Advantages &

Weaknesses

• Key Potential

Contacts

• Investor Business Plan

• Industry & Market

Scenarios

• Financial Modeling

• Future Opportunities

& Threats

• New Markets /

Products

• Emerging Competitors,

Suppliers & Customers

5

1

4

Assess management expectations and readiness to

transform sales process. Analyze if culture change or

staged improvement is necessary to secure executive

level commitment

Provide ongoing

support by:

• Creating library of tools

• Messaging management

• Training/ education

• Reviewing

Compensation

• Selecting/ hiring

• Defining skill sets

Define and build sales

process that is repeatable,

auditable and aligned with

target market buying

behaviors. Includes

creating a common

language, mapping sales

steps by production and

customer and assigning

roles/responsibilities.

Select/Hire, train and coach sales manager to implement

sales process and Solution Selling® by developing

company-specific tools, integrating new process with

automation and aligning with marketing.

3

Provide Sales

Support

Implement Strategy

Secure Management Commitment

Build Sales

Process

4

Sale

s T

ransfo

rmation

Pro

cess

2

6

©2010 Schweiger & Associates www.SCAAS.com 17 Sweetspire Dr. Elgin, SC 29045 803.622.2659

Thank You