Philotimo Project Examples: Procurement Transformation & New Business Development

 

 

Global procurement transformation of a global telecom operator

The Project

Objectives

  • Create one global procurement team
  • Reduce CAPEX and OPEX
  • Enhance operational effectiveness and efficiency

Key steps and measures

  • Development and implementation of the «One Procurement» concept
  • Transformation of people, organisation, processes and systems in over 30 countries
  • Introducing the first global category management, global supplier management, global reporting and risk management
  • Bundling of the global purchasing power
  • Introducing innovative purchasing methods, e.g. re-engineering of requirements

Results Benefits

  • All objectives achieved on time
  • One billion Euros savings in only three years
 
 

 

Customer service transformation of a global telecom operator

The Project

Objectives

  • Improve customer satisfaction
  • Enhance operational effectiveness and efficiency
  • Change service culture (inbound and outbound)
  • Reduce cost of service

Key steps and measures

  • Development and implementation of an innovative B2B customer service concept
  • Development and introduction of a new customer segmentation
  • Design and launch of service packages per segments meeting the needs and values of the customers and market them as new propositions together with sales

Results Benefits

  • All objectives achieved on time
  • After implementation, Anita was asked by another unit to adopt the successful concept to fulfil their requirements
 
 

 

Interim Managing Director of a training and consulting company, Nigeria

The Project

Objectives

  • Leading the company as an Interim Managing Director
  • Transforming the company from a training company to a management consultancy

Key steps and measures

  • Analysis of the specific market situation of the company
  • Business Transformation of the company including Change Management
  • New Business Development and introduction of a new marketing and sales strategy
  • Development of consulting solutions and propositions
  • Designing and conducting workshops and external trainings
  • Lead generation and acquisition
  • Development and introduction of processes, regulations, Balanced Score Card and a reporting system has reduced cost and fraud
  • Leading the team including coaching, hiring and laying-off employees

Results Benefits

  • Company transformed and optimised
  • Customers and tenders won
  • Reduction of cost and fraud by introducing new regulations and an efficient reporting system
 
 

 

New Business Development for a medium-sized consulting company, India

The Project

Objectives

  • Increase sales
  • Gain new customers and attract new customer segments

Key steps and measures

  • Market analysis
  • Identification of new business opportunities
  • Design of a marketing concept for a sustainable business development
  • Definition of a sales strategy and of acquisition methods to create leads and to close deals successfully

Results Benefits

  • All objectives achieved on time
  • New customers won
 
 

 

New Business Development by designing tailored Customer-Centric Management concepts, Germany

The Project

Objectives

  • New Business Development, acquire Telecom industry customers
  • Definition of attractive Customer-Centric Management solutions for the Telecom industry

Key steps and measures

  • Analysis of the specific market situation of the target company.
  • Development of a Customer-Centric Management concept including a detailed measurement plan for all four phases - diagnostics, concept, implementation and sustainability.
  • Development of specific business cases showing the impact on the P&L by
    • an improvement in customer loyalty and reduced churn,
    • an increase of the share-of-wallet by leveraging the cross- & up-selling potential,
    • constructive recommendations.
  • Sending concepts to CEOs and executives in Sales, Service and Marketing.
  • Preparation of and conducting acquisition meetings.

Results Benefits

  • A Customer Experience Management concept was developed showing the specific benefits for the customers and including a robust business case stating the financial impact of the approach for the company.