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#CLOwebinar The presentation will begin at the top of the hour. A dial in number will not be provided. Listen to today’s webinar using your computer’s speakers or headphones. Powering Growth

Powering Growth

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#CLOwebinar

The presentation will begin at the top of the hour.

A dial in number will not be provided.

Listen to today’s webinar using your computer’s speakers or headphones.

Powering Growth

#CLOwebinar

Speaker: Jean-Claude Larreche Professor of Marketing at INSEAD, Founder and Chairman StratX Moderator: Frank Kalman Senior Editor Chief Learning Officer magazine

Powering Growth

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Frequently Asked Questions

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Frank Kalman Senior Editor Chief Learning Officer magazine

Powering Growth

#CLOwebinar

Jean-Claude Larreche Professor of Marketing at INSEAD, Founder and Chairman StratX

Powering Growth

Professor Jean-Claude Larreche Alfred H. Heineken Chair of Marketing, INSEAD

[email protected] www.linkedin.com/in/jclarreche

Powering Growth The Ultimate Leadership Development Challenge

www.stratx.com [email protected]

Context of Powering Growth

Background Research: NYSE Fortune 1000

150 business situations

"The Momentum Effect", 2008

Leadership Development for Growth

Momentum Leaders

www.stratx.com [email protected]

The 3 Levels of "Powering Growth"

Firm:

Unit:

Self:

External customers

Internal "customers“

Career and personal life

www.stratx.com [email protected]

The 3 Levels of "Powering Growth"

Firm:

Unit:

Self:

External customers

Internal "customers“

Career and personal life

[email protected]

Leadership Development for Powering Growth

Winning for the Firm

Winning for the Unit

Winning for Oneself

[email protected]

The 2009 US Automobile Market

www.stratx.com [email protected]

The 2009 US Automobile Market Collapse

600

700

800

900

Billion $

2008 2009

www.stratx.com [email protected]

The 2009 US Automobile Market Which Brand?

Grew by 4% in Q1 (vs –36%) Doubled MS during the year

Transformed its image

www.stratx.com [email protected]

The 2009 US Automobile Market Which Brand?

www.stratx.com [email protected]

The 2009 US Automobile Market

www.stratx.com [email protected]

Powering Growth The 3-Step Roadmap

Customer Discovery

Power Offer

Customer Engagement

www.stratx.com [email protected]

Powering Growth Customer Engagement is the Vision

Customer Engagement

www.stratx.com [email protected]

Powering Growth Customer Engagement is the Vision

Customer Engagement

Loyalty

Cross-Buying

Active Selling

Co-creation • •

Emotion ×

Time =

Sustainable Profits

[email protected]

Engaged ?

www.stratx.com [email protected]

Powering Growth Power Offer is the Engine

Power Offer

Customer Engagement

www.stratx.com [email protected]

Powering Growth Power Offer is the Engine

Power Offer

Core Product

+++ &

www.stratx.com [email protected]

Powering Growth Power Offer is the Engine

Power Offer

Core Product

+++ &

Trust Prestige

Belonging Assurance Confidence

Status

Connection Better Future

Innovation Happiness

Independence Recognition

Simplicity Fun

Hope Control

….

www.stratx.com [email protected]

Powering Growth Power Offer is the Engine

Power Offer

R&D Design

Unlimited Potential

Sustained Differentiation

Trend to Commoditization Core Product

+++ &

www.stratx.com [email protected]

Powering Growth Power Offer is the Engine

Power Offer

Emotions Inside

R&D Design

Unlimited Potential

Sustained Differentiation

Trend to Commoditization Core Product

+++ &

[email protected]

Are you still with me ?

www.stratx.com [email protected]

Powering Growth Customer Discovery is the Source

Customer Discovery

Power Offer

Customer Engagement

www.stratx.com [email protected]

Powering Growth Customer Discovery is the Source

Customer Discovery

www.stratx.com [email protected]

Powering Growth Customer Discovery is the Source

Customer Discovery

www.stratx.com [email protected]

Powering Growth Customer Discovery is the Source

Customer Discovery

www.stratx.com [email protected]

Powering Growth Customer Discovery is the Source

Customer Discovery

www.stratx.com [email protected]

Powering Growth Winning for the firm : Consumers and Customers

Developing leaders for the business growth objective

Customer Discovery

Customer Power Offer

Customer Engagement

[email protected]

Leadership Development for Powering Growth

Winning for the Firm

Winning for the Unit

Winning for Oneself

www.stratx.com [email protected]

Powering Growth Winning for the Unit: People

Developing leaders to make their function more valuable

People Discovery

People Power Offer

People Engagement

www.stratx.com [email protected]

Tatiana Odabashian Director Legal Department, Heineken Russia

www.stratx.com [email protected]

Heineken Legal House 2014

www.stratx.com [email protected]

Юристы компании HEINEKEN в России признаны лучшим юридическим

департаментом России 4 декабря 2013 г.

Юристы компании HEINEKEN в России победили в номинации «Пищевая промышленность и производство продуктов питания» ежегодного международного конкурса «Лучшие юридические департаменты - 2013» журнала Legal Insight и компании Odgers Berndtson, в котором приняли участие более 100 юридических департаментов российских и зарубежных компаний, ведущих бизнес в России, итоги подводились в 17 отраслевых номинациях. Список участников конкурса в 2013 году включал такие компании ОАО «Лукойл», Efes Rus, САН ИнБев, ОАО «НТВ-плюс», РЖД, Икеа, ЗАО «ЮниКредит Банк», УК «Альфа Капитал» и др.

Директор по правовым вопросам HEINEKEN в России Татьяна Одабашян: «Мы не в первый раз участвуем в конкурсе на звание «Лучшего юридического департамента» и очередная победа в этом престижном международном конкурсе свидетельствует о высоком уровне профессионализма наших специалистов. Особенно приятно одержать победу при такой серьезной конкуренции, ведь мы соревновались с крупными компаниями, лидерами отрасли. Эта награда - доказательство высокой оценки ежедневной работы над повышением качества менеджмента юридических рисков, распространению лучших судебных практик и формированию стандартов корпоративного управления».

www.stratx.com [email protected]

HEINEKEN Russia lawyers are recognized as the best legal

department in Russia 4 December 2013

HEINEKEN Russia lawyers have won the annual international competition "Best Legal Departments - 2013 " in the category " Food and food production ," organised by Legal Insight magazine and the company Odgers Berndtson. The competition was attended by more than 100 legal departments of Russian and foreign companies doing business in Russia in 17 industry categories. List of participants in 2013 included such companies as Lukoil, Efes Rus, SUNInbev, NTV-Plus, RZD, Ikea, UniCredit Bank, Alfa Capital, etc.

Director of Legal Affairs HEINEKEN Russian Tatiana Odabashian: "It is not the first time that we participate in the “Best Legal Department "competition. Another award in this prestigious international competition indicates a high level of professionalism of our specialists. I am particularly pleased to get this award competing with such serious competitors, large companies, industry leaders. This award is a conformation that our daily work improves the quality of legal risks management, promotes best practice and judicial standards of corporate governance".

[email protected]

Leadership Development for Powering Growth

Winning for the Firm

Winning for the Unit

Winning for Oneself

www.stratx.com [email protected]

Powering Quality Growth Winning for Oneself

Helping leaders becoming more valuable assets

Own Discovery

Own Power Offer

Targeted Engagement

[email protected]

Richard Branson

www.stratx.com [email protected]

Powering Growth Winning at the 3 Levels

Customer Power Offer Firm

Unit

Self

Customer Discovery

Customer Engagement

People Power Offer

People Discovery

People Engagement

Own Power Offer

Own Discovery

Targeted Engagement

www.stratx.com [email protected]

Leadership Development for Growth What Talents?

They have appeared under different names:

Discovery Upstream Value Creation Creativity E.Q. Divergence Exploration

Execution Downtream

Value Capture Rigor

I.Q. Convergence

Focus

vs

www.stratx.com [email protected]

Powering Growth Both “Left” and “Right” Contributions are essential

for powering growth

Ambidextrous Talents for Quality Growth

A key leadership capability in the modern environment

www.stratx.com [email protected]

Powering Growth Developing Ambidextrous Talents

Learning Technologies for Powering Growth

From MARKSTRAT

to DiG: Discovery Innovation Growth

www.stratx.com [email protected]

Powering Growth Winning at the 3 Levels

Customer Power Offer Firm

Unit

Self

Customer Discovery

Customer Engagement

People Power Offer

People Discovery

People Engagement

Own Power Offer

Own Discovery

Targeted Engagement

www.stratx.com [email protected]

Developing Ambidextrous Talents

to Power Growth

To learn more about the StratX approach for leadership development focused on powering growth To obtain a free demo of the DiG simulation To participate to a DiG Challenge

Contact [email protected]

Professor Jean-Claude Larreche Alfred H. Heineken Chair of Marketing, INSEAD

[email protected] www.linkedin.com/in/jclarreche

Thank You.

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