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NEW BRUNEL BANGKOK WERKMAP FEB 2015

February 2015
by

Your Prezis

on 9 February 2015

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Transcript of NEW BRUNEL BANGKOK WERKMAP FEB 2015

UNIVERSITY
AMERICAN LOGOS
ASIA LOGOS
AUSIE LOGOS
EA LOGOS
GERMANY LOGOS
MIDDLE EAST LOGOS
NL LOGOS
Sil Hoeve
How to
RUN
a
team
By
sales
Simon Messenger
By
Andrea Lucchin
By
Global
Account
Management
to
sell

Brunel
in
2015
How
How
to
influence
towards
results?
?
By
Jan Arie van Barneveld
?
WORKSHOPS
Sil Hoeve
How to
RUN
a
team
By
sales
Simon Messenger
By
Andrea Lucchin
By
Global
Account
Management
to
sell

Brunel
in
2015
How
How
to
influence
towards
results?
?
By
Jan Arie van Barneveld
?
Brunel
the
global
partner
to
project
SUCCES
By
Kevin Neylon
Bill Anderson
&
HSE
guidelines
and
structure
By
Sil Hoeve
Paul Smith
Simon Messenger
Arno Bracco Cartner
Bart Agerbeek
Andrea Luncchin
Arjan de Vries
Regional
close
out
sessions
Nathan Cave
Paul Smith
How to grow to 2 billion Euros revenue?
Headcount 7.000 - 10.000 ("energy contribution")

Target 2015: 8000 headcount

4500 levers + 1000 growth + 5500 placements

5500 / 12 + 458 per monthe

Managing retention is a key
Current Sales Power
Target Controle 2014
3 months competition
17 offices
200 front office colleagues
750 placements (25/month)
58 (28%) no placements
More account management?
Good preforming 360 graden AM: 2 placements per month
Good preforming 180 graden AM: 4 placements per month
Ratio placements / front office: 2.5
200 (front office) x 2,5 = 500 placements /month
Answer:
NO
What do I expect you to DO instead
of increasing headcount.
Evaluatie size and preformance of your front office (2.5 formula)

Steer, Inspire and coach your teams

Apply the "continuous selection" principle

Grow your personal network at tactical / strategic level to > 100

Acquire one new business deal yourself with potential volume of 5 mln EURO
2015 Bonus criteria for top 50 - removing obstacles
Solution:
More prductive account management and less overhead in front office
Local / regional / global margin / ebit targets

Client / local / regional headcount growth

Growth of relevant individual network (>100 in XRM)

Individual business deal (value> EURO 5 mln)
40%

30%

15%

15%
Any other obstacles?
K. Vish
Arimo
Full transcript