How to create a management consulting presentation

1
Management Consulting
Presentations
How to create a great presentation in practice

2
If you want to be a great business analysts or a management
consultant you have to make superb presentations

3
Most people think that the value of the presentation
depends on what you do during the delivery in front of the
audience

4
….but actually it more depends on how you prepare and
whether you have done all the analyses required

5
I will show you step by step how to create efficiently the
presentation and what type of slides to use
Create the template Fill in the slides
Deliver the
presentation
Type of slides you
can use
Evolution of a
presentation
Examples of
presentations

6
Thanks to this presentation you
will create efficiently great
consulting presentations

7
This is part of my on-line course where I show step by
step how to create management consulting presentation
Click to check my course
Presentations
$45
$ 0

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Why presentations
are important?

9
Presentations are important for many reasons
Simplified way to show
complex things
Forces you to put your
thoughts in order
Makes easier to find gaps in
your approach
Widely recognized and
accepted way of conveying
ideas
Concrete tangible products
Can be re-used
They build slowly but surely
your knowledge base

10
Phases of creating a management
consulting presentation

11
There 10 phases of producing the final presentation. You start
by creating the structure of the future presentation
Create a structure
of the
presentation
Can be done
before the project
starts

12
With sections, chapters in place you put down the messages
you want to convey
Create a structure
of the
presentation
Write down the
messages you
want to convey
Can be done
before the project
starts

13
The structure and the messages are sufficient to create the
sketch of the presentation in pencil
Create a structure
of the
presentation
Write down the
messages you
want to convey
Sketch the slides
Can be done
before the project
starts

14
On the basis of the sketch you will create a template in Power
Point (still empty slides)
Create a structure
of the
presentation
Write down the
messages you
want to convey
Sketch the slides
Create a template
in Power Point
Can be done
before the project
starts

15
Now you know what kind of analyses you have to do. So
gather data and perform required by slides analyses
Create a structure
of the
presentation
Write down the
messages you
want to convey
Sketch the slides
Create a template
in Power Point
For every slide
create the
underlying
analysis or gather
needed info
Can be done
before the project
starts

16
After analysis phase you can fill in finally the slides
Create a structure
of the
presentation
Write down the
messages you
want to convey
Sketch the slides
Create a template
in Power Point
For every slide
create the
underlying
analysis or gather
needed info
Fill in the slides
with data and
charts
Can be done
before the project
starts

17
Now it is the time to check the flow of the presentation
Create a structure
of the
presentation
Write down the
messages you
want to convey
Sketch the slides
Create a template
in Power Point
For every slide
create the
underlying
analysis or gather
needed info
Check the flow of
the whole
presentation and
modify if needed
slides or the
structure
Fill in the slides
with data and
charts
Can be done
before the project
starts

18
…create the Executive Summary (excerpt of the presentation)
Create a structure
of the
presentation
Write down the
messages you
want to convey
Sketch the slides
Create a template
in Power Point
For every slide
create the
underlying
analysis or gather
needed info
Create Executive
Summary
Check the flow of
the whole
presentation and
modify if needed
slides or the
structure
Fill in the slides
with data and
charts
Can be done
before the project
starts

19
….and at the end to write down the beginning and the end as
well you check for errors
Create a structure
of the
presentation
Write down the
messages you
want to convey
Sketch the slides
Create a template
in Power Point
For every slide
create the
underlying
analysis or gather
needed info
Check for errors,
mistakes and
omissions
Write the
beginning and the
end of the
presentation
Create Executive
Summary
Check the flow of
the whole
presentation and
modify if needed
slides or the
structure
Fill in the slides
with data and
charts
Can be done
before the project
starts

21
There are 2 types of presentations. Before you start creating
the presentation think what is your aim
▪ 50-300 slides
# of slides
Presentation to be read Presentation to be delivered in person
▪ <100 slides; better up to 50 slides
▪ The person that participated in the project
should be able to go through it in 1 day
▪ A lot of text in the presentation
# delivery
time
▪ Delivery time with question preferably 2-2.5 hours
▪ Just main conclusions in text and a lot of visuals
▪ Minimal font size = 10
▪ Dominating font size = 12
Font size
▪ No animations
Animations
▪ Animation showing development of certain
aspects gradually , step-by-step

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Occasions for which you will create
presentations in Management
Consulting

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In consulting you will be creating all the time different
presentations for different purposes
Offer Kick-off meeting
Mid-term results /
reports – progress
and main findings
Final Products
Additional Products
Executive Summary
▪ Convince to buy
the project
▪ Establish credibility
Purpose
# of slides ▪ 10-40 slides
▪ Explain the purpose
and the structure
of the project
▪ Get buy-in
▪ 10-15 slides
▪ Show some mid-
term results
▪ Get feedback
▪ Get buy-in
▪ 50-100 slides
▪ Hand over of the
project
▪ Show them value
for money
▪ Leave something
concrete
▪ Sell new projects
▪ 150-300 slides

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Structure of the presentation

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You start by creating the structure what you will be talking
about
Section 1
Section 2
Section 3
Section 4
Chapter 3
Chapter 4
Chapter 1
Chapter 2
Chapter 5
Chapter 6
Chapter 7
Chapter 8
Chapter 9
Chapter 10

27
In the case of this presentation we started with naming 8
sections
Introduction
Types of presentation
Basic rules for a management
Creating the template
Case study from the idea to the
template
Filling in the slides
Types of slide you can use
Delivery of the presentation

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Once you have the section you try to put for every section the
chapters that you will talk about. Below example of 2 sections and
chapters that we have created
Introduction
What the course will be about
About me
Why presentations are important
Delivery of the presentation
Rules of delivering successful presentation
Executive summary
Example of animation
Comparison of the written and the
delivered version

30
Later you should put more details an add also messages.
Below example
Introduction
About me
Delivering presentation in consulting is crucial. Without this you
will have troubles advancing
Let’s see the course summary
I will show you how to get from an idea through, sketch and
template to the final product
We will go through following sections
A few words about me….
In short. Thanks to this course you will learn
I run small boutique consulting company
Phases of creating a management consulting presentation

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Sketching of the presentation

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You should start by sketching the presentation on a piece of
paper. Take a piece of paper
Step 1: Take a paper A4 format

33
Divide it into 4 parts. Each part is a separate slide
Step 1: Take a paper A4 format Step 2: Divided into 4 parts. Each part is a separate slide

34
Put on each part a separate message from previous exercise
Message 3….
Message 2….
Message 4….
Message 1….
Step 3: Put the messages on the slides

35
And last but not leas draw something that could support the
message
Message 3….
Message 2….
Message 4….
Message 1….
Message 3….
Message 2….
Message 4….
Message 1….
Category 1 Category 2
1 2 3
A
c
▪ ddfffss
▪ ddfffss ▪ ddfffss
▪ ddfffss
Step 3: Put the messages on the slides Step 4: Draw what should be on the slide to support the message

36
Below as an example how looked the sketches for this
presentation

38
After sketching you have to create the template of the slide.
Let’s have a closer look at one of the slides

39
Below how it looked in sketching phase

40
This is how it looked when turned into Power Point template
… …. ….. … ….
…. …. ….
Can be done
before the project
starts

41
At the end this is what I got after adding text and some
modifications
Create a structure of
the presentation
Write down the
messages you want to
convey
Sketch the slides
Create a template in
Power Point
For every slide create
the underlying
analysis or gather
needed info
Check for errors,
mistakes and
omissions
Write the beginning
and the end of the
presentation
Create Executive
Summary
Check the flow of the
whole presentation
and modify if needed
slides or the structure
Fill in the slides with
data and charts
Can be done
before the project
starts

42
Let’s look at another slide

43
This is how it looked in sketch phase

44
And later on as a Power pPoint template
…..
….
…..
….
….
….
….
….
….
….

45
At the end this is what I got as a finished slide
Introduction
About me
Delivering presentation in consulting is crucial. Without this you
will have troubles advancing
Let’s see the course summary
I will show you how to get from an idea through, sketch and
template to the final product
We will go through following sections
A few words about me….
In short. Thanks to this course you will learn
I run small boutique consulting company
Phases of creating a management consulting presentation

47
Basic rules for a management

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What rules should be used for Power Point Presentations
Use the template
1 slide = 1 message
Agenda
Executive summary
Excel analysis for every slide
Sources
Dates
Backup
Next version rule
Show money

49
The kids market will be slowly growing as a result of GDP
growth
3 247 3 480 3 473 3 503 3 537 3 583 3 626 3 689 3 750 3 806 3 857 3 911 3 965 4 011 4 055 4 104 4 144
2 804
2 862 2 855 2 880 2 908 2 946 2 981 3 033 3 084 3 130 3 171 3 216 3 260 3 298 3 334 3 374 3 407
1 328
1 392 1 389 1 401 1 415 1 433 1 450 1 476 1 500 1 523 1 543 1 565 1 586 1 605 1 622 1 641 1 658
2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025
8 058 8 198 8 334 8 459 8 570 8 692 8 811 8 914 9 012 9 119 9 2097 9637 8597 7857 7177 7347 380Total
Source: Euromonitor
Toys
Hardware
Fashion
Market size
In milions of EUR

50
Market size
In millions of EUR
3 247 3 480 3 473 3 503 3 537 3 583 3 626 3 689 3 750 3 806 3 857 3 911 3 965 4 011 4 055 4 104 4 144
2 804
2 862 2 855 2 880 2 908 2 946 2 981 3 033 3 084 3 130 3 171 3 216 3 260 3 298 3 334 3 374 3 407
1 328
1 392 1 389 1 401 1 415 1 433 1 450 1 476 1 500 1 523 1 543 1 565 1 586 1 605 1 622 1 641 1 658
2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025
8 058 8 198 8 334 8 459 8 570 8 692 8 811 8 914 9 012 9 119 9 2097 9637 8597 7857 7177 7347 380
Total
Source: Euromonitor
Toys
Hardware
Fashion
▪ The kids
market will
develop in will
be slowly
growing as a
result of GDP
growth

51
Market size
In millions of EUR
3 247 3 480 3 473 3 503 3 537 3 583 3 626 3 689 3 750 3 806 3 857 3 911 3 965 4 011 4 055 4 104 4 144
2 804
2 862 2 855 2 880 2 908 2 946 2 981 3 033 3 084 3 130 3 171 3 216 3 260 3 298 3 334 3 374 3 407
1 328
1 392 1 389 1 401 1 415 1 433 1 450 1 476 1 500 1 523 1 543 1 565 1 586 1 605 1 622 1 641 1 658
2009 2010 2011 2012 2013 2014 2015 2016 2017 2018 2019 2020 2021 2022 2023 2024 2025
8 058 8 198 8 334 8 459 8 570 8 692 8 811 8 914 9 012 9 119 9 2097 9637 8597 7857 7177 7347 380
Total
Source: Euromonitor
Toys
Hardware
Fashion
▪ The kids
market will
develop in will
be slowly
growing as a
result of GDP
growth
The kids market will develop in will be slowly growing as a result of GDP
growth

52
The flow of the
presentation

53
There has to be a flow in the story you are trying to say with
the presentation. Below what this means in practice
All pieces fit-in together
Messages ≈ Data on the slide
Logical structure
Internally coherent chapters and
sections
Not too many slides
Not too repetitive
Good pace
There has to be “so what….and
next steps”
Avoid interesting but not useful
category
Fewer detours

54
How to deliver the presentation

55
Rules for delivering
successful presentation

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When you are delivering the presentation people want to listen to
YOU and not read the presentation. It should just support what you
are saying. You should not be a slave of the presentation

57
I recommend delivering to the following rules when delivering the
presentation
Start from the result to attract
their attention
Practice the presentation before
– 5-10 times
Have ipad with the presentation
or printed version next to you
Do away with most of the text –
go down to 50 slides
Leave main massages and
supporting materials (charts,
data)
Go slowly / use animation for
some slides
Be ready to switch to another
section
Have the long version with
detailed slides with you
Have all the analyses supporting
the slides with you
Prepare the people for what
they will see ahead of delivery

59
There are 2 types of presentations
▪ 50-300 slides
# of slides
# delivery
time
Font size
▪ No animations
Animations

61
Now let’s have a look at
examples of slides from
consulting project

62
Detailed comments on the slides you will find in my on-
line course. You will be also able to download ready made
slides
Presentations
$45
$ 0

64
An example of a turn around project
• Team of 3-5
professionals perform
operational and
commercial due
diligence in order to
identify performance
improvement potential
as well as risks
• Team of 5 to 8 professionals focus i on
finding ‘low-hanging’ improvement
potential in various areas of the company
• Develop operating improvement plans
and targets for the first 12 months
• Starting with the first day we
concentrates on cost reduction
and performance improvement
• If necessary project leader from Phase 2 becomes
CEO, COO or CRO, or alternatively serves as
shadow CEO, COO or CRO
• Team of 4 to 8 professionals focus further on
capturing long-term improvement potential in
various areas of the company
• Follow-up of take over control process
Operational and
commercial due
diligence First 100 days – successfully take
over control
Restructuring + Interim Management
• Identify margin
and profitability
improvements
• Identify potential risk
areas
• Define growth levers
• Define strategy changes
that have to be made
• Prepare detailed implementation plans,
and organizing the implementation teams
• Supervise the work of implementation
teams
• Capture low-hanging-fruits, e.g.:
– Renegotiating purchasing contracts
– Revising pricing policy and trade terms
– Revising product portfolio, eliminating
low-margin products, introducing high-
margin products
• Conduct headcount reduction
• Improve production efficiency
• Create Reporting System
• Decide on outsourcing or insourcing specific
business units if needed
• Build long-term business fundamentals
• Prepare marketing and export strategy
• Monitor the overall restructuring progress
• Recruit and train new key professionals
• Hand over control to the new management team
Approach
Activities
2-4 weeks ~ 3-4 months 12-24 months
Operational and
commercial due
diligence
First 100 days –
successfully take
over control
Restructuring +
Interim
Management

65
During the meeting I already modified the proposal and offered them
to do the project much faster and for a fraction of the price
• Observation of process in
real life in 1 of the store
• Analyses of the formal
description of the process
• Analyses of available data
• Proposal of KPIs needed to
set goal for each and every
process
• Preparation of list of data
and format for data entry
• Workshop
• Data gathering
• Data preparation according
to provided formats
• Analyses of the process as is
especially its efficiency and
costs
• Redesign of the process
• Creation of tools supporting
the execution of the new
process
• Test of new processes in
chosen locations
• Modification of processes
• Creation of manuals
supporting the new process
• Implementation of new
redesign process in the
whole chain
• SMI
• DIY
• DIY • SMI
• DIY
• SMI
• DIY
• DIYExecution
Description
Observation and initial
analyses
Data gathering
Process
optimization in
1 store
Modification of
the process for
other
Implementation
in the whole
chain

66
There 10 phases of producing the final presentation
Create a structure of
the presentation
Write down the
messages you want to
convey
Sketch the slides
Create a template in
Power Point
For every slide create
the underlying
analysis or gather
needed info
Check for errors,
mistakes and
omissions
Write the beginning
and the end of the
presentation
Create Executive
Summary
Check the flow of the
whole presentation
and modify if needed
slides or the structure
Fill in the slides with
data and charts
Can be done
before the project
starts

67
Comparison of 2 data sets –
examples of slides

68
211
117
200 200
50
SMI Option 1 SMI Option 2 Competitor 1 Competitor 2 SMI Option 3
My proposal was giving them faster results cheaper and was building
on their strengths
Cost of the project
In thousands of USD
36
33
52 52
16
SMI Option 1 SMI Option 2 Competitor 1 Competitor 2 SMI Option 3
Time needed for full implementation
In weeks

69
292
107
Before After
The change in the process was giving quite big potential savings
Cost of 1 price change
In USD per change
6 124
2 249
Before After
Change in monthly cost in the test store
In USD
▪ Given the number of stores
(70) this could give potential
savings of USD 3.3 M

70
When it comes to engagement there is significant difference between results from
weekends and working weeks. The highest Engagement Rate were in A, B, C,D, and E
departments. All X departments (with exception of Y) were very low on engagement
40,0%
38,0%
36,0%
34,0%
32,0%
30,0%
28,0%
26,0%
24,0%
22,0%
20,0%
18,0%
16,0%
14,0%
45%
42%
39%
36%
33%
30%
27%
24%
21%
18%
15%
12%
9%
6%
A B C D E F G H I J K L M N
Working week without the
weekend
Weekend
Engagement Rate by departments (percentage of shoppers walking by a location who
stopped at that location)
In %

71
The highest sales in January was generated by A department, B and C department.
The biggest impact in terms in XY area had the D and E department
Total sales by departments
In thousands of PLN
80 76 72 68 64 60 56 52 48 44 40 36 32 28
Share of departments in total sales of the Store A
In %
20%
18%
16%
14%
12%
10% 9% 8% 7% 6% 5% 4% 3% 2%

72
Comparison of 2 things using
text – examples of slides

73
We can use in DIY elements of theory of constraints that is most often
used in production
▪ Throughput of the whole
system
▪ Inventory
▪ Operational costs
Production
▪ Throughput measured in
number of customers served
▪ Inventory
▪ Operational costs of the store
DIY

74
There are 2 types of presentations
▪ 50-300 slides
# of slides
# delivery
time
Font size
▪ No animations
Animations

75
There are plenty of examples of successful low cost hotels
B2C Services
Acquisition
Activation
Retention
Revenue
Referral
Targeted at people who just want to sleep well
(sales reps) – extremely comfortable beds
Limited non-core space: reception, kitchen
Very small, densely located rooms with big king-size
beds.
Very limited breakfast; no proper restaurants;
vending machines available
Very clean and with great smell
Unbundling of services
0
1
2
3
4
5
6
7
8
9
10
Eating Design Room size 24-hour
reception
Furniture Bed
quality
Hygiene Silence Price
Ibis Budget 1-star 2-star

76
Comparison using 2-3 criteria –
numbers – examples of slides

77
As other research suggest spend per child will likely grow as it is highly
correlated with wealth
Spending on toys per child vs. GDP per child, 2013 [US $]
Comments:
• Spending on toys per child is positively correlated with GDP per child (r=0,92)
0
50
100
150
200
250
300
350
400
450
0 50 100 150 200 250 300 350 400
Argentina
Poland
Turkey
Philippines
Ukraine
Mexico
Brazil
Russia
South Korea
Spain Italy
US
UK
France
Japan
Singapore
Sweden
Germany
Netherlands Hong Kong
Canada
Australia
Romani
a
China
GDP per child1) [’000]
Spendingontoysperchild[US$]

78
190
1 448
5 537
4 674
12 361
10 717
3 137
522
811
15 719
334
1 336
2 840
539 520
250
0
2 000
4 000
6 000
8 000
10 000
12 000
14 000
16 000
18 000
0 0,5 1 1,5 2 2,5 3 3,5 4 4,5 5
Potential markets for entry – attractiveness vs size of the markets
Poland
Middle East
Africa
Philippines
Eastern Europe
Russia + Asian ex USRR
Thailand
Malaysia
Ranking of market
attractiveness
(1-Low; 6-High)
China
Indonesia
Australia
North America
South America
India
Turkey
Western Europe
Market size in millions of USD

79
As we can see H and G departments are low both in engagement as well as
local conversion (converting those who already stopped at the department)
0%
5%
10%
15%
20%
25%
0% 5% 10% 15% 20% 25% 30% 35% 40%
E
H
G
Local Conversion
Engagement rate
B
A
C
L
D
H
J
FG

80
Role of PMO Officer and PMO meetings
Financial impact in
mln PLN
Complexity
Strategic easy:
▪ Supported by PMO Officer if
needed
▪ Discussed on Steering
Committee / PMO Meeting
Strategic complex:
▪ Supervised by PMO Officer
▪ Discussed on Steering
Committee / PMO Meeting
Complex low impact:
▪ Supervised by PMO Officer
▪ Not discussed on PMO
Meetings
Simple low impact things:
▪ Supported by PMO Officer
if needed
▪ Not discussed on PMO
Meetings
1,5

81
Project structure – examples of
slides

82
We propose the following organization of the project
Steering
Committee
Implementation
Team 1
Implementation
Team 1
Implementation
Team 1
SMI
Project Team
• Project Sponsor
• 2 Board Members
Members
• Asen Gyczew
• People from DIY
• Asen Gyczew
• To be decided

83
Project Organization
Project managers
• CEO
• Asen Gyczew
Production Team
• Production Director
• Deputy Production Director
• Shift Manager
Planning Team
• Chief Planner
• Deputy Chief Planner
• Planning Specialist
Purchasing Tea
• Purchasing Director
• Purchasing Specialist A
• Purchasing Specialist B
Sales and Marketing Team
• Sales Director
• Marketing Director
• Country Manager
• Export Manager
• B2B Manager
Project Sponsor
• Owner A
• Owner B
• CEO
• Supervisory Board Chairman
Roles
▪ Participate in Steering Committee
Meetings
▪ Supervise of the project on the behalf of
Company A
▪ Select of Solutions
▪ Support in implementation (when
needed)
▪ Gather data
▪ Participate in workshop and project work
▪ Carry out part of analyses
▪ Implement solutions
▪ Daily management of the project
▪ Agreeing the daily priorities
▪ Teaching the team members
▪ Supervise the teams

84
Team / Project roles –
examples of slides

85
Project Organization
Project managers
• CEO
• Asen Gyczew
Production Team
• Production Director
• Deputy Production Director
• Shift Manager
Planning Team
• Chief Planner
• Deputy Chief Planner
• Planning Specialist
Purchasing Tea
• Purchasing Director
• Purchasing Specialist A
• Purchasing Specialist B
Sales and Marketing Team
• Sales Director
• Marketing Director
• Country Manager
• Export Manager
• B2B Manager
Project Sponsor
• Owner A
• Owner B
• CEO
• Supervisory Board Chairman
Roles
▪ Participate in Steering Committee
Meetings
▪ Supervise of the project on the behalf of
Company A
▪ Support in implementation (when
needed)
▪ Gather data
▪ Implement solutions
▪ Daily management of the project
▪ Agreeing the daily priorities
▪ Teaching the team members
▪ Supervise the teams

86
Project Sponsor
SMI
Project team
▪ Participate in Steering Committee Meetings
▪ Supervise of the project on the behalf of Company A
▪ Support in implementation (when needed)
▪ Participate in Steering Committee Meetings
▪ Manage the project
▪ Choose the approach to be used.
▪ Workshop organizations
▪ Support the implementation teams
▪ Gather data
▪ Optimize process on chosen test stores
▪ Modify the process after test
▪ Participate in implementation teams
Every participant has a role to play in the project
Implementation
teams
▪ Implement new process in the whole chain
▪ Modify the process when needed

87
Roles in the project
• Gather data
• Prepare data requests
• Carry out analyses
• Participate in
workshops
• Show what analyses
should be carried
• Support in analyses
• Carry out more
complicated analyses
• Określanie zakresu i
rodzaju analiz
• Draw conclusions
• Draw conclusions
• Prepare
recommendation
• Summarize in a
presentations
We have divided the tasks in such a way to create opportunity for your company to learn
how to search for improvements
Data Analyses and workshops
Conclusions and
recommendations
Company
B
SMI

88
Timeline – examples of slides

89
slides
Presentations
$45
$ 0

90
PROJECT TIMELINE FOR OPERATIONAL AUDIT
• Data gathering
• Working Teams’ analyses and
initial recommendations
• Final Presentation
28 29 30 31
Week
• Working Teams’ meetings and detailed
analyses and recommendations
• Steering Committee
meeting
32
20.07• Presentation of initial
recommendations
26 27
• Kickoff meeting 20.06
• Project start 20.06
03.08
03.08

91
WE PROPOSED THE FOLLOWING TIMELINE*
Weeks
1 2 3 4 5 6 7 8 9 10 11 12 13 14
Data gathering
Workshops and first hypotheses
Analyses
Steering Committee Meeting
Testing > analyses > implementation
Steering Committee Meeting
Testing > analyses > implementation
Comments:
• Sponsors take decision on the meeting that will be organized roughly on every 4 weeks. On every meeting they also
decide whether to extend for the next 4 weeks the project
• Implementation team meets every 2 weeks for1 day with SMI team to go through results of the test and analyses
• Between the meetings SMI with stay in touch with Team Leaders to monitor the tests
• SMI will send a list of data that should be gathered before the beginning of the project
* Assuming 3 month project

92
As a reminder the original timeline
Tasks 20 21 22 23 24
Overview of process – definition of KPIs and measuring the
current costs
Designing of new solution, testing and modifying them
Final touch, creation of tools and final modification to the
processes
February

93
Company XXX has developed so far 3 big game changing projects. We
need 1-2 for the next 5-10 years
Concept A
2005 20202008 2010 2014
Concept B
Concept C
?
?

94
Agenda – examples of slides

95
Agenda
▪ Summary
▪ Who comes to the XYZ in Store A?
▪ What they came for?
▪ How do they behave?
▪ How effective is the shop?
▪ Basket analysis

96
▪ Summary
▪ Who comes to the XYZ in Store A?
▪ What they came for?
▪ How do they behave?
▪ How effective is the shop?
▪ Basket analysis
Agenda

97
From my side these are the steps / phases that we had to complete
from start to end of the project
Request for proposal
(RFP)
I offer
Meeting and
Negotiation
II offer
Implementation in 10
stores
Processes
Optimization
WorkshopPreparation
Modification
Aftermath of the
project
Implementation of
new processes in the
whole chain
New projects

98
Let’s start with the first section
(RFP)
I offer
Meeting and
Negotiation
II offer
stores
Processes
Optimization
WorkshopPreparation
Modification
Aftermath of the
project
Implementation of
whole chain
New projects

99
Let’s start with the first section
(RFP)
I offer
Meeting and
Negotiation
II offer
stores
Processes
Optimization
WorkshopPreparation
Modification
Aftermath of the
project
Implementation of
whole chain
New projects

100
Summary slides – examples

101
Bulgaria - overview of the country
110,910 sq km
7,450,349
rer (BGL)
1.56 BGL/PLN
USD 9,000
No
GDP growth
%
Inflation
%
Sofia
Plovdiv
Loveh
Khaskovo
Burgas
Varna
Ruse
Montana
• Area
• Population
• Currency
• GDP per capita
• EU Member
• Exchange rate
5% 5% 5% 5% 5%
2013 2014 2015 2016 2017
….• CIT Tax rate
Shops overview
▪ Sofia 331
Name Size in thousands of people
▪ Plovdiv
▪ Varna
▪ Tbilisi
124
125
198
5% 5% 5% 5% 5%
2013 2014 2015 2016 2017

102
Before the workshop I asked them to measure what typical store employee
does during his 8 h work. On the basis of this we calculated the OLE
31%
29%
21%
18%
100%
Sales advising
Shelf replenishment
Transport and
movement
Others
Total
▪ Only sales advising and shelf
replenishment are added value
activities for which customer is
willing to pay
▪ This means that the OLE for a sales
reps is equal to 60% at most

103
OUR TEAM HAS EXPERIENCE AT TOP MANAGEMENT LEVELS
P
P
PM
PM
PM
PM
PM
PM
PM
Role Board Member Director Consulting Accounting
Experience Education
MBAMA/MSc. PhD En Ger Ru Pl

104
2.1
Poland,
2010
400 37.3
3.4
Austria,
2007
840 50.0
10.0
Ukraine,
2009
4,500 927.0
Company Location
Head-
count
Revenues
at the pro-
ject start
EUR m
Areas
Stra-
tegy
Prod. Marketing/
Sales HR.
Supply
chain
Audit Phase
team
Implementation
Phase
team
... times
EBITDA
growth (over
2 years)
Months Months
4,358 2.1
Poland,
2007
207.4
1,000 1.9
Poland,
2014
82.0
1,500 3.1UK, 2010 545.5
1.4
Poland,
2009
2,300 80.3 1.5
450 2.3
Poland,
2004
27.6
700 1.8
Poland,
2011
245 2.0 6
Serbia,
2004
350 21.2
3.0
Russia,
2009
450 33.5
3.5
Poland,
2012
15,600 1,000
4.2
Poland,
2007
450 90.0
1.0
3.0
3.0
3.0
2.0
1.5
1.5
3.0
1.5
2.0
2.0
3
7
9
24
8
9
5
9
6
9
5
3
1.4
Interim management
projects
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
Our projects

105
Tell us what could be the business model for self driving car using canva
model
Key Partners Key activities
Key resources
Relationships
Channels
Value proposition Customer segments
Cost Structure Revenue structure

106
Tell us what could be the business model for self driving car using canva
model
Key Partners Key activities
Key resources
Relationships
Channels
Value proposition Customer segments
Cost Structure Revenue structure
• Maintenance
• Electricity
• Insurance and Legal
• Depreciation of cars
• Subscription fee
• Fees for additional services
• Advertising revenues
• Donations from the city for reducing air pollution
• Car producers
• Software suppliers
• Acquiring new
customers
• Retention
• Negotiations with
suppliers and B2B
customers
• Brand
• Software / AI
• Docking stations
• Financing of cars
• Direct to
consumers
• Cafeteria systems
• Every day users
• Occasional users
• Tourists
• On-demand
traveling from point
A to point B at
highest comfort
• Direct access
• Car becomes 3rd
personal computer
(after the phone
and the home
device)

107
Project C
Competition
level
Potential
Project L
Project M
Project Q
Project J
Project I
Project G
Project P
Project A
Project F
Project N
Project O
Project K
Project X
Apart from xxx there are other business that the COMPANY can
consider. Some of them may require acquisitions
Xxx related businesses
Businesses that help
defend current XXX
against Amazon and YYY
Project E
Project H
Project D
Project B
Project W

108
IKEA has been very successful in implementing low cost
model in furniture
Model „big box” built outside the city
center
Design
Consistent message
Diversified revenue streams
Operational excellence
Business scale
Retail
Acquisition
Activation
Retention
Revenue
Referral

109
Grouping knowledge slides –
examples

110
Bulgaria - overview of the country
110,910 sq km
7,450,349
rer (BGL)
1.56 BGL/PLN
USD 9,000
No
GDP growth
%
Inflation
%
Sofia
Plovdiv
Loveh
Khaskovo
Burgas
Varna
Ruse
Montana
• Area
• Population
• Currency
• GDP per capita
• EU Member
• Exchange rate
5% 5% 5% 5% 5%
2013 2014 2015 2016 2017
….• CIT Tax rate
Shops overview
▪ Sofia 331
Name Size in thousands of people
▪ Plovdiv
▪ Varna
▪ Tbilisi
124
125
198
5% 5% 5% 5% 5%
2013 2014 2015 2016 2017

111
Bulgaria - overview of the employee benefit market
General
description of the
market
▪ …..
Description
Size and structure
of the market
▪ …..
Main players
▪ …..
Legal background
for employee
benefits
▪ …..
Tax exemptions for
the employers
▪ …..

112
Top benefits offered
Sport Cards
▪ …..description who offers
▪ What is the average ticket
▪ How many do they sold
▪ What are the limitation
▪ Is it popular
Description
Food vouchers
▪ …..
Vouchers
▪ …..
…….
▪ …..
200
100
100
Sport Cards
Food Vouchers
Vouchers…
Size of the markets

113
slides
Presentations
$45
$ 0

114
Slides showing the customer
picture – examples

115
In the set-up we have seen in the test store was far from optimal.
Customer had to literally hunt for the sales rep
Warehouse
Offices
Warehouse /store racks
(shelving)
Cash Till
Employee
Customer

116
Therefore, we have divided the space into fast and slow area and put the
sales reps in the peak our in the main alley
Warehouse
Offices
Slow warehouse /store
racks (shelving)
Cash Till
Employee
Customer
Fast warehouse /store
racks (shelving)

117
We have totally reorganized the advising process performed by store
employee (sales reps)
Main area of service
Additional area he can service if
there are no customers in his area
The line around which he was
walking
“Fast product area “– here the
sales rep should stick to servicing
the customer below 2 minutes and
trying to serve as many customers
as possible
Fast product area “– here the sales
rep should try to increase the
basket, average transaction value
and to convince the customer to
buy more complimentary goods

118
75%/25% - 75% is doing customer
service (advises); 25% is
replenishing the shelves
We have adjusted the tasks performed by sales rep according to the flow
of customers

119
We have drastically improve the internal logistics within the store by
placing all necessary equipment in the store

120
TPA 8s
TPA 8a
TPA 21
TPA 8b
845 hl
701 hl
618 hl
860 hl
1 732 hl 1 375 hl
1 300 hl 1 300 hl
Average
production batch
Optimal
production batch
Quite often when you compare optimal with actual production
batches you see that a lot of money could be saved

121
Imagine that you are in a fish factory. How much money are
you loosing and how you can improve it?
Frozen fishPackaging the fish
▪ 50 people working in
packaging department
▪ Every 2 hour the chain saw breaks. One of the saws
has to be replaced
▪ For the removal they call the technical team technical
team comes takes off the chain saw, dismantles it and
removes the broken saw. Afterwards assembles back
the chain saw
▪ The whole operation takes 30 minutes

122
Composition – examples of
slides

123
Majority of the customers coming to Store A are women – they
constitute around X%.
80%
90%
20%
10%
Week without weekend Weekend
Women
Men
Breakdown of customers by gender
In %

124
Majority of the customers coming to Store A are women – they
constitute around X%.
Women
Men
80%
20%
80%
20%
Breakdown of customers by gender – Week
without the weekend
In %
Breakdown of customers by gender – weekend
In %

125
Waterfall slides – examples

126
The retailer can still expand in new and old locations
The potential space to be added
In thousands of sq m
79
38 30
148
Total space occupied by Retailer shops Increase in cities where there are already
some Retailer shops
Increase s in cities where there are no
Retailer shops
Total targeted # of sq m
The potential number of shops that can be added
In # of shops
98
77 60
235
# of Retailer shops Shops that can be opened in cities where
there are already some Retailer shops
Shops that can be opened in cities where
there is no Retailer shop
Total targeted # of shops

127
1,8
6,0
3,9
1,5
3,8
3,3
8,4
28,8
The test store shows that significant savings can be achieved
12,7
17,3
6,1
2,6
6,2
15,7
27,1
87,7
Direct deliveries
Deliveries from Central
Warehouse (CW)
Price change
Price monitoring
Cash till operations
Advices at the selling
store area
Total monthly costs
In ‘000 USD
Potential savings
In ‘000 USD
Total
▪ Potential savings are USD
29K (32% of all addressable
costs)
▪ We assume that 50% of
those savings can be
achieved we can reduce the
number of FTE in the store
by 4
Others

128
Before the workshop I asked them to measure what typical store employee
does during his 8 h work. On the basis of this we calculated the OLE
31%
29%
21%
18%
100%
Sales advising
Shelf replenishment
Transport and
movement
Others
Total
▪ Only sales advising and shelf
replenishment are added value
activities for which customer is
willing to pay
▪ This means that the OLE for a sales
reps is equal to 60% at most

129
Team members – examples of
slides

130
WE HAVE SERVED NUMBER OF CUSTOMES
ASEN GYCZEW
EXPERIENCE PRIOR TO SMI:
EDUCATION: ▪ Warsaw School of Economics: Quantitative Methods and Information
Systems; Finance and Banking
▪ Lodz University of Technology
▪ University of Antwerpen; Faculty of Technical Physics and Applied
Mathematics
▪ Institute of Econometrics Warsaw School Economics
▪ Dealing Room BRE Bank
EXPERIENCE IN SMI:
▪ Establishment of Industrial Park, preparing business models and
business plans for new ventures, budgeting, restructuring of old
businesses
▪ Improvement of confectioning capacity of salt
▪ Market research and strategy preparation for the Eastern Europe
▪ Operational audit of major press supplier in Poland and strategy
preparation, responsible for logistics
▪ Operational audit in supply chain and implementation of reporting
system and KPI

131
FOR THE PROJECT WE SELECTED 2 OF OUR BEST CONSULTANTS
• SMCG: domestic appliances, furniture, ceramic tiles)
• FMCG: cosmetics, juice, meat
• Retail: electronics, convenience shops,
pharmaceuticals, DIY, vending, kids products, shoes
• B2B: aluminum system, plywood, alcohol, reagents,
loading systems, transportation system
• Services: MRO, consulting, outsourcing, SaaS,
marketplaces
• Others: small weapon
• CEO Advisor
• CRO
• Project Manager
• Board Member
Asen Gyczew
Experience by industries Formerly held positions
• FMCG: dry fruits , snacks, meat, cosmetics
• Retail: pharmaceuticals, fashion e-commerce,
furniture, convenience shops, chemicals
• SMCG: sport equipment, furniture
• B2B: helicopters, steel constructions, steel mills
• Services: railway transport
• Associate in McKinsey
Anna Gozalo

132
OUR TEAM HAS EXPERIENCE AT TOP MANAGEMENT LEVELS
P
P
PM
PM
PM
PM
PM
PM
PM
Role Board Member Director Consulting Accounting
Experience Education
MBAMA/MSc. PhD En Ger Ru Pl

134
OUR INTERNATIONAL EXPERIENCE – HIGHLIGHTS
POLAND
AUSTRIA ▪ Turn around projects
▪ Strategy projects
▪ Operational Audits for SMCG, Retail,
▪ Supporting our customers in entering the market
▪ Operational Audits of many companies in SMCG, Retail, B2B and
FMCG
▪ Due Diligence for PE funds
▪ Turn arounds
▪ Performance improvements
▪ Strategy projects
▪ New business development and carve outs
RUSSIA
SERBIA
▪ Development of strategy and investor search for
a steel company
▪ Development and implementation of distribution
and sales strategy for a leading brewery
ROMANIA
• Due Diligence for SMCG, Retail,
• Supporting our customers in entering the market
▪ Turn around projects
▪ Operational Audits for FMCG, Retail
Our office

135
0.02-0.04
0.00-0.02
0.04-0.06
0.06-0.09
> 0.9
Cost of transportation
EUR/l
Where to expand – catchment area

136
SC Johnson
Oriflame
Colgate
Henkel
Unilever
Reckitt Benckiser PLC
Estee Lauder Companies
Gillette
Procter & Gamble
Avon
Beiersdorf
L'Oreal
K
K
K
K K
K K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
K
Cosmetics producers
Others
K
Customers within the catchment area

137
Number of stores by provinces
Gdańsk
Szcecin
Bydgoszcz
Poznań
Wrocław
Katowice
Łódź
Kraków Rzeszów
Kielce
Lublin
Warszawa
Białystok
Gdynia-Sopot
Gliwice
Olsztyn
Opole
Zielona
Góra
Targeted number of stores
Current number of stores

139
FOR OUR CUSTOMER WE DID NUMBER OF PROJECTS (1/2)
▪ Vending
Industry Type of project
Impact on EBITDA
IN M of USD /%
▪ Performance improvement ▪ 2.0 / 9%
▪ DIY ▪ Performance improvement ▪ 5.0 / 12%
▪ FMCG Producer - juice ▪ Operational Audit ▪ Confidential
▪ Maintenance aircraft
services
▪ Turn around ▪ Confidential
▪ Aluminum profile
producer
▪ Operational Audit and Implementation ▪ 2.0 / 5%

140
2.1
Poland,
2010
400 37.3
3.4
Austria,
2007
840 50.0
10.0
Ukraine,
2009
4,500 927.0
Company Location
Head-
count
Revenues
at the pro-
ject start
EUR m
Areas
Stra-
tegy
Prod. Marketing/
Sales HR.
Supply
chain
Audit Phase
team
Implementation
Phase
team
... times
EBITDA
growth (over
2 years)
Months Months
4,358 2.1
Poland,
2007
207.4
1,000 1.9
Poland,
2014
82.0
1,500 3.1UK, 2010 545.5
1.4
Poland,
2009
2,300 80.3 1.5
450 2.3
Poland,
2004
27.6
700 1.8
Poland,
2011
245 2.0 6
Serbia,
2004
350 21.2
3.0
Russia,
2009
450 33.5
3.5
Poland,
2012
15,600 1,000
4.2
Poland,
2007
450 90.0
1.0
3.0
3.0
3.0
2.0
1.5
1.5
3.0
1.5
2.0
2.0
3
7
9
24
8
9
5
9
6
9
5
3
1.4
Interim management
projects
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
LOGO
Our projects

141
WE HAVE DONE PROJECTS FOR TOP COMPANIES IN POLAND

142
I did quite a lot of industries
FMCG
Marketplace
Retail and
e-commerce
SMCG
B2B Services
and SaaS
B2B Products
Others

143
Motivation system – examples
of slides

144
What rules should be used for Power Point Presentations
Margin generated by
your shops
80%
Margin generated by
all shops
20%
Quality appraisal 20%
Variable Part 40%Fixed part 60%
Salary
60%Margin generated Place in the ranking 20%
100%

145
Issue tree slides – examples

146
Issue tree - general
Area of analysis
Area 1
Problem 1
Problem 2
Possible Reason 1
Possible Reason 2
Possible Reason 3
Possible Reason 4
Possible reasonsSuspected problems
Analysis to be
performed
Analysis 1
Analysis 2
Analysis 3
Analysis 4

147
Issue tree – example – chicken meat producer
Area of analysis
Transport
High costs of transport per ton of
goods
Big level of waste and breakage in
transport
Possible reasonsSuspected problems
Analysis to be
performed
Analysis of correlation between type of
packaging and percentage of damaged
Analysis of time spent on the way and
kilometers covered in that time
Analysis of designed routes, their length
and the influence of possible changes
Analysis of fuel usage and kilometers
covered by vehicles
Analysis of load carried on the way back
Badly designed routes
Too big fuel usage
No shipments on the way back
Low usage of resources
Badly designed method of packaging
which makes the product prone to
damage
Speed not adjusted to the product
Badly organized work and schedule of
deliveries
Limitation on delivery time of finished
goods
Analysis of level of overtime, daily
organization of drivers work
Analysis of Clients’ preferences on delivery
time

148
slides
Presentations
$45
$ 0

149
Business model slides –
examples

150
Before we go to Excel let’s talk about the logic we used to
build the e-commerce Excel model
▪ Conversion rate
Visits
# of
transactions
Revenues
Gross
Margin
Net Margin
Operating
Profit
▪ ATV
▪ Cost of traffic
▪ Cost of logistics
▪ Transaction fees
▪ Fixed Costs
▪ % Gross
Margin

151
Let’s see what KPIs you should look at
# sold tickets
Average revenue
per Ticket
Total revenue Total Costs
x
Total margin
-
Average price per
ticket
Average additional
purchase per ticket
Total capacity in
tickets
% Utilization
Rent
People
# of People
Average wages
+
+
x
x

152
Imagine that you are in a fish factory. How much money are
you loosing and how you can improve it?
Frozen fishPackaging the fish
▪ 50 people working in
packaging department
▪ Every 2 hour the chain saw breaks. One of the saws
has to be replaced
▪ For the removal they call the technical team technical
team comes takes off the chain saw, dismantles it and
removes the broken saw. Afterwards assembles back
the chain saw
▪ The whole operation takes 30 minutes

153
One of the ways to calculate the loss is to calculated the
wasted time of workers
Number of workers x Duration of downtime x # of downtimes =
Total wasted man-
hours
Total wasted man-
hours
x Per hour wage = Daily loss

154
One of the ways to calculate the loss is to calculated the
wasted time of workers
50 x 0.5 hour x 4 = 100 hours
100 hours x $ 10 USD per hour = $ 1 000

155
One of the most efficient way to grow your business is to motivate your
customers to perform specific actions that are good for your business. For
this the customer or somebody else gets a reward
▪ Rewards
▪ Rewards
▪ Rewards
▪ Action
▪ Penalty

156
Showing options slides –
examples

157
Imagine that you have a chain of physical stores and on-line store.
What pricing would you use
On-line belonging to retail
chain
Off-line retail chain
?$ 100 $ 90
On-line market
▪ The difference in prices is fair it is not
bigger than 6%
▪ The customer notices / cares if the
difference in prices is up to 3%

158
$ 93
Do you want the
on-line to have
bigger share in
your sales than it
has in the whole
market?
Yes
No
Do you want the
difference
between on-line
and off-line to be
fair?
Do you want the
difference
between on-line
and off-line to be
fair?
Yes
No
Yes
No
$ 93<
> $ 94
$ 98
$ 100
$ 100
$ 93- $ 100 $ 100

159
$ 90 $ 100$ 93
Fair prices
$ 97
Practically the same prices Practically the same prices
Here you are not on-line competitive
$ 94

160
Examples of business models and products directed at kids and parents
(3/4)
Media site for…
▪ Website for
people waiting for
….
▪ Xxx.pl
▪ www.pl
▪ 4 / 92
Fashion
▪ Fashion and
accessories for …..
▪ Xxx.pl
▪ www.pl ▪ 15 / 26
▪ Xxx.pl
▪ www.pl
Poland WorldDescription Potential
Competition
level in Poland
Total viewers*
PL/ USA
In M
▪ Xxx.pl
▪ www.pl
E-commerce
▪ E=commerce for
related products
▪ Xxx.pl
▪ www.pl
▪ 2/ 122▪ Xxx.pl
▪ www.pl
* Calculated on the bases of unique visitors shown by SimilarWeb and number of downloads of apps (we assume that 30% are using the apps)

161
Market research can be divided into 3 main categories
Market
research
Consulting
methods
Off-line
research
On-line
research

162
The simplest methods are used by consultants and only require
a bit of imagination
Market
research
Consulting
methods
Top-down
Bottom-up
Off-line
research
On-line
research

163
Off-line research are a must not only in physical good
businesses
Market research
Consulting
methods
Off-line research
Interviews and discussion
with (potential) customers
Being where your (potential)
customer is
Work for your (potential)
customers
Store checks of competition
Mystery shopping at
competition
On-line research

164
The last group of on-line tools puts at your disposal numerous
solutions giving you in-depth knowledge of your competitors
and markets
Market
Research
Consulting
methods
Off-line
research
On-line
research
On-line interviews
Facebook Audience Insight
Customers profiles on
facebook/instagram/pinterest
Keyword Planner for Google AdWords
SimilarWeb
Branch sites and reports
Slideshare and Youtube
Markets for applications

165
Project C
Competition
level
Potential
Project L
Project M
Project Q
Project J
Project I
Project G
Project P
Project A
Project F
Project N
Project O
Project K
Project X
Apart from xxx there are other business that the COMPANY can
consider. Some of them may require acquisitions
Xxx related businesses
Businesses that help
defend current XXX
against Amazon and YYY
Project E
Project H
Project D
Project B
Project W

166
We should define our strategy for each every region
✓
Franchising Store-in-Store
▪ Germany
Own Stores
▪ Southern Europe
▪ Western Europe
▪ Russia and former USSR republics
▪ China
▪ India
▪ North America
▪ Latin America
▪ Africa
▪ Malaysia, Philippines,
Thailand, Indonesia
▪ Japan and Korea
▪ Australia
✓
✓ ✓✓
✓ ✓
✓ ✓
✓ ✓
✓ ✓
✓
✓
✓ ✓
✓ ✓
✓ ✓
✓ ✓
✓
✓
✓
✓
✓
✓
✓
✓

167
slides
Presentations
$45
$ 0

168
Examples of consulting
presentations

169
If you want to see and download
examples of full consulting
presentations go to my on-line
course

170
Below a link with a discount to the course
Presentations
$45
$ 0

171
Check my presentation that will help you get into consulting
How to get into consulting
Practical guide how to pass the case part
presentation

172
You can also find useful some tips on Excel
Essential Excel for Business
Analysts and Consultants
A practical guide
presentation

173
Check also business modeling in Excel
Business models
Practical guide for startups and entrepreneurs
presentation

174
I recommend also looking at some techniques to improve
your business. Click on the cover below to go to the
presentation
How to become world class
analyst
A practical guide
presentation

175
….and how to perform market research
Market research
Practical guide for startups and entrepreneurs
presentation

176
Subscribe to our channels:
www

177
Check my extensive presentation on productivity hacks to see
how you can me 10x more productive
Management consultant
productivity hacks
How to be lazy and still get things done
presentation

178
If you need more detailed version on productivity hacks you
can check our course on productivity hacks
Productivity Hacks
$45
$15

179
Check my presentation on restaurant business model to
understand it properly
How to open a successful
restaurant
A practical guide
presentation

180
Check my presentation on on-line models to understand
them properly
On-line Business Modesl
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presentation

181
For more check also my on-line course

182
Check my presentation on starting and running consulting
company
Start and run consulting
company
A practical guide
presentation

183
There is an interesting summary of ways to test cheaply
businesses
MVP – how to test your business
idea without building the
product
A practical guide
presentation

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