Strategic Decision - Making with Plunet.

1. Strategic Decisions - Industry Scenarios

2. Introduction
Sophie Halbeisen
Director of Business Development
Americas Region

3. Topics
① Intro – Setting Goals: Why we need Goals to Create a Strategy
② Example I - Increasing Sales: Creating a Sales & Marketing Strategy
③ Example II -Increasing Profits: Improving The Bottom Line

4. #1 – Why we need goals

5. #1 - Why we need goals.

6. How to define clear and measureable goals
S.M.A.R.T. goals

7. pecific
“Making more money” vs. “Increasing revenue in
vertical X by 25% within 1 year”
S.M.A.R.T. Goals

8. easurable
“Becoming the best in the industry” vs.
“Becoming market leader by market share by the
end of 2017”
S.M.A.R.T. Goals

9. ttainable
Not everything is possible.
S.M.A.R.T. Goals

10. elevant
Does that goal actually fit in your long-term
strategy?
S.M.A.R.T. Goals

11. imely
Goals need Deadlines.
S.M.A.R.T. Goals

12. Who has clearly defined goals?

13. Who has goals other than sales goals?

14. #2 – Increasing Sales

15. #2 - Increasing Sales

16. Sales Activities: Examples
• Cold calling
• Cold emailing
• Google ads
• Video ads
• Image videos
• Internal campaign
• Webinars
• New products/services
• New translation types
New Sales Existing Clients
• Strategic Partnerships
• Conferences
• LinkedIn Ads/Messages
• Reference partner
programs

17. Who has a sales force? (an actual sales team, not the software)

19. How Plunet data can help: Managing Sales Teams
1. Status

20. How Plunet data can help: Managing Sales Teams
2. Customer Properties

21. How Plunet data can help: Managing Sales Teams
3. Task Section/ Client History

22. How Plunet data can help: Managing Sales Teams
4. Pipeline and Follow-Ups

23. How Plunet data can help: Tracking Outcome of Activities
4. Tracking of Sales & Marketing Activities

24. How Plunet data can help

25. How Plunet data can help

26. How Plunet data can help

27. How Plunet data can help

28. Who tracks the outcome of marketing activities?

29. #3 - Increasing Profits

30. Why Profits are Important
• Identifying customers that are not profitable
should be part of business strategy
• Clients with low or no profit often hard on
staff
Profits > Sales Toxic Clients
• High Revenue does not equal a healthy
business
• If you aren’t a start-up or a non-profit
organization, profits should be more
important than revenue
• Profits are needed to invest in the future and
to grow the business

31. How Plunet data can help
Focus on Revenue vs. Profits (ALC Survey Results 2016)
• 48% of respondents internationally pay percentage of gross revenue (43% in the US)
• 8% of respondents internationally pay percentage of net profit (23% in the US)
• 16% of respondents internationally pay percentage of gross profit (16% in the US)

32. Have you fired a client before?

33. Keeping Unprofitable Clients
Reasons for keeping a customer that is not profitable:
• Customer is a big brand (credibility through client name)
• Customer brings in new customers (reference customer)
• Social impact (non-profit projects)
• Customer brings in a big portion of revenue (liquidity)
• Customer is a long-term client (loyalty)
• Exchange of services

35. How Plunet Data Can Help
Setting your profit margin goals for your business:
• Specify profit margin target for the company (Admin | Settings | Orders)
• Define profit margin per client (Contacts | Customers)
• Set profit margin per Project Type (Admin | Settings)
• Check history (Queries | Gross Profits)

36. How Plunet Data Can Help
Setting your profit margin goals for your team:
• Incentivize staff for meeting profit margins (e.g. by paying commission based on gross profits, not
on sales, or by paying bonuses for hitting goals)
• Implement bonuses for ideas that increase efficiency
• Set goals together and review them in quarterly/annual meetings
• Implement an approval step for not meeting profit goal
• Track reasons for not meeting the target margin (e.g. by using a text module)

37. Who tracks internal cost in projects?

38. How Plunet Data Can Help
Account for Expense II in projects/items
• Add hourly wage for your project managers (right to see internal prices can be given to higher
management only)
• Have project managers book time on projects to add Expense II to items and orders
• Book time on clients in general (e.g. for meetings/calls that are not allocated to specific project)
• Check Queries | Gross Profit Summary to compare clients and run Time Sheets reports on time
spent on customers

39. How Plunet Data Can Help
Use Data for Strategic Decisions:
• #1 Specialization: compare clients and fields that bring the most profits to your company
• #2 Diversification: adding new services
• #3 Marketing strategy: define target customers in profitable areas
• #4 Re-negotiating contracts with clients that are not profitable, getting rid of “toxic” clients
• #5 Fighting the price pressure: Added value vs. commodity/ solutions vs. service

40. Take-Away

41.  Define goals
 Make Decisions based on data
Analyze data
 Create data in Plunet

42. Thank you
Any Questions? Let’s talk.
Sophie Halbeisen ∙ Sophie.Halbeisen@plunet.com