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Deloitte Enterprise Value Map
Deloitte Enterprise Value Map
Deloitte Enterprise Value Map
Selling, General & Cost of Goods Sold Property, Plant & Receivables
Volume Price Realization Administrative (COGS) Income Taxes Equipment Inventory & Payables Company Strengths External Factors
(SG&A) (PP&E)
Improve
Improve Improve Improve Improve Improve Improve Improve Improve
Acquire New Customers Retain and Grow Current Leverage Income- Strengthen Pricing Customer Interaction Logistics & Service Management & Governance Improve
Customers Generating Assets Corporate/Shared Services Development & Production Provision Income Tax PP&E Inventory Receivables & Payables Execution Capabilities
Efficiency Efficiency Efficiency
Efficiency
Efficiency Efficiency Efficiency Efficiency Effectiveness
What You Can Do
(Improvement Levers: Business Processes,
Assets and Organizational Capabilities)
Procurement Accounts, Accounts,
Marketing & Product & Account Cross-Sell/ Cash/Asset Demand & Price Marketing & Customer Order IT, Telecom & Human Business Financial Product Logistics & Service Income Tax Real Estate & Equipment & Finished Work in Notes & Notes & Business Program Business Operational Partnership & Relationship Agility & Strategic
Sales Service Management Up-Sell Retention Management Supply Optimization Advertising Sales Service & Fulfillment & Networking Real Estate Resources
(Excluding Production
Management Management Development Materials Production Distribution Merchandising Delivery Management Infrastructure Systems Goods Process & Interest Interest Governance Planning Delivery Performance Excellence Collaboration Strength Flexibility Assets
Materials &
Innovation Management Support Billing Merchandise) Raw Materials Receivable Payable Management
Increase emphasis on Increase emphasis Consolidate or Increase use of lower- Standardize product Improve focus on Consolidate/ Increase emphasis on Improve alignment of
Target new segments time-to-market and Increase emphasis on on supply chain Increase use of Increase focus on Focus sales efforts on Improve emphasis on Consolidate or outsource operations
Align M&A strategies Rationalize portfolio of Design products to Increase use of lower- Increase use of Increase focus on Improve focus on Increase focus on Increase emphasis Increase emphasis on Improve agility and
within current higher-value products higher-margin product quality and outsource billing cost real estate and Improve focus on catalogs with business financial services higher-value customer use cost-effective cost production outsource logistics Refine vendor/ cheaper service Migrate income to Outsource business design for Increase emphasis Rationalize raw creditworthy customer internal controls and HR and technology project quality and on people/talent quality management flexibility of
time-to-production- customer satisfaction management promotions and maintenance facilities / Relocate employee retention (equipment, office supplies, segments and and distribution supplier strategies low-tax jurisdictions functions manufacturability and on build-to-order materials strategies with
geographies volume (production, distribution and and services products and services ease of service operations
services
objectives providers materials channels channels segments regulatory compliance risk management development and benchmarking governance models
sales pipelines) business operations promotional materials, etc.) products functions service business strategies
Utilize tax-effective
Improve focus on Outsource property Develop/integrate Increase focus on Rationalize and/or corporate structures Increase emphasis
Increase number and Bypass current Design products for Improve emphasis on Consolidate or tax administration Increase use of lower- Increase quality and Increase use of lower- Rationalize/ Consolidate or Manage materials Increase emphasis on Increase considera- Increase focus on Increase focus on risk Increase focus on
Expand sales and quality of product and higher-value channels / Sell ease-of-use / self- design for packing/ outsource end-user global HR practices business insight and realign product Increase focus on
consistency of cost logistics and consolidate vendor outsource service for ownership/licens- on preventive sourcing on a risk identification and tion of M&A and
advertising channels advertising channels/ activities cost channels forward-looking development component reuse equipment realization of targeted management and business continuity
service launches directly to customers service shipping efficiency support (compliance, assessment,
(internal/external, onshore/
(self-service, etc.) materials distribution channels portfolio operations ing of intangible national/global basis management divestiture options business benefits regulatory compliance planning
media negotiations, etc.)
offshore, etc.) information efforts assets (patents, trade maintenance
names, IP, etc.)
Do What You Do Better Improve effectiveness Improve Implement proactive Increase use of Improve Improve capacity/ Improve real estate
Improve salary and Improve contract Improve Improve capacity/ Improve ability to Align internal audit
Improve strategy Increase integration of Improve ability to Improve agility and Develop and utilize
Improve reuse of Improve identification Improve installation/ benefits administra- management Improve operational Improve financial Provide staff with Improve transport and Improve Increase utilization Differentiate credit development capa- Structure programs/ Improve analysis of Improve unique human
of marketing, product and service understanding of and reactive cross- Sell appreciated Align advertising with differential pricing Improve analytical field sales and demand planning Improve pick, pack improvement and design and Rationalize order Improve coordination demand planning utilize offshore cash/ Increase use of Improve logistics/ Improve management practices with business processes integrate merged flexibility of partner
of churn/defection deployment tion processes / processes risk management risk management better production delivery processes/ effectiveness of plant of standardized treatment of bilities at corporate projects to deliver managerial communication with resources
- Strengthen governance approaches advertising and sales
processes components current customer
satisfaction
sell and up-sell
campaigns candidates
assets pricing strategies mechanisms (based on
customer value, risk, etc.)
processes and tools telesales
processes
processes, skills and
tools
and ship processes
processes deployment
processes Increase employee (negotiation, execution and processes processes development
processes
quantities and timing information and tools algorithms
with vendors processes, skills and
tools
assets and move
between geographies
leased real estate maintenance distribution efficiency components customers/segments
of debt portfolio business and risk
objectives and business-unit benefits progressively information
across organizational
boundaries
and acquired
organizations stakeholder groups organizations and
networks (thought leaders, managers,
self-service compliance) levels subject matter experts, etc.)
- Align resources with strategies Improve
Improve Improve Improve processes for Improve operational Improve audit and Utilize international Improve quality and Improve and Improve alignment of Implement/enhance Improve coordination Improve focus on Improve identification
Improve cross-sell Improve adherence to Improve tailoring of Provide staff with Improve Improve Improve demand Improve capital Improve Provide staff with Improve capacity Improve design/ Provide staff with Improve terms Improve development understanding of Improve value Develop and leverage
- Improve business processes Increase time spent Acquire new product responsiveness to and up-sell contracts and
Develop, spin-off and communication and offerings to customer better competitive Improve utilization of Improve utilization of provisioning/ managing system processes
(administration, security, payroll planning processes budgeting compliance prototyping, piloting better product planning processes, structure of better information and Improve utilization of financing opportuni- on property and consistency of Rationalize production Shorten production standardize credit A/P systems and anonymous employee and analysis of
and communication most important and mitigation of
operational risk partner strengths, delivered to Improve product
political relationships
selling and service offerings customer complaints/
approaches/models
sell new businesses coordination with sales staff service staff operations, mainten- management service staff ties to minimize after- manufacturing quantities and timing cycles assessment processes with days- reporting and feed- across programs and managerial innovation processes
agreements needs information installation processes processes and tools processes and testing processes information and tools skills and tools distribution networks tools facilities business cases weaknesses and customers and alliances
- Hone strategic capabilities feedback distribution centers ance and changes
energy, HVAC and
maintenance) processes tax borrowing costs materials processes outstanding strategy back mechanisms projects information (people, process, tech-
nology, data, etc.) interests
- Manage tax impacts and opportunities Improve product/ Proactively manage
Sell or lease excess Improve Provide staff with Provide staff with Improve end-user Improve Improve Improve business Improve demand Improve demand Improve demand Provide staff with Improve Improve Improve Improve business Improve integration of Improve flexibility
Tailor marketing and service R&D Improve effectiveness capacity to other Align product and Improve definition of better customer better customer Improve capacity/ Provide staff with Improve product and better customer Increase Rationalize Improve management Improve coordination Improve under- Improve value
Improve retention and communication and Improve invoicing/ support and performance program case development forecasting forecasting Rationalize production forecasting Improve management Divest low-utilization Rationalize production communication of accountability/ communication continuity planning business processes and versatility of IT Develop and cultivate
- Improve control / reduce risk sales approaches to and deployment
transition points
(life events, ends of
of cross-sell/up-sell
win-back processes enterprises coordination with service prices with product and service information information billing processes administration
demand planning assessment better product and management and analysis
service introduction/ processes, skills and processes, skills and quantities and timing processes, skills and information of transfer pricing real estate
use of leased merchandise order
quantities and timing
of delinquent of payments across standing of regulatory strategic directions authority of program around improvement and disaster recovery across partner
delivered to
systems and good will
customer segments capabilities contracts and leases, etc.) processes (production capacity, service
sales channels value to customers specification (demographics, inquiry (profiles, transaction
processes processes and tools processes service information processes processes launch processes tools tools tools (profiles, transaction production equipment quantities and timing accounts business units requirements and priorities and project resources priorities capabilities networks shareholders platforms
- Collaborate more effectively capacity, etc.) history, etc.) histories, etc.) histories, etc.)
Improve tailoring of
- Satisfy customers, employees and Improve access to
Adapt current Improve tracking of Improve Improve structuring marketing and Provide staff with Provide staff with Improve policies and Improve dispatch, Improve assignment Improve Improve tax manage- Improve utilization of Focus efforts on Rationalize Provide staff with Optimize accounting
Improve assessment Improve monitoring
Improve alignment of Improve program/ Improve ability Improve manage-
Improve quality
Improve value
Improve breadth, Develop and utilize
products and services customer interactions Solicit and respond to Improve managerial Improve demand better product, service diagnostic, resolution Increase utilization of Improve employee of procurement accounting and ment processes Rationalize production Rationalize order better product, service methods and selec- Increase use of Increase utilization of Divest low-demand/ Divest obsolete Improve collections budgets and capital and speed of depth, quality and unique information
other stakeholders information and
analytical tools
for new segments/ (purchases, support
understanding of
customer needs customer feedback methods and tools forecasting and pricing of
promotions
advertising
approaches to and competitive
better product and
service information
processes around
merchandise returns and replacement real estate retention programs transactions to measurement (direct and indirect tax
product development
channels
higher-value vendor
relationships quantities and timing
merchandise order
quantities and timing
quantities and timing and contract tion of accounting leased infrastructure production equipment obsolete inventory materials processes and benchmarking of
A/P performance
and management of
regulatory compliance
programs with
project management
methods and tools
to launch
improvement efforts
ment of regulatory
compliance
communication with delivered to
employees
timeliness of business resources (customer,
channels requests, etc.) information processes appropriate staff processes management) information periods strategic priorities partners planning information product, market, etc.)
customer segments
Improve visibility of Improve Coordinate pricing of Optimize valuation Improve identification Improve
Improve Improve technology Improve asset Align production and and costing methods Increase Improve tracking and Improve value
Improve quality and Pursue joint-venture, Maintain competitive customer competitiveness of
understanding of Improve use of complementary Improve product and
Consolidate/realign
Route low-value Provide staff with Improve terms with Provide staff with Increase focus on Improve business Improve collaboration Improve coordination Improve assignment Differentiate treatment and assessment of understanding of Improve assignment Improve
and data risk management Reduce procurement merchandise ordering for inventories use of flexible and Divest low-utilization Improve terms on Increase use of just- Improve management communication of Improve physical delivered to partners Improve versatility of Develop and leverage
assignment of sales partnership and OEM functionality and value relationships and product and service
business unit supply- and capacity- products and services service launch
sales territories
transactions to lower- better customer and
management service providers better HR information higher-value vendor performance reporting with partners and cycle times with business schedules with of transactions to of customers/ expandable equipment merchandise in-time procurement of credit/loan portfolio risk (strategic, operational, internal value and
program/project
of accountability and security of people management of
leads arrangements interactions across all performance and driven promotions processes cost sales channels order information (security, energy, etc.) and tools partnerships processes processes customers partners appropriate staff segments (LIFO, FIFO, uniform market value of authority partner relationships (vendors, channel partners, managers and staff strong brand
(razors v. blades / product v. investment, financial, com-
channels offerings market values shipping charges, etc.) processes (fixed and variable assets) distribution schedules capitalization, shrinkage, infrastructure pliance, data/privacy, etc.) business units progress etc.)
obsolescence, etc.)
Business Strategy and Management Utilize tax opportuni- Improve breadth, Consider tax implica- Improve quality of Develop and utilize
Shorten order-to- Improve account Improve features and Improve coordination
Improve real estate Improve terms with depth and quality of Improve incentives Improve breadth, Improve focus of Increase account- Improve breadth, Improve information provided
delivery cycle time / ties around risk man- Improve channel Improve skills of order Consolidate and/or Provide staff with Improve incentives Improve skills of tions in the location/ Improve identification unique production
(Business and Financial Strategy, Mergers and Acquisitions, Tax Remove barriers to management skills of
Improve brand Implement affinity
functionality of with suppliers and management
Improve skills of Improve skills of management and re-architect data
performance Improve skills of HR service providers better managerial financial information around product Improve collaboration
around production inventory and
Improve skills of Improve skills of Improve maintenance depth, quality and company resources ability of business depth, quality and partnership and to stakeholders
Improve product and switching strength and good will programs agement activities sales staff service staff management staff development with vendors merchandising staff service staff selection of facilities of IT systems timeliness of manag- on high-priority and management of unit leaders for tax timeliness of business collaboration skills of resources
Management, Risk Management, Compliance Management, Program staff (hedging transactions, products and services sales channels processes and tools billing staff stores (equipment maintenance,
information and tools (asset, budget, price/cost, efficiency distribution staff (distribution centers, service program/project risks (accuracy, timeliness,
(methods, equipment,
Management and Performance Management) service availability commodities trading, etc.) methods and tools delivery, warehousing, etc.) treasury, debtor/creditor, efficiency centers, branches, etc.) erial information initiatives impact of decisions information staff transparency & facilities, etc.)
performance, tax, risk, etc.) predictability)
Build tax opportunities Ensure tax planning
Customer Strategy, Relationships and Interactions Improve sales and Apply brand to new Improve incentives for Offer value-adding Defer and reduce Improve quality and Build product Improve staff Improve incentives Improve incentives Improve Consider tax Increase use of Improve skills of Improve cost Improve definition of Increase use of Improve incentives Improve incentives Improve staff into real estate activities and tax Improve anticipation Dynamically cancel or Improve benchmark- Improve access to Improve mechanisms
Improve brand federal, state and Improve terms with around service around order establishment of and incentives in location Utilize national/global accounting and vendor-managed/ Improve skills of Increase utilization of and understanding of redirect ineffective/ ing of global effective for soliciting and Develop and utilize
(Marketing, Sales, Delivery/Provisioning, Billing and Service) marketing skills of and unbranded account/relationship product and service reliability of products margins/profitability incentives around distance/on-line business product and service around inventory/ around merchandising incentives around transactions filings comply with and distribution of unique IT resources
strength and good will local quarterly esti- advertising channels efficiency and management adherence to service- and selection of purchasing power allocation of shared/ vendor-warehoused production staff (income deferral, location IT systems current and potential obsolete programs tax rate against addressing
staff products development bundles mated tax payments and services into sales incentives sales efficiency effectiveness efficiency level targets facilities
learning management staff overhead costs specifications inventory distribution efficiency efficiency service efficiency credits and incentives,
regulatory environ- regulations/legislation and projects industry peer group business information stakeholder feedback
(applications, networks, etc.)
Product Strategy, Development and Production leasing terms, etc.) ment
(Innovation and Design, Supply Chain Management, Production Improve product
Shorten order-to- Improve methods and Improve terms with Improve terms with Improve terms with Improve technical and Reduce salary and Increase use of Improve ability to Improve terms with Improve terms with Improve consideration Clarify governance Improve breadth, Improve asset
Operations and Logistics) Improve alignment of Improve product- and Improve account Improve methods and Ensure proper Improve incentives development Improve contracting Improve terms Improve terms with roles and responsi- Improve effectiveness Improve management Improve security of
delivery cycle time / Establish customer tools for managing Improve skills of service providers service providers service providers project management benefits costs / vendor-managed/ utilize offshore cash/ service providers service providers of tax implications in Divest low-utilization depth, quality and development skills of
staff incentives with service-innovation management
Improve product and communities demand/supply
tools for managing
marketing staff skills of staff valuation of property Improve value of vendor-warehoused
around business performance and negotiation skills on equipment service providers (outsourced services, bilities (delegation of of legislative/lobbying of vendors/service applications, systems
Human Capital Strategy and Management strategic objectives skills of staff methods and tools pricing performance (network services, airlines, (network services, (delivery services,
for tax purposes planning efficiency assets and move management of purchasing staff purchases (transport, warehousing, (delivery, warehousing, etc.) network services,
the acquisition and IT systems efforts providers timeliness of perform- and data management and
authority, segregation of
service availability performance information services, etc.) outsourced functions, etc.) outsourced functions, etc.) employee benefits inventory between geographies etc.) information services, etc.) disposition of assets ance information staff
(Recruitment, Development, Administration and methods and tools duties, etc.)
Performance Management) Improve profitability of
Acquire companies Improve terms with Improve terms with Improve logistics Optimize tax benefits Improve incorporation Continuously track Improve access to
Improve incentives for Improve cross- Improve customer Improve staff Improve terms on Improve terms on Improve terms on Improve incentives third-party product Improve contracting Improve skills of R&D efforts through Improve incentives Improve terms with Improve terms on Improve terms on associated with self- Strengthen training/ Improve Improve incentives
IT Strategy and Management with relationships in
product development selling/up-selling service and retention incentives around around IT/network and negotiation skills service providers financial management utilization of tax and around procurement
performance merchandise Improve terms on
education of board of risk analysis in and manage the and distribution of process innovation around asset
targeted customer leased sales assets leased service assets leased assets and service providers (information services,
service providers management leased service assets constructed assets production equipment business planning realization of project performance
(Design, Development, Deployment, Operations and and innovation skills of staff skills of staff marketing efficiency (computers, vehicles, etc.) (computers, vehicles, etc.) (computers, vehicles, etc.) efficiency (payroll, benefits, training, of procurement staff staff economic develop- efficiency (outsourced functions, etc.) purchases (computers, vehicles, etc.) (plant, facilities, internally- and audit committees skills of staff development
Performance Management) segments consultants, etc.) methods and tools (internal and external risk) benefits information
etc) ment incentives used software, etc.)