企业价值地图

Optimizedepreciationmethods/livesforproperty,plantandequipmentOptimizevaluationandcostingmethodsforinventories(LIFO,FIFO,uniformcapitalization,shrinkage,obsolescence,etc.)Ensurefullutilizationoftaxcarryforwards(credits,netoperatinglosses,capitallosses,etc.)Considertaximplica-tionsinthelocation/selectionoffacilities(distributioncenters,servicecenters,branches,etc.)ImprovesalesforecastingandcampaignexecutionprocessesandtoolsImproverelationship/accountdevelopmentprocessesImproveskillsofsalesstaffProvidestaffwithbettercustomerinformation(demographics,inquiryhistory,etc.)ImprovestaffincentivesaroundsalesefficiencyImproveprocessesforgenerating,qualifyingandassigningleadsImprovefieldsalesandtelesalesprocessesConsolidate/realignsalesterritoriesImprovetermswithsaleschannelsImprovetermswithserviceproviders(networkservices,airlines,informationservices,etc.)Improvetermsonleasedsalesassets(computers,vehicles,etc.)TargetnewgeographiesTargetnewsegmentswithincurrentgeographiesExpandsalesandadvertisingchannelsAcquirenewproductandserviceofferingsPursuejoint-venture,partnershipandOEMarrangementsIncreasefocusonhigh-value/high-potentialcustomersIncreasefocusonmostprofitableproductsandservicesIncreasefocusonmosteffectivesalesandadvertisingchannelsImprovebrandstrengthandgoodwillIncreasetimespentsellingImprovequalityandassignmentofsalesleadsImproveaccesstoinformationandanalyticaltoolsImprovesalesandmarketingskillsofstaffImprovealignmentofstaffincentiveswithstrategicobjectivesImproveeffectivenessofmarketing,advertisingandsalesprocessesTailormarketingandsalesapproachestocustomersegmentsTailorproductsandservicestonewcustomersegmentsEvolveproductandservicefeatures,functionalityandvalueImprovetotalcustomerexperience(purchasing,fulfillment,usage,support,service,etc.)Increasefocusonhigh-value/high-potentialcustomersImproveresponsivenesstocustomercomplaints/feedbackImproveunderstandingofcustomerneedsProactivelymanagetransitionpoints(lifeevents,endsofcontractsandleases,etc.)TailoraccountmanagementapproachestocustomersegmentsMaintaincompetitivefunctionalityandvalueTailorcross-sell/up-sellofferstocustomerneedsImplementpricingandaffinityprogramsbasedonvolumeandbreadthOffervalue-addingproductandservicebundlesImproveeffectivenessofcross-sell/up-sellprocessesImplementproactiveandreactivecross-sellandup-sellcampaignsImprovestaffincentivesforcross-selling/up-sellingImproveidentificationofcross-sell/up-sellopportunitiesIncreasefocusonhigh-value/high-potentialcustomersIncreasefocusonmostprofitableproductsandservicesIncreasefocusonmosteffectivesalesandadvertisingchannelsImproveretentionandwin-backprocessesBuildcustomersatisfactionandretentionintostaffincentivesImproveunderstandingofchurn/defectiondriversImproveidentificationofchurn/defectioncandidatesIncreasefocusonhigh-value/high-potentialcustomersImprovecompetitivenessofproductandserviceofferingsShortentime-to-marketImprovebrandawareness/ElevatebrandimageIncreaseemphasisonsupplychainmanagement(production,distributionandsalespipelines)Obtainexclusiveagreementswithpartners(licenses,distributorships,etc.)ImprovefeaturesandfunctionalityofproductsandservicesImprovequalityandreliabilityofproductsandservicesImproveproductandservicelifecyclemanagementImprovecommunicationandcoordinationwithdistributioncentersImprovecommunicationandcoordinationwithsaleschannelsImprovefocusonhigher-valuesegmentsRationalizeand/orrefocuschannel/mediausageRationalizeand/orrefocusproductandserviceportfoliosRationalizetargetedcustomersegmentsImprovecampaigndesignandmanagementprocessesandtoolsImproveskillsofmarketingstaffImprovestaffincentivesaroundmarketingefficiencyProvidestaffwithbettermarketandcustomerinformationImprovedefinitionofproductandservicespecificationImproveproductandservicelaunchprocessesProvidestaffwithbettercompetitiveinformationImprovetailoringofmarketingandadvertisingapproachestocustomersegmentsImprovetermswithadvertisingchannelsImprovetermswithserviceproviders(researchers,informationservices,advertisingchannels,etc.)ImproveemphasisonproductqualityandeaseofserviceDesignproductsforease-of-use/self-serviceRoutelow-valuetransactionstolower-costsaleschannelsImproveroutingofservicerequeststoappropriatestaffIncreaseuseoflower-costserviceandinformationchannels(contactcenters,automatedvoiceresponse,web,etc.)ImproveworkforceplanninganddispatchprocessesandtoolsImprovecapacity/demandplanningprocesses,skillsandtoolsImproveserviceandsupportprocessesImproveskillsofservicestaffProvidestaffwithbettercustomerinformation(profiles,transactionhistories,etc.)ImproveincentivesaroundserviceefficiencyandeffectivenessImprovetermswithserviceproviders(networkservices,outsourcedfunctions,etc.)Improvetermsonleasedserviceassets(computers,vehicles,etc.)Improveforecasting,planningandprioritizationskillsandtoolsImprovecreditanalysisprocessesImproveskillsofordermanagementandbillingstaffProvidestaffwithbettercustomerandorderinformationImproveincentivesaroundordermanagementefficiencyImprovepick,packandshipprocessesImproveprovisioning/installationpr