KPI and metrics for Management Consultants & Managers
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What is the aim of this course?
Most businesses on the face of it look very complicated and difficult to understand. On top of that, the competition is so fierce that you have to make decisions based on data and not on gut feeling (a very misleading creature). That’s why it’s crucial to define and understand the main drivers and metrics measuring those drivers. If you have properly defined Key Performance Indicators (KPIs) you can understand the mechanism behind any business, you will be able to model it in Excel and you will know how to grow it or improve it. You can also use properly defined KPIs to manage people efficiently, and give them goals aligned with your goals. That’s why I have decided to create a course solely concentrated on these KPIs.
This course will give you the knowledge and insight into drivers and KPIs used in different business models that can be used for understanding the business, managing it, motivating people, and improving results. The course will make your life during a consulting project much easier. If you are already a manager thanks to this course you will learn how to use the KPIs to understand and grow your business.
This course will help you drastically improve your knowledge and skills in understanding and improving your business using KPIs. It is designed for management consultants and newly appointed managers who want to excel at their work. In the course you will learn 6 things:
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How to understand the business through KPIs
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How to use KPIs to model the business in Excel
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How to use KPIs to manage the business
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How to use KPIs to motivate people
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How to use KPIs to improve the business
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What is a good KPI
The course is based on my 15 years of experience as a consultant in top consulting companies and as a Board Member responsible for strategy, improvement, and turn-arounds in the biggest companies from Retail, FMCG, SMCG, B2B, and services sectors that I worked for. On many occasions, I had to optimize also businesses I was responsible for. On the basis of what you will find in this course, I have trained over 100 consultants, business analysts, and managers who now are Sales and Marketing Directors, Operational Directors, COOs, CEOs, Investment Directors, Directors in Consulting Companies, Supply Chain Directors, Board Members, Partners in PE, etc. On top of that my courses on Udemy were already taken by more than 224 000 students including people working in EY, McKinsey, Walmart, Booz Allen Hamilton, Adidas, Naspers, Alvarez & Marsal, PwC, Dell, Walgreens, Orange, and many others.
I teach through cases, so most of the lectures are case studies showing some business problems solved in Excel. There will be also a practical guide on how to create good KPIs and a library of KPIs from different business models such as marketplace, retail, e-commerce, restaurant chain, and SaaS businesses. To every lecture, you will find attached (in additional resources) the Excels shown in the lecture so as a part of this course you will also get a library of ready-made analyses that can, with certain modifications, be applied by you in your work.
Why have I decided to create this course?
Many people are overwhelmed with the complexity of the businesses they have to manage or improve. During consulting projects, I have seen business analysts and management consultants struggling to understand the business fast enough to deliver value to the customer. The course will give you the knowledge and insight that will help you define KPIs and use them to understand, manage, and improve any business. Thanks to this course, you will know what and how to define and use KPIs during a consulting project or as a manager. I will show you also how to use the KPIs to model businesses in Excel. This part will be useful for estimating the potential improvements that can be made by improving certain drivers measured by KPIs.
To sum it up, I believe that if you want to be a great management consultant or manager you should master the art of defining and using KPIs. That is why, I highly recommend this course not only to consultants or managers that have to advise their customers but also to owners, founders of businesses as well as directors.
In what way will you benefit from this course?
The course is a practical, step-by-step guide loaded with tons of analyses, tricks, and hints that will significantly improve the speed with which you define and use the KPIs or metrics. There is little theory – mainly examples, and case studies with a lot of tips from my own experience as well as other notable examples worth mentioning. Our intention is that thanks to the course you will learn:
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How to understand the business through KPIs
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How to use KPIs to model the business in Excel
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How to use KPIs to manage the business
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How to use KPIs to motivate people
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How to use KPIs to improve the business
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What is a good KPI
You can also ask me any questions either through the discussion field or by messaging me directly. If needed I will create additional content as well.
How the course is organized?
The course is divided currently into the following sections:
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Introduction. We begin with a little intro to the course. I will show you here what you can expect from this course and how it is organized
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Understanding the business through KPIs. In the second section, I will show you how to use KPIs to understand different businesses. We will start by defining drivers for different businesses and on the basis of that, we will pick the right KPIs to understand those drivers. We will do it for different business models: e-commerce, the marketplace, restaurant, retail, and a SaaS business model
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Using KPIs to model the business in Excel. In this section, I will show you how to use the KPIs to model the whole business model in Excel. This part will help you see the big picture and estimate the potential impact of the improvements on certain KPIs
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How to use KPIs to manage? In section number 4 I will show you how to use the KPIs to manage a business. We will use them to decide how to 10x the business, how to increase profitability, decrease costs, etc.
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How to use KPIs to motivate? In the next section, I will discuss how to use KPIs to motivate certain behaviors. We will also talk about the traps and pitfalls as well as the problems that bad KPIs can cause
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What is a good KPI? This section will be devoted to a little bit of theory. I will show you what a good KPI is and how to define it
You will be able also to download many additional resources
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Excels with analyses shown in the course
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Presentation of slides shown in the course
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Links to additional presentations and movies
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Links to books worth reading
At the end of my course, students will be able to…
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How to understand the business through KPIs
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How to use KPIs to model the business in Excel
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How to use KPIs to manage the business
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How to use KPIs to motivate people
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How to use KPIs to improve the business
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How to create great, useful KPIs
Who should take this course? Who should not?
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Management Consultants
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Managers
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Business Analysts
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Directors
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Startups founders
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Controllers
What will students need to know or do before starting this course?
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Basic or intermediate Excel
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Basic knowledge of economics or finance
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1
What the course will be aboutWe begin with little intro into the course as well as some general info on production
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2
A little bit about me
In this lecture I will share some info on who am I and what is my experience
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3
How the course is organized
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4
What to do if a blurry image appears
Here I will show you what to do if a blurry image appears
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5
How to find additional resources
Here I will show you how to find additional resources attached to the coruse like Excel files, presentations, links etc.
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6
Understanding the business through KPIs – Introduction
In the second section I will show you how to use the KPIs to understand different business. We will start by defining drivers for different business and on the basis of that we will pick the right KPIs to understand those drivers. We will do it for different business models: e-commerce, marketplace, restaurant, retail, SMCG, FMCG, commodity and a SaaS business model
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7
KPIs and main drivers – Introduction
We will start with a short overview of what are drivers and KPIs. Short example will help you undestand the nature of those 2 elements
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8
Overview of Business models
Here we will discuss different business models. In the attachments, you will find links to presentations explaining those business models
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9
Overview of case studies you will be solving in this section
Here I will show you what cases we will analyze in this section
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10
KPIs for cinema – Problem
In this case study you will be asked to define the drivers and KPIs for a cinema
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KPIs for cinema – Solution
Here I will show you what KPIs matter in the case of the cinema
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KPIs for cinema – Excel
In this lecture I will discuss the KPIs that you should concentrate on in cinema business model
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KPIs for cinema – Power Point
In this lecture I will discuss the KPIs that you should concentrate on in cinema business model
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KPIs for marketplace – Problem
In this case study you will be asked to define the drivers and KPIs for the marketplace / 2-sided business model
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KPIs for marketplace – Solution
In this lecture I will discuss the KPIs that you should concentrate on in marketplace business model
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KPIs for marketplace – Alternative Solution
In this lecture I will discuss the KPIs that you should concentrate on in marketplace business model
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KPIs for a retailer – Problem
In this case study you will be asked to define the drivers and KPIs for the retailer business model
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18
Drivers for a retail business model
Here we will discuss the main drivers for the retail business model
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KPIs for a retailer – Solution
In this lecture I will discuss the KPIs that you should concentrate on in retail business model
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20
KPIs for SaaS – Problem
In this case study you will be asked to define the drivers and KPIs for the SaaS business model
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21
Examples of SaaS businesses
Here I will show you some examples of SaaS businesses. This will help you to understand the nature of the business and define proper drivers and KPIs
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KPIs for SaaS – Solution
In this lecture I will discuss the KPIs that you should concentrate on in SaaS business model
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23
KPIs for a restaurant – Problem
In this case study you will be asked to define the drivers and KPIs for the restaurant business model
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24
Main drivers for restaurant business model
Here we will discuss the main drivers for the restaurant business model
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25
KPIs for a restaurant – Solution
In this lecture I will discuss the KPIs that you should concentrate on in restaurant business model
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26
KPIs for a consulting business – Problem
In this case study you will be asked to define the drivers and KPIs for the consulting business model
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Main drivers for consulting business
Here we will discuss the main drivers for the consulting business model
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KPIs for a consulting business – Solution
In this lecture I will discuss the KPIs that you should concentrate on in consulting business model
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KPIs for a FMCG business model – Problem
In this case study you will be asked to define the drivers and KPIs for the FMCG business model
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Main drivers for FMG business model
Here we will discuss the main drivers for the FMCG business model
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KPIs for a FMCG business model – Solution
In this lecture I will discuss the KPIs that you should concentrate on in FMCG business model
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KPIs for a SMCG business model – Problem
Here we will introduce a cas study in which you will be asked to define the KPIs and drivers for the SMCG business model
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Main drivers for SMCG business model
Here we will discuss the main drivers for the SMCG business model
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KPIs for a SMCG business model – Solution
In this lecture I will discuss the KPIs that you should concentrate on in SMCG business model
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KPIs for a commodity business model – Problem
In this case study you will be asked to define the drivers and KPIs for the commodity business model
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Main drivers for Commodity business model
Here we will discuss the main drivers for the commodity business model
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KPIs for a commodity business model – Solution
In this lecture I will discuss the KPIs that you should concentrate on in commodity business model
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KPIs for an e-commerce – Problem
In this case study you will be asked to define the drivers and KPIs for the e-commerce business model
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Main drivers for e-commerce business model
In this lecture I will discuss the main drivers that you should concentrate on in this business. We will use them to define later on KPIs
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KPIs for an e-commerce – Solution
In this lecture I will discuss the KPIs that you should concentrate on in this business
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Using KPIs to model the business in Excel – Introduction
We can be talking about 3 different models in B2C services
Services performed at specialized place no production involved
Services performed at specialized place with some production
Services performed at customer place
I will discuss the differences between them in this lecture
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Overview of case studies we will discuss in this section
I will shortly go through things that matter in the case of B2C Services performed at specialized place no production involved such as hairdressers, beauty salons and other
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Introduction to the B2C Services Business Model
I will shortly go through things that are important in other B2C Services such as restaurant chains, services performed at the customer place etc.
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44
Things that matter in hairderssers, beauty salons etc.
In the next lecture I will show you the main drivers of the B2C model and on the basis of this we will create a business model in Excel. I will concentrate on the example of restaurant chain
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Things that matter in other B2C Services Business Model
I will shortly go through things that are important in other B2C Services such as restaurant chains, services performed at the customer place etc.
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46
Introduction to modeling B2C Services in Excel
In the next lecture I will show you the main drivers of the B2C model and on the basis of this we will create a business model in Excel. I will concentrate on the example of restaurant chain
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47
Business model of a restaurant in Excel - basic model
Excel gives you great opportunities to calculate whether your idea makes sense or not. For this you will use the knowledge you have gathered in the previous lectures on your concept, location and your customers. Excel is obviously less emotion than you and the model you will create here can be used as a cornerstone of your business plans. It shows also to banks and potential investors what is your cash flow. We start with a simple model so you can understand it and learn how to use it.
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48
Business model of a restaurant in Excel - advanced model
In this lecture we make more advanced model. We introduce the traffic parameter and show how it is converted first into people that are engaged (stop and enter your restaurant) and later into customers (they buy something from you). Here we will be operating on 2 customer groups: first one eats at the restaurant; second one comes for take-aways. For both customer groups we calculate separate conversion rates and Average ticket (ATV). We still here show you a business model for a 1 restaurant
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Restaurant chain - how to model it in Excel?
Finally we show you how to model in Excel a restaurant chain.
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Introduction to e-commerce
In this section you will get insight t into the business model of different e-commerce companies. E-commerce businesses group is very diversified so we will try to show the similarities and the differences between concepts.. You will learn here the definition of this business model, see some examples of companies using this business models. You will also understand what really matters in this sort of business, what KPIs you should look at and what values you can expect. Afterwards, I will show you how you can build the model in Excel and what conclusions can you draw from it.
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Examples of e-commerce businesses
In this lecture I will show you examples of firms that work in this specific business model.
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Logic flow of customers in e-commerce
In this lecture I will show you how the potential customer flow through your business / sites.
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Main KPIs for e-commerce
In this lecture I will discuss the KPIs that you should concentrate on in this business
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Main challenges in e-commerce
It is time to discuss the main challenges in this business
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E-commerce financial model - basic version
In this lecture I will show you how you can build the model in Excel and what conclusions can you draw from it.
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56
Introduction to the B2B Services Business Model
Next we will move on to business model of B2B services. They behave a little bit differently than the B2C service. I will show you the main challenges they are facing, KPIs that matter in B2C service, examples of companies. At the end I will show you how to model consulting business in Excel.
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57
Things that matter in B2B Services Business Model
I will shortly go through things that are important in other B2B Services.
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58
General thoughts on B2B Services
Here I will share with you some general thoughts on the service business model
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59
Introduction to modeling B2B Services in Excel
In the next lecture I will show you the main drivers of the B2C model and on the basis of this we will create a business model in Excel. I will concentrate on the example of restaurant chain
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60
Mechanics of business model for a consulting firm
Before I show you the model in Excel I want to present you in this lecture the overall logic
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61
The business model of a consulting firm in Excel - Capacity and revenues
I show you in the lecture the model of the consulting firm in Excel. After modifying it you can use it for your purposes (we attach the Excel files to the lecture). This model will let you check whether your business idea makes sense.
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The business model of a consulting firm in Excel - costs and profit & loss
I show you in the lecture the model of the consulting firm in Excel. After modifying it you can use it for your purposes (we attach the Excel files to the lecture). This model will let you check whether your business idea makes sense.
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63
Introduction to SaaS
Here you will get insight into the business model of Software as a Service companies. You will learn the definition of the business model , see some examples of companies using this business models. You will also understand what really matters in this sort of business, what KPIs you should look at and what values you can expect. At the end, I will show you how you can build the model in Excel and what conclusions can you draw from it.
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64
Examples of SaaS businesses
In this lecture I will show you examples of firms that work in this specific business model.
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65
Logic flow of customers in SaaS
In this lecture I will show you how the potential customer flow through your business / sites.
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Main KPIs for SaaS
In this lecture I will discuss the KPIs that you should concentrate on in this business
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67
Main challenges in SaaS
It is time to discuss the main challenges in this business
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68
SaaS financial model - basic version
In this lecture I will show you how you can build the model in Excel and what conclusions can you draw from it.
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69
Other business models using KPIs
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70
How to use KPIs to manage – Introduction
In the section number 4 I will show you how to use the KPIs to manage a business. We will use them to decided how to 10x the business, how to increase profitability, decrease costs etc.
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71
Benchmarks – external and internal
In this lecture I will discuss the role of external and internal benchmarks. They are a powerful help in business and will help you boost your productivity yet have to be used with caution. At the end I will apply them in an example to show you the difference in outcomes.
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72
Backward logic
In this lecture I show the backward thinking /induction. This approach enables you to design the whole process, company on the bases of the expected outcome
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73
Comparison metrics
You have to compare yourself to the competitors on many levels. One of them is metrics / KPIs. Here I will discuss what kind of KPIs you can use
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74
Overview of case studies we will discuss in this section
Here we will discuss the case studies that we will use in this section
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75
How to decide how to 10x your business – Problem
Imagine that you are managing a discount groceries in Poland. And you have to prepare a plan to 10x your business
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76
How to decide how to 10x your business – New Stores
In this lecture we will solve the previously introduced case study
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How to decide how to 10x your business – LFL
In this lecture we will solve the previously introduced case study
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78
How to decide how to 10x your business – Expansion, Margin & Summary
In this lecture we will solve the previously introduced case study
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79
How to decide how to 10x your business – Summary
In this lecture we will solve the previously introduced case study
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80
How to decide how to 10x your business – Solution in Power Point
In this lecture we will solve the previously introduced case study
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81
How to increase the profitability of a retail chain – Problem
Imagine that you are managing a restaurant in France and you have to get the right number of waiters and dishwasher
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82
How to increase the profitability of a retail chain – Solution – Sales Increase
In this lecture we will solve the previously introduced case study
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83
How to increase the profitability of a retail chain – Solution – Cost Reduction
In this lecture we will solve the previously introduced case study
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84
How many waiters and dishwashers you need – Problem
In this lecture we will solve the previously introduced case study
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85
How many waiters and dishwashers you need – Solution – Waiters
In this lecture we will solve the previously introduced case study
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86
How many waiters and dishwashers you need – Solution – Dishwashers
In this lecture we will solve the previously introduced case study
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87
How to increase production and decrease costs – Problem
Imagine that you are to improve the production at a Plywood Group that has 3 factories. In this case you will have to decide In which factory and how you can lower costs
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88
How to increase production and decrease costs – Solution – Part 1
In this lecture we will solve the previously introduced case study
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How to increase production and decrease costs – Solution – Part 2
In this lecture we will solve the previously introduced case study
