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[DateTime] FUJITSU
Private Sector Division
Review of
2008/9
Peter Rowley
Managing Director
G Fujtsu Services 2008
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Financials — 2008/9 Private Sector Division
‘G Fajteu Services 2508 ‘pil 2008 ~"Pivae Sector Corference
Fujitsu
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2008/9 Highlights — Key wins
Irrelevant
Post Office HNG-X re-Baseline
Fujitsu
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2008/9 Highlights — contracts & delivery
Contracts/Service
Global Delivery
* Transition of the Post Office’s Systems Management
Centre to the GDC in Bangalore
poe
- Irrelevant _
@ Fojisu Sevices 3008 ‘pil’ 2008 ~~" Prvate Sector Corterence
Fujirsu
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[DateTime]
Private Sector Division
oO
FUJITSU
The
Challenge
Ahead:
2009/10
Peter Rowley
(© Fujtsu Services 2009,
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What is our Mission?
“To continuously improve customers’ perception,
thereby growing a profitable business”
We will ...
* Make commitments to customers that we understand
« Execute impeccably against our commitments
* Introduce innovation - but not rocket science!
As a consequence we ...
* Create a virtuous circle growing relationships and future
business
Our differentiation is that we are honest and straight talking.
This is a strong platform for building relationships.
‘G Fajteu Services 2508 ‘pil’ 2008 ~~" Prvate Sector Corterence
Fujirsu
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Satisfied customers are good for our business
Satisfied customers are ...
CSIP Score Avg GM %
7 or above
25%
Less than 7
2%
who place more orders ...
... and increase our backlog
... profitable customers
CSIP Score Avg Orders/Rev
7 or above
1.85x
Less than 7
0.4x
‘G Fajteu Services 2508
Private Sector Corierence
Fujirsu
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What is our Vision?
“To be respected by our customers and feared by
our competitors”
Because:
+ We have the senior relationships with our customers
+ We have the delivery track record
+ We are proactive and innovative
We will have succeeded when we are:
¢ Growing faster than the industry average
* Being awarded continuously improving CSIP scores
« Achieving high win rates
@ Fojisu Sevices 3008 ‘pil’ 2008 ~~" Prvate Sector Corterence
Fujirsu
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We will build on the foundations laid last year
08/09
Seca -savish Delivery
Objective Credibility
09/10
Stable Platform for
Growth
10/11 & Beyond
Expand into Green
Fields
* Key accounts .
turned around
* Delivery capabilities
Key strengthen * Opportunities I Increase expansion i
Initiatives prioritised and into new names :
qualified _ + Exploit our key
+ Support and build strengths
sales capabilities
+ Everyone focused
on our customers
‘Fos Seve HOS hp BSP Sector Corerence
Key accounts
targeted for
significant growth
__+ Become known for
delivering ‘
impeccable service _
Fujirsu
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We will prioritise our existing clients to allocate our
resources
Characteristics Actions
‘G Fajteu Services 2508 ‘pil’ 2008 ~~" Prvate Sector Corterence
Fujirsu
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All opportunities (both existing accounts and New
Names) will be targeted with rigorous qualification
Our qualification criteria will include:
+ Fit of client requirements to our capabilities
* Strength of Client Relationships (existing and new)
* Scope of opportunity - growth potential
* The shape and structure of the procurement process
.
.
@ Fojisu Sevices 3008 ‘pil’ 2008 ~~" Prvate Sector Corterence
Fujirsu
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We are supporting and building our sales capabilities
Our sales capability is broad and multi-skilled
- Sales, Account Managers, Business Consultants,
CSAs, SDMs, Bid Managers, PMs, Functional Leads...
More of this capability is now within PSD to build consistent
sales engagement
Senior Executives are an essential part of the sales team
Targets and incentive schemes will be aligned to growth
Everyone touching customers is part of the sales process
@ Fojisu Sevices 3008 ‘pil’ 2008 ~~" Prvate Sector Corterence
Fujirsu
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Everyone is Customer Facing!
Our customers must be the focal point at all times and our
behaviour will reflect this
« We are more focused on customers than internals
« We spend more time with customers than we
currently do
« We spend more time preparing for customer
meetings than internal meetings
* Our internal review packs reflect our current thinking
and conversations with customers
@ Fojisu Sevices 3008 ‘pil’ 2008 ~~" Prvate Sector Corterence
Fujirsu