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© 2013 Deloitte Belgium
Decoding the formula
for superior performance
Study highlights
© 2013 Deloitte Belgium 2 Decoding the formula for superior performance
Macro-economic
context
© 2013 Deloitte Belgium
Macro-economic context
3 Decoding the formula for superior performance
Low growth economy
Why do some companies achieve
exceptional performance while so
many others struggle to survive?
What do they have in common?
And can their winning formula be
easily replicated by others?
© 2013 Deloitte Belgium 4 Decoding the formula for superior performance
Superior growth
& profitability
© 2013 Deloitte Belgium
In-depth financial performance analysis
5 Decoding the formula for superior performance
industries
9 5,050 Revenue growth
Return on assets (ROA)
2 financial metrics
companies
in the sample
© 2013 Deloitte Belgium
Performance matrix
6 Decoding the formula for superior performance
© 2013 Deloitte Belgium
Key insights
Small-sized companies have
faced a higher level of
volatility in performance than
medium- and large- sized
enterprises
When companies evolve from
one performance quadrant to
another, it is more often the
case because of variances in
turnover than in asset
profitability
The rewards of victory are
sweeter than ever, but they
accrue to fewer, while defeat
affects a much broader
population
7 Decoding the formula for superior performance
© 2013 Deloitte Belgium
Main roads to success
8 Decoding the formula for superior performance
Money Masters
Super Achievers
Safety Players
High Rollers
© 2013 Deloitte Belgium 9 Decoding the formula for superior performance
Formula for superior
performance
© 2013 Deloitte Belgium
Three fundamental questions
10 Decoding the formula for superior performance
What is your competitive position? How do you create value for customers? 1/
What is your profitability formula? How do you capture value for yourself? 2/
What persists and what evolves? What do you change when the world around you changes? 3/
© 2013 Deloitte Belgium
Rule #1: Value
11
1/ Prioritize increasing value over reducing prices
Price
Non-Price
High
Low
Low High
© 2013 Deloitte Belgium
2/ Prioritize increasing revenue over reducing costs
Rule #2: Revenue
12 Decoding the formula for superior performance Super Achiever Safety Player
Inflation
Rate Costs CAGR
per Industry
2003-2011
© 2013 Deloitte Belgium
Rule #3: Agility
13
3/ Prioritize experimenting new ideas rapidly
over developing extensive business plans
Think big, start small, learn and adapt fast, act smart…
… Expect and accept failure
© 2013 Deloitte Belgium
Three rules confirmed
14 Decoding the formula for superior performance
85%
Corporate leaders agree with rule #1
2/3
Corporate leaders agree with rule #2
100%
Corporate leaders agree with rule #3
350 CEOs of companies active in
Belgium
8 Interviews with FEB-VBO
professional associations
30+ Interviews with corporate leaders
of highly successful companies
© 2013 Deloitte Belgium
Winning formula for superior sustainable performance
15 Decoding the formula for superior performance
© 2013 Deloitte Belgium 16 Decoding the formula for superior performance
How to apply the
formula?
© 2013 Deloitte Belgium
Operations
Sustainable growth as common denominator
17 Decoding the formula for superior performance
Customers Geographies Services Customer
Experience
Products Brand Network Profit Model
Markets Value Proposition Operating Model
© 2013 Deloitte Belgium
Overview of past and future strategies
18 Decoding the formula for superior performance
© 2013 Deloitte Belgium 19 Decoding the formula for superior performance
Final thoughts
© 2013 Deloitte Belgium
How to use the three rules
20 Decoding the formula for superior performance
A compass that points you toward
superior, sustainable performance…
… but you can’t always walk a straight
line to your ultimate destination
© 2013 Deloitte Belgium
Tomorrow’s Super Achievers
have started experimenting new
ways to differentiate themselves
by applying our three rules
21 Decoding the formula for superior performance
Will you be the next
Super Achiever?
© 2013 Deloitte Belgium
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