IT SHALL BE DONE

10 WEEKS STEPPING UP PLAN

TEMPLATE

<Rural Services Foundation>

<Md. Ruhul Quddus>

<3 March 2010>

 CONTENTS

INTRODUCTION________________________________________________________________________3
INTRODUCTION

10 WEEKS INTERACTIONS CHART__________________________________________________________3

CHART

MEETING/ INTERACTION TIPS_____________________________________________________________3

TIPS

WEEK 1: 5 CRITICAL CONCERNS TO ADDRESS______________________________________________3

ADDRESS

WEEK 1: STOCK TAKING OF VISION 2010_________________________________________________3

2010

WEEK 2: ARTICULATION OF VISION 2015_________________________________________________3

2015

WEEK 3: CAPABILITIES REVIEW_________________________________________________________3

REVIEW

WEEK 4 & 5: IDENTIFY SPACES FOR GROWTH_____________________________________________3

GROWTH

WEEK 6: QUANTIFY EXISTING BUSINESS GROWTH__________________________________________3

GROWTH

WITH BUSINESS AS USUAL GROWING @ 2.5 TIMES OF GDP

WEEK 6: QUANTIFY EXISTING BUSINESS GROWTH__________________________________________3

GROWTH

THROUGH EXPLOITATION STRATEGY

WEEK7: EXPLORATION: THE NEXT NEW REVENUE STREAM__________________________________3

STREAM

WEEK 8: QUANTIFY BUSINESS GROWTH__________________________________________________3

GROWTH

THROUGH EXPLORATION STRATEGY

WEEK 8: SUMMING UP EXISTING BUSINESS GROWTH_______________________________________3

GROWTH

WEEK 9: COMPLETE THE STEPPING UP PHASE_____________________________________________3

PHASE

ANNEX: IT SHALL BE DONE - THE 10 WEEKS ACTION CALENDAR______________________________3

CALENDAR

2
 INTRODUCTION

This working document/ manual is provided by the Strategy Support Office (SSO) to facilitate your
preparations for the 10 Weeks Stepping Up. There are week by week programs sequentially arranged to
be followed.

Please use the softcopy and start sharing it with your top team. The quality will be enhanced if relevant
people are engaged and are encouraged to provide their inputs in the process.

Strategy development is a “loop” exercise, i.e., it is not linear but you have to go back and forth while
doing it. There is no short cut.

Also keep in mind that there is some time involvement which must be planned beforehand and
communicated to the team.

Please adhere to the concept of “self audit” which implies that you will not be followed up. However you
will be facilitated so that you can play your expected role.

For more clarity on any point please do not hesitate to call or email the SSO.

You are welcome to suggest further improvements to this manual.

You capture your thoughts in this working document. Please send this to SSO at the end of 10 th Week.

2
 10 WEEKS INTERACTIONS CHART

Week Interaction/ Topic Date Attendees

Meeting
1 1 Post Strategy Deep-dive Meeting
25 Jan to with MC/ EC
31 Jan 5 Critical Concerns to Address
Stock taking of Vision 2015
2 2 Articulation of Vision 2015
1 Feb to (Round 1)
7 Feb 3 Articulation of Vision 2015
(Round 2)
4 Articulation of Vision 2015
(Round 3)
3 6 Capabilities Review
8 Feb To
14 Feb
4 7 Identify Growth Space – Business
15 Feb to as Usual growing @2.5 times the
21 Feb GDP
5 8 Identify Growth Space –
22 Feb to Exploitation
28Feb
6 9 Quantify Business Growth
1 Mar to
7 Mar
7 10 Exploration – the Next New
8 Mar to Revenue Stream
14 Mar
8 11 Sum up Business as Usual &
15 Mar to Exploitation
21 Mar
9 12 Complete this document & SBU
22 Mar to EC Review
28 Mar
10 Present this at Group Session
29 Mar to Organized by SSO
4 Apr

MEETING/ INTERACTION TIPS

2
 Such interactions/ meetings are intended to communicate, involve, review & prepare to ensure
Business Unit step up by next 10 weeks.
 Pre-schedule the interactions. Circulate Agenda with topic, venue, time and attendee names
 Moderate to ensure meeting objectives are meeting within allotted time.
 Only involve those who can contribute. Tell attendees to come prepared.
 Not all interactions will take same amount of time. Some may be completed in 2 hours, some may
take full day
 To save time you may plan to have such interaction with/ after other meetings
 Keep note of such meetings

2
 WEEK 1: 5 CRITICAL CONCERNS TO ADDRESS
Sl. Existing Critical Concerns of
the SBU
1 Inadequate number of
experienced human resource
2 Out of 7 head of department ,
4 positions are vacant
3 After sales services is not up
to the mark
4 ERP implementation
5 Overdue collection
Desirable State to Achieve by 10th
Week (in specifics)
Resource development through
training
Professionals need to recruit very
soon
After sales services need to be
more focused for customers’
satisfaction
Respective department will
ensure appropriate corrective
action
To achieve the goal of 100%
collection efficiency, action plan
has been prepared
Initiatives to be Taken
a) Out of 1600, so far 450 staffs
have been trained
b) By June, additional 400 new
staffs will be trained and it
will continue
c) At the end of December
2010 all staffs will be
trained up
a) Short listing has been done
and recruitment is under
process
a) Ensuring adequate number
of spare parts at field office
b) Adequate number of service
battery will be provided
a) Financial & process
validation will be done by
March
b) Each module will be
upgraded according to the
finding of concern
department within May 2010
a) Action plan for overdue
outstanding is to be revised
up to the month of June
2010
b) Target given to each unit
office to recover its overdue
c) Team has been formed in
each unit office to manage
some critical situation
during collection of overdue
2
 WEEK 1: STOCK TAKING OF VISION 2010

<The SBU Vision 2010 Statement>

Financial Highlights a) NSV- BDT 1,293 M (including 64 M service charge)

b) GP- BDT 342 M (26.48% on NSV)
c) PBT- BDT 29 M (2.21% on NSV)[after social development
expenditure of BDT 25 M]
d) New Investment N/A
e) ROCE N/A

Market Highlights a) Market Share

 Penetrated market size is 450,000 SHS, 22 organizations are
working in the field
 Market share of major organizations are GS- 67%, RSF- 16%
BRAC- 5% and all others share is 12% and in terms of money
it is BDT 11,250 M
 Target market size up to 2015 is 2.5 Million SHS or BDT 50
Billion. RSF target is 20% of the total market size or BDT 12.5
Billion
 Potential market 10 Million SHS
b) New Products as % of NSV
c) CSI - 90% (field survey will be done either internally or externally)
d) Channel Reach- Through RRE

Other Highlights a) Productivity- At present it is 3 SHS per staff per month whoever it
will 5 SHS after staff training and field experience of newly
appointed staffs
b) IT enabling- ERP has been developed and under implementation
c) New Technology- Call center will be developed to ensure prompt
service
d) Sourcing- Only from RRE
e) People- Extensive HR training has been taken to cover all
employees of RSF
f) Alliances/ Partnership- RRE, RAL and RSF has developed a new
platform called RA-IDCOL to promote renewable energy
technology
Key Learning a) Potential market of SHS is there
b) Through social development and business activities, RSF has
established goodwill in rural market
c) SHS market has seasonal impact
d) Quality product & services will increase the market share so R&D
is very important issue
e) Natural disaster disrupt the market growth and credit

2

What we would do differently today?
management
f) Most challenging task is credit management
a) Using ERP to monitor the customer status for ensuring best and
prompt service
b) Establish customer care call center

Overall Vision 2010 Direction “To be the first choice of customers”

WEEK 2: ARTICULATION OF VISION 2015

<The SBU Vision 2015 Statement>

To be the leader in rural delivery model for products and services

Dimension

 Size- from BDT 1 Billion to BDT 4.6 Billion

 Geographical scope- All over Bangladesh where there is no grid electricity
 New Products/ Service- Health and Agro

Criteria

 Should be sufficiently stretched but not impossible to achieve.

 Motivating and inspirational to all concerned
 Simple to understand and easy to communicate
 Maximum 4 lines in 30 - 35 words
 Do it three rounds

2
 WEEK 3: CAPABILITIES REVIEW

WHAT WE ARE GOOD AT? a) Ability to work with rural people

b) Social development activities
c) Automation
d) Ability to expand with quality environment

WHAT WE ARE NOT GOOD AT? a) After sales service

b) Overdue collection
c) Consistent product quality

WHAT NEW CAPABILITIES ARE REQUIRED a) Organization building

TO MATERIALIZE VISION 2015?
b) Continuous cost improvement
c) Getting consistency of quality product
d) Smooth supply chain management
e) Resource development

WEEK 4 & 5: IDENTIFY SPACES FOR GROWTH

WITH BUSINESS AS USUAL @ 15% CAGR

PRODUCTS GEOGRAPHY
1) SHS- 326,000 1) All over Bangladesh
2) Biogas plants- 2400
3) Appliance battery- 2500

THROUGH EXPLOITATION STRATEGY

PRODUCTS GEOGRAPHY
1) SHS- 550,000 1) All over Bangladesh
2) Biogas- 3,000

2
3) Appliance battery- 4,000

WEEK 6: QUANTIFY EXISTING BUSINESS GROWTH

WITH BUSINESS AS USUAL GROWING @ 2.5 TIMES OF GDP

REVENUE STREAM (IN US DOLLAR)

PRODUCTS GEOGRAPHY
1) SHS $ 119,164,642 1) All over Bangladesh
2) Biogas $ 1,037,143
3) Appliance battery $ 150,000

ASSUMPTIONS
PRODUCTS GEOGRAPHY
1) SHS: 1) All over Bangladesh
 Sales increase on the basis of unit offices
expansion, one unit able to sale 14 SHS in
every month
 RRE provides 100% support for supply of
SHS package
 Extensive training program to build up field
expertise of newly appointed staffs
2) Biogas:
 Extensive training program to build up field
expertise of newly appointed staffs
 Raw materials available in the field

3) Appliance battery:
 Consumers are available in rural level
 Smooth supply chain management
 Extensive training program to build up field
expertise of newly appointed staffs

2
 WEEK 6: QUANTIFY EXISTING BUSINESS GROWTH
THROUGH EXPLOITATION STRATEGY

REVENUE STREAM (IN US DOLLAR)

PRODUCTS GEOGRAPHY
1) SHS $ 201,044,643 1) All over Bangladesh
2) Biogas $ 1,296,423
3) Appliance battery $ 240,000

ASSUMPTIONS
PRODUCTS GEOGRAPHY
SHS: 1) All over Bangladesh
1) Experienced workforce
2) Maintain consistency of product quality
3) Improvement after sales services
4) Overdue collection recovery deemed to be 98%
5) Smooth supply chain management
6)Strengthen organizational structure
7) ERP fully implemented
Biogas:
1) Demand increase in rural level gradually
2) Experienced workforce
Appliance battery:
1) Demand increase in rural level gradually
2) Experienced workforce
3) Consistency of product quality
4) Developed market competency

2
 WEEK7: EXPLORATION: THE NEXT NEW REVENUE STREAM

IDENTIFY EXPLORATION OPPORTUNITIES IN 1) Agro: Seed production and distribution, agro

ADJACENT AREAS TO EXISTING BUSINESSES NOT machineries, pesticide, fertilizer, food processing,
ENTERED YET vegetables/spices marketing, mobile based
consultancy
2) Health: Mobile based diagnostics

PROVIDE QUALITATIVE LOGIC FOR EXPLORATION
CHOICE
1) Extensive network of RSF unit offices all over the
country
2) Huge demand in rural level
3) Large number of staffs with reach into farming
community
4) Less competitors

IDENTIFY WHAT CAPABILITIES & RESOURCES ARE 1) Manpower

REQUIRED 2) Funding
3) Technology
4) Technical expertise

2
 WEEK 8: QUANTIFY BUSINESS GROWTH
THROUGH EXPLORATION STRATEGY

REVENUE STREAM (IN US DOLLAR)

PRODUCTS GEOGRAPHY
1) 1)
2) 2)
3) 3)
4) 4)
5) 5)
6) 6)

ASSUMPTIONS
PRODUCTS GEOGRAPHY
1) 1)
2) 2)
3) 3)
4) 4)
5) 5)
6) 6)

* All numbers must be accompanied by assumptions

* Some assumptions are specific, some may be hazy – use best judgment

2
 WEEK 8: SUMMING UP EXISTING BUSINESS GROWTH

BUSINESS AS USUAL @ 2.5 TIMES THE GDP

DESCRIPTION US$ IN Million
1
2
3
4
5
Total
THROUGH EXPLOITATION STRATEGY
DESCRIPTION US$ IN Million
1
2
3
4
5
Total
THROUGH EXPLORATION STRATEGY
DESCRIPTION US$ IN Million
1
2
3
4
5
Total
Grand Total

* Please take up more rows if you require

2
 WEEK 9: COMPLETE THE STEPPING UP PHASE

Complete this document and review – by SBU top

team

Review Improvement Status of the 5 Critical Areas

as a lead up to “Right to Grow”

Send this document to SSO

Present to the Group Session organized by SSO

2
 ANNEX: IT SHALL BE DONE - THE 10 WEEKS ACTION CALENDAR

Week Action Plan

W1 Stock Taking of Vision 2010

25 Jan * Review V2010 status of each business separately in terms of direction
To 31 Jan
W2 What Mgt Team Collectively Wants to Do
1 Feb * Articulate Vision 2015 statement, what kind of company we choose to build
To 7 Feb Where we want to go? Size in value, geography, new product as % total sale
W3 What Capabilities Required to Go from Current State to 2015
8 Feb * Identify what we are good at? We need to leverage these
to 14 Feb * Identify what we are not good at? We need to improve these
* Identify what new capabilities to be developed
W4 Identify Spaces for Growth
15 Feb * Within Business as Usual – Identify business spaces to go within the businesses we
To 21 Feb are already in - where we can go @15% CAGR (Compounded Annual Growth Rate)
& * Clearly spell out and list exploitation spaces of each existing business
W5
22 Feb
To 28 Feb
W6 Quantify the Existing Business Growth Spaces
1 Mar * Put broad numbers with robust assumptions
To 7 Mar
W7 Total Existing Business Including Exploitation
8 Mar Sum up all business numbers in terms of the following:
To 14 Mar * Existing business (Business as usual basis)
* New business (Exploitation strategy basis)

W8 Exploration – Identify the Next Frontier of Growth

15 Mar * Identify exploration opportunities in adjacent areas to existing business
To 21 Mar * Provide qualitative logic for exploration choice
* Put numbers with assumptions applying best of knowledge
* Identify what capabilities & resources are required

W9 Collate All These Together

22 Mar Strategy Support Office (SSO) to collate all these information under three heads:
To 28 Mar * BUSINESS AS USUAL
* EXPLOITATION
* EXPLORATION

2
W10 GMD to Communicate the Group Vision 2015 Statement
29 Mar * SSO will develop the common vision statement
To 4 Apr * Hold half day session with the Business Heads
* Group MD to present the Common Vision statement

__________________________________________________ THANK YOU

Prepared by Strategy Support Office 27 January 2010