GLOBAL CONSULTING PROGRAM GCP: The WhartonRecanati Partnership

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GLOBAL CONSULTING PROGRAM (GCP) The
Wharton-Recanati Partnership
Israel, June 2006
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For 30 years, the Global Consulting Program has
addressed critical challenges facing companies
entry into the US
USA
France
3rd in the US
2nd in France
Canada
Hong Kong
Top Asian School
world top 10
India
China (forthcoming)
2nd in India
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When becoming global companies face many
challenges, Including

• Marketing Strategy
• Developing focused strategy marketing plan
  for a new unknown market
• Building Growth Strategies
• Building market Entry Strategy
• Preparing global oriented segmentation plans
• Preparing global competitive and market research
  analysis
• Branding in a global world/Developing a concept
• MA
• Preparing an MA strategy and plan
• Identifying the right targets
• Developing business cases for potential
  candidates
• Integrating global cultures within merged
  companies
• Operations Management
• Implementing operations improvements of global
  subsidiaries
• Preparing cost benefit analysis and cost
  reduction opportunities in global markets

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Some of our previous clients
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Over 190 Global Israeli companies, across vast
array of industries and stages have chosen GCP
1984-85
1983-84
1982-83
1981-82
1980-81
1979-80
1978-79
TadiranDegania SiliconeLog Plastic
ProductsMotorola IsraelIsrael Furniture Ass.
VoltaGibor Ltd.El-AlDageshCarmel
CarpetsMagen Goldman
AELConlog Hagor Hod-LavanMul-T-LockSpectronix

AtlasKitanTip-TopHamarteffC.O.M.Argathon
EliteOsemNational BreweriesTechnohacOrdaKibbu
tz Ramat David
Tagum RubberDegonia SprayerNegev
PhosphatesBeit Shemesh EnginesPalrod Sicentific
Ind.Milos
AssisElbitEl-OpIcarusStraussTadiran
1991-92
1990-91
1989-90
1988-89
1987-88
1986-87
1985-86
TadiranIsrael Aircraft Ind. MBTIsrael Export
InstituteSharnoaIndigoElscint
Israel Aircraft Ind.ELTAIsrael Citrus Fruit
BoardIsrael Shepherd Assoc.MetalorOram
Israel Aircraft Ind.EliteNetafimOpgalOptical
IndustriesTravenol
Israel Aircraft Ind.Kibbutz HanitaKibbutz
JewelryKeter PlasticsMadgalMigal
Gal IndustriesHilgad Bathing SuitsSavyon
DiagnositcsUrban PumpsEden SpringA.I.P.M.
TadiranKibbutz HanitaShen-HarMiluzanABICEtz
Lavud
TadiranVered HagalilVitaKibbutz
HagoshrimDegenTelrad
1995-96
1998-99
1997-98
1996-97
1994-95
1993-94
1992-93
TadiranDead Sea WorksHisenseOnyx Interactive
MultimediaOptomedicQualitau TevaCitrus
Marketing BoardRamat Silicon
Oceana Spegas/Oridion Batucha Investments Metalink
Bar-on Technologies Israel Aircraft
Ind.Hi-SenceElscintQualiTau
Tadiran Electronic Sys. Nice Systems Drykor Ltd.
Systems ECtel Ltd. Portalis AmericaTel Shahal
ComView Graphics Hisense Ltd. Qronus Interactive
Tadiran Scopus Odin Technologies Tadiran Wireless
Naan Selector IDE Technologies Tnuva Dairy
Div. Shalon Tadiran Comm. Israel Military Ind.Zim
TadiranNexusHuliotDavikSoltamHamat Machteshim
Netafin
TadiranAgisYad MordechaiBVRElisraNetafim
1999-00
2001-02
2000-01
2002-03
2003-04
2004-5
2005-6
Tzora Active Systems Drykor Ltd.
Systems Alpha-Cell Inksure Alcor Linguistics
AgentsPharma-GreenOrbit Ltd.
Dekolink Foxcom Notal Vision Pets-n-People Zetiq
Vision One Path Networks Israel Aircraft
Industries Lipman Netafim
Cyota Rostam Scitex Vision Ltd. Sintec
Media MaxBill Ltd. Bezeq On Line ZIM
Israel TADIRAN
Syfan Firebit CDR Telrad Gate-TesterTelrad
ADSL Comm-prize M-SystemsTelrad 3G
SAP Johnson Johnson Optibase Mennen
Medical AHT
IAI Retalix Straus-Elite Bagir Tadiran
Batteries Chromagen Celletra
African Plantations Co. Schema JOLT Telrad Tadiran
Yachts Tadiran Spectralink
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We offer tailored consulting deliverables with
the GCP added value approach and more
GCP clients benefit from both traditional
consulting offerings
but enjoy these benefits that are unique to the
GCP

• Talented resources (both first class graduate
  students professional mentors)
• Primary and secondary Research (Meetings with
  experts Attending trade shows etc.)
• Proprietary data base
• Strategic and tactical recommendations
• Tailored deliverables

• Wharton/Recanati academia/ professional network
• Proximately to the MKT
• Multicultural team
• GCP approach and QA
• Bring alive helps to launch implementation
• Top schools Network
• Cost base

The GCP Network Difference
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Tailored services for a diverse client base
Illustrative Not all inclusive

• Industries
• Agriculture and irrigation
• Biotechnology/Health and wellness
• Computer hardware/software
• Consumer products/services
• Soft/perishable
• Durable
• High-technology
• Industrial products/B2B
• IT services
• Military/commercial conversion
• Security
• Semiconductor
• Telecommunications
• Wireless

• Client environments
• Start-ups
• VC-funded
• Diversified holding companies
• Kibbutz/Co-op
• Multi-million/billion in sales
• New management
• Non-profit
• Private equity
• Different lifecycle stages
• Innovation/Unclear evolution
• Early adoption
• Mature
• Global/Internationalizing
• Declining

• High value-added services
• Product planning and trend forecasting
• Value chain decision-making
• Positioning/segmentation
• Pricing strategy
• Selecting/targeting segments
• Strategic planning/partnering
• Diffusion process for new products/technologies
• Strategic market entry and non-entry priorities
• Competitive understanding
• Channel development
• Promotional support
• Sales force design

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Tailored, decision-oriented deliverables

• Targeted deliverables defined at the kick-off
  include
• In depth market research
• An operational and tactical plan
• Implementation milestones
• Supporting financial implications and forecasts
• Analytical tools and frameworks
• Tailored bring alive meetings
• The teams are using GCP proprietary intellectual
  capital

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Our students are

• Best in class
• Classified
• Diversified background
• Nationalities Israeli, Americans, Canadians,
  French, Indians, Chinese and others.
• Different academic background
• Different business background
• All studying for MBA//Ph.D
• All getting special credit
• Team players
• Strong analytical and communication
• High motivation

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GCP teams collaborate with senior executives and
managers supported by the GCP professional
network

• Executives/Managers work with the team (5 Wharton
  and 5 local country teammates) in the
  self-managed project core
• The core focuses on Managements key decisions
  to be made emphasizing relevance (not an
  academic exercise)
• The core team is backed by the network to support
  progress, rigorous execution/logic, QA and success

Self-Managed Project Core
Client Managers
GCP Team
Profes- sional Network/ Alumni
Project Faculty
Country Manager
GCP Leaders
Affiliated Faculty
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After finalizing company selection, we will ramp
up the projects in the late Fall

• Key milestones
• Client/GCP decision July-Sept
• Preparatory work Nov-Dec
• Kick-off with mgmt January
• Mgmt progress review March
• Final session with mgmt May

• Interim expectations
• Company, product information supplied Fall
• Ongoing updates every 2 weeks
• Updates on latest management decisions to
  maintain project relevance
• Staged payments at mutually agreed milestones

Sept-Oct
Oct-Nov
Nov-Dec
Jan-Mar
Mar-May
Ongoing communications with select company
manager(s) (every 1-2 weeks)
Company preparation and GCP team selection
Internal capabilities assessment and
product/service understanding
Initial secondary research and issue
identification
Primary market research, analysis and assessment
Strategic options and detailed planning
May session _at_ Wharton final deliverables and
Bring Alive activities (Company Mgrs)
Internal deliverables
Progress review and workplan refinement (Company
Mgrs)
Introduction to teammates (Company Mgrs)
Company and GCP commit to project
January kick-off meeting to refine and scope
project (Company Mgrs)
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We look for qualified companies with

• Apparent value in terms of technology, product
  and/or service (customers, value chain players)
• Enthusiasm to implement
• Management involvement
• Work with a global team and professional network
• Overall business viability

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GCP Support at Recanati
Wharton/Recanati Team

• Leadership
• Dror Glass, Executive Director
• Jackie Goren, Marketing Director
• Neta Kliger, Program Coordinator
• Mira Katzman, Communication and Team Operations
• Project Mentors (2006)
• Peter Paz NGP Israel Director, VP Bus Dev
• Amiram Rafael VP Marketing Tadiran
• Yael Elad Clal Finance Ltd. Corporate
  Planning Manager
• Yossi Lahad CEO Witcom
• Andy Greenfeld- GM DiaSorin, VP Marketing Savyon
  Diagnostics
• Boaz Gruner VP Marketing Optibase
• Team Resources/Additional Support
• Over 16 Experienced project faculty and teaching
  assistants
• GCP, Recanati and Wharton alumni, former clients,
  donors and supporters

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• Summary
• Partner Schools Wharton US, ESCP-EAP France,
  Hong Kong, India and Canada.
• 30 years of experience and methodology
  development
• Over 190 project successfully completed in wide
  variety of industries
• Close to 900 Israeli students have participated
• REAL LIFE GLOBAL EXPERIENCE
• Tailored, Fresh, and nonbiased recommendations

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• Thank you for your interest in the GCP
• For more information
• Mr. Dror Glass at 972-54-6308207
  dglass_at_post.tau.ac.il
• Ms. Jackie Goren 972-54-8050444
  jackieg_at_tauex.tau.ac.il