1701-2165273_Demand Offering Development Playbook v40

Use Cases
How to Engage
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Client Issued Challenge Client RFP Repack Offering to Scale New/Emerging Market or Technology Issue
I am a RAMP: A channel 2 healthcare
client in my region is bringing a consortium
together to solve the issue of diabetic
patient non-compliance to drug programs.
The client has already signed heads of
agreement with Samsung (channel 2) as
their tech partner and has asked EY if we
want to be part of this consortium for the
compliance piece. This could eventually
become a joint-venture between the three
of us.
How do I Offering for this?
I am a GCSP on a P&U G360 account: My client
wants to build a finance shared service center
(SSC) offshore. I told the CFO that we could do it
for them at scale and run it as a captive managed
service.
This would involve a lift-and-shift of all their
processes to India or Manila. Then EY would hire
lots of people there to do the work, but as we are
also expecting to put in robotics process
automation (RPA) at the same time, the net effect
is having a lot less heads.
I know we have an RPA Offering and technology
relationship with Blue Prism. I know we have a
Finance Transformation Offering through the
Finance competency. I know some teams have
built offshore centers before, but I’m not sure if
that is a repeatable Offering. This is a $20m deal.
I am the Analytics sub-competency
leader inside Risk: This is the third time I
am seeing this same kind of request coming
in for analytics benchmarking of supplier risk
ratings.
We should have an offer around this as we
are making it up from scratch every time.
No-one seems to have the time or money to
do that up the analytics line or up the Risk
line so we just keep reinventing the wheel at
the accounts and sending around slide
decks instead of building these analytics
once in a way that can be reused.
How can this be resolved?
I am the Advisory CPR Sector Leader: We have
been watching the startup community for a year and
one of them jumps out as a leader in augmented
reality. They now have Unilever and Mondelēz as
clients but they also have Bank of America and Ford
who are conducting early pilots with them. Seems
this is running ahead and away from us.
We want to ideate and work with this startup to see
how this technology is being applied and to come up
with a few industry Offerings ourselves. We don’t
have any of our clients asking for it yet but feels like
we need to get in the game and do some
investigation and experimentation very soon.
Who can I speak to for some investment in this to
potentially turn it into a new Offering?
How do I Offering for this?
1. What is the right operating model for
this Offering?
2. How could we activate the network to
deliver?
3. Who should you have support from?
4. What would be the funding model?
5. What should you do once the Offering
has been established to ensure that
others know about it?
1. How would you take this forward?
2. Who should you have support from?
3. Who would you connect with regarding Blue
Prism/Alliances?
4. What are the challenges you might face?
5. What would be the funding model?
1. How would you take this forward and
turn this into repeatable Offering?
2. Who should you have support from?
3. Who should you connect with?
4. What are the challenges you might
face?
5. What would be the funding model?
6. Is it my job to tell people about this or
will someone else pick it up?
1. Who do I talk to in EY to get some investment in
this?
2. Who else should you connect with?
3. Who else should you have support from and
make aware about this?
4. What are the challenges you might face?
5. How would you take this forward and turn this
into repeatable Offering?
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