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Illustrative business case · 02
Identify where a real opportunity to create value exists.
We now understand how the process works. Next, we analyze the data and friction points to identify where the impact is concentrated and which opportunities are worth prioritizing.
Nova Industrial S.A.S.B2B sales of technical equipment and servicesB2B commercial quotations
Baseline reminder
These are the facts found in Step 01. Now we look for where the opportunity lies.
From problem to opportunity
Problem → Impact → Opportunity
FindingCurrent impactOpportunity
Information in 3 sources→
Search time→
Simplify access to information
Manual preparation→
Operational time→
Reduce manual activities
Cross-team validations→
Waiting time→
Streamline validations
30% require adjustments→
Rework→
Reduce errors and rework
Scattered follow-up→
Limited traceability→
Improve process visibility
8 h average response→
Customer experience→
Accelerate response
Where is effort concentrated?
Not every friction point carries the same weight.
Information search
45 h/month
Preparation and data entry
40 h/month
Corrections and rework
30 h/month
Manual validations and follow-up
35 h/month
The hours represent effort currently involved in these activities; they do not automatically equal potential savings.
Opportunities identified
Simplify access to information
- Related effort
- 45 h/month
- Impact
- High
- Initial complexity
- Medium
Reduce manual preparation and data entry
- Related effort
- 40 h/month
- Impact
- High
- Initial complexity
- Medium
Reduce corrections and rework
- Related effort
- 30 h/month
- Impact
- Medium / High
- Initial complexity
- Low / Medium
Streamline validations and follow-up
- Related effort
- 35 h/month
- Impact
- High
- Initial complexity
- Medium
Impact × Effort Matrix
Select an opportunity to view its details.
ImpactLow → HighEffortLow → High
Quick wins
Prioritize
Optimize
Evaluate
Prioritized opportunity
Streamline the quotation process by reducing manual activities, search time, rework, and waiting between teams.
- Time impact
- It relates to a relevant portion of the 150 h/month identified.
- Customer impact
- It relates to the 8-hour average response time.
- Operational impact
- It affects a process handling approximately 500 quotations per month.
- Economic impact
- Relevant operating capacity is associated with these activities.
- Feasibility
- The opportunities can be analyzed and addressed in a prioritized way.
Step 02
We now know where the opportunity lies.
- ✓ Problems analyzed
- ✓ Impact quantified
- ✓ Opportunities identified
- ✓ Impact × Effort prioritization completed
With the opportunity prioritized, the next step will be to define how the process should work and evaluate the most suitable solution.
← Back to Step 01