Category Archives: Strategy

When Business Slows Down – The Ten Fundamentals

When business slows down remember these ten timeless fundamentals: Cash is king, not profit. Obsess about tracking the amount of available cash. Chase debtors, invoice correctly. Pay your own bills on time, not early. If possible sell underperforming assets, write off old stock, turn it into cash. Losing customers is a disaster. Develop customer retention… Read More »

Ten Strategy Thought Starters

1. Strategy definition: Creating distinctive, sustainable competitive advantage. Not difficult to articulate but for many organisations difficult to do well. 2. Distinctive means being discriminatory, rejecting options, not doing everything, focus, focus, focus . 3. All things being equal culture defeats strategy because strategy is about change. 4. Revolutionary goals are achieved through evolutionary steps,… Read More »

Four Things That Distinguish High Performing, High Growth Organisations From The Rest

Through our ongoing project work we thought it timely to share what we are finding to be four areas of focus that seem to make a material difference to organisational sales performance. 1. The need for their (B2B) salespeople to reposition themselves further up the value chain away from what some CEOs call ‘commodity hell’.… Read More »

Selling – The Last Bastion of Amateur Practice?

Over the last 20 years business organisations have transformed themselves. This has been done through the application of a much more disciplined, systemic approach to each functional area. These functions have become professional. Production is now a lean form, quality orientated practice with engaged workforces managing their own continuous improvement. Distribution or logistics through the… Read More »

Value Chain Capital

Each business and market segment has its own unique value chain consisting of the combined activities that make up the internal business and external market environment. Segmenting the market place and developing a deep understanding and perspective of the unique value chain enables clients to identify key dynamics that can be optimised to allow the… Read More »

Opportunity Creates Capacity

OPPORTUNITY CREATES CAPACITY… Not the other way round Take your business goals, customers and market position(s) to new levels and places,  leverage your capabilities into adjacent and new markets, as well as redefining your core market offerings to set new rules for competition. Make connections and deliver insights,  combine the science of analytics with the… Read More »

What Can Really Be Achieved In A One-Week Sales Effectiveness Diagnostic?

Actually, a lot! Prioritising where to focus scare resources to improve the output of a sales organisation can be challenging. The one-week Sales Effectiveness Diagnostic is designed to give you immediate actions to improve sales based on comparisons with latest sales best practice research. With an intense programme of field visits, data review, interviews and… Read More »

The Only Problem Solving Technique You’ll Ever Need

When solving problems a common mistake is to do things the wrong way round, that is to spend too much time (and often money) on possible resolutions rather than the problem itself. Resolution searching feels like problem solving but it isn’t really, no more than agonizing over  a new item of clothing is going to solve the problem of  not… Read More »

How you organise your business to delight your clients

How you organise your business to delight your clients, to optimise your resources and to release peoples’ potential. Highly evolved organisations have a low design imperative, spending their time on developing coping and workaround strategies rather than focusing on creating additional value add. What You Need Create a scalable and sustainable organisational design that will deliver the required… Read More »