Imagine, you are the General Manager in a pharmaceutical company. Into your office comes a Division Manager. “You know you asked for ways to improve our relationship with United Hospitals”, she reminds you about the last management meeting. “I’ve got it. We need to innovate for them!” She says with a grin. What’s your reaction?Read More
What insights did I get from attending last week’s Medical Technology Association of Australia’s (MTAA) summit on Value-Based Health Care?Read More
The word strategy is often misused and misunderstood. When we use the word we mean the simple definition used by the McKinsey consultant Kenichi Omhae: strategy is the intersection of three groups: customers, competitors and the company.Read More
Companies are spending more time on how to compete in competitive markets using value. Four factors give best companies a competitive edge that drives growth:
- Intimately manage your top 10 – 20 key clients.
- Identify and manage your exceptional & strategic suppliers.
- Focus on your unique value proposition for your market – your competitive edge.
- Align throughout the company around the top 3 factors, always— allocating resources, developing talent & managing operating costs— for growth.
In an earlier blog, we explained the first two factors that drive growth. In this blog, we will expand on factors 3 and 4.Read More
By Stephen Kozicki & Gary Peacock
Over the past three years, the world has changed dramatically, and forever from digital disruption, Brexit and Trump. Your industry and your top clients are feeling the stress as their markets change, fast. These fast changes mean that your business needs to be more agile in response to the market. For companies unprepared for these changes this means lower revenue and lower profits.
Our blogs are usually short and punchy to grab your attention. This blog is a little longer than usual because delivering growth is just too important and too urgent to reduce the ideas down to a page, so we have split it into two parts.
To Grow – Act Now!Read More
Over the last five years, we have all watched Amazon dominate book sales and many retail book stores have closed unable to compete. So, when I heard Amazon were opening bookstores, I was baffled. When Amazon have destroyed bookstores, why would they start to open bookstores?
On a recent visit to New York I was curious to see just what an Amazon bookstore looked like. See for yourself:Read More
Managing accounts strategically is different to managing accounts operationally. Some of the differences are highlighted in this blog.Read More
Typically, when deciding which accounts to manage strategically, companies use revenue as the main criteria. This makes some sense. Managing accounts strategically requires a large investment in time and resources, so receiving adequate revenue to justify this investment is valid.
However Strategic Account Management (SAM) is about managing the accounts in your business strategically. Managing to achieve your company's strategic objectives, there are many other factors that influence whether an account deserves you investing more time and resources.Read More
We ended 2016 with a real wake-up call for everybody in a leadership, executive or management role – the status quo of business was disrupted.
Over the holiday break I would take a book down to the beach to read which inevitably attracted conversation from other beach goers, firstly on me being the only person reading a book with everybody else on some device.
I liked the book because it challenged some of my concepts around leadership and self-motivation and that is always a sign of a great book.Read More
Imagine you are in an Australian industry with about 200 competitors, how do you compete and grow? Back in 2001, that's the problem faced by John Casella of Casella wines. He quickly concluded that he needed to be more strategic than his well-resourced competitors.
But how did he do it?Read More
Over the last couple of years, we have seen several organisations that are too good to change. But, how can organisations possibly be too good to change?
The answer is simple: they can deliver better profits this year doing almost exactly what they have always done.
Before you get too confident consider that a company's fall from grace can frequently be traced back to its time of greatest achievement!Read More
Imagine you could start your business again. What if you could start with a blank piece of paper and design your business to take advantage of the internet?Read More
I have been approached a couple of times in the last couple of weeks for information on where clients can attend public programs on Negotiation. We are pleased to announce we are now presenting these programs through UTS.Read More
Interesting to see Apple co-founder Steve Wozniak has joined UTS as an Adjunct Professor, the first appointment he has accepted at any university in the world. I can’t imagine that anyone would have predicted he would choose an Australian university. Most of us still think within the constraints of geography...Read More
There are a lot of clichés around about success and luck. I often tell negotiators the better your negotiation plan, the better your questions and the better you frame value, the luckier you can be...Read More
Too many strategic plans become yearly reviews not dynamic plans for how to compete. As Michael Porter teaches, the objective of strategy is to win in the marketplace, delivering superior sustainable performance. His convincing argument requires ...Read More