Specialists in Corporate Strategy in St. Augustine Beach, FL
Going forward, starting in 2013 - 2015, every company requires a "Corporate Strategy." When you feel the competition is moving in, "Executive Experience" is the best way to get "Corporate Strategy" on your side. In 2006, Alcatel-Lucent SA aspired to be a global cellular provider. To date, they have been unsuccessful.
Before leaders begin to shape their culture or build a new strategy or prepare to lead in a new direction, it is important to know the current state of the organization and the market (domestic or international) they are in. Where does your company plan to compete and win and on a realistic schedule? Global CEO's must know the business regulations from foreign governments, the future direction of economic policies, and the long-term expectations.
A "Corporate Strategy" is to help management solve their most important problems and inefficient companies and healthy companies to reorient themselves with a strategy in a turbulent business environment.
During the next 24 months, the domestic marketplace will become even more competitive. Data flows will double every year for the foreseeable future. Many corporations have doubled in size during the past year. They doubled in size because they took business away from their competitor. They doubled in size because they entered new global markets with a new corporate business strategy.
Therefore, "Modern Strategic Planners" pride themselves on their spreadsheets and analyses. The strategic planning process is most often used in large and midsize firms, but the financial results cannot be verified.
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Sometimes executives underestimate the importance of the current culture in a corporation. Strategy is critical in order to compete and be successful. However, strategy and business objectives must also align with the "culture" or the plans for corporate change.
It is proven: more data-mining has produced fewer results than it claims. However, if you are allergic to consultants, you know how little this annual ritual has contributed.
My objective is to help you look at consultants differently; to view consultants as contributors and with a strategic value proposition for the company. Finding the right strategic style for your company is one of the responsibilities of the consultant. How strong is your forecast for the future? And how strong is your competitors' forecast?
Determine the correct corporate strategy and value proposition to compete and win.
- Great Leaders will ask good questions.
- Great Leaders are goods salespeople.
Warren Bennis prepared some of the best work in his book titled. "On becoming a Leader."
Social Issues and Rapid Change in the New Normal
Jack Welch was the CEO of GE and known for dozens of relevant quotes at the social engagement level. His best known social quote is still used today. "Sophisticated Investors want reliable and consistent forecasts." Milton Friedman, an economics professor at the University of Chicago, was quoted at the social engagement level: "The Corporation's responsibility is to maximize the profits of the shareholders." However, even Friedman knew that, you needed new customers to replace the old customers or you needed the old customers coming back again and preferably both. The late Steve Jobs, Founder of Apple and Michael Porter, Harvard Professor, are both leaders and social contributors. They have dozens and offered many other quotes. For decades, we have followed similar leadership statements and social tactics for business direction and cultural advice and corporate strategy. Some managers thought that before the internet, life was entirely normal. Get over it.
Wall Street Journal, 1.16.13, The Social Corporation is known as Facebook, (CEO) asks the question; what should we do with the personal information of more than one billion users. (See "Breakout Strategy" below.)
"Liking is not Leading; says IBM and does not mean success."
Quote - IBM 2013
In fact, without a sales force strategy, it can open the door to an unqualified but equally capable competitor. Now, you must meet a new competitive challenge and a new standard to keep your customers business. This can consume a corporation's entire resource base and the available capital.
It has been my experience that every major technology hardware company wants to be in the software business and every major software company wants to be in the hardware business. Since software and hardware have become commodities; witness the many relationships developed between both types of companies and the new "Cloud Organizations" that resulted.
One is a capital expense and one is an operating expense, and so, it is all about economies-of-scale. However, at IBM, we had a social-slogan and a culture-statement. It was called, THINK! At CSC, we had a social-slogan and culture-statement. It was called, Get It Done! Both required a corporate sales strategy for success. But how do you explain strategic changes to the rest of the company employees and explain the benefits of a corporate strategy to your customers and clients?
"Sales Strategy" is just one method, and it is used in most corporations to their competitive advantage. The key resource available to every corporation is knowledge, and therefore, knowledge management is the best method to improve your competitive advantage. Each employee brings some unique experience to the job and has knowledge of the company and their role within the company.
No. # 1: There is capital in the form of every personal-strategy that every employee will use to perform their role. No. #2: Customers and clients represent important knowledge to most corporations in the form of shared information and personal relationships. However, customer capital is probably the worst managed of all intangible assets. A (SCS) Sales Cloud Strategy is necessary to align these assets and to manage these assets. Every company can fine tune their corporate strategy and improve the results.
Does your company have a "Mobile Strategy?"
The application of mobile technology for business purposes will increase 35% each year. Mobile (.mobi) is growing and is a tool and a tactic in the selling process. Mobile tactics will continue to grow in the various business processes. Research is ongoing and will continue to add value after (when) each formula is proven to strengthen the bottom line.
Does your company have a "Global Strategy"?
Global competition is different and therefore your value proposition must change to align with the international client. The three engines driving globalization are technology, capital markets, and management.
The key to compete is the corporate (SCS) Sales Cloud Strategy.
Research by the "International Data Corporation" estimates, The Cloud will support over 14 million jobs worldwide by 2015.
Our trade deficit grows, and we import more than we export. Therefore, how long can we stay at home in the USA and compete over lower and lower margins in smaller markets?
The rule of humble arithmetic says there are only four ways to divide up strategy.
The rules of strategy are very basic. The rules were first identified by a politician and a military leader more than a thousand years ago and have been followed by Leaders of every description and successful corporations ever since. With your own corporate strategy (targeted and unique), and your very best added-value proposition, the competition really does not stand a chance.
My approach to strategy is that 1 + 1 = 3 and 3 + 1 = 5. The leadership of the corporation and the intimate knowledge of the market will provide the competitive advantage to win. The company may currently have a strategy; however, it may be necessary to change it. Customers and clients will pay a premium for the very best added-value proposition from their vendors. Employees will follow leaders and become leaders - who have the focus and skills to perform both of the above.
Many years ago, corporate consultants introduced the word "synergy" into the management vocabulary. Although the term is overused, it is memorable and simple. Therefore, regardless of the industry or high margin or low margin business, a competitive (SCS) Sales Cloud Strategy is necessary to lead the organization in the right direction. Below, I have identified each method and given each strategy a descriptive name. Together, with a value proposition, each corporate strategy can be prepared to compete and win.
Same Old, Same Old Strategy
This strategy is most often identified with slow moving and traditional style companies. Companies where information moves slowly and internal processes are fixed and change is difficult to implement. Their business strategies (customer and client) are focused on predictable performance measurements and the long-term market performance and position. Often these corporations are protected by copyrights for their original product design or innovations.
Most government organizations and their dated methods or the utility companies fall under the "same old" category. A traditional example would be the original telecom industry and early protected patents. However, global telecommunication has changed dramatically since the nineties and network deregulation.
Strategy to Confuse
As an opener, you must take your tough competitive environment, as a given. As an ex - IBM employee, sometimes we used the term "FUD" (fear, uncertainty, doubt). It was used to keep a customer off-guard, or from moving to the competition or imply risk in their next computer decision. It is now 2013, and a two-way street and both companies and customers dictate the business terms. The economics of the global environment, the rapid changes in technology, the business trends of the consumer makes revenue forecasting a very difficult task.
"Healthcare" is now part of this new business category.
Basically, the consumer is in control and is looking for a vendor vs. a strategic business partner. The consumer is responsible for their own healthcare. Almost any supplier can perform this role. Therefore, you must quickly change the "buying criteria" that your customer has. You must stretch their planning cycle and their purchasing cycle until you are able or better suited to compete and win. Depending upon your industry or your current competition; there are many extra steps and tactics that you can include in the (SCS) Sales Cloud Strategy.
In this approach, slowly, both companies and customers are building trust with each other. Corporations have earned the right to their customers/clients business. However, the company is constantly attempting to improve upon "internal strategies" within each of their corporate departments. All eyes are constantly on the lookout for their competition and any vulnerable positions they might have. Each member is looking for new business opportunities the company could meet or possibly serve. The corporate culture is usually open to a new way of doing business or the "integration of different strategies."
Breakout / Breakaway Strategy
"Breakout Strategies" are designed to change the terms and conditions of doing business in the current marketplace; both domestic and international. The leaders believe the business environment can be changed to meet their competitive strengths and gain a strategic advantage. This strategy will take business away from their competitors and it will also create entirely new markets. The NEW "high-growth industries" where barriers to entry are low but competitive experience and innovation are high.
The company must use all the resources necessary and the experience available to meet the competition and win. If poorly executed, there is seldom a partial victory. (This is a high-risk strategy and the potential return is much greater).
As a corporate sales strategy, Facebook will battle with Google. They will use the Cloud and their personal data on more than one billion users to create a new service called "Graph Search." Less than 30% of all executives have used a breakout strategy or are willing to use this method to win new business. (SCS) Sales Cloud Strategy can offer a value proposition to leverage your corporate strengths and support a new corporate strategy.
Now, Make it Work
Depending upon the current environment, corporations operate in many modes or at different stages. The public reputation of a corporation can vary from high to low. This can be tested at a local level or on a larger scale. There are complexities and steps to avoid. At the same time, there are valuable capital and corporate assets to include in the corporate value proposition.
The leadership and the management team must choose the correct strategy. A (SCS) Sales Cloud Strategy can be effective at all stages of corporate development.
Internationally known consulting organizations will get it right only 50% of the time. At this stage, experience will be the most valuable contributor to improve or develop the corporate strategy and the added-value proposition.
Earlier, I said culture can help to launch a competitive strategy. That means, using the best from the current environment and creating a new strategic direction. In a new social environment and facing new competitors, (who show up on a regular basis); it is more important than ever before, that "Corporate Strategy" and the "Sales Strategy" are closely aligned.
It means, every employee in the company will get involved with the strategy process and each department has a virtual role to play. The department that currently represents the new culture of company has their own authority to create a competitive strategy.
The sales department has the authority to create a "Sales Strategy" that is aligned with the "Corporate Strategy." This offers a straightforward method to avoid any strategic confusion.
"Our salespeople spend much more time on directed and experiential learning about how to integrate IBM's assets."
Human behavior changed - from browsing to buying, from surfing to selling - until finally; there was no more "online business." Only business and proof is the financial results. IBM revenues and stock is up in the first quarter of 2013.
The social culture of a company may be focused on just the finances of the company. The social culture may be focused on just customer service. The corporate culture may be focused on just innovation.
In 2013, we are a better educated and a smarter workforce. You need to create and build a "mindshare" that guides and supports the application of "Social and Strategy" into your work processes. Therefore a (SCS) Sales Cloud Strategy will take a dedicated focus to implement your new corporate strategy and still remain aligned with the current corporate culture. The results have been very rewarding and your competition does not stand a chance. (Reference: Introduction to Change. Management Collection) by HBR.
Contact Sales Cloud Strategy to take the next step to your success. We proudly serve business owners throughout St. Augustine Beach and all of Florida.