Demand chains as the competitive differentiator.
We can learn a lot about supply chain management from successful retailers. To be successful, generally they have identified their logistics chains as a key source of competitive advantage and they work on it. Their business model depends on having the stock on shelf...
A strong sense of purpose.
It is not the words of a company vision that count, as much as the conversation that goes on around the water cooler about the purpose of an organisation. The notion of including all personnel in a conversation about business purpose is very effective. Sam Palmisano,...
Forecasts are not predictions.
If you want a prediction, go to the lady in the tent at the local fair. If you want a forecast, talk to those who have an intimate knowledge of the drivers of the outcomes you are seeking to forecast. Good forecasting is an iterative process, the more you do, the...
Questions sell.
Selling is all about finding the way your product can add value to your prospective customer greater than the price you are asking for it. Why is it then that most selling activities I see are the commercial equivalent of "flashing" your wares and hoping the"...
Marketing focus.
It is easy to see opportunities outside the "home base" often easier than seeing them close to home. However, success comes with exploiting potential in existing markets before you "export" resources to chasing new ones. Chase market penetration, cost reduction, value...
Lessons from the coal-face.
As we appear to be coming out of the worst of the downturn, as highlighted by the .25% increase in the prime rate day before yesterday, it would be a mistake to think that the good times are back without trying to learn from the pain of the last 18 months. Across my...
The organisation pyramid.
Organisation charts almost always depict organisations as an equalateral triangle. It is a simple change in perspective, to see it with a third dimension, like the Egyptian pyramid. Suddenly, it is clear that the guts of the organization are largely hidden from view....
Invest in the unexpected.
One of the most widely known strategy tools is the SWOT, but it is widely misunderstood. Often there is confusion about what is a strength, and what is an opportunity, similarly, what is a weakness, and what is a threat. Strengths and weaknesses are internal to the...
Finding good employees in a downturn should be easy.
Right? Probably wrong 90% of the time. Superficial logic says when there are lots of people looking for jobs, it should be easy to find one to do yours, this may be true, but is it the right person for the job???. A colleague of mine is looking for drivers, there...
The risk & return of IT
One of my clients is currently undergoing a risk management exercise, pretty ordinary, albeit important stuff. List all the conceivable risks, rate their probability of occurrence, consider the impact if they occurred, and the consider the costs of mitigation. From...