Cascade in emerging markets: Greg’s Motor Spares had plans to grow in network of outlets in Namibia at an exponential rate. They knew that they were equipped with the right business model and people to execute their strategy. However devising the most effective solution and engaging their people behind that strategy was proving to be a challenge. Before even launching the system, the management team were able to use Cascade’s strategy framework to develop our detailed growth strategies..
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Case Study – Use of Cascade in Emerging Markets
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Confessions of a Customer Complaint Manager
Are Customers happy with the way you handle their complaints? Are you?
We all know that complaints handled well can open a portal to new opportunities. Back in 2008, customers were telling the company I worked for that we were not so good at handling customer complaints. None of us were surprised… we were frustrated ourselves with our mish-mash of process and tools and the impact of the poor quality (more…)
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Continuous Improvement and Its Impact on Market Effectiveness
Many have long considered Continuous Improvement activities mostly relevant to manufacturing and related operational functions.
However, continuing competitiveness and growth in market share is built upon a steady, progressive march forward in all areas of a business. And since a company’s Market Effectiveness activities and functions (shown below) are the most market-oriented and customer-intimate parts of a business, effective Continuous Improvement efforts are (more…)
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7 Critical Business Processes That You Live or Die By
Working capital, cash flow and operating profits are primary measures of senior leadership performance. Companies audit their financials every year to validate compliance and performance, but typically don’t have an audit plan for critical business processes that impact these performance measures and the customer’s perception of performance.
There are 7 critical business processes that every company must (more…)
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Anti-Strategy – How Sales Compensation Can Accelerate It – Part V
The Group50® series on Anti-Strategy, characterizes situations wherein talented, driven and well-intentioned employees unintentionally act against their company’s best interests. Anti-Strategy often occurs when strategy is unclear or information is lacking. Is there another cause that feeds Anti-Strategy? Is it possible, to have Anti-Strategy designed into the company’s own processes or policies? Absolutely! Let’s consider how this can happen in sales compensation systems.
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The Impact of Anti-Strategy on Market Effectiveness – Part IV
Anti-Strategy causes a negative impact on Market Effectiveness and your customers know it. Let’s start with a couple of definitions before we get into the meat of this article: Anti-Strategy: Conscientious employees trying to do the right things without the guiding principles of a clear strategy.
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Do Brands Really Matter?
In consumer businesses, the answer is “Absolutely!” But what about in business-to-business (“B2B”) categories? If you type into your favorite search engine, “Do B2B brands matter?” it will surface a number of research-backed articles that emphatically declare, “Yes!” The skeptic might challenge, however, “Sure, if I’m Intel or some other mega-budget giant in a high profile category.”
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Market Effectiveness: A Unique Way To Look At Your Business