2. Thinking Thursday
Tip 1
What problem does my
business solve?
How do I solve it better than anyone else?
Do my customers still care about that
problem?
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3. Thinking Thursday
Tip 2
Wouldn’t it be
great if xxxx?
What is xxxx for your customers?
When did you last actually ask them?
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4. Thinking Thursday
Tip 3
What would happen if I
provoked my customers?
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5. Thinking Thursday
Solution Selling Provocation Selling
Competes for vendor preference within Compels project investment outside an
an existing budget existing budget
Aligns with the prevailing point of view Challenges the prevailing point of view
Addresses acknowledged pain points Addresses unacknowledged angst
Targets tactical problems Targets strategic problems
Begins with technical proof and then Starts with the business case and then
builds a business case provides technical proof
Starts as a line of business dialogue Starts as an executive-based dialogue
Asks questions to identify needs Uses insightful hypothesis to provoke a
response
Responds to issues described by the Is proactive and leading, forcing issues
client out
Source: In a Downturn, Provoke Your Customers – Harvard Business Review, March 2009
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6. Thinking Thursday
Tip 4
Can I create a new
value curve?
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8. Thinking Thursday
Kim and Mauborgne.
Blue Ocean Strategy.
Harvard Business School
Press. 2005
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10. Thinking Thursday
Tip 5
Where are my
high growth
products and services?
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11. Thinking Thursday
All products are not equal Source: Is your Growth Strategy flying blind?
Harvard Business Review May 2009
Sector Growth Rate
Hair Care 5.9%
Personal Hygiene 7.5%
Organics 1.6%
For now, assume that:
• profits are similar
• growth rates will be maintained
Isn’t it obvious where we should invest right now?
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12. Thinking Thursday
Source: Is your Growth Strategy flying blind?
Harvard Business Review May 2009
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13. Thinking Thursday
Tip 6
Where are the High Growth
Markets?
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15. Thinking Thursday
Sector Total Population High Growth Incidence of HG Experian Research, March
Firms Firms 2012 on behalf of
Business Growth Fund
Agriculture 293 62 21.2%
Public Services 964 195 20.2% 4000 companies identified
Finance 2147 395 18.4% that have grown more
Business Services 5794 1021 17.6% than 33% in last 3 years.
Consumer 1152 197 17.1%
Turnover £2.5 to £100m
Services
Wholesale 2306 384 16.7% http://www.businessgrowt
Transport 1814 294 16.2% hfund.co.uk/inform/news/b
usiness-growth-fund-
Manufacturing 4982 786 15.8%
launches-growth-
Retail 2891 452 15.6% companies-barometer
Property 1405 143 10.2%
Construction 1785 181 10.1%
Source: www.businessgrowthfund.co.uk
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16. Thinking Thursday
Sector Total Population High Growth Incidence of HG Experian Research, March
Firms Firms 2012 on behalf of
Business Growth Fund
Business Services 5794 1021 17.6%
Manufacturing 4982 786 15.8% 4000 companies identified
Retail 2891 452 15.6% that have grown more
Finance 2147 395 18.4% than 33% in last 3 years.
Wholesale 2306 384 16.7%
Turnover £2.5 to £100m
Transport 1814 294 16.2% http://www.businessgrowt
Consumer 1152 197 17.1% hfund.co.uk/inform/news/b
usiness-growth-fund-
Services
launches-growth-
Public Services 964 195 20.2% companies-barometer
Construction 1785 181 10.1%
Property 1405 143 10.2%
Agriculture 293 62 21.2%
Source: www.businessgrowthfund.co.uk
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17. Thinking Thursday
Tip 7
Should I cut or invest?
Source: Roaring Out of Recession Harvard Business Review March 2010
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18. Thinking Thursday
• 4,700 US companies
• 3 recessions
• Six balance sheet headings:
- Employees, GOGS, R&D, SGA, CAPX, PP&E
Cut Invest
Prevention focused -- =
Promotion focused = ++
Pragmatic -- ++
Progressive - GOGS, =Emps ++ R&D, SGA, CAPX, PP&E
Source: Roaring Out of Recession Harvard Business Review March 2010
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19. Thinking Thursday
• 11% didn’t survive
• 80% stalled
• 9% “Progressives” outperformed by 10% +
For NOW – focus on Operational Efficiency
For FUTURE – invest in Marketing, R&D, Assets
Source: Roaring Out of Recession Harvard Business Review March 2010
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20. Thinking Thursday
Tip 8
Who could I partner
with?
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23. Thinking Thursday
Tip 9
What kind of strategy should I
be focusing on?
Adaptive Shaping Classical Visionary
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24. Thinking Thursday
Adaptive Shaping
Classical Visionary
Source: Your Strategy Needs a Strategy Harvard Business Review September 2012
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25. Thinking Thursday
Tip 10
Have your Vikings
become farmers?
Is it time to beef up your sales?
What are you measuring?
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27. Thinking Thursday
Your top pick?
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28. Thinking Thursday
1. What problem does my business solve?
2. Where are the new customer problems?
3. Can I provoke them?
4. Can I create a new value curve?
5. Where are my high growth products/services?
6. Could I be exploiting high growth markets?
7. Cut/invest. Have I got the balance right?
8. Who could I partner with?
9. What approach to strategy is best for me?
10. Have your vikings become farmers?
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29. Thinking Thursday
Our Next Thinking Thursdays…
Effective Strategic Leadership
29th November, Southampton
Building Teams That Deliver
13th December, Bournemouth
Book at www.croftcentre.co.uk/thinkingthursday
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30. Thinking Thursday
PASSPORT
Courses coming up…
Projects 3 Dec Bournemouth
Leadership 10 Dec Southampton
Assertiveness 11 Dec Poole
Pick up a brochure or go to www.croftcentre.co.uk/passport
Special Offer of 20% off for those here tonight
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31. Thinking Thursday
Don’t forget our courses can be used
towards…
Management & Leadership
Qualifications with
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32. Thinking Thursday www.croftcentre.co.uk/donate
Supporting local charities…
£1,903
raised so far
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33. Thinking Thursday
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Editor's Notes
Where are the new opportunities
Cost of Goods Sold Reasearch and Development Sales, General and Admin Capital Expenditure Plant, property and equipment
Facebook Overtook Myspace Opened up to outside developers in 2007 2008 – 33,0000 applications 2010 – 500,000 applications Zynga, Playdom, Playfish 50% of logins are people playing games 56 million people a day play them 500 million users
