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Grow In Recession
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Grow In Recession
1.
Grow in Recession:
Successful Execution as an untapped opportunity Special Presentation Dusseldorf, 12th of January 2010 © 2009 Jorge Serrano González-Barosa
2.
Your Roadblocks than
impede results… ¨Everything should be made as simple as possible, but not simpler.¨ Albert Einstein © 2009 Jorge Serrano González-Barosa 1
3.
Yes!!!, there are
still opportunities to grow Successful Execution …is THE core area to improve © 2009 Jorge Serrano González-Barosa 2
4.
3 © 2009 Jorge
Serrano González-Barosa
5.
It is necessary
to Change our Marketing Dynamics The fundamentals of good execution start with clarifying decision rights and making sure information flows where it needs to go… 4 © 2009 Jorge Serrano González-Barosa
6.
Clarifyng decision rights:
Who owns each decision: Ensure that everyone knows which decisions and actions they are responsible for Who must provide input: Encourage higher-level managers to delegate operational decisions 5 © 2009 Jorge Serrano González-Barosa
7.
Information Flow:
There are 4 key areas to be developed faster Make sure information about Change Marketing competitive enviroment flows Dynamics quickly to headquarters Facilitate Use of WEB 2.0 information flow across organization Develop the new CRM Help Ecosystem field and line employees understand they day-to-day choices Learn fromyour bottom line results affect your customers 6 © 2009 Jorge Serrano González-Barosa
8.
What´s you Current
Organization Profile? “Everyone agrees, but nothing changes.” Passive-Agressive Congenial and seemingly conflict-free, this organization builds consensus easily, but struggles to implement agreed-upon plans ¨We’re from Corporate, and we’re here to help.” Overmanaged Multiple layers of management create "analysis paralysis“ in a frequently bureaucratic and highly political environment “The good old days meet a brave new world.” Outgrowm Too large and complex to be effectively controlled by a small team, this organization has yet to "democratize" decision-making authorit. “Let 1,000 flowers bloom.” Fits-and-Starts This organization has scores of smart, motivated, and talented people, but they rarely pull in the same direction at the same time. “Succeeding by the skin of our teeth…” Just-in-Time While inconsistently prepared for change, this organization can “turn on a dime” when necessary, without losing sight of the big picture “Flying in formation” Military Precision Often driven by a small, involved senior team, it succeeds through superior execution and the efficiency of its operating model “As good as it gets” Resilient Flexible enough to adapt quickly to external market shifts, it still remains 7 steadfastly focused on and aligned behind a coherent business strategy © 2009 Jorge Serrano González-Barosa
9.
The main Roadblocks
than impede results… “Everyone agrees on a course of action, but nothing changes.” “There goes another opportunity, while we wait for a decision.” “It’s a great idea; it’ll never happen.” “The businesses and functions just aren’t working together to get results.” “I don’t feel motivated to go the extra mile. What’s in it for Me?” “ We have the right strategy and a clear implementation plan, but we can’t seem to execute.” 8 © 2009 Jorge Serrano González-Barosa
10.
Organization Trait: Be
effective… Everyhone has a good idea of the decisions and actions for which he or she is responsible Important information about the competitive enviroment gets to headquarters quickly Order Once made, decisions are rarely second of guessed Importance Information flows freely across organizational boundaries Follow Field and line employees usually have the information they need to understand the The bottom-line impact of their work Order Line managers have acess to the metrics they need to measure the key driver of their business 9 © 2009 Jorge Serrano González-Barosa
11.
It is necessary
to Change our Marketing Dynamics 10 © 2009 Jorge Serrano González-Barosa
12.
It is time
for the people Tackle decisions rights and information flow It is necessary to Change our Marketing Dynamics = to share Internet 2.0 first, and only then alter organizational structures and relign incentives to support those moves 11 © 2009 Jorge Serrano González-Barosa
13.
Ensure that people
really understand what they are responsible for …and who makes © 2009 Jorge Serrano González-Barosa 12 wich decisions
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