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Secret To Successful Execution Share

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Ninety percent of all go-to-market strategies fail because most companies fail to translate business strategies into their daily business practices. Strategy is a promise made to the marketplace. It ...

Ninety percent of all go-to-market strategies fail because most companies fail to translate business strategies into their daily business practices. Strategy is a promise made to the marketplace. It signals intent and thus creates customer expectations. Strategy activation is a new planning discipline that links strategic vision and marketplace implementation. It ensures the promise made to the marketplace is fulfilled across every customer touch point.

In this Aquent-sponsored on-demand webcast, you can learn:
• Why 90% of all business strategies fail in the marketplace
• How high performing organizations leverage the four key implementation success factors
• How to design a customer experience that matches expectations
• How the right culture and reward structures can build a workforce committed to implementing your promises
• How to design the necessary processes and select the right tools that will enable marketplace success

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    Secret To Successful Execution Share Secret To Successful Execution Share Presentation Transcript

    • Strategy Activation: The Secret to Successful Execution. In this Aquent-sponsored webcast, Scott Glatstein talks about strategy activation and how to turn your vision into marketplace success. © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • Strategy Activation The Secret to Successful Execution © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • STRATEGY: 1. The science or art of military command as applied to the overall planning and conduct of large-scale combat operations. 3. A plan of action resulting from the practice of strategy. 5. The art or skill of using stratagems especially in politics and business. © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • STRATAGEM: 1. A deception © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • STRATEGY: The art or skill of using deception especially in politics and business. © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • G O -T O -M A R K E T S TR ATE G Y © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • ► Unbeatable Prices ► World Class Customer Service ► Luxurious Ride ► Mass Customization © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • “Nine out of ten [go-to-market] strategies fail in the marketplace.” David Norton Harvard Business School © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • Strategy fails to recognize the capabilities and limitations of the organization. © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • Employees don’t know how the strategy affects their day-to-day responsibilities. © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • The business’s systems and processes can’t support the strategy. © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • Performance metrics and rewards are not aligned to the strategy. © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • 90% Chance That Your Strategies Will Fail 3) Beyond the organization’s capabilities 4) Not communicated properly 5) Existing infrastructure can’t support it 6) Compensation mis-alignment © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • “In the 1960’s, if you introduced a new product to America, 90% of the people who viewed it for the first time believed in the corporate promise. Then 40 years later if you performed the same exercise, less than 10% of the public believed it was true. The fracturing of trust is based on the fact that the consumer has been let down.” Howard Shultz © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • Reasons Promise To Believe 1. Power Driving 2. Performance Excitement 3. Styling 1. Construction Safety 2. Reliability 3. Features © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS The Promise Unconditional Customer Satisfaction © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS Customer Experiences Happen © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS 1. Identify all of your Customer Touchpoints © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS 2. Determine the Most Influential Touchpoints © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS 3. Design the Optimal Experience Touchpoints Reasons To Believe © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS 3. Design the Optimal Experience Safety Marketing & Advertising Dealership Salesperson Servicing Reasons Construction To Believe ? ? ? ? Reliability ? ? ? ? Features ? ? ? ? © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS Promise Yields Go-To-Market Customer Strategy = Promise Expectations Experience © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • OFFERINGS Assessing Your Offerings Not WIP Done Done Existing products and services match the overall strategy and meet customer expectations. Product Development teams understand the strategy and actively incorporate the promise into new products and services. The end-to-end customer experience has been mapped and designed to deliver the promise in each customer interaction. Customer feedback is monitored and analyzed to identify additional ways to improve the overall customer experience. © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • PEOPLE Product/Service Industrial Dishwashing Supplies Promise Cleaner, Safer Operation Pillars 8. Personal Service 9. Swift Issue Resolution © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • PEOPLE Product/Service Industrial Dishwashing Supplies Promise Cleaner, Safer Operation Pillars 8. Personal Service 9. Swift Issue Resolution © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • PEOPLE Capabilities Trained Dishwasher Technicians Culture Personal Service Swift Issue Resolution Rewards Customer Retention © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • PEOPLE Assessing Your People Not WIP Done Done Hiring practices and policies are designed to secure the resources required to implement the current and future company strategy. Training and development programs provide employees with the specific skills necessary to execute the business strategy. Company culture supports the promise. The compensation system is tied to specific goals/ objectives in support of the marketplace promise. © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • PROCESSES Like a good neighbor… © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • PROCESSES Like a good neighbor… © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • PROCESSES © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • PROCESSES Assessing Your Processes Not WIP Done Done Processes are focused on the customer perspective and customer experience. Internal processes are managed holistically across silos to ensure strategic alignment. Clear, effective communication channels exist from the top organizational levels to the most subordinate employees. Processes are consistently reviewed for their impact on the overall customer experience. © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • TOOLS Latte Latte Latte Latte Large 20 oz Med 16 oz Med 16 oz Med 16 oz Skim 2% 2% Skim Splenda Fu8ll Fu8ll Fu8ll Splenda Vanilla Vanilla Vanilla © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • TOOLS 40 20 © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • TOOLS Right or Wrong? © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • TOOLS Appropriate or Wrong? Right vs. Inappropriate © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • TOOLS Assessing Your Tools Not WIP Done Done Tool choices are reviewed in the context of the overall promise and envisioned customer experience. Tools are periodically reviewed to ensure they still align to the organization’s promise. Staff has been trained to use the organization’s systems accurately and effectively. Employees see the value of the tools and use them consistently in their daily routines. © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • 1. Strategy = Promise and promises are hard to keep 3. Design a holistic experience that fulfills the promise 5. Give your people the proper skills and motivation 7. Enable their success with the right processes and tools © 2008 IMPERATIVES, LLC. All Rights Reserved.
    • Thank You! WWW.STRATEGYACTIVATION.COM © 2008 IMPERATIVES, LLC. All Rights Reserved.