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Key strategies for growth

The document outlines key strategies for business growth, emphasizing the importance of a well-defined business strategy that considers growth, profitability, and risks. It discusses the necessity of accessing larger markets and globalization's impact on competition and innovation, advocating for partnerships and an adaptive approach to navigating market complexities. Additionally, it highlights the importance of stakeholders, market analysis, and the value chain in achieving sustained growth.

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Slide 1 Business growth – Key strategies for growth KEY STRATEGIES FOR GROWTH Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 2 Business growth – Key strategies for growth Your Teacher • François Huber, ME in chemical engineering, MBA • 25+ years working as technician, project engineer, CTO, CEO, international consultant • Involved in waste management, halogen lamps, ham manufacturing, floating offshore wind turbines, energy storage… • In global companies, family business, startups… • Mostly in charge of international projects _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 3 Business growth – Key strategies for growth “Growth is never by mere chance; it is the result of forces working together.” James Cash Penney Businessman _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 4 Business growth – Key strategies for growth Growth strategies & logic _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 5 Business growth – Key strategies for growth What is a business strategy? • A business strategy aims at improving your financial figures in the short term and the long term • It deals with growth and profitability • It also takes risks & opportunities into account • It can reshape the company in all sorts of ways _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 6 Business growth – Key strategies for growth Why do we need a larger market? If you are making products: The experience curve Market price Margin Leader Competitor #1 Competitor #2 Competitor #3 Competitor #4 _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 7 Business growth – Key strategies for growth Why do we need a larger market? If you are in software, apps, IT platforms…: The winner takes all _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 8 Business growth – Key strategies for growth Why do we need a larger market? If you are in engineering or similar services: Hall of fame _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 9 Business growth – Key strategies for growth Why do we need a larger market? If you are the Mont Saint Michel: It’s coming anyway Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 10 Business growth – Key strategies for growth Globalization, the rules of the game _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 11 Business growth – Key strategies for growth Globalization: definition? _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 12 Business growth – Key strategies for growth To a Global Open Consumer economy Globalization is going from a Local Self-reliant Subsistence economy The global transition _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 13 Business growth – Key strategies for growth Globalization & Competition Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 14 Business growth – Key strategies for growth Competition & innovation Globalization opens your market to the world So suddenly you can have many more competitors This is why innovation is all the rage (in products, organization, sales…) And you have to stand out _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 15 Business growth – Key strategies for growth Innovation & International And it is not enough Innovation is expensive You can fund it by pricing up (but you can’t) Or you can find more customers that are now accessible _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 16 Business growth – Key strategies for growth We used to do everything in-house ✓ For convenience ✓ And control It is no longer possible ✓ It is too long ✓ And too expensive ✓ And we lack resources We need to secure external resources ➢ To go fast enough ➢ At the lowest possible cost This means partnerships, networks, communication, competitive intelligence, knowledge management… And it is now possible thanks to a much lower cost of transaction The open company _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 17 Business growth – Key strategies for growth Reshuffling cards _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 18 Business growth – Key strategies for growth Going up _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 19 Business growth – Key strategies for growth As markets grow Business specializes Specialization _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 20 Business growth – Key strategies for growth More interactions Commercial expansion External resources Innovation Competition Internal reorganization External & internal interaction _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 21 Business growth – Key strategies for growth More productivity Globalization is a huge driver of productivity This is caused by increased competition It leads organizations to restructure & reorganize This can be for instance re-engineering, relocation… _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 22 Business growth – Key strategies for growth A huge dose of change Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 23 Business growth – Key strategies for growth Nobody in charge Globalization is not decided by governments AND IT IS IMPLEMENTED BY BUSINESS _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 24 Business growth – Key strategies for growth Creative destruction _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 25 Business growth – Key strategies for growth The Deming cycle is a conventional feature of globalization And the wheel spins faster and faster Continuous improvement _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 26 Business growth – Key strategies for growth • Getting customers before others do • Harnessing the power of networks • It is easier to do with software • You need to grow your organization at matching speed… Sometimes you win by being first _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 27 Business growth – Key strategies for growth Rightsizing • Global companies can be any size • They just need to serve their market • The staff / turnover ratio can also be anything _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 28 Business growth – Key strategies for growth Internationalization strategies _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 29 Business growth – Key strategies for growth How glocal should you be? Global Transnational International Multi- domestic Local responsiveness Global integration The Bartlett & Ghoshal Matrix _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 30 Business growth – Key strategies for growth Channels • Many options to evaluate and to test • A specific recipe for each place • Borders matter… or not • Internet is the new black _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 31 Business growth – Key strategies for growth Speed & size 0 50 100 150 200 250 300 2020 2021 2022 2023 2024 2025 Turnover projection (€m.) • You need a major market share to be a credible supplier • 15 % of a € 2 bn. market in 2025 translates into a € 300 m. turnover • Making money is not enough _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 32 Business growth – Key strategies for growth Franchising Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 33 Business growth – Key strategies for growth M & A _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 34 Business growth – Key strategies for growth Business modeling for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 35 Business growth – Key strategies for growth The product life cycle _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 36 Business growth – Key strategies for growth The BCG matrix _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 37 Business growth – Key strategies for growth Product mix Filling Optimal profits Stretching Width Depth number of versions of each product Line = products function in a similar manner, sold to the same customers, marketed the same way or are in the same price range Consistency how closely lines are related _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 38 Business growth – Key strategies for growth Going global _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 39 Business growth – Key strategies for growth Roadmap(s)? Once we choose to have an international strategy • Where do we start? And where next? • How do we proceed? • How fast (=how expensive)? • What are the objectives? Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 40 Business growth – Key strategies for growth Market analysis • A market analysis is the inevitable first step but it doesn’t buy you success • How much will you spend (macro then micro?)? How many criteria? • What is the quality of your information? How many sources? • Don’t imagine you can study a market from your cozy office _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 41 Business growth – Key strategies for growth Mapping markets Profitability Ease of doing business US Italy UK Germany Japan Sweden Eire Size Competition Aggregated criteria Segments? _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 42 Business growth – Key strategies for growth Approaches • Going global is complex • The options are countless • A scientific plan is unlikely to work • An entrepreneurial, experimental, trial-and-error approach is more suitable Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 43 Business growth – Key strategies for growth At the crossroads _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 44 Business growth – Key strategies for growth Being global • By becoming global, you get new assets • The strategy has to use this leverage • Brand / image repositioning? • Follow the moon? • Relocate operations? • Use our new know-how for new projects? _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 45 Business growth – Key strategies for growth Business environment _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 46 Business growth – Key strategies for growth Stakeholders International business Suppliers Middlemen Local communities Third parties Business communities Compliance Influencers National support _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 47 Business growth – Key strategies for growth Stakeholder analysis Supportive Indifferent / Opponents Powerful Powerless PESTEL 5 forces _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 48 Business growth – Key strategies for growth Stakeholders management Interested Influence No influence Not interested _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 49 Business growth – Key strategies for growth Value chain After sales services Sales Manufacturing R&D Marketing Customer You only have control over the internal value chain However for the end user, your competitiveness depends on the whole value chain _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 50 Business growth – Key strategies for growth PESTEL PESTEL Politics Economy Society Technology Environment Law _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 51 Business growth – Key strategies for growth The role of standards • Companies don’t like to invent; they appreciate a familiar environment • They are comfortable when they can rely on established practices • Standards are critical in a world shaped by low costs of transaction _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 52 Business growth – Key strategies for growth 5 forces – Porter’s diamond Competition New entrants Suppliers Substitutes Customers • The 5 forces are not the ultimate weapon for a market analysis • The industry itself can be a suitable environment or not • Whether it’s growing or not affects the forces • The market is altered by its own driving forces _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 53 Business growth – Key strategies for growth The value net Firm Customers Complementors Suppliers Competitors _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 54 Business growth – Key strategies for growth Competitive intelligence map (example) _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 55 Business growth – Key strategies for growth Strategic group maps • A strategic group map can be established with relevant criteria • It shows how strong the competition is in your group • It also indicate whether you can move away from this competition _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 56 Business growth – Key strategies for growth Actual growth businesses in various areas _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 57 Business growth – Key strategies for growth Clusters • Businesswise, borders are mere lines • What matters is the ecosystem • The door to a market is a cluster • They provide you with everything you need _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 58 Business growth – Key strategies for growth Business clusters Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 59 Business growth – Key strategies for growth Cybersecurity clusters _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 60 Business growth – Key strategies for growth Blockchain clusters Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 61 Business growth – Key strategies for growth AI clusters _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 62 Business growth – Key strategies for growth Clusters interactions _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
Slide 63 Business growth – Key strategies for growth Business structures Business growth – Key strategies for growth US ▪ Ultra-dynamic business sector (investors, startups…) ▪ Largest single integrated advanced market ▪ Targeted government policy EU ▪ Great diversity of businesses, clusters ▪ World’s largest but fragmented economy ▪ Uncoordinated national and European policies China ▪ Public & private sectors are quite different ▪ Large economy with gaps ▪ Centralized policy with strategic areas Japan ▪ Keiretsu (network of companies, cross-shareholding) ▪ Sophisticated economy ▪ Strong in key sectors South Korea ▪ Chaebols (conglomerates with government links) ▪ Sophisticated economy ▪ Strong in key sectors _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
This training material is part of the FogGuru project that has received funding from the European Union’s Horizon 2020 research and innovation programme under the Marie Skłodowska-Curie grant agreement No 765452. The information and views set out in this material are those of the author(s) and do not necessarily reflect the official opinion of the European Union. Neither the European Union institutions and bodies nor any person acting on their behalf may be held responsible for the use which may be made of the information contained therein.

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Key strategies for growth

  • 1.
    Slide 1 Business growth– Key strategies for growth KEY STRATEGIES FOR GROWTH Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 2.
    Slide 2 Business growth– Key strategies for growth Your Teacher • François Huber, ME in chemical engineering, MBA • 25+ years working as technician, project engineer, CTO, CEO, international consultant • Involved in waste management, halogen lamps, ham manufacturing, floating offshore wind turbines, energy storage… • In global companies, family business, startups… • Mostly in charge of international projects _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 3.
    Slide 3 Business growth– Key strategies for growth “Growth is never by mere chance; it is the result of forces working together.” James Cash Penney Businessman _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 4.
    Slide 4 Business growth– Key strategies for growth Growth strategies & logic _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 5.
    Slide 5 Business growth– Key strategies for growth What is a business strategy? • A business strategy aims at improving your financial figures in the short term and the long term • It deals with growth and profitability • It also takes risks & opportunities into account • It can reshape the company in all sorts of ways _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 6.
    Slide 6 Business growth– Key strategies for growth Why do we need a larger market? If you are making products: The experience curve Market price Margin Leader Competitor #1 Competitor #2 Competitor #3 Competitor #4 _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 7.
    Slide 7 Business growth– Key strategies for growth Why do we need a larger market? If you are in software, apps, IT platforms…: The winner takes all _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 8.
    Slide 8 Business growth– Key strategies for growth Why do we need a larger market? If you are in engineering or similar services: Hall of fame _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 9.
    Slide 9 Business growth– Key strategies for growth Why do we need a larger market? If you are the Mont Saint Michel: It’s coming anyway Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 10.
    Slide 10 Business growth– Key strategies for growth Globalization, the rules of the game _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 11.
    Slide 11 Business growth– Key strategies for growth Globalization: definition? _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 12.
    Slide 12 Business growth– Key strategies for growth To a Global Open Consumer economy Globalization is going from a Local Self-reliant Subsistence economy The global transition _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 13.
    Slide 13 Business growth– Key strategies for growth Globalization & Competition Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 14.
    Slide 14 Business growth– Key strategies for growth Competition & innovation Globalization opens your market to the world So suddenly you can have many more competitors This is why innovation is all the rage (in products, organization, sales…) And you have to stand out _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 15.
    Slide 15 Business growth– Key strategies for growth Innovation & International And it is not enough Innovation is expensive You can fund it by pricing up (but you can’t) Or you can find more customers that are now accessible _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 16.
    Slide 16 Business growth– Key strategies for growth We used to do everything in-house ✓ For convenience ✓ And control It is no longer possible ✓ It is too long ✓ And too expensive ✓ And we lack resources We need to secure external resources ➢ To go fast enough ➢ At the lowest possible cost This means partnerships, networks, communication, competitive intelligence, knowledge management… And it is now possible thanks to a much lower cost of transaction The open company _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 17.
    Slide 17 Business growth– Key strategies for growth Reshuffling cards _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 18.
    Slide 18 Business growth– Key strategies for growth Going up _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 19.
    Slide 19 Business growth– Key strategies for growth As markets grow Business specializes Specialization _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 20.
    Slide 20 Business growth– Key strategies for growth More interactions Commercial expansion External resources Innovation Competition Internal reorganization External & internal interaction _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 21.
    Slide 21 Business growth– Key strategies for growth More productivity Globalization is a huge driver of productivity This is caused by increased competition It leads organizations to restructure & reorganize This can be for instance re-engineering, relocation… _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 22.
    Slide 22 Business growth– Key strategies for growth A huge dose of change Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 23.
    Slide 23 Business growth– Key strategies for growth Nobody in charge Globalization is not decided by governments AND IT IS IMPLEMENTED BY BUSINESS _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 24.
    Slide 24 Business growth– Key strategies for growth Creative destruction _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 25.
    Slide 25 Business growth– Key strategies for growth The Deming cycle is a conventional feature of globalization And the wheel spins faster and faster Continuous improvement _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 26.
    Slide 26 Business growth– Key strategies for growth • Getting customers before others do • Harnessing the power of networks • It is easier to do with software • You need to grow your organization at matching speed… Sometimes you win by being first _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 27.
    Slide 27 Business growth– Key strategies for growth Rightsizing • Global companies can be any size • They just need to serve their market • The staff / turnover ratio can also be anything _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 28.
    Slide 28 Business growth– Key strategies for growth Internationalization strategies _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 29.
    Slide 29 Business growth– Key strategies for growth How glocal should you be? Global Transnational International Multi- domestic Local responsiveness Global integration The Bartlett & Ghoshal Matrix _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 30.
    Slide 30 Business growth– Key strategies for growth Channels • Many options to evaluate and to test • A specific recipe for each place • Borders matter… or not • Internet is the new black _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 31.
    Slide 31 Business growth– Key strategies for growth Speed & size 0 50 100 150 200 250 300 2020 2021 2022 2023 2024 2025 Turnover projection (€m.) • You need a major market share to be a credible supplier • 15 % of a € 2 bn. market in 2025 translates into a € 300 m. turnover • Making money is not enough _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 32.
    Slide 32 Business growth– Key strategies for growth Franchising Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 33.
    Slide 33 Business growth– Key strategies for growth M & A _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 34.
    Slide 34 Business growth– Key strategies for growth Business modeling for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 35.
    Slide 35 Business growth– Key strategies for growth The product life cycle _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 36.
    Slide 36 Business growth– Key strategies for growth The BCG matrix _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 37.
    Slide 37 Business growth– Key strategies for growth Product mix Filling Optimal profits Stretching Width Depth number of versions of each product Line = products function in a similar manner, sold to the same customers, marketed the same way or are in the same price range Consistency how closely lines are related _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 38.
    Slide 38 Business growth– Key strategies for growth Going global _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 39.
    Slide 39 Business growth– Key strategies for growth Roadmap(s)? Once we choose to have an international strategy • Where do we start? And where next? • How do we proceed? • How fast (=how expensive)? • What are the objectives? Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 40.
    Slide 40 Business growth– Key strategies for growth Market analysis • A market analysis is the inevitable first step but it doesn’t buy you success • How much will you spend (macro then micro?)? How many criteria? • What is the quality of your information? How many sources? • Don’t imagine you can study a market from your cozy office _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 41.
    Slide 41 Business growth– Key strategies for growth Mapping markets Profitability Ease of doing business US Italy UK Germany Japan Sweden Eire Size Competition Aggregated criteria Segments? _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 42.
    Slide 42 Business growth– Key strategies for growth Approaches • Going global is complex • The options are countless • A scientific plan is unlikely to work • An entrepreneurial, experimental, trial-and-error approach is more suitable Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 43.
    Slide 43 Business growth– Key strategies for growth At the crossroads _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 44.
    Slide 44 Business growth– Key strategies for growth Being global • By becoming global, you get new assets • The strategy has to use this leverage • Brand / image repositioning? • Follow the moon? • Relocate operations? • Use our new know-how for new projects? _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 45.
    Slide 45 Business growth– Key strategies for growth Business environment _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 46.
    Slide 46 Business growth– Key strategies for growth Stakeholders International business Suppliers Middlemen Local communities Third parties Business communities Compliance Influencers National support _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 47.
    Slide 47 Business growth– Key strategies for growth Stakeholder analysis Supportive Indifferent / Opponents Powerful Powerless PESTEL 5 forces _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 48.
    Slide 48 Business growth– Key strategies for growth Stakeholders management Interested Influence No influence Not interested _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 49.
    Slide 49 Business growth– Key strategies for growth Value chain After sales services Sales Manufacturing R&D Marketing Customer You only have control over the internal value chain However for the end user, your competitiveness depends on the whole value chain _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 50.
    Slide 50 Business growth– Key strategies for growth PESTEL PESTEL Politics Economy Society Technology Environment Law _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 51.
    Slide 51 Business growth– Key strategies for growth The role of standards • Companies don’t like to invent; they appreciate a familiar environment • They are comfortable when they can rely on established practices • Standards are critical in a world shaped by low costs of transaction _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 52.
    Slide 52 Business growth– Key strategies for growth 5 forces – Porter’s diamond Competition New entrants Suppliers Substitutes Customers • The 5 forces are not the ultimate weapon for a market analysis • The industry itself can be a suitable environment or not • Whether it’s growing or not affects the forces • The market is altered by its own driving forces _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 53.
    Slide 53 Business growth– Key strategies for growth The value net Firm Customers Complementors Suppliers Competitors _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 54.
    Slide 54 Business growth– Key strategies for growth Competitive intelligence map (example) _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 55.
    Slide 55 Business growth– Key strategies for growth Strategic group maps • A strategic group map can be established with relevant criteria • It shows how strong the competition is in your group • It also indicate whether you can move away from this competition _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 56.
    Slide 56 Business growth– Key strategies for growth Actual growth businesses in various areas _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 57.
    Slide 57 Business growth– Key strategies for growth Clusters • Businesswise, borders are mere lines • What matters is the ecosystem • The door to a market is a cluster • They provide you with everything you need _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 58.
    Slide 58 Business growth– Key strategies for growth Business clusters Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 59.
    Slide 59 Business growth– Key strategies for growth Cybersecurity clusters _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 60.
    Slide 60 Business growth– Key strategies for growth Blockchain clusters Business growth – Key strategies for growth _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 61.
    Slide 61 Business growth– Key strategies for growth AI clusters _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 62.
    Slide 62 Business growth– Key strategies for growth Clusters interactions _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 63.
    Slide 63 Business growth– Key strategies for growth Business structures Business growth – Key strategies for growth US ▪ Ultra-dynamic business sector (investors, startups…) ▪ Largest single integrated advanced market ▪ Targeted government policy EU ▪ Great diversity of businesses, clusters ▪ World’s largest but fragmented economy ▪ Uncoordinated national and European policies China ▪ Public & private sectors are quite different ▪ Large economy with gaps ▪ Centralized policy with strategic areas Japan ▪ Keiretsu (network of companies, cross-shareholding) ▪ Sophisticated economy ▪ Strong in key sectors South Korea ▪ Chaebols (conglomerates with government links) ▪ Sophisticated economy ▪ Strong in key sectors _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ _____________________________________________________________________________________ __________
  • 64.
    This training materialis part of the FogGuru project that has received funding from the European Union’s Horizon 2020 research and innovation programme under the Marie Skłodowska-Curie grant agreement No 765452. The information and views set out in this material are those of the author(s) and do not necessarily reflect the official opinion of the European Union. Neither the European Union institutions and bodies nor any person acting on their behalf may be held responsible for the use which may be made of the information contained therein.