The document discusses strategies for boutique consulting firms to overcome challenges from larger competitors. It proposes the "Ranatunga Doctrine", which involves intensely focusing on generating deep insights from the start of an engagement to stay ahead of clients' internal teams. This doctrine advocates ramping up work rapidly with insights rather than building rapport slowly. It also suggests relying on primary research rather than third-party sources to strengthen credibility when facing challenges. The doctrine aims to shift leverage to the boutique firm by intellectually "blitzing" clients from the beginning.
Meet-Beat Your Way To Sales Growth and Productivity ImprovementGeorge Evans
If you would like a FREE copy of this book email me with "Send Book' to george.evans@thepdfchef.com
Part 1 of The Executive Summary shows you a technique that will have you smashing targets like an adrenalin fueled downhill ride and not an uphill struggle.
The ABCs of Effective MLM Follow-Up That Will Increase Your Sales (PDF Versio...Darren Ebona
Learn how to do effective and efficient network marketing follow-up using the schedule, scripts, and follow-up methods inside this MLM follow-up guide.
7 costly mistakes to avoid when networkingStuart Walton
It is a fact that companies who do not network are missing on a rich stream of new contacts and business that can make them more successful & profitable
It can also help them to understand their customers and the marketplace better whilst testing their message and its effectiveness.
The other fact is that many people who do network make mistakes which can cost them winning new business.
Now we all make mistakes. So what can you look out for and how can you maximize your networking activities by avoiding these costly errors?
We've heard it over and over and over again, "The Money is in the Follow Up!" and then what do we do?
Sometimes we Follow Up and sometimes we don't. It's all about building business relationships that really work. If your structure for follow up is shaky then your business is shaky. Of all the elements that go into creating the kind of business relationship that leads to referrals and sales, follow up is listed as #1 by Harvard Business School.
Obviously YOU are the only one in the way. Maybe you have tried some things and have just never found a system that really really worked. DON'T WORRY! We have it for you. Join us on November 5 to learn the secret steps that if done - over and over again - will create the steady business results you are looking for.
88 merchandising interview questions and answersjasminewhite302
In this file, you can ref interview materials for merchandising such as, merchandising situational interview, merchandising behavioral interview, merchandising phone interview, merchandising interview thank you letter, merchandising interview tips …
80 merchandising interview questions with answers - free ebook download pdf
People often tell me that they wish they could be a master network marketing prospector. Anyone can do it. The main requirements are a little time and LOTS of practice! Nonetheless, there are various skills that you can improve that will infinitely guide you on your MLM journey and support you in accomplishing MLM Mastery.
Meet-Beat Your Way To Sales Growth and Productivity ImprovementGeorge Evans
If you would like a FREE copy of this book email me with "Send Book' to george.evans@thepdfchef.com
Part 1 of The Executive Summary shows you a technique that will have you smashing targets like an adrenalin fueled downhill ride and not an uphill struggle.
The ABCs of Effective MLM Follow-Up That Will Increase Your Sales (PDF Versio...Darren Ebona
Learn how to do effective and efficient network marketing follow-up using the schedule, scripts, and follow-up methods inside this MLM follow-up guide.
7 costly mistakes to avoid when networkingStuart Walton
It is a fact that companies who do not network are missing on a rich stream of new contacts and business that can make them more successful & profitable
It can also help them to understand their customers and the marketplace better whilst testing their message and its effectiveness.
The other fact is that many people who do network make mistakes which can cost them winning new business.
Now we all make mistakes. So what can you look out for and how can you maximize your networking activities by avoiding these costly errors?
We've heard it over and over and over again, "The Money is in the Follow Up!" and then what do we do?
Sometimes we Follow Up and sometimes we don't. It's all about building business relationships that really work. If your structure for follow up is shaky then your business is shaky. Of all the elements that go into creating the kind of business relationship that leads to referrals and sales, follow up is listed as #1 by Harvard Business School.
Obviously YOU are the only one in the way. Maybe you have tried some things and have just never found a system that really really worked. DON'T WORRY! We have it for you. Join us on November 5 to learn the secret steps that if done - over and over again - will create the steady business results you are looking for.
88 merchandising interview questions and answersjasminewhite302
In this file, you can ref interview materials for merchandising such as, merchandising situational interview, merchandising behavioral interview, merchandising phone interview, merchandising interview thank you letter, merchandising interview tips …
80 merchandising interview questions with answers - free ebook download pdf
People often tell me that they wish they could be a master network marketing prospector. Anyone can do it. The main requirements are a little time and LOTS of practice! Nonetheless, there are various skills that you can improve that will infinitely guide you on your MLM journey and support you in accomplishing MLM Mastery.
Top 10 stationary interview questions with answersmeganc602
In this file, you can ref interview materials for stationary such as, stationary situational interview, stationary behavioral interview, stationary phone interview, stationary interview thank you letter, stationary interview tips …
You can become a dating coach by learning the different aspects of this profession. Once you learn what skills, credentials and experience you need, you can decide if this is the right career for you.
Personal Trainer Magazine: Fitness Business, Marketing and Career Successdanieljacobes
Learn how to get more fitness clients, promote yourself as a fitness professional. For more detail you can check out at http://www.personaltrainermagazine.com
In this file, you can ref interview materials for creche such as, creche situational interview, creche behavioral interview, creche phone interview, creche interview thank you letter, creche interview tips …
A recipe for startup and early growth successMyJobMatcher
Startups often fail. This presentation is a simple list and description of ingredients based on my experiences (success and failures) from the last 20 years working in startups, early growth, investment and trade sale. This presentation forms the basis or my speaking events on the subject.
How to Set Appointments with Prospects Training for your MLM Network Marketin...Charles Fury
http://www.yourhomebusinessincome.com/giftcertificate/
Learn how to set appointments with your prospects for your MLM Network Marketing Home Business opportunity.
Make money working part-time with Global Wealth Trade. 9 Years in Business. In 80+ Countries. Over 14,000 Luxury Consultants from around the world are helping to promote its luxury fashion designer brand FERI & FERI MOSH
http://www.yourhomebusinessincome.com/giftcertificate/
Step 1:
The 7 Stages to MLM Success
Step 2:
Commitment
Step 3:
Selecting Your Distributors
Step 4:
Prospect, Qualify, Invite
Step 5:
Successful Meetings
Step 6:
Give Something of Value
Step 7:
The Follow-up
Step 8:
Building Your Organization
Step 9:
Charting Your Progress
Step 10:
Effective Teaching Techniques
Top 10 stationary interview questions with answersmeganc602
In this file, you can ref interview materials for stationary such as, stationary situational interview, stationary behavioral interview, stationary phone interview, stationary interview thank you letter, stationary interview tips …
You can become a dating coach by learning the different aspects of this profession. Once you learn what skills, credentials and experience you need, you can decide if this is the right career for you.
Personal Trainer Magazine: Fitness Business, Marketing and Career Successdanieljacobes
Learn how to get more fitness clients, promote yourself as a fitness professional. For more detail you can check out at http://www.personaltrainermagazine.com
In this file, you can ref interview materials for creche such as, creche situational interview, creche behavioral interview, creche phone interview, creche interview thank you letter, creche interview tips …
A recipe for startup and early growth successMyJobMatcher
Startups often fail. This presentation is a simple list and description of ingredients based on my experiences (success and failures) from the last 20 years working in startups, early growth, investment and trade sale. This presentation forms the basis or my speaking events on the subject.
How to Set Appointments with Prospects Training for your MLM Network Marketin...Charles Fury
http://www.yourhomebusinessincome.com/giftcertificate/
Learn how to set appointments with your prospects for your MLM Network Marketing Home Business opportunity.
Make money working part-time with Global Wealth Trade. 9 Years in Business. In 80+ Countries. Over 14,000 Luxury Consultants from around the world are helping to promote its luxury fashion designer brand FERI & FERI MOSH
http://www.yourhomebusinessincome.com/giftcertificate/
Step 1:
The 7 Stages to MLM Success
Step 2:
Commitment
Step 3:
Selecting Your Distributors
Step 4:
Prospect, Qualify, Invite
Step 5:
Successful Meetings
Step 6:
Give Something of Value
Step 7:
The Follow-up
Step 8:
Building Your Organization
Step 9:
Charting Your Progress
Step 10:
Effective Teaching Techniques
One of our most advanced training programs with >270 videos, is where we help a major Latin American Bank determine if they should enter the highly competitive US retail banking sector.
We asked the partner leading this study, Michael, to document each day of the study as he thought through the issues, managed the client and led the engagement team on this complex assignment.
The subsequent live-blog was one of the most popular programs we ever released. The posts were prepared at the end of each day of the study so you can see how the thinking on the study evolved. We have since re-edited the live blog.
At 600 pages long, the re-edited live blog is probably the most detailed guide anywhere demonstrating how a partner thinks on a study. You will see that it is not a linear process. It is not a function of simply finding and plugging in a framework. Though there is a clear logic to the thought process.
On StrategyJournal.com we are publishing the entire re-edited live-blog.
On the Strategy Skills podcast channel, we will publish an accompanying free podcast series.
Insiders, our most loyal clients, who want to see how we conducted the analyses, the actual engagement slides and follow the training to replicate this type of partner-level thinking can view all ~270 detailed videos at StrategyTraining.com and Premium members can view the videos on StrategyTV.com.
How you interact with your clients in the first couple of sessions with them sets the tone for entire coaching relationship. That's why building rapport with new clients is so important. Building rapport helps you get and keep clients. Without great rapport-building skills, you'll be held back from having a successful coaching practice.
Fortunately, most coaches naturally excel at building rapport. Most coaches are warm, caring, and give potential clients the sense that they are driven to help others and have the skills to help them reach their goals. But even the most charming, charismatic coaches can use some help to build stronger rapport, or to increase their ability to do so quickly, with certain kinds of clients.
This extended cheat sheet lists of the most essential tips I know to help coaches build rapport and do it quickly. It's by no means a complete list. And I'm focusing primarily on coaches who work over the phone, so I haven't included tips for face-to-face meetings. Most of those tips, like making eye contact, are universal to building rapport with anyone. Most of my students work with clients on the phone, which makes building rapport a little more challenging. But with the right skills, you can easily make up for the fact that you and your clients can't see each other.
EICT Summer School August 2023 - Things I never knew I never knew - about bu...Fiona Nielsen
Expert workshop session delivered at IECT Summer School for Entrepreneurs on August 23, 2023, by Fiona Nielsen.
Fiona is a serial entrepreneur with lots of experience in hiring, leading and laying off people as part of her startup journey. In this presentation Fiona shares practical down to earth tips and examples on how to build a great team at your startup.
Topics include breakdowns of how to:
- Get great people on board
- Always improve your leadership
- Invest in good culture from the start
For example "1. Get great people on board"
Attract the right people to apply/express interest
Describe the role you are looking for and be specific about making the title reflect the job, e.g. “co-founder” or “marketing intern”
Always include the mission and vision of the company. Don’t fluff it.
Consider why anyone would work for you - beyond being paid a salary.
Great candidates have a choice of where to work, they will choose a place where they find meaning, feel motivated and challenged, and feel welcome.
The Disruptive Reader: Three Urgent Questions for B2B Marketing InnovatorsShelly Lucas
This reader is dedicated to the marketing misfits. The interrogators. Because marketers who are courageous enough to ask probing questions are the ones who transform their businesses and ignite their careers.
Compiled by Gihan Perera, this ebook feautures 40 business leaders, entrepreneurs, thought leaders and consultants who each share their thoughts on how you can be successful in 2012.
Features Gary Ryan from Organisations That Matter.
Networking as a Sales Tool - 5 Sure-Fire Steps to Increase Sales SuccessThe Chief Storyteller
Generally, a networking event is one big blind date. You never know who you will meet next. Networking is all about the deliberate development of professional relationships. Just as with personal dating, business dating takes time. You wouldn’t expect to get married on the first date. The same holds true with networking. Here are five sure-fire steps to make your networking more focused and effective to capitalize on opportunities, eliminate distractions, and increase your sales and development success.
Better Blogging for Better Results - 8 Tips to Generate Opportunities from Bl...The Chief Storyteller
On September 3, 2005, the screaming and shouting stopped. I finally gave in to writing my first blog. Back then, I did not have the appreciation for the power of blogging that I have today. Well-written, organized, and timely blogs offer tremendous benefits. If you look at social media today, blogging is rarely mentioned as a top application. And the irony is that, more likely than not, sites like LinkedIn, Facebook, and Twitter refer back to a blog entry as the source of the information. Here are 8 tips to generate more opportunities to connect quickly to your target audiences.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
"𝑩𝑬𝑮𝑼𝑵 𝑾𝑰𝑻𝑯 𝑻𝑱 𝑰𝑺 𝑯𝑨𝑳𝑭 𝑫𝑶𝑵𝑬"
𝐓𝐉 𝐂𝐨𝐦𝐬 (𝐓𝐉 𝐂𝐨𝐦𝐦𝐮𝐧𝐢𝐜𝐚𝐭𝐢𝐨𝐧𝐬) is a professional event agency that includes experts in the event-organizing market in Vietnam, Korea, and ASEAN countries. We provide unlimited types of events from Music concerts, Fan meetings, and Culture festivals to Corporate events, Internal company events, Golf tournaments, MICE events, and Exhibitions.
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"𝐄𝐯𝐞𝐫𝐲 𝐞𝐯𝐞𝐧𝐭 𝐢𝐬 𝐚 𝐬𝐭𝐨𝐫𝐲, 𝐚 𝐬𝐩𝐞𝐜𝐢𝐚𝐥 𝐣𝐨𝐮𝐫𝐧𝐞𝐲. 𝐖𝐞 𝐚𝐥𝐰𝐚𝐲𝐬 𝐛𝐞𝐥𝐢𝐞𝐯𝐞 𝐭𝐡𝐚𝐭 𝐬𝐡𝐨𝐫𝐭𝐥𝐲 𝐲𝐨𝐮 𝐰𝐢𝐥𝐥 𝐛𝐞 𝐚 𝐩𝐚𝐫𝐭 𝐨𝐟 𝐨𝐮𝐫 𝐬𝐭𝐨𝐫𝐢𝐞𝐬."
The world of search engine optimization (SEO) is buzzing with discussions after Google confirmed that around 2,500 leaked internal documents related to its Search feature are indeed authentic. The revelation has sparked significant concerns within the SEO community. The leaked documents were initially reported by SEO experts Rand Fishkin and Mike King, igniting widespread analysis and discourse. For More Info:- https://news.arihantwebtech.com/search-disrupted-googles-leaked-documents-rock-the-seo-world/
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
RMD24 | Debunking the non-endemic revenue myth Marvin Vacquier Droop | First ...BBPMedia1
Marvin neemt je in deze presentatie mee in de voordelen van non-endemic advertising op retail media netwerken. Hij brengt ook de uitdagingen in beeld die de markt op dit moment heeft op het gebied van retail media voor niet-leveranciers.
Retail media wordt gezien als het nieuwe advertising-medium en ook mediabureaus richten massaal retail media-afdelingen op. Merken die niet in de betreffende winkel liggen staan ook nog niet in de rij om op de retail media netwerken te adverteren. Marvin belicht de uitdagingen die er zijn om echt aansluiting te vinden op die markt van non-endemic advertising.
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RMD24 | Retail media: hoe zet je dit in als je geen AH of Unilever bent? Heid...BBPMedia1
Grote partijen zijn al een tijdje onderweg met retail media. Ondertussen worden in dit domein ook de kansen zichtbaar voor andere spelers in de markt. Maar met die kansen ontstaan ook vragen: Zelf retail media worden of erop adverteren? In welke fase van de funnel past het en hoe integreer je het in een mediaplan? Wat is nu precies het verschil met marketplaces en Programmatic ads? In dit half uur beslechten we de dilemma's en krijg je antwoorden op wanneer het voor jou tijd is om de volgende stap te zetten.
Personal Brand Statement:
As an Army veteran dedicated to lifelong learning, I bring a disciplined, strategic mindset to my pursuits. I am constantly expanding my knowledge to innovate and lead effectively. My journey is driven by a commitment to excellence, and to make a meaningful impact in the world.
Falcon stands out as a top-tier P2P Invoice Discounting platform in India, bridging esteemed blue-chip companies and eager investors. Our goal is to transform the investment landscape in India by establishing a comprehensive destination for borrowers and investors with diverse profiles and needs, all while minimizing risk. What sets Falcon apart is the elimination of intermediaries such as commercial banks and depository institutions, allowing investors to enjoy higher yields.
1. StrategyTraining.com l StrategyJournal.com l StrategyTV.com l FIRMSconsulting.com
We teach business strategy in compelling and creative ways.
Our client’s solve mankind’s toughest problems.
8 Boutique firms need to be less aggressive but have intellectual
firepower
The Ranatunga Doctrine implies moving at such a pace of deep insights that you leave the
competitors behind: do less but do it very well
Laziness of ex-consultants is an opportunity
How do we do overcome this problem at a boutique firm?
The parity trap is one where two alums of an elite firm, see themselves as being at parity. In other words, an
ex-BCG partner leading a bank does not necessarily think another ex-BCG partner running his/her own
boutique consulting firm is any better, and will usually not hire him/her for advice.
They would simply hire BCG.
Yet, the parity trap has one flaw.
When consultants leave BCG or McKinsey, they fervently believe they have earned their stripes, earned
recognition and should be rewarded for the time they have served at the Firm.
This expectation is the problem. Most consultants, who join industry, are unwilling, and sometimes unable, to
maintain the intensity required to keep their skills sharp, check their work as carefully and push through for
the deeper findings. They focus on being accepted by their new peers.
In other words, they believe since they earned their stripes, they can get away with doing a little less, by
relying on their reputations.
This creates an opportunity. If you are an ex-consultant who can maintain the intensity required to develop
deep insights and if you are willing to push the envelop just a little more, you will have a glorious career.
It is a small advantage but it will make a huge difference.
That is how we will overcome the parity trap. By willing to go just a little further in checking, thinking and
assessing the issues.
If this is the strategy, what is the plan for engaging the client?
Engaging the client
The thing is never to become defensive when critiqued. It is better to offer to meet later and then walk away
until that meeting. Do not ever become emotional or ridicule the client – even in private.
Even if the client mentions McKinsey 50 times in a meeting, you should never ever mention another firm.
Why advertise for them?
2. StrategyTraining.com l StrategyJournal.com l StrategyTV.com l FIRMSconsulting.com
We teach business strategy in compelling and creative ways.
Our client’s solve mankind’s toughest problems.
Knowing when to present and waiting for an opportunity to demonstrate the rigor with which we are
approaching things, is vital. It must only happen when the team is ready. That is why we never ever meet the
client for an update until we are ready.
That first impression may very well be our last impression.
The internal strategy group has already done many studies on entering the US market. Before even going
onsite, knowing that they are not going to check things as carefully – ex-consultants almost never maintain the
same vigor in their work – I can reasonably assume they are going to use a lot of 3rd-party documents on
which to basis their analyses.
For example, they will read books, articles and interviews about other banks that have done similar things.
Now, when we present our first update after the focus interviews – we always start strategy studies with focus
interviews – they will challenge us about something, in that meeting.
We can stop the attacks by explaining that we spoke to the source, the company itself, and not merely read the
article of the company, and therefore our findings are different.
This simple exchange sends a direct signal to the internal consultants, and others, that we are:
(1) Extremely thorough – more rigorous than they have been.
(2) Relying exclusively on primary data versus reported, 3rd party, information.
(3) Have relationships they probably do not have.
This tactic always stops the criticism.
Now you can see why the focus interviews are so important. It always our first update to be based on facts
and facts cannot be challenged. Therefore, we cannot be challenged.
Once the unnecessary critiques stop, the engagement team must focus on continuing to build momentum.
How do we accomplish that?
The Ranatunga Doctrine
As I mentioned earlier, when I was within the firm as a partner, I followed the Powell Doctrine of managing
clients and studies.
Firmsconsulting will have to follow a different strategy because no matter how many types of alum staff our
study, including former partners, we will never have the capability of McKinsey or BCG, and we will be
constantly harassed for that.
There is a way to stop this from happening.
The Ranatunga Doctrine basically means that you blitz the client intellectually – not in terms of volume! – But
in terms of the insights you generate and you do that literally from the first day.
3. StrategyTraining.com l StrategyJournal.com l StrategyTV.com l FIRMSconsulting.com
We teach business strategy in compelling and creative ways.
Our client’s solve mankind’s toughest problems.
Note, blitz does not being rude. It means being very articulate and having the ability to shift a discussion onto
the logic when people stray from a discussion point – which they invariably do when they are emotional.
Most consultants from McKinsey etc. who form boutiques try to first become friendly with the client, not
alienate the client and then slowly grow into the role and show progress. Boutiques, of course, need the work
to survive. And the client knows the boutique firm will agree to everything and anything because they need the
work – the client will therefore have the leverage.
We are not going to do that. That is what the internal units and internal strategy unit expects. We report to
the CEO and our job is to get to the answer.
By doing this we shift the leverage to our side.
Where does the doctrine originate?
I grew up watching football and basketball, though my brothers liked cricket, which I felt was slow and boring.
Who has 5 days to watch just one game, which could end in a draw anyway?
Eventually, the International Cricket Board set up one-day games that last just (!) 8 hours. Though, even that
was very slow. The batsman would take their time settling in and it only got exciting in the last few hours.
In the 1996 ICC World Cup, a little team called Sri Lanka captained by Arjuna Ranatunga, so chronically
overweight that he needed to bring in a stand-in runner, and coached by Dav Whatmore, who only played 8
games in his entire professional career, were the underdogs.
What could an overweight captain and coach who had never really played actually do?
Plenty, due to the way they read the rules of the game.
They ended up deploying a completely different strategy that changed the game of cricket forever.
They realized that in the first 15 overs, think of it as the first 30% of the game, the opposition could not place
too many men on the edge of the very large playing field. In baseball terms this means bringing all but 2 of
your outfielders to stand just 5 or 10 meters away from the infield.
They exploited this.
They used two batsmen, Sanath Jayasuriya and Romesh Kaluwitharana, to smash the ball all over the field
since there was no one to catch them at the edge of the field. Once they were done, they sent in solid closers
like Aravinda da Silva to finish the job and drive up the score around the terrified outfielders.
This changed the game completely.
This team made me like cricket!
Rather then starting slow and building up, they basically hit the accelerator from the start of the game.
This attacking style won them the World Cup and most teams now use this style.
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We teach business strategy in compelling and creative ways.
Our client’s solve mankind’s toughest problems.
The Ranatunga Doctrine will be our approach and I have used it many times before in this situation:
(1) Ramp up rapidly and keep that heavy pace right to the end.
(2) Know the source material and legislation governing the client versus only reading the sound bites and
quoting anecdotes.
(3) Insights first, and we make friends only if doing so does not compromise our findings.
(4) Less volume of work, but a massive focus on deep insights that must challenge the client’s deepest
assumptions.
(5) Strip out the emotion and have economic arguments to support all recommendations.
In this strategy the internal strategy units struggle to catch up and since they are always behind, they cannot
legitimately co-opt the study if they cannot keep pace with us. The CEO will also like this if we can produce
deeper insights that he does not have.
The key here is stamina. It is incredibly hard to work at this incredible pace. Burnout is very common so I need
to ensure the team is very focused on just the most important areas.
The Ranatunga Doctrine is not the same as the Powell Doctrine.
Maybe that is worth clarifying.
Ranatunga vs. Powell Doctrine
In the Powell Doctrine, you look so powerful and capable that no one will dare challenge you. So you actually
do not have to do much.
In the Ranatunga Doctrine, since you do not appear to look powerful, you have to pull the trigger so to speak.
You have to show people just how good you are.
If your confidence is built on the fact you went to Harvard, Stanford, Yale etc., then you rely on the Powell
Doctrine. Your “show of force” so to speak is your education. You hope people never challenge you due to the
school you attended.
Consultants who use the Ranatunga Doctrine are highly prized since they rely on their demonstrated
competency to gain respect. These types of consultants are incredibly impactful.
Because no matter who you are, you need to demonstrate your competency, because only through the
demonstration of your competency are you critically evaluating the study.
Clients typically expect a firm of ex-partners to focus more on the high level executive issues. We are going to
attack the problem from both sides.
QUESTION(S) OF THE DAY: How do you manage situations when your credibility is challenged?
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