Visualizing Market Culture Transformation

Visualizing the Path to MarketCulture Transformation BENCHMARKING YOUR CULTURE

The Market Responsiveness Index (MRI) ,[object Object],[object Object],[object Object],[object Object],[object Object]

The MRI Business Case ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],An increase of 10% in the MRI score A 4% increase on Profits

“ Market-driven” consists of 7 behaviors … ,[object Object],5 External Drivers 2 Internal Enablers

The External Drivers are: ,[object Object],[object Object],[object Object],[object Object],[object Object]

The Internal Enablers are: ,[object Object],[object Object]

7 Success Factors for Market-Driven Culture ,[object Object],“ Peripheral Vision”: Our thanks to Prof. George S. Day at The Wharton School of the University of Pennsylvania, and co-author of a book of the same name, who suggested that the term 'peripheral vision' aptly describes our factor that represents a wider vision of the strategic trends that must be monitored in a firm's external environment. Factors Performance Outcomes Customer Insight The extent to which employees monitor, understand, and act on current customer needs and satisfaction. Customer Foresight The extent to which employees monitor, understand, and act on potential customer needs and opportunities. Competitor Insight The extent to which employees monitor, understand, and respond to current competitor strengths and weaknesses Competitor Foresight The extent to which employees monitor, understand, and respond to new market entrants and potential competitors. Peripheral Vision The extent to which employees monitor understand and respond to trends in the larger environment (Political, Economic, Social, and Technical) Cross-Functional Collaboration The extent to which employees interact, share information, work with, and assist colleagues from other work groups Strategic Alignment The extent to which employees understand, and enact the vision, mission, objectives and strategic direction of the company.

What these 7 Factors Predict ,[object Object],Factors Performance Outcomes Customer Insight Customer Satisfaction, New Product Success, Sales Revenue Growth, Innovation, Overall Performance Customer Foresight Innovation Competitor Insight Profitability, Profit Growth, Sales Revenue Growth, Overall Performance Competitor Foresight New Product Success, Innovation Peripheral Vision Innovation Cross-Functional Collaboration Profitability, Profit Growth, Sales Revenue Growth, Customer Satisfaction, New Product Success, Innovation, Overall Performance Strategic Alignment

Implementing the Market Responsiveness Index (MRI) ,[object Object],[object Object],[object Object],[object Object],[object Object]

Performance Examples from Real Companies ,[object Object],Strong Performer Weak Performer

MRI Assessment Timeline 3 weeks 2 weeks ,[object Object],[object Object],[object Object],Distribute survey with messaging from CEO or sponsor Survey completion by participant groups Close survey Survey scored & analyzed On-site presentation of results Delivery of written report 4 weeks 1. Planning 2. Assessment 3. Analysis and Delivery of Results 9 weeks

Reporting ,[object Object],[object Object],[object Object]

“ Widget Inc” - Charting Examples (Fictional) ,[object Object],This chart shows results for an entire business.

“ Widget Inc” - Charting Examples (Fictional) ,[object Object],This chart shows results for one business units of “Widget Inc” Note the weakness in customer insight and strategic alignment

“ Widget Inc” - Charting Examples (Fictional) ,[object Object],This chart shows results for the sales group in one business unit – “Bid Widget”. Note the strength in competitor insight and foresight typical in sales teams in highly competitive environments

“ Widget Inc” - Charting Examples (Fictional) ,[object Object],This chart shows results for an entire business. It highlights relative strengths and the right and relative weaknesses on the left

“ Widget Inc” - Comparison Examples (Fictional) ,[object Object]

Our Company Overview ,[object Object],[object Object],[object Object],[object Object],[object Object]

Our People and Expertise ,[object Object],[object Object],[object Object]

Client Portfolio ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Visualizing Market Culture Transformation

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