Got Growth: How to position your organization for Strategic Growth and Business Model Renewal?

Got growth?
How to develop and implement
your new growth strategy
workbook

1 Got growth?

2 Where’s the beef?

3 Show me the money.

Copyright © iStile / Sniukas 2013 3

1 Got growth?

Is your company ready for growth?

Where to grow?


1 Got growth?


Where to grow?


Past Strategy Assessment Checklist.
Strategy

 Was the past growth strategy feasible?
 Was the strategy built on the organizational SCA?
 Was the strategy granular about where to compete?
 Did the strategy put the enterprise ahead of trends and
discontinuities?
 Did the strategy took into account privileged insight and
foresight?
 Had the organization allowed enough flexibility in the
strategy for it to absorb sudden and unavoidable internal
and external changes?
 Were strategic growth alternatives evaluated without bias
or false inference?
 Did the strategy balance high-commitment choices with
flexibility and learning and clearly outlined “go” / “no go”
decision making posts?


Past Strategy Assessment Checklist.
Systems & Tools Implementation

 Had the organization dedicated  Was there true conviction to act?
the necessary resources and  What percentage of the past
time to properly execute it? business growth plan had been put
 Had the organization utilized the in action?
proper mix and balance of  Were the organizational /
tactics? professionals’ strengths and
 What is the ROI on the various weaknesses aligned with the
initiatives and at what level selected strategy delivery tactics?
should the organization continue  To what is the “the knowing – doing
to invest in them, if at all? gap” attributable?
 Does the organization have the
proper measuring mechanisms
in place to help executives
evaluate the effectiveness of the
business growth strategy?


1 Got growth?


Where to grow?


New
Products
Services New

Existing Business Models

Existing
Markets
Customer Segments
Source: Sniukas (2012).


Finding opportunities for new growth.

Developing ideas for seizing
these opportunities.


Where to look for opportunities?
Financial Performance
Internally Sales & Market Share
Profitability
Strengths and Weaknesses Economic Value
Performance Service Quality
Strategic determinants
Cost Structure
New Service Activity
Human Capital
Past and Current Strategies
Strategic Problems
Organizational Capabilities
Financial Capabilities
….

Where to look for opportunities?

Externally
IDENTIFICATION Opportunities and Threats
EXTERNAL Trends / Future events
ANALYSIS Threats / Opportunities Clients
Strategic uncertainties Markets
Competitors
Environment

STRATEGIC
DECISIONS ANALYSIS
Where to compete Information–need areas
How to compete Scenario analysis
Basis of competition


Where else to look for opportunities?

Externally

Non-Customers

Jobs to Be Done

Barriers to Consumption

Unarticulated Needs


Where and how to look for opportunities?

Internally Externally

Strengths and Weaknesses Opportunities and Threats


Structuring Strategic Decisions including
Innovation.
Competitors
Strengths &
Weaknesses

Market Needs,
Organizational Attractiveness, &
Strengths & Key Success
Weaknesses Factors

Strategic Decisions
Functional Area
Functional Area
Strategies
Strategies
Innovation
Sustainable
Sustainable
Strategic
Strategic Competitive
Competitive
Investment
Investment Advantage
Advantage


25 ways to reinvent your business model.

WORKS ACROSS THE BUSINESS VALUE PROPOSITION
#10 Offer complementary products and services
#1 Challenge industry assumptions
#11 Offer solutions and experiences
#2 Look at completely different industries
#12 Offer bundles
#13 Switch your appeal: functional versus
emotional
#14 Focus on the job to be done
CUSTOMERS #14 Selectively eliminate, reduce, raise and create
#3 Target non-customers #15 Look at subsitutes
#4 Target less profitable customers #16 Expand the use of your assets and capabilities
#5 Target the least satisfied customers #18 Look at the customer experience
#6 Target the chain of buyers
HOW YOU DO BUSINESS
#7 Segment according to commonalities
#19 Reinvent the customer interface (channels)
#8 Segment according to circumstances
#20 Reinvent your customer relationships
#9 Desegment the customer based
#21 Invent new revenue streams
#22 Price differently
#23 Reinvent you cost base
#24 Re-assess your key activities
#25 Collaborate with suppliers, partners, the network
and ecosystem
Source: Sniukas (2010).


Is there really a market for our idea?

Let’s launch!




Let’s launch!


What are your assumptions checklist?

About the business model About developing the
 Cost, assets, revenue streams, product/offering
timing  Development time and cost
 Major obstacles and feasibility of  Functional characteristics related to
overcoming them the market
About the market About competition
 Who will buy and why: quantity,  Advantage compared to competitive
continuity, frequency products/services/business models
 How the customer segments will  Duration of advantages
behave  Type of competition that will be faced
 Market growth rate  Likely competitive response
 Cost and time to achieve target About manufacturing/production
volume or market share  Ability to control cost and quality
 Distribution channels and access to  Service requirements and cost
them  Ability to produce at required scale
 Price, product, functionality, service,  Availability of people with required
marketing knowledge and skills


What are your assumptions checklist?

About the financials
 Development time and cost
 Cash required to reach cash break
even
 Daily, weekly, monthly break evens
 Breakdown of the numbers into
actionable pieces
 Investment required for profit and
loss break even, to reach profit
objectives
 Gross and net margins
 Time required to achieve above
 Cost, profit and loss at varying
volume levels




Let’s launch!


Align the organization with the growth
process to create a Business Growth Engine.

AWARENESS EDUCATION SALE LOYALTY

SUPPORT
TOOLS
GROWTH
STRATEGY

SYSTEMS

SKILLS


The Business Growth Engine has multiple
and constantly evolving parts.

AWARENESS EDUCATION SALE LOYALTY

SUPPORT Markcom Thought Sales Loyalty
TOOLS Platforms Leadership Processes Programs
GROWTH
STRATEGY

ERP Sales Incentives
Intelligence Systems Pipelines Schemes
SYSTEMS

SKILLS Strategy Advisory Business Client
Skills Skills Growth Service


How to implement your strategy?

Gary L. Neilson, Karla L. Martin, Elizabeth Power: The Secrets to Successful Strategy Execution, Harvard Business Review, June 2008

Get in touch!

mira@istile.com marc@doujak.eu


Recommended Reading
 Kim and Mauborgne “Blue Ocean Strategy”, Harvard Business School
Press, 2005

 “The Innovator's Solution: Creating and Sustaining Successful Growth”,
Harvard Business School Press, 2003

 Gary L. Neilson, Karla L. Martin, Elizabeth Power: The Secrets to
Successful Strategy Execution, Harvard Business Review, June 2008

 Deniz Caglar, Jaya Pandrangi, and John Plansky, Is Your Company Fit
for Growth?, Strategy + Business, Summer, 2012

 http://www.istile.com/

 http://www.sniukas.com/


Got Growth: How to position your organization for Strategic Growth and Business Model Renewal?

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