Most of us are familiar with the ‘Total Addressable Market’, or TAM. It is the number of buyers that could theoretically be convinced to buy a certain product or service. The finance guys like to see this value in dollars, the manufacturing and delivery people want to see units, and the sales folks want to see buyers. Let’s deal with buyers here...
Read MoreEnvironment / Planet, Social / People, and Governance / Prosperity can be, and often are, considered separately: Each of these is in itself a massive area; it's no wonder that we try to break it down into manageable chunks. But these 3 elements are actually inseparable. They form 3 key components of an ecological 'complex system'; achieving and...
Read MoreAs part of today’s rapidly evolving business landscape, embracing Environmental, Social, and Governance (ESG) principles is becoming an increasingly central part of any business’ strategy and daily actions. Beyond the traditional focus on profit, a shift is occurring both within the business community itself and society in general, which urges...
Read MoreWe’ve helped hundreds of companies take new products into new markets and when I say new products, I don’t mean a slightly better ‘me too’ product, but ones that completely change the way things have been done up till then. This includes tomato bio-char, de-pyrolysis of used tires, smart home grids, GPS farming, and many
Read MoreWhen I hear the expression “Best in World” I typically think of sports – F1, Olympics, Football and so on. The recent World Cup in which Lionel Messi scored two goals to lead Argentina to victory is a shining example of being “Best in World’! The road to victory is long. Argentina had to be one of the 32 qualifiers from amongst 3,900 FIFA...
Read MoreIt is difficult to understand how much the world of business has changed in the last 4 or 5 years. We have seen an earth-shaking amount of technological change, the adoption of which has been accelerated by fundamental changes in the way we work and communicate with each other. We now live in a world where distance is irrelevant, knowledge is...
Read MoreI have worked with senior managers and executive teams who wouldn't recognise strategy if it bit them on the proverbial; conversely, I have worked with great strategic thinkers in the most unexpected places with much less responsibility. The ability to think strategically has nothing to do with your role or seniority, although one hopes that execu...
Read MoreWe often have a strategy for this and a strategy for that - and we have strategic plans etc. Having quantized approaches to achieving goals can work well, especially when you know where you are and you well understand the nature of the system around you. However, when we are running businesses, with bigger, fuzzier and further out goals and much m...
Read MoreAnyone remember VUCA? It’s an acronym that stands for Volatility, Uncertainty, Complexity and Ambiguity. I’ve used VUCA as a strategic planning tool when trying to understand what was going on around me and so increase the chances of coming to an optimal course of action. As a concept, it was first described by the leadership guru Warren Bennis in...
Read MoreMost people think outward from themselves through their sales channels on then on out to their end users. That approach is wrong. It leads to a channel centric sales approach. Instead think about the ideal customer for each product or service you are selling and then think about the best way to connect with them. The channel is in fact a bridge bet...
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