In 1980 Michael Porter brought to us the concept of the three generic strategies (low cost, differentiation and focus). The first two have been quite well understood, but the focus strategy looks that there is an important number of firms that…
How to Grow Your Business. Why Do B2B Firms Fail to Grow? Sales and Marketing Turnaround
In which marketing stage is your company? “Just” a good Sales Rep in the position of Sales Director Sometimes firms assume that functional competence of a sales rep is enough to lead a sales department. The leading competence is assumed too…
Delta Model Strategy: New Strategic Inside to Define Our Company Direction and Improve Our Performance
Delta model strategy pros Although the authors do not mention the Star Model of Jay R. Galbraith, we can see that the general framework that they called “The Delta Model’s Winning Formula” fits “almost exactly” in the well-known Star Model. This is…
Human Resources Myopic: How Firms Are Losing the Human Capital Battle
In 2014 the Spanish football league champion has been Atletico de Madrid. How is a club with just the 30% of the budget of Real Madrid and Barcelona able to over perform those huge teams? The answer could be playing like…
Tax Efficient Supply Chain Management: TESCM Strategies
We have to mention that this very attractive TESCM strategy has some risks that need probably be mitigated with support of experienced tax consultancy firms. In the last years many large corporations have moved headquarters to countries like Switzerland, and any…
Do We Really Have A Strategy? “When the Strategy Is that We Have No Strategy”
Not having a good value proposition If we ask companies with a weak strategy for their value proposition, we are likely going to receive ambiguous answers like: “we are a customer centric firm”, “we have a global presence”, and so on. So,…
Where Should We Start in Turnaround? The “Bunker” Concept
So if we agree to use the “bunker approach,” we must decide what it is the department in which we are creating the “bunker.” I suggest using supply chain or finance as a “bunker department” because those areas have strong links…
Analyzing B2B Sales Profiles: Who Are You?
Nowadays closing large and complex deals in B2B is getting harder and harder for sales staff. Large firms in order to guarantee the best deal in important purchases are creating robust procurement teams, hiring well prepared professionals from specialized industries (e.g….
Quick Financial Firms Analysis: Extended DuPont Model
Extended DuPont Model contributions It shows information about the main traditional economic value indicators: Net income, Cash flow, ROA, and ROE. The model is based on ratios that can be easily and quickly created extracting the information from the income statement…
Strategic Focus: Core Business Types
Infrastructure management and customer relationship management are based on volume (economies of scale and economies of scope). So consolidation of a few big players would be a consequence to create the necessary volume to compete in those core businesses. It is…