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The Lost Link to Make Strategy Work: Sales & Operations Planning (S&OP)
What is Sales & Operations Planning (S&OP)? The S&OP is a tool that was created in the 70s with the purpose of operations planning mainly for manufacturing environments. Since then, the planning tool has expanded its scope to other departments and…
Using Digital Transformation as a Turnaround Tool
The rate of technology innovation is part of the digital disruption challenge facing companies, department, teams and employees. That disruption is threaten many traditional businesses like banking or my last turnaround assignment that is a traditional software reseller threaten by cloud…
The Sustainable Competitive Advantage (SCA) Process: The Hearth of Strategy
In order to choose your strategic positioning, I would suggest that you review the strategic disruptions and examples shows in the first image and the post Is It Time to Review Your Business Model?
How to Make Any Project or Initiative Work: The 10 Prerequisites for Change and Transformation
The 10 Prerequisites for change and transformation Let’s review briefly any step of this framework adapted from HP way, Barry Newland “The four prerequisites for change” and completed with ideas of other relevant authors like John P. Kotter or Richard Bevan….
Is It Time to Review Your Business Model?
We are going to review quickly a few examples of how all of those seven types of business without any exception are being already challenge. This could create an important stream of turnarounds, if companies do not transform themselves before: 1….
Is Your B2B Firm Struggling to Grow Sales? Sales Transformation
REFRAME Sales Leadership: Coaching the sales manager about how to lead the sales team. Tools: monthly sales meetings, monthly one to one review meetings, working in the field, etc. Strategic focus: Reframing the sales strategy. Tools: market segmentation, strategic account targeting,…
Sales Efficient Supply Chain Management (SESCM): A Success Foundation for a Business Model
In turnaround situations, we used to find uncoordinated Sales and SCM areas which blame to each other. Implementing SESCM strategy is not an easy job, but these initiatives can really turnaround the firm performance and profitability. Exploring lean techniques is a…
Do You Really Have a Business Growth Strategy? The Growth Strategy Matrix
1. Beat the market: This is the objective of many firms. You have likely heard comments like “we need very profitable sales growth.” However, beating the market as Zara/Inditex is doing in the apparel business quarter by quarter is not an…
Business Alignment: When Board Is Misaligned with Management
How board and management misalignment used to happen? Most of the time a board member does not understand his role. In this situation that member used to implement what we could call “micro-management.” That is entering in the tactical planning and…