Strategy Execution . . . Results Matter

Business Challenge:

For your business to succeed, leaders, teams, and individuals must solve business issues in ways that promote the critical links between your customers, employees, and business performance.

Business Growth Framework:

 

Nimble Leader:

A business process that links your business strategy, leadership behavior, and business results in ways that are sustainable and enduring.

 

Key Content:

Market Position – Positioning for Performance

An executive team process focused on quickly capturing, summarizing, and clarifying the internal viewpoint of senior leaders across critical elements of the MARKET POSITION framework. This process frames what the business stands for in the minds of customers – a fundamental starting point in shaping the future strategic direction for the business.

Jump Start

An executive team process focused on quickly capturing and summarizing the internal viewpoint of leadership across parameters critical to the effective management of the business. This information is then used as a catalyst to help executives structure sound business actions that satisfy customer needs in ways superior to previous performance.

 

Tools for Profit™

A business framework and process that will help leaders think, analyze, discuss and act upon their business in ways that substantially improve Operating Profit, and Cash-flow. The Tools for Profit works to establish the linkages between what a business stands for in the minds of customers – MARKET POSITION - and what business leaders do in the areas of PRICE management, VOLUME sales, MIX adjustment, COST expenditures, and WORKING CAPITAL management.

 

Quick Attack™ Sales Effectiveness

A team process designed to surface immediate profitable sales opportunities, consistent with the MARKET POSITION of the business. Quick Attack Sales Effectiveness prioritizes ‘actionable’ learning that results in immediate and focused selling activity.

Nimble Leader Team Advisory

Chair facilitator engages CEO and his (her) team in a periodic and rigorous process that drives urgency; reinforces business ‘reason for being’; monetizes value; promotes strategic alignment; coaches market action; and drives accountability relative to expenditure of ‘scarce’ cash resources in support of market initiatives targeting step change growth.

 

Drilldown and Deliverables:

Market Position – Positioning for Performance

An executive team process focused on quickly capturing, summarizing, and clarifying the internal viewpoint of senior leaders across critical elements of the MARKET POSITION framework. This framework includes:

  • Target Customers – a breakdown across those individuals who influence, purchase, and (or) consume a company’s products and services
  • Competitive Frame of Reference including direct competitors and (or) substitutes
  • Point of Difference value proposition – the source of competitive advantage (i.e. price / convenience, functional superiority, customer intimacy . . .)
  • Relationship between MARKET POSITION and bottom line profitability

By participating in the Market Positioning process, business leadership will achieve the following:

  • Internal consensus on “Current State” MARKET POSITION, the basis for all market actions
  • Clarity on the gaps in leadership understanding and alignment relative to the key components of the MARKET POSITION framework
  • Tactical game plan – a prioritization of key actions for closing identified gaps in MARKET POSITION, the first step in positioning for future success
  • Sense of Urgency – a desire by the leadership team to utilize session output to manage the business to a higher state of performance

 

Jump Start

An executive team process focused on quickly capturing and summarizing the internal viewpoint of leadership across parameters critical to the effective management of the business.

Jump Start is an intense, facilitated, structured, highly interactive 1-2 day team session that relates success metrics for the business with:

  • Internal management perspective on the company’s MARKET POSITION
  • SWOT Analysis – Strengths, Weaknesses, Opportunities, Threats for the business, as defined by the management team
  • Identification of core business challenges that impede both short and long term success

By participating in the Jump Start process, leaders will gain the following:

  • Frame core growth opportunities for the business over the next twelve months, from the perspective of internal leaders
  • Gap identification – a clear and specific summary of the ‘holes’ in leadership alignment relative to the identified growth opportunities
  • Implications for how management’s understanding of MARKET POSITION, SWOT Analysis, and summary of business challenges will impact short-term priorities over a 60 - 90 day time horizon
  • Tactical game plan – a prioritization of next steps, accountabilities, and timing for closing identified gaps; laying the foundation for specific market action linked to profitable growth
  • Sense of urgency – a desire by the executive team to utilize session output to proactively manage the business to a higher state of performance, profitability and cash-flow
  • Consensus perspective and renewed sense of purpose as the leadership team coalesces around business issues as a team – separate from functional orientation

 

Tools for Profit™

A business framework and process that will help business leaders think, analyze, discuss and act upon their business in ways that substantially improve Operating Profit, and Cash-flow. The Tools for Profit works to establish the linkages between what a business stands for in the minds of customers – MARKET POSITION - and what business leaders do in the areas of PRICE management, VOLUME sales, MIX adjustment, COST expenditures, and WORKING CAPITAL management.

By participating in the Tools for Profit executive management program, leaders obtain:

  • A clearer understanding of how MARKET POSITION, PRICE, VOLUME, MIX, COST, and OPERATING WORKING CAPITAL relate to specific increases in Operating Profit and Cash-flow
  • A working knowledge and desire to used key financial statements and measures of business performance in the proactive management of the business
  • Practical experience from application of the Tools for Profit in team exercises
  • An increased comfort level and desire to apply the Tools for Profit in the day-to-day management of the business

 

Quick Attack™ Sales Effectiveness

A process designed to surface immediate profitable sales opportunities, consistent with the MARKET POSITION of the business. Quick Attack Sales Effectiveness is for business leaders – across functions – responsible for delivering short-term profitable sales growth. Session participants will generally include the following:

  • Field Sales Leader – “External” contact; in front of the customer every day; understands the market; understands specific selling applications
  • Technical Product Leader – “Internal” representative; capable of translating customer needs into product delivery, using existing business infrastructure (i.e. plant and equipment)
  • Marketing Leader – “Internal | External” contact; individual responsible for shaping the elements of the marketing and sales program
  • Agency Contact – Person responsible for creating and executing the promotional elements of the marketing and sales game plan Other key stakeholders as identified

By participating in the Quick Attack exercise, participants achieve the following:

  • Detailed understanding of customer needs in specific customer applications from a sales force perspective
  • Clarity on required selling tools and selling program activities
  • Quantification of profitable sales growth using existing products and services with minor design changes
  • Detailed understanding of gaps in customer understanding; necessary to launch an effective sales campaign

 

Nimble Leader Team Advisory

Chair facilitator engages CEO and his (her) team in a periodic and rigorous process that drives urgency; reinforces business ‘reason for being’; monetizes value; promotes strategic alignment; coaches market action; and drives accountability relative to expenditure of ‘scarce’ cash resources in support of market initiatives targeting step change growth.

 

Four Imperatives – Year One

  1. Market Position. What do you stand for in the minds of your customers? Why does it matter? How will you ‘monetize’ your value proposition?
  2. Jump Start. How will your Statement of Market Position translate into Key Objectives, Strategies, Market Initiatives?
  3. Market Action. What are your Tools for Profit™? What will you do tactically – specifically – to execute your strat plan. How much will it cost (cash burn)? When will you see results?
  4. Accountability. How will you hold yourself and your team accountable to your commitments to achieve results?

 

Nimble Leader Team Advisory – Executing the Four Imperatives:

Operating Characteristics – 12 Month Horizon | Opt Out at Any Time |Assess Year 2 Participation in Month 12 of Year One

Months 1- 2: Market Position | Jump Start | Market Action

  • Nimble Leader Chair works with CEO and his (her) team to craft ‘first pass’ iteration; define Statement of Market Position; Jump Start – Strategic Alignment; Define Market Action Plan

Months 2 – 12: Accountability (Advisory | Coaching | Team Training)

  • 2-Day / Month On Site – Nimble Leader Chair with CEO and his (her) team. Company specific coaching and accountability linked to execution of Strategic Initiatives | Market Action Plan as defined in Months 1-2
  • Nimble Leader ‘Team Training Sessions’ (Early morning ‘chalk talks’; on site) CEO and team | Two hours – early morning coffee | Year One: Work through Nimble Leader Volumes l – VI
  • Year Two: Access to World-Class Subject Matter Experts – Defined Curriculum and Deliverables (TBD)

 

Nimble Leader Outcomes:

Improved business results . . . linked to strategy.  Fast.

Contact us to learn more about Nimble Leader.

"It is no use saying, 'We are doing our best.' You have to succeed in doing what is necessary."

Winston Churchill