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CORPORATE & BUSINESS UNIT STRATEGY

Make decisions to position the corporation and its business units to create competitive advantage and drive above-average financial performance.  This means:

  • Setting the right financial goals and objectives for the corporation and its business units

  • Targeting and serving customers in ways that drive disproportionate advantage in the market

  • Outlining growth plans that exploit the corporation's strengths and incorporate its constraints

  • Executing on a collective set of activities and capabilities that competitors cannot replicate 

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PRICING STRATEGY & TACTICS

Grow revenue profitably and sustainably.  This means:

  • Going to market with offerings that align with needs of different customers

  • Quantifying and communicating value in ways that resonate with customers

  • Determining price metrics that align with customer value and your costs of serving them

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SALES & NEGOTIATION

Win more customer deals and increase gross profit through better deal structures and negotiating strategies. This means:

  • Understanding your customer’s business model and how you impact it

  • Developing practical tradeoffs that enable sales people and customers to ‘get to yes’ profitably

  • Using the negotiation as an opportunity to drive competitive advantage and win customers’ trust

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CUSTOMER GROWTH & VALUE

Understand why and how your customers buy and identify product and service offerings tailored to drive economic value for you and your customers. This means:

  • Segmenting the market in ways that create and enhance your competitive advantage

  • Creating offerings for customers that drive their revenue, decrease their costs, and decrease market risks

  • Calculating how much it costs NOT to do business with you