CORPORATE AND 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 (organic or inorganic) that exploit the corporation's strengths and incorporate its constraints
- Executing on a collective set of activities and capabilities that competitors cannot replicate
Pricing STRATEGY & TACTICS
Maximize and sustain gross profits through proactive short- and long-term pricing strategies. This means:
- Identifying costs that are relevant to pricing decisions
- Creating a price menu that drives competitive advantage
- Developing practical pricing policies that enable sales people and customers to ‘get to yes’ profitably
SALES & NEGOTIATION
Win more customer deals and increase gross profit through more effective structuring of customer deals and negotiating more effectively. This means:
- Understanding your customer’s business model and how to influence it to drive a financial win for you and your customers
- Monetizing your scarce resources
- Reallocating costs that customers aren’t willing to pay for
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 customer markets to exploit your competitive advantage
- Creating offerings for customers that help their businesses grow and increase profits
- Learning what drives value for your customers & how much it costs NOT to do business with you