AB2B Awareness creation and Building Strategy To Business Results Improvement

Awareness creation Business Assessment Gain strategic perspective – Assess the situation 1. Competitive arena mapping – COMPETITOR GROUPS and GLOBALISATION MATRIX – what are the different “competitor groups” in this industry. Include those adjacent to this product area and in different/adjacent geographies. 2. Environmental analysis and scenarios – PESTEL (Politics, Economy, Society, Technology, Environment and Legal) - what is happening in this industry with particular focus on the part we are competing in and how things may change in the future 3. Ecosystem analysis (if necessary) – INFLUENCE/INTEREST GRID – plot customers, suppliers, complementors, competitors, collaborators, gatekeepers, venture capitalists, etc 4. STRATEGIC MATRIX for each competitor group. This assesses how well are we positioned in this competitor group. There are two axes: - average profitability of the arena – which can be further analysed using FIVE FORCES - our profitability compared to the average – further analysed using VALUE CHAIN Understand current strategy and goals – Review current strategy 5. STRATEGY TRIANGLE or (SWOT PLUS) – what are our Aims, Capabilities (strengths and weaknesses) and Opportunities (opportunities and threats) 6. What is our BUSINESS MODEL for each competitive arena, and what choices might we make differently i.e. what range of CUSTOMER NEEDS are we addressing and how do these needs group into SEGMENTS; what range of PRODUTS/SERVICES are we offering and what is our VALUE PROPOSITION/ADVANTAGE for each offer; what range of channels and geographies are we serving; what range of steps in the VALUE CHAIN do we control versus outsource and why; how do we ORGANISE (type of people, processes, structure, values, etc) and why does this way of organising help us deliver our VALUE PROPOSITIONS.

Building Strategy Figure out what to do about specific problems – Develop new strategy 7. Frame the issue/issues – what is the problem we need to work on – PROBLEM DEFINITION 8. Option development – what choices do we need to make – CHOICES TABLE 9. Option evaluation – which set of choices seem best – CRITERIA

Business Results Improvement Implement the solution – Execute new strategy 10. Use ADKAR methodology to guarantee success of the change implementation –ADKAR Assessment 11. DIRECTING THROUGH INTENT – how we get our choices actioned – - Clarify INTENT and REPORTING RELATIONSHIPS - Cascade INTENT with RESOURCES and CONTRAINTS - Get subordinates to do MISSION ANALYSIS and BACK BRIEF - Encourage cascading of INTENT to lower levels and delegate AUTHORITY 12. Install Continuous improvement and reinforcement –Inclusive Business excellence

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