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Thinking Thursday


What problem does my business solve?

Tip 1

How do I solve it better than anyone else?

Do my customers still care about that problem?


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Tip 2

Wouldn’t it be great if xxxx?What is xxxx for your customers?

When did you last actually ask them?


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Tip 3

What would happen if I provoked my customers?


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Solution Selling Provocation Selling

Competes for vendor preference within an existing budget

Compels project investment outside an existing budget

Aligns with the prevailing point of view Challenges the prevailing point of view

Addresses acknowledged pain points Addresses unacknowledged angst

Targets tactical problems Targets strategic problems

Begins with technical proof and then builds a business case

Starts with the business case and then provides technical proof

Starts as a line of business dialogue Starts as an executive-based dialogue

Asks questions to identify needs Uses insightful hypothesis to provoke a response

Responds to issues described by the client

Is proactive and leading, forcing issues out

Source: In a Downturn, Provoke Your Customers – Harvard Business Review, March 2009


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Can I create a new value curve?

Tip 4


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Kim and Mauborgne.Blue Ocean Strategy. Harvard Business School Press. 2005


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Tip 5

Where are my high growth products and services?


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All products are not equal

Sector Growth Rate

Hair Care 5.9%

Personal Hygiene 7.5%

Organics 1.6%

For now, assume that: • profits are similar• growth rates will be maintained

Isn’t it obvious where we should invest right now?

Source: Is your Growth Strategy flying blind? Harvard Business Review May 2009


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Source: Is your Growth Strategy flying blind? Harvard Business Review May 2009


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Where are the High Growth Markets?

Tip 6


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Source: www.tradingeconomics.com

GDP Growth Q1 & Q2 2012


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Source: www.businessgrowthfund.co.uk

Experian Research, March 2012 on behalf of Business Growth Fund

4000 companies identified that have grown more than 33% in last 3 years.

Turnover £2.5 to £100m

http://www.businessgrowthfund.co.uk/inform/news/business-growth-fund-launches-growth-companies-barometer

Sector Total Population High Growth Firms

Incidence of HG Firms

Agriculture 293 62 21.2%Public Services 964 195 20.2%

Finance 2147 395 18.4%Business Services 5794 1021 17.6%

Consumer Services

1152 197 17.1%

Wholesale 2306 384 16.7%

Transport 1814 294 16.2%Manufacturing 4982 786 15.8%

Retail 2891 452 15.6%

Property 1405 143 10.2%

Construction 1785 181 10.1%


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Source: www.businessgrowthfund.co.uk

Experian Research, March 2012 on behalf of Business Growth Fund

4000 companies identified that have grown more than 33% in last 3 years.

Turnover £2.5 to £100m

http://www.businessgrowthfund.co.uk/inform/news/business-growth-fund-launches-growth-companies-barometer

Sector Total Population High Growth Firms

Incidence of HG Firms

Business Services 5794 1021 17.6%Manufacturing 4982 786 15.8%

Retail 2891 452 15.6%Finance 2147 395 18.4%

Wholesale 2306 384 16.7%

Transport 1814 294 16.2%

Consumer Services

1152 197 17.1%

Public Services 964 195 20.2%

Construction 1785 181 10.1%

Property 1405 143 10.2%

Agriculture 293 62 21.2%


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Should I cut or invest?

Tip 7

Source: Roaring Out of Recession Harvard Business Review March 2010


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• 4,700 US companies• 3 recessions• Six balance sheet headings: - Employees, GOGS, R&D, SGA, CAPX, PP&E


Cut Invest

Prevention focused - - =

Promotion focused = ++

Pragmatic -- ++

Progressive - GOGS, =Emps ++ R&D, SGA, CAPX, PP&E


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• 11% didn’t survive• 80% stalled• 9% “Progressives” outperformed by 10% +

For NOW – focus on Operational Efficiency

For FUTURE – invest in Marketing, R&D, Assets



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Who could I partner with?

Tip 8


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Source: Trendsetter Barometer, PWC 2000 www.barometersurveys.com


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What kind of strategy should I be focusing on?

Tip 9

Adaptive Shaping Classical Visionary


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Source: Your Strategy Needs a Strategy Harvard Business Review September 2012

Adaptive Shaping

Classical Visionary


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Tip 10

Have your Vikingsbecome farmers?

Is it time to beef up your sales?

What are you measuring?


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Your top pick?


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1. What problem does my business solve?

2. Where are the new customer problems?

3. Can I provoke them?

4. Can I create a new value curve?

5. Where are my high growth products/services?

6. Could I be exploiting high growth markets?

7. Cut/invest. Have I got the balance right?

8. Who could I partner with?

9. What approach to strategy is best for me?

10. Have your vikings become farmers?


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Effective Strategic Leadership 29th November, Southampton

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Our Next Thinking Thursdays…

Building Teams That Deliver 13th December, Bournemouth


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