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Category Archives: Business Development
Eight Secret Weapons of the Modern Consultant
Although I’ve developed a number of blog posts addressing the practice of management consulting, I have spent little time tying things together into a framework of secret weapons of the modern consultant. Secret weapons are a spectrum of tactics and … Continue reading
What To Do When Your Professional Services Organization Is Not Professional Enough
In helping companies develop, tune-up, or reboot their professional services organizations, here are some example of complaints I’ve heard that reflect the need for change: Customer: “Instead of providing consulting services, your organization is marketing its products to me and … Continue reading
Special Discussion on Starting Consulting Services Organizations Within Product Companies
When people think about consultants, they often think about those that work for companies like McKinsey, Accenture, Deloitte, etc. These are companies that are essentially independent from product vendors. However, there are a number of companies that provide consulting or … Continue reading
Business Development Chronicles – The Story of Us (Doesn’t Have to End in Tragedy)
It’s a tale of Big Company and Small Company. Big Company likes Small Company’s: focus and style entrepreneurial attitude and skills. Small Company likes Big Company’s: scale of resources scope and number of customers. Big Company hates thing like: getting … Continue reading
A Peek At The Difficulties of Incubating New Initiatives Within Large Companies
Entrepreneurial situations in large companies differ from that of startups, yet one thing that they seem to share is that they often represent “hope” in one way or another. In the case of large corporations, these new initiatives can not only … Continue reading
Perspectives on “The 24-Hour Customer” (Strategy, Marketing, and Innovation Book) in Context of Marketing Segmentation
Adrian C. Ott, CEO and founder of Exponential Edge Inc., included me on her distribution list for an advanced reading copy of her new book, The 24-Hour Customer. I cannot say enough good things about this book. In my mind, … Continue reading
Book Review of “The New How” (Business Strategy Book)
It is atypical for me to write a book review for this blog, but Nilofer Merchant’s “The New How: Creating Business Solutions Through Collaborative Strategy” is very respectable contribution to both audiences of this blog and the process of strategy … Continue reading
How To Help Ensure Strategy Scorecards Don’t Fail You
For many strategy engagements, a lot of attention is paid to the detailed analysis framework. For example, should a benchmarking framework be used? Or will that framework lead us down a path of mediocrity? Or perhaps value-chain or Blue Ocean-like … Continue reading
The Business Plan Is Alive And Well But It May Not Be What You Think
As many times I have written a “business plan”, it seems the flavor of it can vary quite substantially. I think the notion of this catches a good number of people by surprise. And why shouldn’t that be the case? Many textbooks … Continue reading
Using a “Frontier Chart” to Evaluate and Plan Project Portfolio Strategy
The introduction of new product or service lines into an existing customer base is a challenge that companies often face with new business development. Sometimes the opportunities can be readily quantified using traditional financial analysis (e.g., using net present value, scenario, … Continue reading