Management and Strategy

Following are steps to solve any problem.

• Fact Gather
  • Interview
    • Internal
    • External
  • Gather Data
    • Company
    • Competitors
    • Customers
  • Market Research
  • Internet Research
  • Facilitated Group Sessions
• Analyze
  • Process Analysis
  • Financial Analysis
  • Value Drivers
    • Simulate/Model
    • Value Chain Analysis
    • Benchmarking
    • Business Ecosystem
      • <value net>
      • <5 Forces>
• Interpret
  • Team Brainstorming
  • Client/Consultant Brainstorming
  • Progress Reviews
  • Use of Firm Methodologies
• Motivate
  • One-On-One Feedback
  • Progress Reporting
  • Coaching/Training
  • Graphic Feedback
• Confirm
  • Final Presentation
  • Report
• Launch
  • Action Plan
  • Coaching

Following is a problem solving framework.

Defining Goals is first step to solving problems. Following is a framework to define goals.

 

S1    something you want to change

Should be one statement or max 1 para.. Should focus on current state of problem. What problem are we solving?

S2    will be produced at the end of support

Where will we end… This is easy implementation or objective…

B    what you will gain at S2

Google Analytics gives you the ability to track the traffic to a blog. Below is a snapshot of traffic on this blog. Google products are just amazing. This is a great example. J

The 6 step sales force and channel design and management tool

• Choose (individual) distribution channel structure
  • Independence, hard integration, soft integration
• Structure and align the sales force
  • 4 sub-steps: Structure (“cube”), compensation, soft side, alignment.
• Coordinate the channel
  • Double marginalization (mathematical concept), ways to control it.
• Strengthen channel relationships
  • Communication, trust, wise use of power
• Measure and control channel performance
  • 3 Tools to measure performance (Response index, experimentation, econometric model – remember the 3 golden rules of modeling!)
• Design and manage the channel portfolio
  • CPM versus ACM, what does it take to make CPM work?

AIDA is model for building effective advertising campaigns.

Following are different types of Market Research

• Questionnaires and interviews
• Focus groups
• Panel data analysis
• Perceptual mapping
• Conjoint analysis
• Experimentation (7 designs)
• Ethnographic research

Getting Customers to know you

• Arousal principle
• Vividness principle
• Novelty principle
• Concreteness principle (but sometimes curiosity works)
• Interaction principle
• Accessibility principle

Getting Customers to remember you

• Organization principle
• Encoding-specificity principle
• Priming principle

Getting Customers to appreciate you

• Work through exposure control
• Use credible sources
• Match message complexity with source type (attractive or expert)
• Use 2-sided messages to enhance credibility
• Manage message “reception” and “yielding”
• Use innovative approaches to get and keep customer attention

Companies can find growth by looking at service they provide today and how can they add value going forward.

The Service Opportunity Matrix

Speed of Diffusion of New Products is driven by:

Relative Advantage: Whether innovation is perceived as better than what it is replacing.

Compatibility: Whether the innovation is perceived as compatible with existing consumer behavior

Complexity: Whether the innovation is perceived as difficult to understand and use

Trialability: Whether the innovation can be experimented with on a limited basis

Observability: Whether the innovation is visible to other people (social effects)

Risk: The degree to which adopting the innovation is perceived as leading to a bad experience for the user that the user cannot protect himself from