How to be market driven - there's an app for that!
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This is a tool for game changers, heros and movers and shakers. Those who prefer the status quo need not apply.
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How to be market driven - there's an app for that!
- 1. How to be Market-Driven: There’s an App for that!
- 6. What do consistently top firms have in common?
- 9. Market Driven Behaviours Drive Business Growth and Profit Customer Experience (Evolving) The Creation Customer Satisfaction (Changing) The Outcome Sales Revenue Growth Profit Growth Profitability New Product Success The Results Market Driven Behaviors The Corporate Culture
- 25. Two Case Studies
- 28. VSC Results (Pre and Post)
Hinweis der Redaktion
- The goal of this is to get the audience involved and committed. This should be a building slide. First have them write down the answer to #1 and then get people to report what they wrote down. (Pick 2-3 people). Determine how many people were above 5 and below 5 If they say, “I’m not really sure how market-driven we are.” Ask if that is an indicator of something? Next, ask them to write down what “market-driven” means. Once they have written it down, tell them that we’ll come back to what they have written down in a couple of minutes.
- The goal of this is to get the audience involved and committed. This should be a building slide. First have them write down the answer to #1 and then get people to report what they wrote down. (Pick 2-3 people). Determine how many people were above 5 and below 5 If they say, “I’m not really sure how market-driven we are.” Ask if that is an indicator of something? Next, ask them to write down what “market-driven” means. Once they have written it down, tell them that we’ll come back to what they have written down in a couple of minutes.
- Ask “What do you think has happened to Return on Assets, as a percentage, over the last ten years? Has it been increasing? Steady? Declining?” Ask “What about over the last 40 or 45 years? Has it been increasing? Steady? Declining?”
- “ Deloitte looked at all publically traded US firms over this period. The results were amazing.” (If people have questions about the survey, see notes below) Deloitte also found that companies lost their leadership position much more quickly in 2008 as compared to 1965. Its harder to stay on top. Ask “what might be driving this trend? What changes have occurred in this time?” Trade barriers have declined globally. Governments have pursued policies of deregulation. Technology has advanced and prices dropped through the floor causing barriers to entry in virtually all industries to fall. In short, the economy is more competitive and change happens much more rapidly. And companies are having a hard time adapting.
- These companies have done better than their competitors year-in-and-year-out. Why? Walmart gets bad press from time to time, but they are by far the largest employer in the US. This makes they a frequent target in the press. As does the fact that they have been out performing their competition for decades. Nordstrom is a US-based retailer with a very different value-proposition and strategy than Walmart. And they deliver superior performance to their competitors. Could there be common threads that each of these companies share?
- Good the Great The Halo Effect - performance
- It must transcend individual departments and functions and be an integral part of the way all employees behave and perform.
- The Market-Driven Behaviors are the part of corporate culture that drives business performance. There may well be elements of corporate culture not in our model, these are picked up in other models
- A simple, web-based benchmarking system to assess your cultural capacity to win Measures your organization’s Market -Driven culture and capacity to execute across seven critical success factors Empowers managers to transform organizations and drive measurable financial performance improvement Tested and validated with 50+ companies across many industries Proven to be highly effective in predicting of customer satisfaction, innovation, new product success and profitable growth
- Our findings Increased revenues The impact of improving your value proposition Response rates increased from 9% to 33% 2. Lowered costs The impact of removing non-value added 100s of hours spent on developing sales reporting
- We measure this using a tool called the MRI
- How do you stack up on these initiatives?
- The goal of this is to get the audience involved and committed. This should be a building slide. First have them write down the answer to #1 and then get people to report what they wrote down. (Pick 2-3 people). Determine how many people were above 5 and below 5 If they say, “I’m not really sure how market-driven we are.” Ask if that is an indicator of something? Next, ask them to write down what “market-driven” means. Once they have written it down, tell them that we’ll come back to what they have written down in a couple of minutes.
- The goal of this is to get the audience involved and committed. This should be a building slide. First have them write down the answer to #1 and then get people to report what they wrote down. (Pick 2-3 people). Determine how many people were above 5 and below 5 If they say, “I’m not really sure how market-driven we are.” Ask if that is an indicator of something? Next, ask them to write down what “market-driven” means. Once they have written it down, tell them that we’ll come back to what they have written down in a couple of minutes.
- Do you know who your internal customers are? Who are the stakeholders in your work? Telstra CFO Frank GM What measures can you use to remain focused on customers? TCE, customer satisfaction Lexus – need to get an outstanding mark on feedback forms to get a bonus margin. Sears customer service bonus if you rate their work highly on the feedback survey.
- Macpherson Story – wanted their warehouse employees included Top companies in the MRI Other stories – Telstra postal
- MCS is a leader in helping companies renew and align their organizations around market-centric business practices and skills Definitive model, diagnostic services and methodology for advancing a company’s MarketCulture Mindset Services span cultural benchmarking, management guidance, strategic planning, marketing skills assessment and training Global team of business experts and academics with unique understanding of the corporate DNA of winning companies Deep insights and rich consulting experiences across leading corporations around the world