Owner driven small and mid-size companies grow quickly, but may at some point, consider professionalizing the business, to allow the next generation to take over, or scale up the business, or to bring in strategic investors. Reasons could be many. Owner led firms usually depend on preferential access to clients ...
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Difference between the best companies and the rest Surveys have revealed that most senior executives believe that their companies do not have a winning strategy, nor do they have the right capabilities to execute the strategy. Companies that are great at both strategy and execution don’t necessarily follow existing industry ...
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Most people think of Strategy as intellectual and exciting, while execution is considered mundane. It is often left to lower and middle level managers to handle on a day to day basis, and not much thought goes into it, especially among small and medium enterprises. Execution means effective management and ...
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Many mid size companies in India have good calibre sales men. In some of the older companies, these sales people acquire technical capabilities and are long timers in the company. They are pretty good in talking the customer’s language and closing deals. Unfortunately, 70% of a sales reps time is ...
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Marketing has evolved from being personal to being generic and finally onto algorithmic personalization today. Marketing culture today is obsessed with digital technology. People are just data points and subsets of various online communities, profiling logic, databases etc., The outcome of such micro targeting has still been a hit and ...
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After segmenting, targeting, understanding customers, positioning ourselves and exploring new markets to enter (subjects discussed in my other blogs), comes the task of reaching out to these markets. Channels are routes to reach customers,  Customers can be reached through a spectrum of channels ranging from a direct sales force or ...
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Trading companies are the most widespread form of businesses and act as channels for manufactures to reach into far flung markets. Trading companies are complex organizations that have their own culture, diverse functions and customer relationships. They can range from small entrepreneurial set ups to professional companies with focus, and ...
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Articles going around on Amazon’s work culture talk about companies (including many start-ups) envisioning a new workplace which is fluid but tough, with employees staying for only a short time (meaning temporary) and employers demanding the maximum. Many are places where blue collar workers work in difficult physical conditions, while ...
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Many a times, the sales of a firm  starts off from the founder’s personal contacts and then expands into newer territories. As firms grow and expand, there is  need to diversify and derisk customer base, both in terms of revenue from a particular segment and percentage of contribution from a ...
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Is branding required in the B2B context? In the B2C context companies like Coca-cola and Pepsi persuaded consumers that sugar water with some acids and colouring was better than water, and the in-thing to keep sipping all the time. If branding worked for them, it must surely have relevance in ...
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Most companies in traditional industries during the formative years typically have marketing and sales managed by a single department. On the marketing front, companies usually make rudimentary investments as part of sales efforts. They at best participate in related industry events or advertise in local media. However, as organizations grow, ...
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Most heads of organizations, founders and owners express that grooming engineers or professionals to be leaders is their greatest concern. Heads of organizations realize that they need to be able to groom these technically oriented engineers to become good managers and capable leaders, if they really want to grow and ...
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Management is not just about strategy and systems. It is all about doing & managing people as well.  Managers make grand plans, but fail to get teams to work effectively to produce greater output. Often, there is a tendency to do everything themselves – individually. This is understandable, given today’s ...
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Companies need to evaluate their go to market plans every year. Whether it is SMEs or Family businesses wanting to reach new markets, expand reach and grow revenues, or large companies trying to align according to changes in products and markets, everyone needs to re evaluate their go to market ...
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