Transforming the business for growth, sustainability & scale

Transforming the business for growth, sustainability & scale
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 (by virtue of the founder’s relationships), talent & capital. Clients would know th...
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Strategies of best performing companies

Strategies of best performing companies
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 practices. Below are a few things they do that contradicts conventional ma...
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Building core management capabilities in companies

Building core management capabilities in companies
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 this means challenges in the form of processes and people. Unless companies actively make nec...
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A lethal combo tool to grow business

A lethal combo tool to grow business
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 spent scouting for leads and in trying to get an appointment. They just don’t seem to have enough of t...
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Leveraging messaging platforms for marketing

Leveraging messaging platforms for marketing
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 miss. Going forward, this could be a thing of the past. Messagi...
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How to design a channel strategy

How to design a channel strategy
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 indirectly through distributors, volume resellers, value added res...
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Strategies to re-engineer and grow your trading business

Strategies to re-engineer and grow your trading business
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 there could be large global trading companies like the Jap...
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The future of our work life

The future of our work life
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 white collar workers feel driven hard, but get no empathy from...
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Tuning the Sales engine

Tuning the Sales engine
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 the top few customers. However, most companies find this desired state alluding, for many reasons. Sales st...
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Need for B2B branding

Need for B2B branding
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 the B2B context as well. At the same time, surveys have shown that most industrial brands are just labels ...
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