How do you do real business development? “Stop guessing. Business is done outside the office!” That is the core message from Stu Heilsberg’s book. A true Business Development Executive, Stu shares his experience in The Answers Are Outside The Building.
Business development is customer/client development. Being Startup Weekend Organizer and entrepreneur, I’m well aware of the “customer development” concept advocated by Eric Ries and Steve Blank.…
in Innovation, Strategy
“Differentiation is not a tactic. It’s not a flashy advertising campaign; it’s not a sparkling new feature set. It’s not a laminated frequent buyer card or money-back guarantee. Differentiation is a way of thinking. It’s a mindset. It’s a commitment.” – Youngme Moon
Differentiation is a commitment to innovation. Period.
The difference between a tactic and a mindset is that when you choose to be different with tactics, you are choosing excuses to be interesting. And, when “difference making” is your mindset, because you act according to your values and beliefs; you don’t have to try to be interesting.
But, sometimes this pursuit of differentiation is confused with technology. Innovation comes in a variety of ways, of course. It isn’t just technology which enable us to do more, there is also processes and even human innovation which can be valuable sources of new value.…
in Strategy
Anytime I meet with Presidents, VP’s or just the business owners of a company, I come in with no expectations whatsoever. I aim to be surprised. So, last week when I met with the President of an innovative construction company in Mexico, I was surprised.
I consider this company to be innovative because they developed a unique building, the only one, in the Baja region. And like any innovator, this innovation needs more attention. That’s where I come in.
Now, let me tell why I was surprised. Usually, when you talk to businessmen about innovation, all they want to know about is the ROI. They want to know that whatever you propose, will work. “If isn’t going to work, don’t talk to me” is what I hear.
But the guy I met the other day, he was different. He literally said: Here we’re all about leading our industry. And, to achieve that, we know that some things will not work. We don’t like reacting.
Good!…
in Strategy
#Strategy is a choice. No company can be all things to all people and still win. – @rogerlmartin
— Jorge Barba (@jorgebarba) February 6, 2013
I firmly believe that strategy is about making choices. I didn’t have to read it in a book or sit down with Michael Porter to come to this conclusion. For as long as I can remember, I’ve been saying “no” to a bunch of things. I’m known to fire clients, or simply reject prospects without thinking about it. Sometimes, I don’t even take on clients because I perceive they will become a problem, and as a result it will become a pain in the butt work experience.
For me and my organization, it is very clear what types of organizations we want to work with. And, it isn’t because they can pay us more. It is because we admire, respect and feel that our values are aligned with their. It is a great filter to have. But for others who have worked with me, it is hard to accept; because they focused on closing deals.
I didn’t draw this up in a strategic plan or just deliberately do it. It is instinctive. It is my personality to focus on what matters and eliminate that which doesn’t. And, what matters to me is completely different to what matters to you. This is what strategy is about……
in Leadership, Strategy
A leader’s most important responsibility is identifying the biggest challenges to forward progress and devising a coherent approach to overcoming them. In contexts ranging from corporate direction to national security, strategy matters. Yet we have become so accustomed to strategy as exhortation that we hardly blink an eye when a leader spouts slogans and announces high-sounding goals, calling the mixture a “strategy.” – Richard Rumelt
Strategy, strategy, strategy. It matters. Yet, most of the time, we get it wrong. Why? Let’s start with the basics…
One of the problems with implementing a strategy, is nobody cares about it. And the reason nobody cares, is because nobody understands it. And the reason nobody understands it, is because it isn’t clearly articulated. And a clearly articulated statement or name such as “low-cost airline”, will do wonders to help communicate your strategy.…
in Innovation, Strategy
“All men can see these tactics whereby I conquer, but what none can see is the strategy out of which victory is evolved.” – Sun Tzu
We all use examples to explain our ideas. Some people use examples from the same category, and a small percentage of us use examples that fall outside those categories. To explain these ideas, we conceptualize them into principles.
In the world of strategy, we have stratagems. For example, the golden rule of strategy principle: Do what others are unwilling to do.
And example of how this looks in practice: Map every walkable street on Earth (including those shared with animals).
Most companies wouldn’t think about doing it. But one company didn’t shy away from the challenge: Google.…
in Innovation, Leadership, Strategy
Last week I gave a social media workshop to two mexican companies. On the topic of blogging, a person from Business Development asked me about the name of my blog. Frankly, no one had ever asked me this question:
How did you come up with it and why did you choose it?…