Blog

Investing in Your Company’s Development

You know your company has growth potential but you’re not sure how to best make this happen. Your instincts may well be to ramp up your sales and marketing – after all more sales gives growth. Here’s another way of thinking about this.  Our diagram opposite shows the profile of a typical sustainable growth company.  We’ve arranged this as an arrowhead  (Diagram 1) as a metaphor for where the company’s going:…

The Analytical CEO – the Blocked or Negative Growth Transformation Case

Company transformation is a recent buzz phrase.  What does it mean?  What’s involved? Transformation, in our terms, means taking your company to a safer place and one where the company is more capable of sustainable growth.  Which implies you need to find out: Where you are; Where you want to be; And how to get from A to B. In this blog we’re going to talk about Blocked or Negative…

The Analytical CEO – The Future

The future is hard.  It’s all out there but we’re not quite sure what it’s going to be.  If you’re an optimism you know it’ll be better than the past; if you’re a pessimist you know it will be worse; if you’re a realist you know it will be different. Good companies are learning companies so realism is the way to go.  Here are three sets of analytical thoughts to…

Refreshing the Business with a Spring-time Review

One of the great sights of spring-time travel in Greece is villagers lovingly whitewashing their houses.  White and gleaming, the houses become ready for whatever the year will bring. Businesses are the same.  There’s a need to refresh what you’re doing by having a thoughtful look at how things are going and what you need to do to prepare for the year ahead. Here are some questions you can ask…

The Analytical CEO – Running a Growth Company

Analytical CEOs of growth companies have a clear picture of their priorities. Here is a snapshot based on recent research.  Successful CEOs and their teams: Have a strong focus on developing innovative new products which will sell at high margins and support high growth rates; Are prepared to see 20% of annual sales committed to identifying opportunities, developing the validated ones, and taking them to market; Consequently, see their key challenges as…

The Analytical CEO

The Analytical CEO:  Integrating what your company stands for,   In my last blog, I looked at the different marketing options a business had to develop new business.  Both to replace any decline in existing business and as a basis for growth. It’s now a good time to pause, and think about the way a business projects itself in its market place. The diagram opposite is adapted from Richard Normann’s…

Growth and New Business

It is almost an iron law of business that your existing business will erode each year. Just as disorder increases with time (the Second Law of Thermodynamics), that happy marriage between existing products/services and existing customers is going to fade away.  Disorder at work. We encourage business owners to think about their retention rates for existing business.  Let’s say this is 90% in each year.  That means you need to…

Facing The Growth Readiness Gap

If you’re a CEO of a soundly run company you should aim for sustainable growth. When you’ve got that, you add value to your company each year while living within your cash flow. But most companies face a Growth Readiness Gap between where they are and the goals they want to achieve.  This Gap often only becomes apparent when you start driving for growth.  Then everything becomes difficult with bothersome questions…

Learn Quickly or Fail

One of the great things about the Australian Regular Army, my first regular job, was its relentless focus on learning.  In my case I did four years at the Royal Military College, six months learning to be an Engineer Officer, and rounds of qualifying courses for promotion. This was not static learning.  The Army was quick to learn the necessary lessons from current or recent operations.  These were shortly applied…