Revenue Capture Strategy e-Newsletter

Do You Have a Strategy Plan To Grow --
Or Are You Just Making It Up
As The Day Progresses?
by Paul DiModica
 

As we edge closer to 2010, do you have a premeditated corporate strategy plan on how to grow your business . . . or are you making it up based on your personal experiences, what someone else told you at an association meeting, or some article you read in an industry trade magazine?

Business success is a premeditated sport.

Sales and marketing plans are not strategy plans. Strategy plans are blueprints for sales and marketing plans and are a subsegment of a business plan.

Through a planned process, you can minimize business mistakes, increase revenue capture, and actively identify correct business paths needed to succeed.

Is business success guaranteed? Of course not, because you cannot control political, environmental and world financial markets. But through a knowledge and informed approach based on best practices, non-emotional objectivity to business decisions, and an investment of time and money, you can make your own luck.

At The CxO Group, we are like any growth directed firm. To build our own growth strategy plan and those of our clients, we use different data drivers to help to determine the best practices for our clients and for the News articles we write.

These data inputs include:

1. Consulting with over 400 companies on their success model during the last six years;
2. Review of third-party research analysis by companies like Accenture, Gartner, Forrester and others;
3. Input we receive inbound every week (for the last six years) from our 100,000+ BDM News subscribers on their best practices on corporate strategy, sales process and marketing.

So, you too can build a model for growth based on a best practices approach.

Take the corporate strategy success test.

Corporate Strategy Success Test

1.    Is your corporate strategy only based on the "gut feelings" and personal experiences of your CEO, founder, or acting president?

____ Yes       ____ No

2.     Does your firm have a written strategy plan (not just a sales plan and a marketing plan)?

____ Yes       ____ No

3.     If you have a written strategy plan, does your management team review their corporate strategy monthly to use it as a guideline for corporate decision making?

____ Yes       ____ No

4.     Is your corporate strategy based on your competitors' position and market model?

____ Yes       ____ No

5.     Is your strategy plan updated yearly?

____ Yes       ____ No

6.     Are your operations, sales and marketing managers' compensation plans tied to your corporate strategy plan?

____ Yes       ____ No

7.     Has your company's revenue grown at least 15% per year for the last 3 years?

____ Yes       ____ No

8.     Has your firm invested in market research and market gap analysis from an independent company during the last twelve months to use as a tool to make strategy decisions?

____ Yes       ____ No

9.     Does your firm have specific, detailed monthly profit and loss financial statements broken out by product and services sold, gross margin contribution, geography and vertical industries you sell into?

____ Yes       ____ No

10.  Does your company set and make business decisions based on business metrics for each of your business strategy directions?

____ Yes       ____ No

Correct answers:

What is your strategy success score?

Interested in a complete evalution of your company strategy, sales, marketing, and financial performance?  Our Revenue Capture Scorecard is a great place to start.... http://www.thecxogroup.com/intro-revenue-capture-scorecard.htm

 

"Remember strategy without execution and due diligence is wasted thought." --Paul DiModica

 
About The CxO Group, LLC

Rick Erling is CEO and Founder of The CxO Group, LLC. We are a managing partner of the Value Forward Network and have consulting partners in five countries making us one of the world's largest management consulting groups focused on helping companies increase corporate revenue capture.

We work with senior executive teams to integrate sales process, marketing methodology, corporate strategy and financial management into one outbound revenue capture program to increase corporate revenue. We do this by assessing the value your customers see and the value you think you have and then measure the "value variance" gap between the two. Once we have identified the "Value Variance" between the two, we then make appropriate strategic and tactical recommendations on your corporate strategy and marketing programs to close the gaps. When this is completed, we then train your sales team to sell to management more effectively using techniques that are linked to our recommendations.

Top-performing sales organizations are increasing their companies' revenue, within a constricted economy, by investing in new revenue capture strategies. For more information, visit: http://www.thecxogroup.com or call Rick Erling directly at (972) 727-6880

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