• Many different strategy documents, frequently elaborated in fragments on many pages
• Lack of simple logic encompassing all levels of management and staff
• Difficulty in recognizing connectivity, market opportunities, the company’s intent all the way to implementation in the strategy
• Lack of creativity and intelligence with wow factor
• Lack of familiarity with excellence in strategy development at the managerial level   

• Strategy planning is developed intelligently and creatively based on a pragmatically smart, logical structure:
• • Market
  • Company
  • Plan
  • Performance
• Currently existing strategy fragments are integrated into this structure, presenting and creating the missing white spaces
• The strategy process is integrated and includes implementation to the result, thus far more than milestones to the target

• Competitor is more successful on the market; market shares are lost
• Instruments, e.g. SWOT analysis, etc., are applied but do not result in the desired pragmatic implementation and sales
• Information about competitors is not permanently collected systematically to focus on the possibility of winning orders
• Information about competitors is not sufficiently informative
• beautiful diagrams and design statements are on one meta-level

COMPETITOR ANALYSIS

• Competition is analyzed systematically based on 12 competitively differentiating attractors
• Strengths and weaknesses are identified, the point of difference is developed creatively and intelligently

COMPETITOR ARGUMENTS

• Pragmatic, convincing arguments are developed for competitors

COMPETITOR COMMITMENT

• These convincing arguments are now connected, per selling team, to the growth customer or new customer to generate orders

• Vision is available on high-gloss paper but is not lived
• Vision does not have a motivating pull
• The visions logic is not understood and does not release creative action
• Vision is not implemented in daily business
• Very few are familiar with the real core of the vision, which did not cascade down into operative levels
• Complex tables with more and more rows and columns, more and more data: overload, irritation, insecurity

• The essential core, the essence (core ideology) is developed from the source, the history of the company (roots) and phrased as a meaningful vision for the desired future
• Development is an intelligent/creative process
• The vision is the authentic, emotional orientation, it reflects the company’s identity
• Values/missions are derived from the vision, e.g. presence, courage, passion; the values are then formulated as a call to action
• The vision is established on all levels in the daily, pragmatic workflow

• Potential is known but not conclusive
• Information about potential is deliberately, strategically insufficient to embellish current company successes
• Professional, organizational research of potential is lacking
• Potentials are not clearly connected by market, industry, subindustry, customers
• An external database is not connected 1:1 to the potentials structure of the company
• Potentials are never or infrequently updated

• Establishing a task force top-down with potentials expertise research
• Capturing markets and structuring by industry
• Categorizing industries, subindustries, and customers
• Evaluating potentials based on criteria (e.g. future opportunities, profitability, effort)
• Creating one page design statement for direct, concise understanding
• Connecting potentials with specific implementation in sales teams (outside sales, industry & key account management)

• CRM produces vast quantities of data, data graveyards
• Complexity overtaxes managers and users on operative levels
• Digitalization is trendy but useless, resulting in less manageability
• Classic current CRM frequently fulfills the targets of the providers (… and yet another update) while neglecting a consequent focus on results

• Reduction of complexity to manageable, intellectually, and logically measurable information
• Condensation of data into information streams that are sensibly configured for the required business purposes; valuable information is distilled
• Pleasing, decisive design of the essential information on one page
• Information directly associated with results