Sales management for rapid scale
STRATEGY
Vision - strategy = an illusion
Vertex adopts tailored strategic approaches for each of its clients. Common practice amongst the approaches include assessing the competitive environment, defining how to compete (and win), creating and evaluating the initiative pipeline, and setting priorities.
Strategic acumen requires a deep understanding how your market and business operates. If you are looking to increase the breadth or depth of your served market, we'll need to fully understand what your organisations' competitive advantage is, what drives performance, and how you compete against similar organisations.
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What business are you in?
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What's your market?
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Who is your competition?
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What problem is being solved?
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How are your products/services made?
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What are the pricing strategies?
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How do you measure performance?
1. Competitive landscapes
A great tool for understanding a the competitive environment is a framework called Porter's Five Forces: competitive rivalry, buyer power, supplier power, threat of new entrance and threat of substitution. These sub-sets help identify strategic strengths, weakness, opportunity & threat,
2. Compete and win
Play to your competitive advantage: capability to deliver? Turnaround time? Is it your cost position? Or the quality of your products? Is your company more innovative than others? Is it features and functionality of your products? Are you great at customer relationship management? Are your products more reliable or more durable than those of your competition? Know and leverage your strengths.
3. The initiative pipeline
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The sum of an organisations initiatives makes up the initiative pipeline. Are the initiatives on or off-strategy? Are they supporting the vision? The "why" and rationale behind each investments being made must align with the mission. Prioritising and optimising the initiative pipeline becomes essential.