Hbr S 10 Must Reads On Strategic Marketing Pdf

The new global competitors approach strategy from a perspective that is fundamentally different from that which underpins Western management thought. Information systems report on functional performance as compared with budgetary targets. For example, see Peter Lorange and Richard F. In this phase, resource allocation is both dynamic and creative.

Strategic Intent

Has the market been thoroughly researched? In retrospect, one chairman confided that he had overestimated the value of confidentiality. Many companies possess an ambitious strategic intent yet fall short of their goals. Today managers in many industries are working hard to match the competitive advantages of their new global rivals. The only companies seen as a threat are those with the resources to erode margins and market share in the next planning period.

Turn Strategic Intent into Reality

It also fosters a hair-trigger sensitivity to industry downturns that can be very costly. But we believe there is a pathology of surrender that gives some important clues. In companies that have overcome resource constraints to build leadership positions, we see a different relationship between means and ends.

Provide training in statistical tools, problem solving, and team building. We looked for common patterns in the development of planning systems over time. Obviously, not all the companies in our sample fit the pattern precisely, but the generalizations are broadly applicable to all. But the strategy hierarchy undermines competitiveness by fostering an elitist view of management that tends to disenfranchise most of the organization. For smart competitors, the goal is not competitive imitation but competitive innovation, the art of containing competitive risks within manageable proportions.

Japanese companies realize that top managers are a bit like the astronauts who circle the Earth in the space shuttle. Entrepreneurial drive among managers and technical personnel at all levels is a valued form of behavior in strategically managed companies. Oblivious of the strategic intent and intangible advantages of their rivals, American and European businesses were caught off guard. Few companies recognize the value of documenting failure.

Strategic intent provides consistency to short-term action, while leaving room for reinterpretation as new opportunities emerge. Based on their knowledge of their own cost structure, can they estimate what the impact of a product or marketing change will be on their plants, their distribution system, or their sales force? What activities are most profitable? Six levels down from top management, an applications engineer in the specialty metals division was faced with a notice of a substantial cost overrun on an expensive piece of test equipment.

Current capabilities and resources will not suffice. The Japanese color television industry illustrates this layering process. Not possessing long-term, competitor-focused goals themselves, Western companies did not ascribe such intentions to their rivals.

Few competitive advantages are long lasting. Few force managers to consider global opportunities and threats. In resource-based or process-oriented industries, strategies for shared resource units often determine or constrain business-unit strategy.

For a challenge to be effective, individuals and teams throughout the organization must understand it and see its implications for their own jobs. To achieve a strategic intent, a company must usually take on larger, better-financed competitors. To find loose bricks, managers must have few orthodoxies about how to break into a market or challenge a competitor. Strategic intent assures consistency in resource allocation over the long term. Otherwise, critical business decisions can slip between the cracks, environmental engineering by peavy and rowe pdf free and the corporation as a whole may find itself unable to capitalize on its strategic opportunities.

This may be coincidence, but we think not. Yet companies that are afraid to commit to goals that lie outside the range of planning are unlikely to become global leaders. Did Komatsu, Canon, and Honda have detailed, year strategies for attacking Western markets? Resourcefulness, the pace at which new competitive advantages are being built, rarely enters in.

Hbr s 10 must reads on strategic marketing pdf

The explanation begins with the way most companies have approached competitor analysis. Avoid future crises by exaggerating current indicators of potential threats. Both models recognize the need to disaggregate the organization in a way that allows top management to differentiate among the investment needs of various planning units. That is one reason honesty and humility on the part of top management may be the first prerequisite of revitalization.

Strategic Intent

Having repeatedly experienced such frustrations, planners begin to lose their faith in forecasting and instead try to understand the basic marketplace phenomena driving change. Moreover, successful competitors rarely stand still.

They create a preference for selling businesses rather than defending them. Strategic intent implies a sizable stretch for an organization. Important as these initiatives are, few of them go beyond mere imitation.

The shoe usually pinches first in financial planning. Whereas the traditional view of strategy focuses on the degree of fit between existing resources and current opportunities, strategic intent creates an extreme misfit between resources and ambitions. His series of quick successes finally came to an end when he confronted a Japanese competitor whose managers had been plodding along in the same business for more than a decade.

Phase I Basic Financial PlanningPhase II Forecast-based Planning

We believe workers in many companies have been asked to take a disproportionate share of the blame for competitive failure. Another approach to competitive innovation, searching for loose bricks, exploits the benefits of surprise, which is just as useful in business battles as it is in war. And with the pace of change accelerating in most industries, the predictive horizon is becoming shorter and shorter.