Business Development

Seeking out the next growth opportunities one has to engage, build buy-in and agreement with partners, alliances, channels and internal stakeholders.

Sourcing a new market requires deconstructing your business to understand the business models of the competitors, suppliers, and customers several levels ahead and behind your value chain before chasing new markets.   

True alliances are based on understanding and supporting each other’s motivation and business model.  Being able to flush out each other’s inconsistencies enables successful forward progress together.  This includes:

• Drawing up a business model to stress-test for weaknesses the organization, customers, partners and suppliers.  
• Proactively exchanging ideas with potential partners in your customers’ and suppliers’ eco-system to expand understanding of next trends and market directions. 
• Developing a selected network of trusted discussion partners in non-competing domains to share and quickly test out ideas.
• Avoiding unrelated market that hold blind spots, pitfalls, and intended consequences.
  

Business Strategy & Operations Management

Successful commercial and operational management requires seamless processes and systems, high performance teams, executable plans and dedicated leadership including:

• Focusing on efficient execution and deployment of strategies to drive top and bottom line growth.
• Motivating and incentivizing individuals to contribute and teams to collaborate to reach stretch goals
• Managing project life-cycles with clear assignments , oversight and accountability across multiple functions, countries and cultures
• Optimizing the supply chain and managing vendor relationships while balancing make or buy decisions, sourcing and quality.
• Breaking down silos to encourage proactive engagement to grow productivity and shared values
  

International Sales

Leading Sales is responsibility for the tip of the business spear. It is how companies grow, succeed, ensure a healthy brand trusted by customers worldwide. This includes:

• Managing results with metrics – appraising of results achieved towards stretch goals
• Timely tracking of overhead expense to minimize costs and avoid surprises.

• Understanding and prioritizing the needs and top pain points of customers on a global basis. 
• Becoming the customers’ trusted advisor and managing their expectations with headquarters objectives. 
• Ensuring cross-border and cultural realties are addressed with appropriate communications.
• Building an agile organization by applying a scrum approach to solutions on a global level.
• Developing strong, committed channel partners and attending to all stakeholders.
  

Global Marketing

Great marketing is a business growth accelerator that tells a genuine, compelling value story in response to the voice of the customer and his/her needs. This results in a ready-to- go-to-market product and system solution for the customer. These includes:

• Collecting needs and requirements worldwide and prioritizing to create a core product solutions.
• Identifying trends and modeling their adaption to multiple geographies and customer businesses to ensure a ongoing product pipeline.
• Strategically positioning and pricing products to accommodate the P/L of individual products.
• Ensuring a product eco-system with alliances, partners, and channels to accelerate product adoption.
• The five Why’s (see blog post)
  

M&A Integration

A successful cross border M&A integration requires balancing the need for the corporate global command and control process while preserving local talent, knowledge, and motivation to keep the existing ecosystem going. There can be differences between the vision of initial due diligence and reality at hand once integration starts that need to be addressed when far apart.

• Determine pre-defined communications channels and the key opinion leaders of acquired organization to immediately start engagement and address issues or concerns  
• Identifying key differences in business practices, compliance standards and reporting formats to prepare a interim solutions for reporting compliance until final integration.
• Performing best practice studies and openly accepting areas where the acquired solution is better.
• Maintain flexibility and change early rather than insisting on outdated rules but with transparent communication