Beyond budgeting

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Great presentation on Beyond Budgeting at the Perf Mgmt Assn in Cambridge by head of reporting at Statoil. A small group of top corporations [see Linked-In] including names like Google, Telenor, Toyota are junking the whole idea of annual budgets and devolving continuous target-setting to teams. If I understood correctly, in principle any team can change any target, and any performance indicator, at any time, for any reason – the control being credibility with their peers, ...

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Strategy Dynamics Briefing 43: Customer segments and the choice pipeline

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It is often valuable to replicate the choice pipeline to capture the contrasting dynamics of distinct customer segments. For Coca-Cola for example, there are considerable differences between how teenagers are distributed along the pipeline’s stages and how parents of young children are distributed. There are also big differences between males and females within each of these segments. The dynamics of these segments also differ considerably between the sub-brands the company offers, and there are cross-flows of consumers between these brands ...

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Strategy Execution – not all about projects

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Most work on why strategies don’t get done focus on culture, but a new book [1] blames poor project management. It explains how the process should work, and tools to assess a firm’s capability to do it, but it needs a worked example to show the process actually happening.

“Projects” are certainly vital – a big part of Cisco’s past success came from its power as a ‘serial-acquirer’ of new technologies, each of which was a project. And a white-goods manufacturer recently ...

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Strategy reversal at Netflix

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A thoughtful review of Netflix move to split DVD from streamed movie delivery and then reverse the change. It’s good to see an event examined for plusses and minusses, rather than just praised or derided – and the story has useful lessons for others making strategic moves.

One particular issue it brings up is the tension between what works for customer-facing issues vs. what works back in operations. Here, consumers want a single ...

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Strategy Dynamics Briefing 42: More extensions of the customer choice pipeline

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Although the choice pipeline is most easily seen in fast-moving consumer products, it also shows up in many other situations… Where? Consulting companies, law firms and other professional service businesses must make clients aware of and understand the provider’s service before they can be expected to buy it. Many business-to-business (B2B) providers have little problem with the early stages in the chain — most significant business customers, for example, are very familiar with all the alternative telecoms providers and their ...

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