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the season to tally up the wins and losses, achievements and challenges of
one year while planning and setting strategy for the coming year.
- The Basic Business Model remains a valid basic business model. Sell it. Deliver it. Account it.
These three foundational points and functions remain at the core of most
- We are increasingly becomine a Buying
means that many consumers, customers, clients come to you with the intention
of purchasing — not
the expectation of a "sales come on." Sounds simple enough; but
what are the strategies, structure/designs, and culture points of impact
(in your organization) that have to change to align with a buying society?
Buying Society requires becoming a negotiating company not a selling company.
Of course, Sell It! is still in place; however, the process of the sale
is a buying and purchasing process, increasingly built on negotiation and
not on "selling" as most know
and practice it today.
- A Buying Society places the focus
on the purchasing system, processes, functions in your organization. As my father (who owned
a dealership for 37 years) repeatedly told me — "When you buy
right you have room to work with your customer. Buy too high and you can't
Buying Society means your consumers have already done
the research (probably
online) and know about as much as you do about your product/service (maybe
more). What remains is to verify facts, agree on some details and agree
on a transaction (price, terms).
- An Experience is replacing products
and services as the expectation. Yes, quality products and service combine
to create, shape and make the experience; however, having an experience
is the focus — not the product or service.
Today, look at Disney, Costco, fine dining, resorts — the experience
is what keeps you coming back. This will spread to more industries and interactions.
- Online Oxygen is the latest term for access anywhere,
to anything, at any time all done through wireless connectivity. We have
only started to use what is on the way over the next 24 months. Voice,
Image, Data, Purchasing, Research, Ordering, Assistance, Security, Identification — as
the song goes, "we
have only just begun."
- Knowledge and Data Capture, not to be confused
with information (which we have way too much of). Much of our knowledge
thirst will increasingly focus on where to find what we need to know and
when we need to know, and will capture it in a way/form that enables us
to use, apply, manipulate and re-purpose this knowledge directly, in real
time, completely and with flexibility.
- Turning Fixed Expense into Variable
Expense, because little remains the same. The more your expenses are variable,
without placing quality, strategy, and principles into jeopardy, the greater
your flexibility and capability in dealing with the ongoing and ever-changing
conditions and situations we are all coming to know as "business as
Exciting, provided we and our organizations
are positioned to understand, apply and build upon what is forming as the
new economy, the new business models, the emerging and new consumers, the
technology-process-behavior integration and the values and culture that
fits us as a people and organizations.