Services

Strategy

‘Plan of action designed to achieve a long-term or overall aim’

Although the word has its origins in Greek warfare, it wasn’t until the 18th century that it took on the general definition we use today.

For me, strategy involves stages in moving toward an understanding of what the problem is, or what the opportunity represents? There are important decisions along the way based on the information to hand -- what we know and don’t know about the situation, the model or map we build to navigate the territory, to focus our attention and deploy resources, and what we learn from taking action?

In summary, this involves (i) research (ii) mapping (iii) planning (iv) insights (v) options (vi) decisions (vii) case for and against (viii) actions (ix) roles and responsibilities (x) contingencies (xi) adaptation.

Innovation

‘The process of translating an idea or invention into a good or service that creates value or for which customers will pay’

Innovation has two sides – invention, where something new is created, and reconfiguration, where a re-arrangement of the available resources achieves a superior outcome. Both lead to greater impact -- efficiency and effectiveness of a process, product or service.

There are creative and critical aspects to innovation (i) understanding and mapping the situation (ii) imagining and creating new possibilities, top-down and bottom-up (iii) intuition and facts (iv) validating and testing ideas (iv) the reality-check of the marketplace.

procurement (Buying)

‘The act of obtaining or buying goods and services’

Procurement (like Sales) involves an exchange of value – goods and services are sourced in exchange for payment.

Viewed as an end-to-end process that is definable, manageable and repeatable, this includes (i) research and planning (ii) establishing a baseline (iii) defining requirements (iv) decisions on how best to achieve an optimal outcome – in quality and price – through sourcing or discrete negotiation (v) contract negotiation (vi) demand and supplier management.

Sales (selling)

‘The act of selling goods and services in exchange for payment’

Sales is the flipside of Buying — they are two sides of the same coin.

Integral to this process (i) quantification of the market (ii) go-to-market strategy (iii) pipeline management (iv) bias for action through key levers (v) offer and value proposition (vi) proposal and business case (vii) contract management (viii) value and lifecycle management.

technology

The business world relies on technology to transact. That means that technology needs to support the business operation – not to hinder or obstruct it. It also means that technology, as a broad abstract idea, is not the panacea for all business problems and opportunities.

My work with clients bridges the gap between the two worlds of business and technology (i) business requirements (ii) new opportunities, challenges and pain points (iii) where can technology deliver ‘bang-for-the-buck’, and why? (iv) leverage what you’ve got first (v) procurement process to obtain the best solution – so you can build it or source it.

consulting

I can show you how to do it, we can do it together, or I can do it for you.

You can contract me for an agreed period, with scope, or we can agree to a day rate for tactical engagements.

We can both have skin in the game (gain-share).

It’s up to you – I’m available for hire as you need.

practitioner

The difference between a consultant and practitioner?

The consultant sells expert advice — while the practitioner applies an insight or idea, or helps you to resolve an issue — and we all learn from it.

I tend toward the latter – I prefer to put the research and plan into practice, and to tweak it as we go.

coaching

Over the years, I’ve done a lot of coaching – not because I thought of it, but because I was asked to do it.

This is useful in particular circumstances, when the individual wants a guide to support and challenge them, or when a company is seeking to import expertise that it doesn’t have.

Education

Recently, a major project I’ve been working on is to arrange and classify my experience, knowledge and insights — to convert this expertise into educational products that can be purchased online — with self directed and guided learning options.

This year I will launch some exciting educational programs — so please stay tuned as I will be making some exciting announcements on this website soon.

speaking

Although this is not a core offer, it is appropriate when you’re trying to communicate a subject to a larger audience – to introduce and socialise a new topic, its concepts and application, case studies, etc.

There are a number of subjects that I enjoy presenting and discussing – particularly (you guessed it) strategy, innovation, sales, procurement and technology.