Disruptive innovation- Have you got it wrong?

Disruptive innovation- Have you got it wrong?

4 years ago 0 0 1479

The idea of disruptive change is very ‘hot’ in business and innovation circles at the moment. There are conferences dedicated to it, books written about it, people who have ‘disruption’ on their business cards or Linkedin profiles. However, my guess is that 90% of people in innovation and business are missing the real point about disruption. In this article I take a look at the idea of disruption, and what businesses can really do to understand it and apply it to their business situation. The source of ‘disruptive innovation’ In 1997, Clayton Christensen published a book called ‘The Innovator’s Dilemma’, in which he coined the term ‘disruptive innovation’ to describe what he saw in some case studies in the computer industry. The term has gained prominence since then, but I believe that it has now ‘jumped the shark’ – and it is time to really understand ‘disruption’ for what it

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A compelling message – or just ‘So What?’

4 years ago 0 0 2090

As part of the process of selling a big idea – whether it is a product or service to a customer, or a message to internal stakeholders- we need a value proposition to help make it understandable by those we share it with. However, too many value propositions presented fall flat, with the customer either thinking – or saying out loud “So What?”. Too many value propositions offer no value, fall flat or are simply uninspiring. A great value proposition is meaningful, contains rich value for the customer and provides them with a compelling reason to change. If we are selling something, we are wanting the customer to change from not purchasing to purchasing. If we are sharing a big idea, we are asking our audience to change their minds and adopt the idea as their own. Either way, the value proposition has to overcome the status quo of what

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The 8 things which will create a perfect storm in your business

4 years ago 0 0 1616

So you have done the company survey, or listened by the coffee machine.  It seems like the jungle drums are beating, and the natives are restless.  The executive team gets together and asks themselves “How did we get like this?”, and wonder at the emerging signs that the culture and engagement strategies have failed. What organisations often find is that the company is not living its stated values, the staff are hardly engaged and the culture has devolved to something just more civil than a cage fight.  And you wondered where your performance had gone? Does this sound familiar?  Too often issues with engagement and culture are identified after these problems are having a real impact on the business and its results.  So many organisations find themselves in trouble and wonder both how they got there, and how to get themselves out. Unfortunately, many organisations find themselves in the perfect

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Why most sales reps aren’t built to perform

4 years ago 1 0 1154

Our customers today have access to overwhelming volumes of information, have so many choices and are ever more discerning.  The ability for our customers to truly understand what we can offer them can simply be lost in the white noise. How we connect to customers and sell them our purpose, our values and our offerings can be critical in cutting through this white noise and drive business success.  Great sales people are therefore a prerequisite of success – and you need them right across your business. As organisations become more social and customer centric, every person within the organisation not only becomes a brand ambassador, but a ‘salesperson’ of the organisation, and for the organisation, to its customers.  The old days of salespeople on the ‘outside’ and everyone else huddled within are definitely gone. So what really makes a great salesperson? If you had to identify the profile that would

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Crisis communication -surviving the crash

4 years ago 0 0 1350

The recent tragic Air Asia crash is yet to be fully understood, and there are many who are directly and indirectly affected by this terrible event. At times like this, organisations need to respond to what has happened, and how they do this will earn them sympathy or support, or else turn the anger of those suffering, the media and the general public against them. So far, Tony Fernandes, the group CEO of Air Asia, has done an outstanding job.  His communication has been thoughtful, timely and well delivered.  It reminds me of Richard Branson, who was an outstanding crisis communicator during the Midlands train crash a few years back, as well as during the space plane test flight crash in 2014. The truth is that a leader and organisation without a crisis plan, and without a good crisis communication approach, will more than likely be out of business two

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Why I will never be an entrepreneur….

4 years ago 0 0 690

So many people who start businesses love to call themselves ‘entrepreneurs’.  I wonder if it is to make them sound like they have made it, or that they hang out with the cool kids? Reflecting on what I do at The Bigger Game, I realised that I am not an entrepreneur, and never will be. For me, being an entrepreneur is being focused on building a business, any business, to the point where someone else will buy it.  It’s about deciding ‘what can I sell’ and ‘how do I scale it’.  The success of entrepreneurialism is measured in what you have.  Not what you do. A florist who is passionate about flowers does not call themselves an entrepreneur, they call themselves a florist.  Regardless of how ‘much’ they have, it is their passion what what they do, rather than what they have, that makes the difference. Entrepreneurs have to be

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Executive Coach | The CEO Institute

Unexpected Recognition

4 years ago 0 0 871

Sometimes, we do what we do because it is important to us, it makes a difference, or is part of our ‘bigger game’. We don’t directly seek recognition (however, we always seek appropriate feedback!). Then – out of the blue – you are recognised for what you have been doing and it allows you to take stock, and enjoy the realisation that what you do really is making a difference to others. This happened recently to me.  I have been offering presentations to CEO level syndicates for the last couple of years.  I find them highly stimulating in that the level you have to perform at (in terms of content, engagement and delivery) is exceptionally high just to be invited to present.  Further, I find it is is great forum to develop and discuss models and frameworks for making complex ideas around people, psychology and business really relevant for high

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Business Development Excellence

5 years ago 0 0 1147

How do you, and your organisation, approach business development?  That is, how do you work to grow your business? Are you a ‘shotgun marketer’?  Spray your marketing efforts in a wide arc hoping to ‘wing’ a few customers and bring them to ground? Or are you a replay marketer?  Do what you have always done? Or maybe a ‘shiny things’ marketer?  Are you the type that was the first on Facebook, Twitter and any other ‘shiny new’ marketing idea? Business Development is something that is a necessity in any business.  Whether you are a local pizza shop selling to the neighbourhood, or a major corporate selling around the globe, the way that you think about business development will have a massive impact on the success of your business. Working with many organisations across a spectrum of industries on business development, it has become clear that there are lots of areas

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you get what you deserve

Leading Customer Service Excellence

5 years ago 0 0 2171

Leading Customer Excellence Sometimes common themes emerge which run through the work you are doing.  At the moment, there seems to be a deep need for engagement, for resilience and excellence in customer service. Perhaps they all stem from the same place – the environment that business exists in is tough – there are competitors, the customer has high expectations and the landscape is often changing through technology, regulatory change or economic pressure. We know that customers have access to unlimited information, often an overwhelming range of options and know their ‘power’ in dealing with organisations.  This makes the point of customer interface critical – we have to provide an excellence in experience which allows them to remain engaged and want to be our customer. How do we, as leaders, help our front line people consistently deliver great customer service?  This is one of the things I have been working

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Transacting or creating real value as a sales and marketing strategy?

5 years ago 0 0 950

Recently, I have been bombarded with ‘push’ marketing emails from some people who have obviously attended a seminar on ‘building and converting lists’ as their main sales and marketing strategy.  They are not talking with me, they are simply shouting AT me.   It makes me wonder how little time have they really put in to deciding that I am the sort of personthat they can flog to me and charge me for. It reminds me that there is a transactional approach –  or a ‘bigger game’ approach – of dealing with your customers: 1. The transaction model. In this model, the organisation has something specific to sell.  They go out and find customers that may want to buy it.  They trade – or more precisely, they transact.  Only the act of exchange brings value to both parties and the customer only serves as a recipient of the good or service for the

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