domingo, março 22, 2009
Are you sure you have a strategy? (parte III)
Continuado daqui.
.
Segue-se a Lógica Económica, algo entre aquilo que considero proposta de valor, a disciplina de valor de Wiersema e modelo de negócio.
"At the heart of a business strategy must be a clear idea of how profits will be generated—not just some profits, but profits above the firm's cost of capital. It is not enough to vaguely count on having revenues that are above costs. Unless there's a compelling basis for it, customers and competitors won't let that happen. And it's not enough to generate a long list of reasons why customers will be eager to pay high prices for your products, along with a long list of reasons why your costs will be lower than your competitors'. That's a sure-fire route to strategic schizophrenia and mediocrity.
Economic logic asks the specific questions of our ability to generate profit. How will we gain lowest costs: 1) through scale advantage? 2) through scope and replication advantage? And, how will we attract premium prices: 1) due to unmatchable service? 2) due to proprietary product features? The most successful strategies have a central economic logic that serves as the fulcrum for profit creation. In many cases, the economic key may be to obtain premium prices by offering customers a difficult-to-match product."
.
Não basta receber encomendas, é preciso ganhar dinheiro com elas.
Não basta captar clientes, é preciso que eles sejam lucrativos.
.
Continua.
.
Segue-se a Lógica Económica, algo entre aquilo que considero proposta de valor, a disciplina de valor de Wiersema e modelo de negócio.
"At the heart of a business strategy must be a clear idea of how profits will be generated—not just some profits, but profits above the firm's cost of capital. It is not enough to vaguely count on having revenues that are above costs. Unless there's a compelling basis for it, customers and competitors won't let that happen. And it's not enough to generate a long list of reasons why customers will be eager to pay high prices for your products, along with a long list of reasons why your costs will be lower than your competitors'. That's a sure-fire route to strategic schizophrenia and mediocrity.
Economic logic asks the specific questions of our ability to generate profit. How will we gain lowest costs: 1) through scale advantage? 2) through scope and replication advantage? And, how will we attract premium prices: 1) due to unmatchable service? 2) due to proprietary product features? The most successful strategies have a central economic logic that serves as the fulcrum for profit creation. In many cases, the economic key may be to obtain premium prices by offering customers a difficult-to-match product."
.
Não basta receber encomendas, é preciso ganhar dinheiro com elas.
Não basta captar clientes, é preciso que eles sejam lucrativos.
.
Continua.
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