6 Ws of Corporate Growth6 Ws of Corporate Growth

I keep six honest serving-menI keep six honest serving-men  (They taught me all I knew); (They taught me all I knew);

Their names are Their names are WhatWhat and and WhyWhy and and WhenWhen

And And HowHow and and WhereWhere and and WhoWho..– – Rudyard KiplingRudyard Kipling

6 Ws of Corporate Growth6 Ws of Corporate Growth

Know WhatKnow What Finding Finding the right balance in your businessthe right balance in your business

will help you refine your goals and hasten will help you refine your goals and hasten you towards them. Organizations prosper you towards them. Organizations prosper by by achieving strategyachieving strategy through balancing through balancing the four major factors or perspectives: the four major factors or perspectives: Financial; Customer; Process; and GrowthFinancial; Customer; Process; and Growth

6 Ws of Corporate Growth6 Ws of Corporate Growth

Know WhyKnow Why What is the real purpose of your business? Your company needs

profits to live, but profits are not what the business is for. The objectives are to provide value to the population and to make the community better. When this vision is lost then we lose sense of purpose, the feeling of belonging, the sight of why we work, and why our business exists. Start a business when you have a passion for something and want to create something that you can be proud of. Inspire yourself and your people with a clear vision. Define shared values and let values rule.

Achieve your sustainable competitive advantage by continuously developing existing and creating new resources and capabilities in response to rapidly changing market conditions. Focus on strengthening your distinctive capabilities – leadership, teamwork, processes, tacit knowledge, etc. – which cannot be replicated by competitors.

6 Ws of Corporate Growth6 Ws of Corporate Growth

Know WhenKnow When Timing is everything. You have to know Timing is everything. You have to know

not only how to make a move, but when. not only how to make a move, but when. “The value of actions lies in their timing,” “The value of actions lies in their timing,” said Lao Tzu. Customer value derives said Lao Tzu. Customer value derives from timely delivery. Change is from timely delivery. Change is unavoidable, but if you can anticipate it unavoidable, but if you can anticipate it and understand business cycles, you can and understand business cycles, you can ride with change instead of being run over.ride with change instead of being run over.

6 Ws of Corporate Growth6 Ws of Corporate Growth

Know WhereKnow Where Remember the old joke about the car mechanic who’s Remember the old joke about the car mechanic who’s

called in after every other mechanic failed? He listens to called in after every other mechanic failed? He listens to the engine for a few minutes, then hauls off and gives it the engine for a few minutes, then hauls off and gives it a big swift kick in a certain strategic spot. Lo and behold, a big swift kick in a certain strategic spot. Lo and behold, the engine starts humming like a kitten. The mechanic the engine starts humming like a kitten. The mechanic turns around, gives the car owner his bill for $400. The turns around, gives the car owner his bill for $400. The owner is flabbergasted and demands an itemized owner is flabbergasted and demands an itemized breakdown  and explanation. breakdown  and explanation.

The bill says... '$1 for my time, and $399 for knowing The bill says... '$1 for my time, and $399 for knowing where to kick.' where to kick.'

6 Ws of Corporate Growth6 Ws of Corporate Growth

Know HowKnow How Manage processes, not people. Focus not Manage processes, not people. Focus not

on what they do, but on how they do it. on what they do, but on how they do it. Establish a Establish a synergisticsynergistic enterprise-wideenterprise-wide and and an end-to-end (cross-departmental, and an end-to-end (cross-departmental, and often, cross-company) coordination of often, cross-company) coordination of work activities that create and deliver work activities that create and deliver ultimate value to customersultimate value to customers

6 Ws of Corporate Growth6 Ws of Corporate Growth

Know WhoKnow Who "In the end, all management can be reduced "In the end, all management can be reduced

to three words: people, product, and to three words: people, product, and profits. People come first," said Lee profits. People come first," said Lee Iacocca  Your corporate vision is Iacocca  Your corporate vision is worthless, strategies powerless and worthless, strategies powerless and shared values are corrupt without the right shared values are corrupt without the right people to executepeople to execute

6 Ws of Corporate Growth6 Ws of Corporate Growth

Know WhatKnow What

Customer ValueCustomer Value

Competitive advantagesCompetitive advantages

Sustainable growthSustainable growth

6 Ws of Corporate Growth6 Ws of Corporate Growth

Know WhyKnow Why

Vision Vision

Value Value

CapabilitiesCapabilities

6 Ws of Corporate Growth6 Ws of Corporate Growth

Know WhenKnow When

Change managementChange management

Pursing opportunityPursing opportunity

Fast companyFast company

6 Ws of Corporate Growth6 Ws of Corporate Growth

Know HowKnow How

Competing, innovatingCompeting, innovating

Organization, processOrganization, process

Marketing, SellingMarketing, Selling

6 Ws of Corporate Growth6 Ws of Corporate Growth

Know WhereKnow Where

Enterprise strategiesEnterprise strategies

Road mappingRoad mapping

Marketing intelligenceMarketing intelligence

6 Ws of Corporate Growth6 Ws of Corporate Growth

Know WhoKnow Who

Enterprise strategiesEnterprise strategies

Road mappingRoad mapping

Marketing intelligenceMarketing intelligence

6 Ws of Corporate Growth6 Ws of Corporate Growth

Always remember Always remember

WhatWhat WhyWhy WhenWhen HowHow WhereWhere and and WhoWho..