what is strategy key
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business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com MindSpring Sdn Bhd (600526-U)Suite 1219, Level 12 Block A
Damansara Intan e-Business ParkNo 1, Jalan SS20/2747400 Petaling Jaya, Selangor, MALAYSIA
What is Strategy?QuickSchools.com
9 July 2009
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
Agenda
• 0930 Start
• 1045 Break
• 1100 Resume
• 1300 Lunch & Prayers
• 1400 Resume
• 1330 Break
• 1345 Resume
• 1700 program ends
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
Objectives for the day
• Learn how to think about:
• creating desire
• strategy
• action plan
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
What have we learned so far?
Aris Samad, CEO
business performance coachingprograms . advisory . assessments . coaching . facilitation
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MindSpring Empowering Minds, Unleashing Potential
So what’s the problem?
business performance coachingprograms . advisory . assessments . coaching . facilitation
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MindSpring Empowering Minds, Unleashing Potential
The Selling Challenge
Goal: convince customers to buy QuickSchools
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
The Selling Challenge
Goal: convince customers to buy QuickSchools
Challenge: overcome buying inertia:
I don’t need it (now)I need it but not yours
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
The Selling Challenge
Goal: convince customers to buy QuickSchools
Challenge: overcoming buying inertia:
I don’t need it (now)I need it but not yours
Solution: Create Desire
I need it from you now
I need it I need it from you
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
The Selling ChallengeSolution:
Create Desire
I need it from you now
I need it I need it from you
I need it How do we create need?
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
The Selling ChallengeSolution:
Create Desire
I need it from you now
I need it I need it from you
I need it How do we create need?
I need it from you
Why should they buy QuickSchools?
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
The Selling ChallengeSolution:
Create Desire
I need it from you now
I need it I need it from you
I need it How do we create need?
I need it from you
Why should they buy QuickSchools?
I need it from you, now
Why should they buy QS now?
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
5 basic buying risks
• Monetary risk: is it worth the money?
• Functional risk: will it work as promised?
• Physical risk: is it safe to use?
• Social risk: how will I look to others if I buy this?
• Psychological risk: How will I feel about myself for buying this product?
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
lets take a break
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
Objectives for the day
• Learn how to think about:
• creating desire ✓
• strategy ☚
• action plan
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
What is Strategy?
What is the Goal of Strategy?
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MindSpring Empowering Minds, Unleashing Potential
The essence of strategy
A company can only outperform rivals if it can establish a difference it can preserve
The essence of strategy is choosing to perform activities differently
than rivals do
Strategic Position can be based on customers’ needs, customers’
accessibility or the variety of a company’s products or services
Trade-offs are essential to strategy. They create the need for choice and purposefully limit what
a company offers
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
The Goal of Strategy
Maximize your share of profit within the industry
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
lets take a break
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
Objectives for the day
• Learn how to think about:
• creating desire ✓
• strategy ✓
• action plan ☚
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
Group work
• Who is quickschools.com competing with?
• What is the nature of the rivalry?
• break into 4 groups
• 15 minutes to discuss & write on flip chart
• be ready to present
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
Group work
• Explain the forces QS is having to fight with
• break into 4 groups, A,B,C,D
• 15 minutes to discuss & write on flip chart
• be ready to present
A
B
C
D
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
Group Work
A company can only outperform rivals if it can establish a difference it can preserve
The essence of strategy is choosing to perform activities differently
than rivals do
Strategic Position can be based on customers’ needs, customers’
accessibility or the variety of a company’s products or services
Trade-offs are essential to strategy. They create the need for choice and purposefully limit what
a company offers
• What does this mean for QS?
• break into 4 groups - A,B,C,D
• 15 minutes to discuss & write on flip chart
• be ready to present
• A
• B
• C
• D
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
So what is QS strategy going to be?
A company can only outperform rivals if it can establish a difference it can preserve
The essence of strategy is choosing to perform activities differently
than rivals do
Strategic Position can be based on customers’ needs, customers’
accessibility or the variety of a company’s products or services
Trade-offs are essential to strategy. They create the need for choice and purposefully limit what
a company offers
business performance coachingprograms . advisory . assessments . coaching . facilitation
www.mindspringgroup.com
MindSpring Empowering Minds, Unleashing Potential
Thank you
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