Lucrature

The CatalystI have known Chris for a number of years, we are friends and we all know that sometimes business and friendship don’t mix. Fortunately we did not have that issue here.Chris and I were chatting at a BBQ, I mentioned I was reformatting my roadmap approach to ensure clients get the most value.After further discussion I thought he might be a good guinea pig to test my new approach.Chris agreed however he assured me that it was unlikely we would find anything of interest.The DiscoveryWithin a couple of hours it became very clear that Chris’ business processes were totally misaligned with his key business goals.His business had some unique assets and ideas that his competitors just did not have on their radars.They were heavily focused on selling data and delivering data, whereas the real value in what they provided to clients was not data but insights. The PrognosisAfter some digging we found that the least amount of effort and focus was put on the very thing that customers wanted - insights. We also found that it was being “sold” as a free add-on e.g. “would you like fries with that (for free)”….This a goldmine opportunity and they are virtually the only ones in the industry offering it.Customers were looking for end to end solutions but no-one was giving them one.The SolutionUsing our Financial Peak Performance™ framework, we put together a Road-map plan that focused on 2 key processes:Sales Process – Make insights a selling point, be a knowledge consultant rather than a researcher.  Delivery Process – Make insights the deliverable. We also created a set of customer focused KPI that could immediately see whether changes we made to these processes resulted in the gains we expected.The ResultChris told me right after our Roadmap session “Thank you. I did not expect to get so much from our session. It has changed the way I look at my business forever.…”