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How Does Your Company Operate on New Initiatives?
Resume ▬  Leadership  ▬  New Initiatives  ▬ Product or Services Portfolio  ▬  Rate the Developer

A matrix I've found helpful when putting together business development or sales plans.  Depending on your product or company plans, don't waste time with prospects who are not willing to work through the process

Business Criticality High

Efficiency and Customer Loyalty

New Value Creation

OPERATIONAL
EXCELLENCE

  • Always considering reengineering

  • Leveraging their strengths

  • Efficiency focused

  • Will take some risk - medium

BREAKTHROUGH STRATEGIES

  • Focuses on market creation

  • Always looking for a new business model

  • Incubate too slow a process

  • High risk taker

Low

NEW
FUNDAMENTALS

  • How can you save me $$

  • Willing to invest to gain experience

  • Does not take risk

RATIONAL EXPERIMENTATION

  • Wants to lead in new market segments

  • Recognizes shift in the business model

  • Will incubate a new opportunity

  • Low to medium risk taker

Low High

Innovation or Newness of Technology

 


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