Business Strategy Consulting

Aligning Sales Strategy with Business Strategy

Sales strategy must be aligned to the business strategy… That sounds like common sense… however Wayne claims it doesn’t happen in many businesses and their bottom line suffers as a result.

“It’s a matter of making sure that whatever the business strategy you deploy in order to win at business your sales processes should reflect that”.

View Wayne’s latest appearance on Strategic Selling Group for further insight on this subject or watch the video below:


Lean and Sigma 6

LEAN and 6 SIGMA – Do they work together?

During the last two decades much has been written about Lean and 6 Sigma, the fundamental premise of the two approaches respectively being the elimination of waste and the reduction of variation. Many large companies have both Lean and 6 Sigma programs that have been branded Lean 6 Sigma, Power Lean, Lean Sigma, Quick Sigma to name but a few. In some cases, companies are using Lean to remove waste from non-value adding activities and 6 Sigma to control the variation within the value-adding portion of the process. The integration of Lean and 6 Sigma has become fashionable, but what are the real differences and can they really work together? Read more

Are We Overthinking Strategy?

I have been a student of business strategy for most of my 40 year career and have seen fads come and go. But even with this background I was surprised to read in recent Harvard Business Review articles that:

  • Corporations spend on average 7 months of the year in strategic planning, and
  • There are now over 80 recognised strategy options that have been introduced since the ‘grand-daddy’ of strategy, the Ansoff Matrix was introduced in 1958.

Today, those responsible for guiding the future of businesses face a constant barrage of advice on what is the ‘next big thing’ with respect to strategic options. Be it PEST, Red Queen, 6 Sigma, Diamond Model, Blue Ocean strategy or any of the 80+ options listed by HBR, these are simply tools to help us better achieve the objective of strategy – to create, capture and retain long term value (equity). Read more