Solving The Value Equation

2011: A New Year and a New Frontier Requires Learning & Change.

As we plan for 2011 and we reflect on the many economic and political vicissitudes of 2009 and 2010, these times have clearly highlighted the importance of Learning and Change!

The ability to embrace learning and change stands out to us to be far more important than many other skills. They are more important than any failure, than any success, than what other people think or do, than money, than what school we graduated from, and other circumstances.

Those that have changed and learned and applied that learning are the leaders we have observed to be the most successful in leading their enterprises. These attributes simply can make any company, organization, and family successful.

The remarkable thing is we have a choice every day to learn and change and embrace the positives that can be created from these attributes. We cannot undue the past … nor can we force others to act in ways we always agree with …. nor can we really alter the outcome of the enviable. The one act we can do every day is learn and change.

In my 35 year career I have become convinced that winning and succeeding is really 10% what happens to me and 90% on how I learn, change and react. Therefore in 2011 let’s commit to learn and change together while maximizing the many opportunities that those that do not change and learn, create for us.

We appreciate the opportunity to be of service to you! Have a prosperous 2011!

Most Sincerely,
Garry Meier

“The goal is wealth creation by driving shareholder value through the use of efficient growth methodologies and experienced execution,” said Garry E. Meier, Chairman of Ephor Group.   “Creating wealth is all about creating the qualities of right: the right strategy, with the right people, with the right model, and the right business process.”

Read more about improving your business model, operating performance, and wealth strategy:

Business Model Reengineering:  The  Playbook for Success in the New Economy:Terry Peltes, National Managing Partner Tatum & Strategies for Growth in 2011: Rob Solomon, CEO & Founder Bulldog Solutions.

Strategies for Growth: The Playbook for Success in 2011.

Because the competitive and financial landscape has changed so significantly over the past few years, businesses must change their model and reengineer operating processes to create sustainable entities and position themselves for wealth creation. 

Need proof that you need to change?

• 40% of the liquidity in the market is gone, meaning capital will come primarily from operating EBITDA and institutional investors.
• Reliance on traditional “feet on the street” sales models are not supported by institutional investors and are considered “old school”. A Portfolio of both Alternative Distribution and “Products” is required to receive debt or equity from institutional investors.

The Playbook for Success in the New Economy requires effective Management Science to ensure timely execution.

Step 1: Identify Where You Are

Ask yourself: What are the new realities facing our business? What is success for us?
This economy requires fundamental strategy and business model changes to succeed.

Step 2: Reengineer your Offerings

• Focus & depend more on processes and less on people.
• Don’t do it all on your own! Leverage outside expertise.
• Invest in your Leadership Skills as success will be all about Roles, Goals, Agendas, and Achievement.
• Have a Workforce Plan & Management Process.
• Never accept mediocrity: Mediocrity is the Enemy!

Step 3: Reengineer your “Go-to Market” Techniques

Business models that are dependent on “Feet on the Street” are “Old School.”  Companies that use the following marketing best practices generate 5.2X more results.

• Set Revenue Objectives for all personnel, vendors, partners and make marketing directly accountable for sales, including consequences for underperformance. If you cannot measure it then don’t do it!
• Think like your customers. Understand and develop Buyer Personas and Message Maps that answer the questions: Why change? Why now? Why us?   Be in the mind of the client.  Senior executives have to not only focus on and understand their customers, but must change the businesses’ mindset from a product centric to a buyer centric approach.
• Maximize the time the entire team has to sell (not just sales staff). Do lead routing, nurturing and sales support in real-time, utilizing tracking scripts and CTAs (call-to-actions) to drive tactical results. Most companies have these capabilities, but simply do not understand how to deploy and utilize them.

Read more about improving your business model, operating performance and creating wealth:

• Planning for 2011
• Strategies for Growth in 2011
• Creating and leveraging Marketing Assets Drives Sales.

While 2011 poses many challenges, significant opportunities do exist for growth through innovation and investment. Nimble businesses that can respond and change to effectively reposition and compete differently will win. 

In 2011, how will you make sure your business takes advantage of these opportunities?