Blue Canyon Partners

A Blue Canyon Brief - Ten Rules for Successfully Implementing Strategy, #2

admin — Thu, 24 Apr 2008 14:15:04 +0000

Treat implementation as an important process, and develop competencies around implementation. The examples we’ve heard from leading corporations across industries have underscored the complexity of implementing a strategic plan. The diversity of the “most critical factors” cited by executives further emphasizes the degree of difficulty that the leaders and members of an implementation team will face. Developing an understanding of what are best practices in implementation, in general and in the context of a particular corporation’s culture and organization, can pay enormous dividends. This understanding should be taught to those that will lead or be significantly involved in major implementation processes, through a combination of formal education and on-the-job training. Managing implementation is too important to be left to learn-on-the-fly approaches. For further information, order Get-to-Market Plans on our Publications page.

A Blue Canyon Brief - Ten Rules for Successfully Implementing Strategy, #1

admin — Thu, 03 Apr 2008 16:50:15 +0000

You can’t overdo the basics – focus on the “blocking and tackling” and build a solid implementation plan. One executive noted that all of the maxims should be brought out and forced onto the implementation planners: “Don’t neglect the details”, “Measure twice, cut once”, “Plan the work and work the plan”, “Check your work”, etc. The structure and elements of an implementation plan involve the “usual suspects”, but most of the horror stories we’ve heard involve at least some shortcoming in addressing one or more of these elements. The starting point for a successful implementation process is a solid implementation plan that can be effectively and clearly communicated to the organization with sufficient detail about what is being done and why it will benefit the organization. For further information, order Get-to-Market Plans on our Publications page.

A Blue Canyon Brief - Allocating Scarce Investment Resources

admin — Wed, 23 Jan 2008 17:05:55 +0000

Most business-to-business suppliers face the constant challenge of determining how to allocate scarce investment resources in order to position their firms for sustained growth. Blue Canyon Partners has developed a unique methodology that enables firms to identify the opportunities that are most attractive from a market perspective, but are also well matched to their own competitive strengths. This enables our clients to target their investment resources on the initiatives most likely to yield success and rewards for shareholders. Our experiences in helping companies find the most attractive growth options spans initiatives involving new geographical markets, new lines of products and services, and new ways of delivering highly valued solutions to customers.

A Blue Canyon Brief - Identifying Best Practices for Strategic Account Relationships

admin — Tue, 01 Jan 2008 23:05:46 +0000

Realizing profitable growth from strategic account relationships requires that business-to-business suppliers “do the right things…right.” Blue Canyon Partners can help suppliers understand the appropriate strategy for each element of their strategic account portfolio, and properly implement this strategy within the context of a framework employing best-in-class approaches to major customer relationships. This combination enables suppliers to identify the correct strategy for each segment of each strategic account relationship, and develop relationship action plans that integrate disparate elements of strategy into a well-aligned overall approach to their customer. This enables suppliers to realize growth by ensuring that their largest accounts are also their fastest growing accounts.

A Blue Canyon Brief - Avoiding Price Pressures

admin — Mon, 10 Dec 2007 18:52:41 +0000

Aggressive supply chain management practices initiated by hungry global competitors are placing extreme price pressures on many business-to-business suppliers. Blue Canyon’s research has defined the factors that intensify pricing pressures, as well as strategies that best-in-class suppliers should employ to avoid the vicious cycle of pricing that has reduced the products of so many firms to commodity status. Our insights lead to action plans that enable firms to sustain reasonable price levels and avoid competitive situations where prices and margins are driven to unacceptably low levels. Our research on OEM Pricing and on channel conflict also provides clear insights on the options that firms can implement to sustain customer relationships that create value for both customers and shareholders.

A Blue Canyon Brief - Managing Brand Investments

admin — Mon, 19 Nov 2007 23:10:33 +0000

Brand management in business-to-business markets is extremely complex. Because of the numerous organizations along the customer chain that are impacted by brand-related decisions, brands must be managed strategically. Effective brand management can augment the other elements of a supplier’s Go-To-Market strategy and contribute to its overall marketplace success and differentiation. Blue Canyon’s approach to brand management in the business-to-business environment accounts for the multiple constituencies along the typical customer chain, and has helped our clients across many different industries translate their brand related investments into bottom-line gains.

A Blue Canyon Brief - Implementing Global Market Strategies

admin — Tue, 14 Aug 2007 18:30:34 +0000

Global markets present both opportunities and challenges to business-to-business suppliers who must balance the potential for growth and the risks associated with entering new business environments. Blue Canyon Partners has identified the factors that successful firms use to identify and implement effective global market strategies, including customer relationships, key competencies, and the potential for customization of relationships. Our experiences working with customers in industries from automotive to telecommunications to construction to machinery have provided clear insights into how global market initiatives can help fuel profitable new growth.

A Blue Canyon Brief - Developing Valuable Service Strategies

admin — Wed, 25 Jul 2007 21:03:24 +0000

Too often, business-to-business suppliers find that the services they provide their customers with are indeed required, but not always rewarded. Blue Canyon has identified ways in which firms can manage their service strategies so that they are targeted toward customers that value them to ensure that these contributions are translated into rewards for shareholders and promote stability with customers. These insights enable firms to avoid situations in which the services they provide create a “hole in the income statement,” and make certain that service initiatives are directed at the customers and segments that value them most. Our research on the challenges of developing service strategies has enabled firms in numerous industries to redirect their resources into activities that create a favorable bottom-line impact.

A Blue Canyon Brief - Innovating for Competitive Advantage

admin — Wed, 30 May 2007 19:42:10 +0000

Contributions from innovation - in new products, business systems, or in concepts that change the boundaries between suppliers and their customers - are often the foundation for breakout growth and for alleviating pressure on prices. Blue Canyon’s research has identified the three flavors of innovation that create value recognized by business-to-business customers, and provides a roadmap for creating relationships in which innovations are embraced and rewarded. This allows suppliers to target the right customers with the right innovations, ensuring that each organization derives value from these efforts. Blue Canyon’s approach to innovation management has proven successful over time, and has helped increase shareholder value for customers in diverse industries ranging from packaging to pharmaceuticals, and from telecommunications to trucking.

A Blue Canyon Brief - Creating a Relationship Advantage

admin — Tue, 29 May 2007 17:00:57 +0000

In many business-to-business markets, it is impossible to grow unless you can increase business with your largest customers. This is always a major challenge, however, especially in the face of supply chain management pressures and other competitive threats. Blue Canyon’s research has identified ways in which suppliers can create a “relationship advantage” that will lead to both profitable growth and account stability. This “relationship advantage” enables suppliers to enjoy growth with their largest accounts without sacrificing new market growth initiatives. Our experiences working with suppliers across a spectrum of industries has showcased our ability to transform information about major customer relationships into insights that lead to action.