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Strategies and Tactics
Since its formation in 1974,
KappaWest has employed many military-based concepts,
tools and principles in its consulting, training
and facilitation work with a broad range of clients.
It has also conducted several hundred “Strategies & Tactics” seminars
and workshops around the world using these on
an in-house basis for clients.
These have ranged from brief one-day “consciousness
raising” sessions to very intensive, customized
weeklong workshops aimed at achieving a specific
set of well-defined purposes.
KappaWest’s Strategies & Tactics has
proven to be especially effective in companies
that are facing increased competition, or serious
competition for the first time, and lack a structured,
disciplined and aggressive approach to dealing
with it.
Any combination of the following is a sign that
S&T might be appropriate:
- The company is losing market
share
- Marketing has fallen behind the
curve
- The sales organization is stale
- Sales
forecasts are consistently inaccurate
- Turf wars
and internal battles are increasing
- Silo mentality
is common throughout the organization
- Planning
is ineffective
- The company always seems to be
reacting to competitors and events
- Tactical
efforts are inconsistent with the company’s
strategy.
The specific purposes to be accomplished
during an Strategies & Tactics Program are defined
with a client before development
and customization begin. Depending upon the duration of the session,
a mix of the following purposes
can be accomplished in a typical S&T program:
- Increase business and
competitive “smarts”
- Develop
a stronger awareness of the real threat represented
by competition and/or other changes in the
company’s
business environment
- Institute
a well-proven planning process
- Increase the
effectiveness of internal communications
- Raise
the level of confidence and commitment to
winning against competition
- Develop a response to a particular
competitive threat or challenge
- Increase the level
of cross-functional teamwork in the
company
- Set the stage for a “Business
Wargame”
Variations of the Strategies & Tactics
program can be developed to focus on several
different levels of a company’s organization
or operations,
for example:
- S&T for Corporate Executive
Teams – to
serve as the
company’s “Call
to Arms”
- Marketing
S&T
- to prepare
industry,
market
and product
planners
and managers
to be more
effective
and efficient
- Competitive S&T
- to help increase the competitive
performance of the company’s
entire
sales and support
organization
- Major
Account S&T – to help
develop
and execute more effective plans for
selected key accounts
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