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Services Overview

Wargaming

Planning Facilitation

Mergers and Acquisition Support

Strategies and Tactics

Sales and Operations Review

 

 

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