July 26, 2013


Buy Your Way In and Accelerate Your Business

I’m chronically dissatisfied. It’s not an unhealthy level of frustration.  I am just always looking for ways to be better and, most often, faster. This need for better and faster shot to the forefront when I was reviewing a new project with my team and it makes for an interesting case. The case highlights a […]

Continue reading...

June 6, 2013


Get More “Value” From the Value Chain

For many of us running businesses we think there’s just us. Well, there’s us, our company/team and our product or service. And out there somewhere is our customer, our client. Either they’re a prospect or they’ve purchased from us before and are an active or dormant customer.  We might think it’s us against the world trying to […]

Continue reading...

May 21, 2013


Organize for Transparency

So once we’ve done this vetting of our strategy (discussed in Parts I and II of Structure Follows Strategy) and looked at the resources that we’ll need to execute that strategy and where they should be deployed or where they should be targeted and focused, then comes the structural conversation. How do you want that? How do […]

Continue reading...

May 14, 2013

1 Comment

Strategy’s Impact on Structure – The Good and The Bad

This post continues the discussion we started here in Part I of Structure Follows Strategy. Let me come back to the example of my business in Europe. Again, I was facing the immediate, guttural, visceral reactions from HQ that we need to cut, we need to save, we need to protect the bottom line for […]

Continue reading...

May 7, 2013


Structure Follows Strategy – or Does It?

Structure Follows Strategy

Matt, the first thing you need to do is you need to cut 40 people out of your sales organization. Matt, the second thing you need to do is reduce your headquarter staff. These are two of the directive statements I received prior to my arrival to my new position in Europe; essentially, predefined expectations […]

Continue reading...