Corporate Strategy Diagnostic

Phase 1: Objectives
Score your organization against this statement:
We understand which type of revenue growth creates the most enterprise value. We understand how revenue growth converts into cash flows, and the impact accelerated revenue growth has on the EBITDA multiple. Lastly, we understand the drivers of revenue growth for the company.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business
Not very important
N/A
1
2
3
4
5
Very important
Markets
Score your organization against this statement:
We clearly define which markets we will, and will not, compete in. We understand the size and growth rate of the addressable market, the % of the market that is penetrated today, the company’s growth rate and market share as compared to each competitor, and the demand drivers to capitalize on.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business
Not very important
N/A
1
2
3
4
5
Very important
Accounts
Score your organization against this statement:
We understand the potential spend for each customer and prospect, our wallet share in each account, the cost to acquire and life time value of each account, and the propensity to buy for each account.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business
Not very important
N/A
1
2
3
4
5
Very important
Buyers
Score your organization against this statement:
We understand who our buyers are, the factors they consider before purchasing our product, and how they make purchase decisions.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business
Not very important
N/A
1
2
3
4
5
Very important
Products
Score your organization against this statement:
Our product strategy accomplishes three objectives. First, it creates new markets by introducing new products. Second, it attracts new customers to our existing products. And third, it convinces current customers to buy more of the existing products.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business
Not very important
N/A
1
2
3
4
5
Very important
Competitors
Score your organization against this statement:
We have defined who we compete with, and how to win against each competitor. We understand our competitive advantage, the competitive behavior of each competitor, and have developed and distributed positioning statements, win strategies, and close plans to the sales, marketing, and product teams.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business
Not very important
N/A
1
2
3
4
5
Very important
Coverage & Channels
Score your organization against this statement:
We sufficiently cover our markets. We are in virtually every opportunity in our industry. We select, and optimize, our sales channels based on the way our target customers want to buy from us. The coverage model directs the company’s resources at the portion of the market with the highest growth potential. There is little coverage leakage whereby time is wasted on markets and accounts not in the company’s sweet spot.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business
Not very important
N/A
1
2
3
4
5
Very important
Pricing & Packaging
Score your organization against this statement:
We have replaced the cost-plus pricing strategy with a value based pricing strategy.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business
Not very important
N/A
1
2
3
4
5
Very important
Talent
Score your organization against this statement:
We match the requirements of the corporate strategy to the competencies of the executive leadership team. When a modification to the strategy is made, we ensure the executive team has the competency to execute it, or we recruit in new talent who does. We understand if our executive talent is better, on par, or worse than our competitors.
How well does your business do this?
Not very well
N/A
1
2
3
4
5
Very well
How important is this to your business
Not very important
N/A
1
2
3
4
5
Very important