Friday, 18 November 2016
Thursday, 26 November 2015
Wednesday, 25 November 2015
Friday, 20 November 2015
Wednesday, 7 October 2015
Thursday, 24 September 2015
Tuesday, 22 September 2015
Wednesday, 12 August 2015
Thursday, 6 August 2015
Thursday, 25 June 2015
Wednesday, 24 June 2015
Manager #1 - "Organisation X is trying to muscle in on something that we've always done. That can't be right, it was always said that the key difference between Org X and us was that we did this thing and they didn't."
Manager #2 - "Yeah, someone ought to stop them doing that. That's our remit."
I sat there, wondering at what point was best to interject. After all, I was only an guest. Finally I felt that I needed to speak.
Me - "So, are you saying that they're disrupting your business? Trying to takeover your remit?"
Manager #1 - "Well, no...we stopped doing that thing some time ago."
Me - "I think that it's really important that you look at your business model here, after all, that's what defines what you do and how you do it. E.g If you're a local village grocer's shop you probably shouldn't suddenly change to selling sporting goods and stop selling food. If you've pulled the plug on something that you supply which they need, then you can't really blame them for filling that gap themselves."
There was a stunned silence as everyone looked from one to the other. Did they understand me? Were they going to kick me out? I stared back at them.
Chair - "I think we'd better start doing that thing again"
I realised that I'd just stumbled on a practical example of what I call "The Market Gap Effect". It's nothing particularly complicated really, it's just that if you're doing something well, and customers like what you do, then if you stop doing it, you're going to leave a gap in the market. The effect of leaving this gap is that someone else will fill it with their offering and take a profit from doing it. Not only that, but you alienate your customers because you've cut off something that they need.
Now you may ask why they'd stopped doing a key activity, one that people were happy with and needed them to do. I'm not really 100% sure, but in my travels through business, I've often found that many organisations either don't plan their changes very well, or they just feel that a certain area of the market isn't where they "should" be operating.
In the case of business change, they know where they want to go, and they're so focussed on that, they forget some key things that they were doing well in the past and eventually the people doing those things forget to do them too.
Where there's a need and the organisation feels that it no longer wants to operate in that area, then that's a prime case for selling, outsourcing, sub-contracting or whatever you feel is most practical. You can't really just stop doing it, because your business has value wherever it does something that someone else needs or is prepared to pay for. By just stopping doing that thing, you're giving the value away to whoever spots that the need is there and is prepared to service it.
So, beware of "The Market Gap Effect" because those people who buy things from you will need to go elsewhere if you don't supply. I'd be glad to hear your comments on if you've seen this happen in other organisations where you've been. No names needed.
Saturday, 18 April 2015
- · People and politics
- · Rushing into delivery
- · Lack of need
- · Poor requirements
- · Delivering a thing and not change itself
Wednesday, 15 October 2014
Friday, 3 October 2014
Monday, 15 September 2014
I believe that social media should be one of those rapid-fire, snappy, banter-y environments where everyone is chatting and bouncing ideas off each other.
People who just use Twitter and the like to keep spamming out their links are missing the point. You could be having a conversation with your customers, or at least an argument.
The counter-argument is based around "I can't get the message across in a limited number of characters". My response to this is "try harder". I recall a essay task on my MSc where the task was to write a 1500 word piece on something or other. Some of the students started griping about the lack of words but the lecturer replied "do you think that you'll have that luxury when you're out there?". So true. I've been asked for 1-page pieces, 100 words, 250 words, 300 words, three pages, etc. You get the point. It's about making use of what you've got access to. But if I'd just written "have a look at x, here's the URL", I'm not sure how well that'd have gone down...well, actually, I know how it'd have gone down - badly.
So cut out the links and start to work to the limit you have. If I want to find 30 ways to tie a knot, then I'll find it via Google.