Autor: Rodrigo Prado | Managing Director & Founder at Imppulsor
Sometimes solving the right problem is half the solution. In others, asking the right questions may be more important than answering them all.
Solving the right problem is always important in times of uncertainty and change; it is decisive to comply with the old imperative of doing more with less, that is to be efficient. But this virtue, well applied, cannot be pursued at any cost. There are a series of trade-offs and limits to consider in order to not sacrifice structural pillars of the business, such as the quality of the value proposition, the customer experience, and the environment in which the value justifies the organization’s existence.
A more up-to-date management approach adds to the imperative of efficiency the need to increasingly gain adaptive capacities to deal more successfully with change, uncertainty and undefined future scenarios, shorter planning horizons and low extrapolation of the recent past. Adaptability requires the organization to achieve maximum integration between its resources and decisively apply digital technology to operationalize any order of solutions.
Pretending to increase revenue generation only through expanded channels, commercial endowments, or marketing efforts is inefficient because it does not optimize capacities. It is only equivalent to “applying more force” or expanding the problem and it also makes it difficult to be adequately prepared for the next shock.
The challenge of efficiency and adaptability are strongly expressed in the commercial function since this, in practice, is a “bridge” that connects the value proposition with its target market in a dynamic interaction that exposes weaknesses. The latter’s management requires a correct examination, distinguishing between symptoms and root causes to solve the right problems.
Pretending to increase revenue generation only through expanded channels, commercial endowments, or marketing efforts is inefficient because it does not optimize capacities. It is only equivalent to “applying more force” or expanding the problem and it also makes it difficult to be adequately prepared for the next shock.
© Copyright Imppulsor 2017-2022. All rights reserved.
