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There is a saying that marketing wants the right sale, and sales want a sale right now. As a start-up grows that contradiction often leads to problems. The key is to align strategy with sales development through a bottoms-up approach to developing a strategic focus. Articulate the strategy clearly. Then the strategic planning process begins engaging every person and group in the company. This not only builds a sense of involvement and ownership but creates a positive corporate culture. As an example, Intel is famous for its strategic long-range plan (SLRP) that worked this way. However, this is not to suggest that there are no exceptions to the rule to be considered.

Post Author: David Mayes

Founder, Mayo615 Technology Partners Ltd., UBC adjunct faculty, Intel alumnus, technology assessment, international business, cleantech, fly fisherman, native Californian and citizen of France, who has been very fortunate to have traveled, lived and worked all over the globe. My wonderful wife, Isabelle has reintroduced me to my French Provençal heritage.

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