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Anonymous 

Company:

 

Question:

How do you grow a company into new, fast moving markets when many processes and approaches in the company are focused on preserving brand name and the goose that has laid the proverbial and historic golden egg?
 

Our Answer:

We presume that your Golden-egg Goose metaphor refers to being a dominant provider of solutions for which the market has been stable in the long term, but is not growing significantly. Certainly this situation will lead to a management mindset that emphasizes keeping the brand identity strong and providing increasing value for these existing solutions.

 

You imply that this situation is detrimental to growth. That can be true, for a number of reasons:


  • ♦ Innovation and new developments are aimed at incremental improvements in the existing solution value
  • ♦ For mature products and solutions, increased value does not usually equate to increased revenues or profits
  • ♦ New products are aimed at "not screwing-up our market share" rather than opening new markets
  • ♦ You can be blind-sided by disruptive innovations from competitors (known or unknown)
  • ♦ Internal champions who want to develop solutions for a new, fast-moving markets are often constrained in speed and the ability to take risk by slow, bureaucratic internal processes and policies
  • ♦ Getting management buy-in on a new solution or market idea is very difficult because you cannot "prove" that it will be successful (compared to the Goose).
  •  

One solution to this dilemma that we have seen successful in this situation is the "Skunkworks". Basically, you collect a group of excellent solution developers and marketeers led by a passionate champion and unfetter them as much as possible from burdensome company processes. Creating a Skunkworks successfully is very challenging. Entrenched managers will resist giving up budget, resources and authority. Bureaucratic gatekeepers will resent results that bypass their carefully constructed processes. And, if not done carefully, you can create an unhealthy status competition and resentment between workers in the Skunkworks and those in the "normal" groups of the company.

 

The main point is to let one part of the company work on protecting its brand and dominant market share while insulating another part of the company to go after new markets with high speed and unfettered innovation. The Skunkworks is one way to do this, usually as a temporary organizational measure when a clear opportunity presents itself. An alternative (perhaps growing out of a successful Skunkworks) is to spin-out a subsidiary company. Trying to accomplish both mature product market protection and entry into fast-changing new markets under one, matrixed organization with internal competition for resources, inflexible processes, and divided management mindshare is a recipe for failure.

 

 

 

 

 
 

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Corporate Headquarters:

TechZecs, LLC
1730 Kearny Street, Suite F-3
San Francisco, California
94133 USA
  Contact numbers:

Telephone: +1.415.830.5520

Email: info@techzecs.com

  Principal and Founder:

Dr. Scott S. Elliott
Email: scott.elliott@techzecs.com