1. Making Strategy Work Lance Jones Working Strategy Associates Ltd workingstrategy.co.uk

2. Agenda The Right Strategy The Right Strategy Grasp vs. Reach Grasp vs. Reach Failing Strategies Failing Strategies Success Success Case Studies Case Studies Successful Strategies Successful Strategies Recommendations Recommendations

3. The Right Strategy Strategy is just a plan Strategy is just a plan The right plan is one that works The right plan is one that works Not one we hope will work Not one we hope will work Know where we are Know where we are Know where we are going Know where we are going

4. Grasp vs. Reach 60% of projects fail 60% of projects fail Strategic output Strategic output Business outcomes Business outcomes Matching capability & competency with opportunity Matching capability & competency with opportunity

5. What happens when Strategies fail? Management Customers Staff Investors

6. Successful Strategy Understanding the opportunity Understanding the opportunity Understanding the competency Understanding the competency Reflecting capability Reflecting capability

7. Case Study I – ABC 4 Disparate but similar businesses acquired 4 Disparate but similar businesses acquired 17 Different computer systems 17 Different computer systems Create one business Create one business Square pegs & round holes Square pegs & round holes Withdrawal of funding Withdrawal of funding Businesses sold at a loss Businesses sold at a loss Learning point – Know your limitations Learning point – Know your limitations

8. Case Study II – A & B Society Customer centric Customer centric Aware of customer needs Aware of customer needs Surveyed staff competency Surveyed staff competency Identified Strategic Capability Identified Strategic Capability Made an Investment Decision Made an Investment Decision Followed the plan through Followed the plan through Now running profitably Now running profitably

9. Successful Strategy Customers Staff Competency Business Capability

10. Successful Strategy Customers Staff Competency Business Capability The opportunity

11. Recommendations Assess the customer needs Assess the customer needs Understand the business capability Understand the business capability Assess staff competency Assess staff competency Evaluate objectively Evaluate objectively Create the plan in possession of the facts Create the plan in possession of the facts Use external expertise Use external expertise