Someone asked me the other day what the critical imperative is around demand generation as the recession eases.
In the ‘92 Australian recession recovery period, it was all about focusing demand generation imperatives around the critical selection factors that clients use to prefer suppliers….typically the same compelling issues that sit at the centre of their offers to their clients.
No rocket science there. But the element that gained best differential recognition was how the imperatives were executed….with flair, innovation; representatively across the segments and distribution network…and with adequate resources in place to get the orders and specifications.
It was, however, firstly about creating an emotional reason for the buyers to connect with the market offer. Get this right and growth projects flow nicely.
Consequently, competitors lost out. They were outgunned, out-innovated, out-offered , out-timed and consequently, were disconnected from the trade buyers’ wallets.
This recession is different because the downturn happened more quickly. Companies want to survive. You’ve gotta help them with initiatives to turn on their customers’ spending. Do that…and you’ll survive and grow.
My guess is that customers will still respond to an innovative offer around the compelling benefit they offer their clients. It’s up to us as business leaders to innovate around that space to get their attention, interest and loyalty.
What’s your view. Please comment…or click on the email link below.
cheers!
Pete Jeans
Director
SMO Sydney
http://www.linkedin.com/in/petejeans
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Categories: Uncategorized
Tagged: "business leadership", "innovation", "market offer", "Pete Jeans", "recession", "recovery"
There’s movement at the station…the economy is probably at it’s lowpoint…so the only way is up.
What’s happening? Even though the quantum of employment advertisements are low…some industry sectors are hiring additional seniors…particularly in the construction space for new projects….and there will be a few new government roles in NSW as the current administration re-shapes its bureaucracy into super departments.
Consumer confidence has bounced back to a neutral point as the result of Australia formally avoiding a technical recession definition…and government stimulus spending has had some benefit ( particularly in the retail sector ).
Boards will probably wait until their July and August meetings to review the final preliminary results from 08/09. Let’s hope they give their CEO’s the greenlight then to spend prudently on people as cashflow improves over the next year.
My view? It’ll be July 2010 before discretionary investment spurts up. The housing industry will lead a broad economic recovery in Spring 2010.
What’s your view. Please comment…or click on the email link below to have a confidential chat.
cheers!
Pete Jeans
Director
SMO Sydney
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Categories: Uncategorized
Tagged: "employment", "forecasts", "Pete Jeans", "recession", "recovery"
It depends of course, on the particular industry and organisational circumstances as the economy starts to emerge from its malaise over the next 24 months.
Australia is now much better populated with senior talent who have returned from offshore; so competition for senior roles will be fierce. Only those who tightly fit the competency and chemistry slots will get in quickly once the ads go up.
Is it possible for jobseekers to create new roles now with targeted companies? Maybe…it depends on networks and reputation…and of course the intersection of need and timing.
How many new senior roles will be available as things turn round? Not many. Australia only has a few industry sectors that matter….and half a dozen companies of note in each.
What’s your view. Please comment…or click on the email link below.
cheers!
Pete Jeans
Director
SMO Sydney
http://www.linkedin.com/in/petejeans
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Tagged: "Pete Jeans", "senior roles"
Something interesting is happening in Australia…more and more management consulting firms are looking for staff.
Is this the start of the corporate sector getting ready to wake up after completing their downsizing and costs re-adjustment…and re-examine their business models?
Or is it that the corporate sector’s planning is lagging well behind the economic reality of savage demand downturn…and is so frightened…that they’re calling in the “boys from Boston”?
Athough there’s probably a bit of truth in both scenarios, my guess is that there’s some emerging optimism that things can’t get much worse… and that, despite an expectation that demand will be flat at these levels for a year or two at least, there are some pragmatic opportunities worth planning for.
What can you do about this? Leverage your networks to explore new potential roles and opportunities. The new financial year is almost upon us and budgets and new headcounts are being locked in now.
Let’s hope the pollies continue to demonstrate leadership…and force the banks to open the credit sluice gates in an effective way to rebuild confidence.
Please comment…or click on the email link below.
cheers!
Pete Jeans
Director
SMO Sydney
http://www.linkedin.com/in/petejeans
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Categories: Uncategorized
Tagged: "Australian political leadership", "consulting", "leadership", "management consulting", "optimism", "Pete Jeans", "recruitment", Strategy
Sure, cash is king. But we are going to come out of this recession. And those with their agility and capability intact and strengthened …will reap the benefits of the turnaround earlier.
That means a new commitment to insight and strategy development. Have you got adequate independant resources to give you strategic advice on the probable trigger period of the upturn?
Interestingly, there are organisations around in Australia who have the talent and foresight to get on with it. You know who you are. Some are getting ready and are just waiting for a cleaner balance sheet on July 1 and a freer credit environment later this year.
Those who wait for their competitors to change up a gear will get boxed in….and then, it will be even harder to overtake profitably.
My opinion for what it’s worth right now in March 09 is that the next twelve months is a chance to restructure; put new customer engagement processes in place and build and trial value propositions that commercially prejudice the opposition.
That’s what gets me out of bed early. History is relevant…but it’s the future opportunities that really matter. Are you on top of that game? Do you understand them?
Please comment…or click on the email link below.
cheers!
Pete Jeans
Director
SMO Sydney
http://www.linkedin.com/in/petejeans
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Categories: Uncategorized
Yesterday, I attended a business forum staged by the Australian Marketing Institute in Sydney, Australia.
Headlined…”How to win in a challenging economic environment”, presenter and MD Peter Harris of Colmar Brunton Intelligence laid out their view of this recession’s emerging consumer trends …and some category spending patterns. Peter and his team delivered an excellent presentation and insights to a packed engaged room.
More importantly, their content illustrated the reality and depth of tightening demand !
The scenario we’re all facing is pretty simple…this is probably going to be a long long recession. Recovery? Who knows?
So, what are the key imperatives in my opinion?
- re-evaluate everything… including business models
- create value-add VP’s for customers ( much more value than before )
- focus on mission critical initiatives to protect current momentum
- get connected with your customer community
Please comment…or click on the email link below.
cheers!
Pete Jeans
Director
SMO Sydney
http://www.linkedin.com/in/petejeans
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Categories: Uncategorized
Tagged: "connected", "Pete Jeans", "recession trends", SMO Sydney, Strategy
It’s almost six months since we first realised that the Australian economy was in for a serious confidence correction. Some outfits adjusted their business models and cost structures early and somewhat savagely. Well done. It will be survival of the fittest.
Those that waited and are still moving through the process of re-assesment are being penalised with unprecedented volume decreases…and are exposed to predators waiting in the wings with cash to take them out.
But what are the early learnings from these tough times?
Does it depend on what sector you’re positioned in? Does it depend on your market share stance by segment? Does it depend on the customer loyalty strength you’ve enjoyed over the last few years?
Share your thoughts so we can all learn. Please comment.
cheers!
Pete Jeans
Director
SMO Sydney
http://www.linkedin.com/in/petejeans
E-mail Me!
Categories: Uncategorized
Tagged: "learnings", "Pete Jeans", "recession", Strategy
Pete Jeans Director SMO Sydney
I’m new to Linkedin…but I’m still saying WOW! I guess it’s like a business version of Facebook…but the potential to connect and have a business conversation is much more powerful in my opinion.
Linkedin is at http://www.linkedin.com
I’m on it for the long term.
Usefully, you can search companies and their staff who are linkedin. THAT’s going to ease the pursuit of new talent.
Now, I’m not sure about the maths around potential connections…after all, you can only have one conversation with a connection at one time…and who’s going to spend days researching 800,000 connections ( apparently my current network )…and emailing until your fingers hurt….but you never know.
Usefully, again, Linkedin seems to have tools to make that easier.
Anyway, I’m hooked…hookedin to Linkedin…sounds like an ad….but it’s not.
Have a look. It’s not just a way to get a hidden job…it’s an effective channel to build your profile…and leverage your network’s experience and IP. Technology wins again!
cheers!
Pete Jeans Director SMO Sydney
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Tagged: "Pete Jeans"
Welcome to SMO in Sydney Australia!
I help progressive organisations achieve their revenue and EBIT growth ambitions.
Customers tell me I create and add value because of my hands-on general management leadership experience with major corporates.
I work with your teams… inside the business… on the business…so your line management benefits quickly from wide strategic experience.
My competitive advantage has been developed through deep knowledge across b-to-b and consumer-driven industry sectors, CPM-driven professionalism … plus hands-on team leadership and business initiative change management implementation.
I can help you create a more competitive growing profitable business … through sustainable growth strategy, implementation of leading edge change management processes and talent alignment and mentoring.
cheers!
Pete
Pete Jeans
Director
E-mail Me!
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Tagged: "Pete Jeans"
