Corporate & Business Unit Strategy
Don’t Forget "How"
Recently, I worked with a client that was implementing a new “customer partnering” initiative that provided…
Where’s The Beef?
Many years ago, in a course on information theory, I learned that one way to measure…
Whatever Happened To Growth?
Earlier this year, one of our clients invited us to participate in an off-site meeting involving…
Mistakes That Could Have Been Avoided
As we begin to climb slowly out of the deepest, darkest recession on recent record, it’s…
Using Service Strategies To Avoid Price Pressures
At a recent workshop, we distributed a “quiz” with 10 quotes which we said were from…
Out Of Crisis Comes Opportunity
Our title for this article emerged from a recent client project. We were working with a…
Offices in Chicago And Chengdu: Managing the Complexity of the China Market
One of our clients is the executive responsible for the Global Accounts served by her company,…
Rules Of Three: Managing Major Customer Relationships Involving China
Several years ago, we published an article[1] titled “The Unwritten Rules of China”, addressing the complexities…
Implementation Competencies: Creating Long-Term Growth Foundations
A global industrial systems company found that its business environment was shifting rapidly. The firm had…
In-Career Education and Implementation Competencies
Rudy Giuliani once noted that “Change is not a destination, just as hope is not a…
You Might Be A Real Chinese Company…
We have recently written that at the top of U.S. firms’ agendas must be bringing some…
Second Mouse Opportunities For Distributors
We have used the saying “The second mouse gets the cheese” as an analogy for what…
If Speaking Is Silver, Then Listening Is Gold
A recent project provided an opportunity to examine the relationships between a machinery manufacturer and the…
Identifying Acquisition Opportunities For Growth In China
The Challenge: Our client had a limited footprint in China and was looking to expand its…
Second Mouse Tales From China
While new global market participants are emerging from several countries, the Chinese are our primary example…
If You Have Too Many Priorities, You Have None
The wisdom inherent in the frequently heard statement “If you have too many priorities, you have…
Entering the Agriculture Equipment Market in China
Challenge: Blue Canyon’s client wanted a plan for successful entry into China’s agricultural and construction equipment…
Building A Bric Growth Strategy
The Challenge: Our chemical manufacturing client primarily operated in a mature, developed world marketplace and needed…
Learning from the Fast Learners
In previous articles[1], we’ve written about the emerging competitors from China, firms that are beginning to…
Your 2012 Plans: Preparing for the Uncertainty of the New Year
What is the outlook for next year’s economic growth? It’s the $64,000 question. In the United…
We Aren’t The Champions: Achieving Success As A Second Mouse
When, if ever, will the Chinese competitors graduate from being ‘fast followers’ to become true innovators?…
Turn Your Customer Into A Partner
Most companies invest a significant level of resources in activities designed to identify business partners and…
They Aren’t Who We Thought They Were
It is as close to a sure thing as exists in business to assume that the…
The Second Mouse Gets the Cheese
Driving into Tampa recently, we saw a sign that read “The early bird gets the worm,…
Ready, Fire, Aim!
George F. Brown, Jr. identifies four themes for business growth in 2012, and offers his unique…
My Customer’s Competitor Is My…
An Arabian proverb says, “The enemy of my enemy is my friend.” While the logic is…
Known Unknowns And Unknown Unknowns
A client in the medical equipment industry recently shared the following experience with me: “You might…
Discovering Your Next Growth Opportunity: Adjacent Markets
Adjacent markets are often the best answer when a business is faced with the question of…
Creating – Rather than Destroying – Value through Acquisitions
Acquisitions can make important contributions to a company’s growth strategy. The strategic due diligence process described…
The Mandate of Global Presence
In 2010, as the global economy began its rebound from the Great Recession, Blue Canyon Partners…