OUR APPROACH
Even highly competent teams can become stuck in a cycle of low-value growth.
The prevailing “common sense” is that it is impossible to achieve profitable and predictable above-benchmark growth over the medium to long term. Therefore, leaders act to make preemptive trade-offs between these dimensions with a view to achieve what they perceive to be the “best possible outcome” during their 2-3-year term leading a business unit or company.
This seems to be reasonable on the surface, but our experience and evidence collected over decades show that these trade-offs are not real and lead to companies setting themselves up for low-value growth that becomes hard to escape.
Even highly competent teams still get poor and/or erratic growth results when working with the “conventional playbook” of segmenting, targeting and positioning.
High-quality growth matters.
All low-value growth models are symptoms of a larger problem. Our proprietary approach digs down to the root causes of business challenges to enable high-quality growth decisions.
We tackle your growth profile and underlying capabilities at the same time (not sequentially):
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how you visualize and select opportunities
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how you manage your offers
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how the organization reliably produces growth-relevant outcomes (i.e., capabilities).
Broadly speaking, Delta G operates in the intersections of GROWTH ENABLEMENT CAPABILITIES (mainly Sales, Marketing and Innovation) and DOMAINS (designing the content or designing the infrastructure)
The Delta G Toolkit
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1: DIAGNOSE AND UNDERSTAND YOUR GROWTH LIMITATIONSUncover a new way to “see” market opportunities that identifies likely targets for improvement in both client roster and offer areas Identify likely targets for pruning/improvement in both client roster and offer areas
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2: BUILD YOUR CUSTOMIZED VERSION OF AN ORGANIC GROWTH PLAYBOOKCreate reliable organic growth results with more robust propensity-based decision making Secure a revised allocation of resources that recognizes need to balance short and long-term results without losing sight of high-quality growth
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3: DEVELOP A CONSISTENT WAY TO IMPROVE AND TRACK HIGH-QUALITY GROWTHBuild a plan for “aggregating up” value creation Guide offer optimization and new offer development to improve profitability
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4: ASSESS NEED AND DEFINE GROWTH CAPABILITIESDevelop a solid understanding and plan on how to move from status quo to a more mature internal growth capability model
*Bob Lurie, Senior Practice Leader of Delta G is the co-author of The Organic Growth Playbook, Chicago, IL, AMA (2018)
