The definition of “revolution” is “the overthrow and replacement of an established system.” Today’s entrepreneurs, business owners, and leaders need a revolution to be sure they survive.
What passes for a system of business today are silos, each designed to function as a unique operating unit without intentional alignment with the other silos in the business system.
The humans operating within their silos are hardworking, intelligent and committed to operating their silo based on assumed best practices and metrics. Since they are not experts on the other silos and their career status is based on how well their silo functions the humans in the silo believe the better their silo runs as measured by their output compared to their allocated budget will create the greatest value for their company.
Logically the more budget they can secure from leadership the more output their silo can produce and the greater their value to the company.
Good news crept into today’s business system as a result of last century’s lean and six sigma thinking. This thinking pulled many silos (design engineering, product development, manufacturing, supply chain, transportation, purchasing, etc., etc.) into a single large silo that is managed and measured as a single operating silo.
Last century that combination of silos seemed adequate for business system success since this pre-internet business model pulled the silos together who were fulfilling the largest market demand bubbles in the history of the world. When fulfilling market bubbles companies can be profitable with high levels of fulfillment, good enough products, high prices and very little interest in the customer or customer service beyond fulfillment.
As the internet, social media, Google searches, and real-time transparent communication transferred control from the sellers (who used to control all the information buyers needed) to the newly aware buyers the foundation for this revolution was in place.
While lean and Six Sigma consolidated many silos the buyer focused, and administrative silos were still independent and unaligned. These that are still independent and unaligned (strategic planning, HR, Finance, IT, Technology, Marketing, Sales, Customer Support, Brand Management, etc., etc.) are the ones the lean / Six Sigma silo align with. Now that the buyer is in charge and the unaligned silos are still directing the lean / Six Sigma resources (who are operationally still efficient) their aligned is now to that group of independent silos with no alignment to the buyers who have taken control.
For sellers to survive – bring on the revolution “to overthrow and replace the established system.” The lean / Six Sigma silo needs a point for alignment that comes from those buyers who are in charge. That alignment needs to change from those unaligned parts of the system who are still focused on their silo and fulfillment vs the buyer’s frame of reference.
Revenue Science™ brings a “Revenue Strategy”, tools, metrics and disciplines that will pull together those independent and unaligned silos like strategic planning, HR, Finance, IT, Technology, Marketing, Sales, Customer Support, Brand Management, etc., so the whole organization adds value to buyers (from the buyer’s frame of reference) based on new buyer points for alignment.
The business revolution starts with these 5 “Revenue Strategy” Questions being answered in a deployable way:
- What is your brand promise?
- What’s the customer “problem” that you solve that no one else solves?
- What niche/s do, or will you dominate?
- Who is your ideal customer?
- Which are your key offers for dominating the niche?
These 5 Questions are from the “Buyer’s Frame of Reference” and align deployment and execution to the outcomes required to add value for buyers. Silo’s metrics no longer stand alone. Each silo exists to support and add value to the deployment and execution of the strategy to improve the buyer’s world.
Each silos metrics and success are measured by the total system’s success with the least “Revenue Resources Required” and the most value for the buyers.
The systems long-term success is the result of continually growing so much value for buyers that they are compelled to partner and pay for that value in the short-term and over the long-term.
Since the buyer is in charge NOTHING ELSE MATTERS.
Revenue Science™ is the “Safest Way” to run a Revolution and since the buyers have had their revolution and taken charge, a seller’s only choice is to get aligned with the buyers and add value buyers and sellers both share in.