In my consulting work we use a proprietary methodology designed to teach companies about the fundamental value drivers that underpin topline growth, essentially balancing the purpose of the company to create value for customers and shareholders. We call this methodology the Pillars of Inflection™ because they represent critical supports to the hockey stick growth everyone is hoping to achieve.
An inflection point is the fulcrum of hockey-stick growth and inflection is caused by increasing fundamental intrinsic value. As we start taking companies through their initial diagnostic, we lead with five question designed to get at the heart of their understanding about the interrelated parts of their business that impact their capacity to deliver both customer and shareholder value. The first pillar is “Service,” and the five questions are these:
- Whom do you serve and what is it that they want to do?
- What solution(s) do you provide so that they can do what they need to do?
- How do you know you are doing a great job?
- How do we provide this solution?
- How do we organize in order to provide this solution?
Honest answers to these questions tell us a lot about how clear the vision is within the company. In order to translate these questions from merely a diagnostic into a plan of action, we ask the same questions again, with the following variation:
- Whom should you serve and what is it that they want to do?
- What solution(s) should you provide so that they can do what they need to do?
- How should you know that you are doing a great job?
- How should you provide this solution?
- How should you organize in order to provide this solution?
A relentless focus on the customer at the center of the business is one key to dramatic growth. Customer value is the first chapter in the story of inflection. More about the key elements in the Pillars of Inflection methodology is forthcoming. Subscribe to this feed if you don’t want to miss it.