QAISER AMIN

Chapter 6
Demonstrate a Good Fit
You will typically be more successful presenting strategies
if you can show that your proposals are a good fit for
your current operations and personnel. For example, a
good fit for a company that designs and prints direct mail flyers
for financial institutions would be a strategy that changes how
it bills customers from charging for the work completed to
charging based on the responses generated by a direct mail
campaign.The company wouldn’t need to change how it prints
or designs pieces and it is a strategy the company could easily
implement. The company would probably produce more
income if it created effective campaigns.
An example of a strategy with a questionable fit would be
for a company that manufactures cryogenic tanks for storing
oxygen at hospitals to decide to produce hydrogen cryogenic
storage tanks for fuel cell vehicles. The company might understand
how to make cryogenic tanks, but it wouldn’t understand
the requirements for installing them on vehicles, would not
have the proper installation and service people on staff, and
would not have the right marketing and salespeople in place.
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