3. Does this sound familiar?
“I want good return on
my money, now and in
the future!”
Owner
“I want to get a good
salary and grow.”
Employee
“I want great service
at a low price.”
Client
“I want to headhunt your
people, win over your clients…
and destroy you!”
Competitor
“We cannot agree how to cope
with it all and prioritize...”
Management Team
Managing a knowledge intense
company in today’s business reality is a
challenge...
4. • Your greatest assets go home every night
• Competition can come from anywhere
• Transparency increases
• Geographic distances are shrinking
• Knowledge is more important than ever
Does this sound familiar?
11. High demand for competence
Less demand for competence
Sensitivetoprice(discount)
Sensitivetoimage&knowhow
High potential
Less potential
Sensitivetosalary(bonus)
Sensitivetoimage&knowhow
“People and customers are different.
Some are more different than others.”
17. FOUR GENERIC CUSTOMER STRATEGIES
Jack-of-all-trades
High Volume
Low Volume
Uncomplicated
projects
Complex
projects
Body-Shopper Dominator
(Difficult)
Defender
(Difficult)
Niche Player
How successfully do you match you market strategy…
… with your recruitment and retention strategy?