Building a Balanced Approach to Business Development
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- Company -
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Actions Taken as a Result of Acumen Scorecard Approach |
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COMPANY A
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Redefined target markets on narrow revenue based niche measures including
retail, wholesale, and international
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Set clear measurable goals related to sales revenue and new customer
acquisition-tied compensation to performance
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Developed global niche orientation based on profitability
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COMPANY B
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Developed specific measurable goals based on profit analysis-set specific
profit targets by product line
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Set detailed yet simple financial target objectives based on volume growth,
ROI, and cash flow benchmarks
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Used customer satisfaction data to develop revised employee compensation
program tied to customer retention & extension
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COMPANY C
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Implemented a market development and growth strategy that balanced retail,
wholesale, and new product introductions
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Conducted financial and operations analysis aimed at improving seasonal cash
flow needs
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Developed preferred customer program for top 20 clients encouraging
product/service extension with key customers
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