drdeanmckay.com

Creating customers.

Creating customers is the basis for the entire series of programs for 10X growth. The key, we believe, to rapid and sustainable development is finding and exploiting the Blue Oceans and at the most fundamental level creating customers is the purpose of the enterprise. This program is the beginning of the journey. Other programs provide more depth in the means for obtaining quantum leaps in exciting markets.

Building a more effective board.

Boards are one of the most underutilized resources in today emerging enterprise. Exploiting the potential of boards is a great opportunity for executives to take their vision to new levels. Selecting and developing boards provides a means to building relationship, find new blue oceans, and convert non-customers into valuable sources of intrinsic value.

Balancing intrinsic and extrinsic growth.

Providing a balance between internal growth and acquisition is an excellent way to accelerate value creation. Providing a road map to sustainable growth by using all the resources available to the team is most important.

Collaborative processes for managing the future…

The future is about relationships and collaboration, integrating the internal and the external. New thinking has opened new paths to use collaboration to both grow and reduce risks.

The graphic is a “road map” for understanding 10X with four main branches answering the following questions: Why? What? How? and What if? The branches lead to paths that expand on the concepts that will be address later.

10X Growth Top-Level Road Map

According to Andy Grove…

The impact of 10X change is best captured by Intels Andy Grove in his 1996 book Only the Paranoid Survive. Writes Grove:

When a change in how some element of one’s business is conducted becomes an order of magnitude larger than what that business is accustomed to, then all bets are off. There’s wind and then there’s a typhoon, there are waves and then there’s a tsunami. There are competitive forces and then there are supercompetitive forces. I’ll call such a very large change a ‘10X’ change. In the face of such ‘10X’ forces, you can lose control of your destiny. Things happen to your business that didn’t before, your business no longer responds to your actions as it used to.

Path of Least Resistance

We help such firms find successful paths of least resistance, often within their own businesses, customer insights and capabilities to renew their business model. For businesses to survive, growth is an imperative, rather than an option. Sometimes the most straightforward way to create value is top-line revenue growth-which is usually a easier path than alternative methods such as M&A, cost reduction or changes in ownership structure. However, for all its positive implications, achieving growth is a complex and difficult equation. Only a small minority of companies succeed in their attempts at sustained growth.

For one, too many companies leave money on the table in their core businesses, failing to optimize for cost and revenue opportunities. For another, companies selling into mature markets, need to expand their horizons. We help them look for new sources of revenues, or adjacencies, via new distribution channels, customer segments or geographies, and avoid taking a step too far. Finally, in an era of increasing turbulence, some companies will hit a wall in their traditional business lines and need to renew their core.

Extraordinary growth can be achieved through a method called “10X” or quantum growth. 10X is a strategy for finding a path to the future that is based on sound principles and proven experience. Just some thought as to what I mean by 10X follow. I began development of the process and tools in the 1970’s. It’s been applied to 100’s of organizations with 1000’s of participants.

10X Growth

Growth is the increase and change in an enterprise or organization over time; a process of becoming larger. A strategic change from a current state, called X, to a future state in which the change is measured in orders of magnitude. It refers to those rare moments when something creates a “10x change” — a change 10 times greater than your average everyday change.  Leadership believes in the exponential growth capacity of each team member. A 10X change is any change in a business environment that could potentially cause an industry change.

New Spaces

An example I like to use comes from my past in the semiconductor and computer industries. Before the advent of modern graphical user interfaces and microprocessors, computer companies were vertically integrated. They manufactured their own computer chips to put in their own computers, used their own operating systems, and distributed their computers using their own sales forces. Examples include IBM, Digital Equipment Corporation, and GE. Now the industry is completely different. The introduction of DOS/Windows by Microsoft as an operating system and Intel’s microprocessors have caused a 10X change in the system.  For the computer industry this means that one company can no longer provide all of the components for a computer. Now, various companies produce the different components of the laptop, iPhone or network device. This has revolutionized the industry by forcing companies to compete in mass production and mass distribution, or face extinction. Apple is an example of a firm that has repeated the 10X change and invented new industry spaces. It a means of value innovation.

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