What's Your Pivot?

4/17/2020

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Michael Synk, In-Synk [email protected]

What’s Your Pivot? To Get to the Other Side, Pivots will be Necessary Short and Long Term

1 4/17/2020

Pivots—UGH! • Consultant-speak, Jargon. Code. Start-Up Wisdom

• Love it in the Basketball World—Willis Reed, Bill Russell, Wilt the Stilt, Wes Unseld, Big Bad Bob Lanier • They played with their back to the basket and would beat you going to the right, • Later they would “pivot” to the left and beat you again, • Even later they could pivot back to the right and then pass to a cutter who beat you again. • They would do drop step(another pivot) and pop a jumper or sky hook and beat you again.

2 4/17/2020

“Pivots” or “failures to Pivot” Are Quite Common • Prohibition—Stroh’s and Coors Beer • The Stroh’s Ice Cream is still in business, Stroh’s Beer isn’t • Coors Beer and CoorsTek --engineered ceramics.

• Uber didn’t kill Taxicabs—Taxicab companies didn’t pivot

• Netflix didn’t kill Blockbuster—Blockbuster didn’t pivot

• Starbucks didn’t kill coffee shops– Coffee shops didn’t change

How will we do, what we do right now, in a very different world?

Simon Sinek https://youtu.be/6spNnsD-XOY

Dave Powers: The Curve Ahead

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Where does the Pivot Originate?

• Core Customer—Core Customer Persona-Graphics—Dig deeper. • What are the new/additional problems the person buying is dealing with the change • Forget price and features and benefits

• New Customer Base—Market Map, Attribute Map, then Persona- Graphics

Your Core—Hedgehog Concept-Jim Collins

5 4/17/2020

Bob Bloom: The Inside Advantage Core Customer Pivot—You know this already • Who are your “Pareto” customers. • Who is person(s) that is at the center of the buying decision

Company: Person: Position: Responsibilities Beyond Buying Your Stuff:

Describe Work Life: Describe Other Life:

List Work Pressures: List Other Pressures:

Core Customer Pivot—You know this already

• What’s the pattern of the pressures?

• How can you release these pressures?

• Check against your Quick Pivot Hedgehog?

6 4/17/2020

Michael Synk and Chris Kenny “Quick Pivot” Hedgehog Without: Get Excited • Destroying/Diverting About Now Your Core Capability • Wearing Out Team • Breaking the Bank Quickly Creates Cash Capable and/or Relationships

Coffee Shop in Melbourne

• Quicky Capable—Fill in the Gap Grocery Delivery • Excited Right Now—Passionate about their • Creates Cash and Builds Relationship—Eliminates a trip to Krogers or Convience Store

7 4/17/2020

New Customer Pivot

• Do a Market Map- Who is in the arena with you?

• Do an Attribute Map—Where is the white space.

Shannon Susko: The 3HAG Way

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9 4/17/2020

What’s Your Pivot Point? Your Strategy On Your Hand—Chris Zook, Bain. Thumb is your Core Potential Pivots 1.New geography or territory 2.Additional channels 3.New value chain 4.New customer/consumer segment 5.Different products 6.New Technology

COVID 19 Resource Page

• https://in-synk.com/covid-19-checklist/

• Today’s Powerpoints • Todays Video to share with others • Other Checklists and Powerpoints, Videos and Tools • Download away and share away

10 4/17/2020

Get to The Other Side Coaching —Pay What You Can Afford

• Until we get to the other side • You need to get there, we need you to get there, I want to help • Frank Discussion about your Cash Position and what to Address • Agree on Outcomes, their Value, and a Coaching Plan • Set a Fee you feel is Fair and Affordable, Agree to Terms https://in-synk.com/starting-points/ https://calendly.com/rocknsand

11 4/17/2020

To Pivot, or Not to Pivot? That is not the Question.

This is the Question

What Will Your Pivot Be?