Everyone means no-one – so who are your target customers?

Making tough choices is part of creating a clear strategy, and for many the toughest of all choices is who will be their target customers. “Everyone is a potential customer” usually follows a passionate explanation about why the organisation doesn’t want to exclude anyone. “Our sport/product/service should be available for everyone to enjoy…” But the trouble […]

Balanced scorecard – 20 years young

The Balanced Scorecard approach to successfully executing business strategy is now 20 years old. But the work of Kaplan and Norton is still relevant to our sector today, as we move from counting inputs and outputs to measuring impact and outcomes. For those not familiar with the approach, the balanced scorecard enables a business to […]

Sustainable business growth at Nike

Last week, Nike announced their quarterly results. Constant dollar revenues grew 9%, with growth in every geography except for Japan. But it wasn’t the results themselves that interested me; but rather, how they explained their strategy for creating sustainable business growth. Mark Parker, NIKE Inc.’s President and CEO, said “everything we do at Nike is […]

Good enough, rarely is

Achieving the dizzy heights of high performance, is not just about performing well in competition. It’s the daily decisions to spend extra hours in practice, when others have gone home. It’s about having the courage to risk failure, in the pursuit of new ways to beat opponents. And its about being fueled by a vision – a vision of performance beyond what mere mortals can achieve.