Issues in strategy development: “creating a dialogue between feelings and figures”

Client issues and TLE's solutions
Issue Solution Main client contact Client involvement
Should I treat my country as a single entity, or are there sufficient regional variations to justify alternative business systems?
Need to approach the country from a 'non-Western' perspective. Need to question preconceived ideas.		 Highlighted the consumer differences by province / region / using qualitative and quantitative factors. Suggested templates for marketing and sales organisations. Business Group President and SVP Finance
Applied in China; being adapted for Russia		 Through the Market Research team; workshops at all levels from the Board to Brand managers
How much is Plant Breeding International worth?
How should it be organised, if it is to be kept in house?		 Developed an approach for identifying the potential value to Unilever of the specific competences in the business. Identified extent of value of each competence. The most valuable parts (technology / people) identified and retained in-house before sale. Chairman; Development Director
Applied in UK; adapted for similar issues in Research		 All levels from Board to business interface managers and scientists
I am not sure of the potential, but I need a strategy for developing a Foods business Working together with the management team, developed an understanding of the potential opportunities, consistent with the needs of the consumer, their size, the skills of the local operation and hence the success potential for a focussed portfolio Chairman and Commercial Director
Applied in Nigeria; adapted for a product category in E and S Africa		 Working party drawn from all functions and levels of the business