Acquisitive Growth – Workshop 4 (Targeted Offerings)
The Appleton Greene Corporate Training Program (CTP) for Acquisitive Growth is provided by Mr. Chicles Certified Learning Provider (CLP). Program Specifications: Monthly cost USD$2,500.00; Monthly Workshops 6 hours; Monthly Support 4 hours; Program Duration 24 months; Program orders subject to ongoing availability.
If you would like to view the Client Information Hub (CIH) for this program, please Click Here
Learning Provider Profile
Mr Chicles is an approved Certified Learning Provider (CLP) at Appleton Greene who is a business leader and strategist with broad experience in the global multi-industrial, aerospace and defense sectors. He is a seasoned operational leader of global industrial businesses, leading transformational strategies in highly competitive markets.
As a senior, C-suite strategist for multiple major industrial corporations he has led multiple mergers, acquisitions, divestitures and restructurings, as well as corporate break-ups and spin-offs. He has a distinguished track record of successful transformations of complex organizations in dynamic and uncertain market conditions while engendering the trust and buy-in of employees, customers, vendors, owners, corporate leadership and boards of directors.
A highly engaged leader at the personal and team level he has demonstrated the ability to engender effective senior teams and boards. He’s also an active mentor, teacher and community leader.
Mr Chicles is an active board member with AES Seals, global leader in sustainable reliability engineering, and Micro Technologies Inc, an electronics and advanced manufacturing company. He is a principal partner with ProOrbis Enterprises®, a management science consultancy with premier clients such as the US Navy and PwC, as well as the principal of Xiphos Associates™, a management and M&A advisory. Recently, he served as Board Director and Chairman of Global Business Development with Hydro Inc. the largest independent pump and flow systems engineering services provider in the world.
He was President of ITT’s Industrial Process / Goulds Pumps business segment a global manufacturer of industrial pumps, valves, monitoring and control systems, and aftermarket services for numerous industries with $1.2 billion in revenue, 3,500 employees and 34 facilities in 17 countries. Preceding this role he served as Executive Vice President of ITT Corporation overseeing the creation of a newly conceived ITT Inc. following the break-up of the former ITT Corporation to establish its strategy and corporate functions such as HR, communications, IT and M&A, building the capabilities, policies and organizations for each.
He joined ITT Corporation’s executive committee as its strategy chief in 2006 and instituted disciplined strategic planning processes and developed robust acquisition pipelines to respond to rapidly changing markets. Created successful spin-offs of 2 new public corporations Exelis Inc. and Xylem Inc. ITT Corporation was named one of “America’s Most Respected Corporations” by Forbes for exemplary management and performance during his tenure there.
Before joining ITT, Mr Chicles served as Vice President of Corporate Business Development and head of mergers and acquisitions for American Standard / Trane Companies, where he initiated and closed numerous transactions and equity restructurings globally.
Additionally, he created and led the corporate real estate function which entailed more than 275 real estate transactions around the world.
He began his career at Owens Corning rising through the ranks in various operational roles to Vice President of Corporate Development.
Recently, he taught advanced enterprise strategy at Stevens Institute of Technology as an adjunct professor and still supports start-ups through the Stevens Venture Center. He continues to be active as the Founding Board Member with several successful start-up technology businesses and non-profit organizations. A community leader, Mr Chicles has held the role of President of the Greek Orthodox Cathedral in Tenafly, N.J., He also led trips abroad to Cambodia and Costa Rica to build sustainable clean-water solutions and affordable housing.
His formal education includes earning a Masters of Business Administration from The Wharton School at the University of Pennsylvania, and a Bachelors in Finance from Miami University.
MOST Analysis
Mission Statement
Everything the market offers, be it products or services or any experience, is known as a market offering. Market offerings are also divided among themselves based on the nature of the offering. Read along to understand the role and value of market offerings. Individuals within a market have different wants and needs. As a result, businesses in the market offer various products and services. The ultimate aim of businesses is to fulfill all the varying wants and needs of the population. Providing better target offerings and standing out in the market will eventually lead to more loyal customers and a broader customer base. People expect businesses to add value to their lives in various ways, precisely the purpose of market offerings – satisfying customer needs.
Objectives
01. Product Offerings: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
02. Service Offerings: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
03. Talent & Human Capital: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
04. Transferable Capabilities: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
05. Channels to Market: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
06. Brand Platform: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
07. Scope Vs Scale: departmental SWOT analysis; strategy research & development. 1 Month
08. Map the ‘Gaps’: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
09. Target Communication: departmental SWOT analysis; strategy research & development. Time Allocated: 1 Month
Strategies
01. Product Offerings: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
02. Service Offerings: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
03. Talent & Human Capital: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
04. Transferable Capabilities: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
05. Channels to Market: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
06. Brand Platform: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
07. Scope Vs Scale: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
08. Map the ‘Gaps’: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
09. Target Communication: Each individual department head to undertake departmental SWOT analysis; strategy research & development.
Tasks
01. Create a task on your calendar, to be completed within the next month, to analyze Product Offerings.
02. Create a task on your calendar, to be completed within the next month, to analyze Service Offerings.
03. Create a task on your calendar, to be completed within the next month, to analyze Talent & Human Capital.
04. Create a task on your calendar, to be completed within the next month, to analyze Transferable Capabilities.
05. Create a task on your calendar, to be completed within the next month, to analyze Channels to Market.
06. Create a task on your calendar, to be completed within the next month, to analyze Brand Platform.
07. Create a task on your calendar, to be completed within the next month, to analyze Scope Vs Scale.
08. Create a task on your calendar, to be completed within the next month, to analyze Map the ‘Gaps’.
09. Create a task on your calendar, to be completed within the next month, to analyze Target Communication.
Introduction
When you run a business, it’s critical to focus on attracting prospective clients who genuinely want your goods and services. Finding the right customers can have a huge impact on your company’s success and can eventually increase your revenue. In the introduction to this workshop, we define a target market, discuss why doing so is important, and provide you instructions on how to locate your own target market.
Why is it important to identify your target market?
When your company is expanding through acquisitions, knowing your target market will help you make more effective business decisions. In essence, it creates a mechanism for you to expand your clientele that is efficient, sustainable, and successful. Additional justifications for identifying your target market include the following:
Strategic marketing plans
By determining your target market, you may use a variety of sales and marketing strategies to appeal to a certain demographic. For instance, you can develop a marketing strategy that is more successful the better you understand your audience. A smart marketing strategy considers the most effective channels for interacting with your target market and selects the marketing messages that will be most effective.
Important business decisions
Making strategic decisions about product distribution, product prices, and overall promotion efforts can be aided by identifying your target market and creating a marketing plan. This can save your company money and effort on pointless spending.
Product development and adjustments
You may make items and services that better suit your target market’s interests and wants by understanding its unique needs. Knowing who your target market is can also help you strategically change your present product lineup to appeal to a wider range of customers.
Greater revenue
Knowing your target market will enable you to attract more customers who are really interested in the goods and services you are selling. Knowing your target market, for instance, ensures that you are reaching people who can increase your revenue rather than casting a wide net and focusing on a group of people with disparate interests.
Outperforming competitors
By determining your target market, you can avoid taking a shot at new clients and customers without knowing their interests and letting your competitors increase their revenue. Possessing a competitive advantage can increase your chances of success in your sector as a whole.
How Lush Out-performs it’s competitors
Top Competition: Sephora, BOMB Cosmetics, Etsy.
There is nothing else like Lush in the market for cosmetics. This cosmetics company has a global presence and a “warm and fuzzy” regional strategy that isn’t hesitant to test the limits.
What distinguishes LUSH from stores like Sephora or even Etsy, for example? items produced by hand. Supporters of LUSH are passionate about ethical shopping and are enamored with the purity of handcrafted goods. The key to the company’s success is the realization that its core customers prioritize social and corporate responsibility over an opulent and exclusive image.
The branding for LUSH is straightforward and sincere, with striking visual contrast that is absolutely unheard of elsewhere. Because of this, the business enjoys a sizable fan base of brand loyal customers.
How they’re doing it:
• Understands its customers — appeals to the girl who’s “had enough” and believes in what they believe
• Selfless with its products — offers free samples and in-store trials on nearly everything
• Not selling an image—the business is selling a viewpoint on how to define “beauty”
• Offers a one-of-a-kind retail experience like you’re walking into an Etsy store in real life