Shifting Your Business Strategy – 5 September 11, 2009Posted by David Dirks in business strategy.
Tags: business growth, business strategy, growing revenues, market strategy, sales growth, shifting business strategy
Shifting a business strategy doesn’t always mean that it will be successful. However, business is about risk and making investments in strategy options that seemed to show the most promise. Often times the need to shift business strategy is driven by events outside the span of control that a company normally exercises. Then again, prior business strategy decisions that didn’t pan out with the necessary results will require you to re-adjust.
IBM has long been known for its huge investment and consistent commitment to research & development, the incubator for innovative products and services the feed revenues and profitability. In the September 7 issue of BusinessWeek, there was a story on how IBM is making some significant changes in how it manages its R & D process. One change that is particularly eye-opening is how IBM is shifting how it shares and partners with others in R & D efforts.
Traditionally, IBM research was in locked-down mode; a closely guarded and very secretive organization. Now, IBM is cutting deals with corporations and research universities across the globe to collaborate on research. Intellectual property issues aside (and that is no small issue by the way), this shift in business strategy gives IBM several key advantages:
1. By sharing the cost of R & D with key partners, IBM gets more bang for its research budget than ever before.
2. The collaborative process allows IBM to get viewpoints and insights to research that it normally wouldn’t get access to and thereby exposes its researchers to potentially more ideas.
3. Globalization of IBM research by collaborating with foreign governments and major research universities gives IBM a leg-up on competitors when it comes time to start selling products and services. If you have a critical relationship with someone like IBM that is working, why wouldn’t you consider buying their products and services? This strategy allows IBM to develop key customer relationships in places that it had not considered before in the context of sharing research.
Will this R & D strategy shift work? The jury is still out on that and it will take some time to see the full measure and benefit of the new open collaboration on research. IBM is willing to make a real investment in this strategy primarily because it has so many positive outcomes for the company if it executes it effectively.