Competitive Success


An industry’s key success factors (KSFs) are those things that most affect the ability of industry members to prosper in the marketplace—the particular strategy elements, product attributes, resources, competencies, competitive capabilities, and business outcomes that spell the difference between profit and loss. Key success factors concern what every industry member must be competent at doing or concentrate on achieving in order to be competitively and financially successful. KSFs are so important that all firms in the industry must pay them close attention—they are the prerequisite for industry success. The aswers to three questions help indentify an industry’s key success factors:

  • On what basis do customers choose between the competing brands of sellers?
  • What must a seller do to be competitively successful—what resources and competitive capabilities does it need?
  • What does it take for sellers to achieve a sustainable competitive advantage?

Determining the industry’s key success factors is a top priority. At the very least, managers need to understand the industry situation well enough to know what is more important to competitive success and what is less important. They need to know what kinds of resources are valuable. Misdiagnosing the industry factors critical to long-term competitive success greatly raises the risk of a misdirected strategy—one that over-emphasizes less important competitive targets and under-emphasizes more important competitive capabilities. On the other hand, a company with perceptive understanding industry KSFs can gain substantial competitive advantage by training its strategy on industry KSFs and devoting its energies to being better than rivals on one or more of these factors. Indeed, KSFs represent golden opportunities for competitive advantage—companies that stand out on a particular KSF enjoy a stronger market position for their efforts. Hence using one or more of the industry’s KSFs as cornerstones for the company’s strategy and trying to gain sustainable competitive advantage by excelling at one particular KSF is a fruitful approach.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Lectures, Line of Sight

Developing Audience’s Profile


If you’re communicating with someone you know well, perhaps your boss or a co-worker, audience analysis is easy. You can predict their reactions pretty well without a lot of research. On the other hand, if your audience is made up of strangers, you have to do some investigation to learn about them before you can use common sense to anticipate their reactions.

  • Determine audience size and composition.
  • Indentify the primary audience.
  • Estimate the audience’s probable reaction.
  • Guage the audience’s level of understanding.
  • Define your relationbship with the audience.

My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Lectures, Line of Sight

Roles, Prestige, and Organization Value


A role is a part or a function performed by a person in a particular position or situation. With most roles that are associated certain expectations of behavior. For example, we expect anyone who is a company president to behave differently from a junior employee, or the foreman to behave differently from the workers, or the coach differently from the player. Thus, it is that if we know someone’s role (which is often indicated by his job title or assignment), we can make some reasonable predictions about some of his behavior, even though we do not know the person. If a particular person behaves differently than is generally expected of someone in his role, uneasy feelings, often negative, frequently result.

 In a given organization, various roles have to be performed, and each of them is likely to carry a certain prestige, the amount of which will depend on the importance of that role to the achievement of goals and on preconceived expectations of the role. For example, we expect the role of president to be more important that that of general manager, and more prestige is accorded to the president. The roles and prestige of individuals and groups are useful to note because they help influence behavior and interrelationships in significant ways. Think how role expectations might affect a general manager as he deals with the president, a shop foreman, a worker, and his secretary. If you think his behavior might differ, why do you think so?

 You can predict rather easily the prestige accorded certain individuals and groups and the roles they perform. Think for a moment how both things and space serve as status symbols in a business organization. Observation of such symbols help indentify the relative value assigned both individuals and groups.

 By noting the resources, things, and space allocated to work groups and people, and the nature and conditions of their work, and by considering these factors in the context of the total organization, we can often get good understandings of both their relative status in the organization and some of the factors influencing them. In addition, such observations indicating something about the values of the organization. By noticing the quantity and quality of various facilities and people, and by observing the things and help high-status people have (and low status people do and do not have), you can make reasonable deductions about the values of the organization. For example, you can tell something about the college that has a large new library and no stadium as compared with one that has a large stadium and a small library.

 My Consultancy–Asif J. Mir – Management Consultant–transforms organizations where people have the freedom to be creative, a place that brings out the best in everybody–an open, fair place where people have a sense that what they do matters. For details please visit www.asifjmir.com, Line of Sight