RSM415H1 Lecture Notes - Lecture 11: W. M. Keck Observatory, User Story
Document Summary
4:10 kauflauf - the challenge of leading change. Business is easy people make it difficult . First attempt - right idea, wrong execution missed the intangibles . Change management is sales both internally and externally: target sales force leaders meet/learn from them in the field, contact - never manage by memo! Great product companies aren"t always great sales/marketing companies. Specialised niche spin off of larger successful company. Marketing should be much more interconnected with (and report to) sales. Many sales people are uncomfortable with large clients. Culture is internal and external formal and informal. 5:25 westlake lanes: what should ceo do, industry, environment, your opinions/comments, sales - 7 steps, finance - cashflow, scenarios, valuation, operations - people, process, culture, other - goals, interconnections, trade-offs, recommendations, justification, next steps.
