The Hindu Business Line : Corporate values at play

“What is your business philosophy?” asked Bill, startling the senior team. Perplexed at the prospect of mixing business and philosophy, they came up with several ‘smart’ responses on the fly that he listened to with great patie nce. Bill went on to present four possible scenarios he wanted the top team to vote independently and fearlessly in favour of the one closest to describing the company’s collective current philosophy.

By design or default, he alerted the team to their collectively espousing a cause that defined the value they were aspiring to create (X-axis) and how well these proclaimed values were exhibited and experienced by their stakeholders (Y axis). Their actions represented a range of philosophical dispositions between ranges of abundant thinking to scarcity mentality.

Inclusive philosophy envisions a large market affording everyone plenty of room to play. Each one is content to grow them unhindered by the designs of the others; hence there is no apprehension to fear anyone as a competitor. Ethical sales practices eschew any need to bad mouth competition or oversell the product, baking an ever-larger pie.

Restrictive philosophy too recognises a large and growing market no doubt, but the motives are to monopolise every buyer segment and price band before the others get to it. This philosophy focuses upon restricting the room for others to play and choke their presence. A predatory work culture permeates watching every move and counter attacking every attempt of the competition to challenge current market shares.

Divisive philosophy realises the futility of being all things to all customers at once. Picking and choosing their position, they leave to others the segments of markets that are best served by others. Adopting a policy live and let live, they focus on doing that which matters most to them.

Exclusive philosophy recognises the need to reconcile with the dictates of customers; the competition and the vagaries of the forces at work in the market. Conceding one’s vulnerability to the forces beyond one’s control, this philosophy focuses upon just a few exclusive customers and product-market segments that remain reasonably insulated from the designs of the others.

“Would you be surprised that the image of your company will be shaped by these very philosophies you communicate to your employees to all your stakeholders? We will review your people philosophies next.”

Do you see the quadrants at play around you? Mail to: TheFourthQuadrant@gmail.com Blog at: http://FourthQuadrant.blogspot.com

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