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The Real Business Strategy Question
Published on by CS3 Technology in Blog Posts


For the past few years I have been delivering a workshop for Sage partners and customers on the subject of developing business strategy in a small business. To me there is no better way to really learn a subject than by teaching it over a sustained period of time. Teaching and getting challenged by participants really allows you clarify your thoughts. (To those of you who challenged me, I thank you!) During a session in Herndon, VA, I believe I stumbled across the Mother of All Strategy Questions – MOASQ. While I am sure I am not the first person to think of this, I am very pleased with the results that companies who have begun to use it have reported to me. Before I tell you the question, let me first state that before I stumbled across this new question, I believe that the question that most strategy sessions begin with is – How much revenue do we need to make (in the time period for the plan) and how are we going to achieve it? The new MOASQ shifts this to – How much value are we going to create for our customers (in the period) and how are we going to do that? It completely changes the conversation from one that is internally focused to one that is externally focuses. It also allows for innovation to take root and flourish whereas the old question tended to get bogged down by the “How.” This new question is full of possibilities. What are your thoughts? Ed Kless is Senior Direct, Partner Development and Strategy for Sage North America. Sage is the publisher for numerous software products such as Sage 100 and Sage HRMS.

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