Building a Strategy

In many environments and positions but particularly as General Manager of business units, developing strategies appropriate to the external business conditions and the capability of the business unit have been a key elements of Brian's success.

This has included the leadership or design of the following strategies:

• A product based strategy which targeted market share growth of 25% over 5 years. This strategy was underpinned by the introduction of three major new product innovations for the Australian market. The results included an incremental $50m in sales over 5 years. This strategy was built around a declaration of "Defiance" by all the entire team against a larger aggressive competitor and has become a successful legacy.

• A technology driven strategy which leverage high quality design capability to create the opportunity to manufacture new products this extending the core capability of the business unit. The result was an incremental $7m p.a. in sales. The motivation to be successful became embodied in the belief that this business "could do what no-one else could do".

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