We came across PWC’s 16th Annual Global CEO Survey recently. For value-based sellers looking to align with their clients’ key goals and initiatives, there’s some good info in it. The survey, titled “Dealing with disruption. Adapting to survive and thrive”, surveyed 1,330 CEOs in 68 countries, and among many other interesting things, uncovers three specific approaches CEOs are taking to make their organizations more resilient in what the survey determines in an era of ‘stable instability’.
The survey states that in 2013 CEOs are most focused on:
- Targeting pockets of opportunity: CEOs are focusing on a few well-chosen initiatives, primarily in their existing markets, to stimulate organic growth. They’re more wary about entering new markets or engaging in mergers and acquisitions and diluting their resources too much.
- Concentrating on the customer: CEOs are looking for new ways to stimulate demand and foster customer loyalty, such as capitalizing on digital marketing platforms and involving customers in product/service development. But they’re also aiming to keep their R&D costs down and make the innovation process more efficient.
- Improving operational effectiveness: CEOs are balancing efficiency with agility, trying to cut costs without cutting value. They’re also collaborating with organizations to share resources and develop new offerings.
The results also show which geographic areas are highest on the CEO radar screen, with the BRIC economies not surprisingly in the top 10 (Brazil, Russia, India, China), but more surprisingly that Indonesia and South Africa are now among the emerging growth markets identified. There’s a lot of good info of interest in the survey; refer to it as you’re building your talking notes or your business cases for CxO proposals and consider for example -- How can you help your clients invest in the right technology to help them grow their customer base?
How do your products & solutions contribute to your clients’ improved efficiency, agility, and productivity?
Take a look at the full survey at http://www.pwc.com/gx/en/ceo-survey/2013/assets/pwc-16th-global-ceo-survey_jan-2013.pdf . Your clients will be impressed….and you might even tell them something they didn’t already know!
