Change and commerciality Paul Barber

A few ideas about how change affects commerciality

Situational

Cultural

Organisational /Strategic

S

C

O

Experience is a funny old thing...

S

C

Sometimes there are surprises in relationships

O

Taking over a bigger company had many challenges

C

S

As market changes happen, creating commerciality from new customer opportunities is essential

O S

Adapting commerciality to meet a new market

Said Shell’s UK retail convenience manager, Will Green: “Local shops saw us massively boost our range of chilled beers and groceries, while fuel stop shops all had Costa Coffee machines in them.”

O

Key attributes for the commerciality/change agenda

People: Enthusiasm, stamina, teamwork, curiosity, dynamism, courage

Plan: Evaluation, clarity, communication, decisiveness

Potential: Partners, projects, risks, dependencies, issues

Change will always be with us…

S C O

…it’s how we prepare and adapt

Thank you