From Exploiting Certainty To Exploring Possibility

Mar 14-2019   

Amid all the changes in this digital age, clients hold the only key to solve the strategic selection conundrum, says BiMBA Dean and Professor Chen Chunhua in her recent article. To identify values for clients, strategic focus should shift from ‘exploiting certainty (in industrial age)’ to ‘exploring possibility (in digital age)’, as technologies are making it easier to get closer to clients and client-centric logic is more reliable. Based on different needs of clients and different tech deployment, four strategic selections can be identified: Promoter, Renovator, Disruptor, and Pioneer. Prof. Chen advises that instead of trying to judge the situations, it’s more pertinent to seek opportunities, define one’s own space and find common ground with clients. A continuum is missing from the transition of the industrial age to the digital age, where everything is being re-defined. Competitors come from nowhere; therefore strategic starting point should shift from industries to clients so as to create demands, she says.