Strategy is the sum of your negotiations with your key stakeholders
A corporate strategy built to create value in every relationship and secure your fair share of it – with customers, suppliers, employees and investors. Game-theory-grounded.
Every financial success comes from negotiations, implicit or explicit: creating value and securing your share of it. You have two levers for this. You raise your customers' willingness to pay (WTP), or you lower the willingness to sell of suppliers and employees (WTS). This web of negotiations is exactly what becomes your strategic position – and you read it before you act.
Your strategic position
You see clearly where value is created and where it leaks away across your relationships with customers, suppliers, employees and investors.
Create and secure value
You raise your customers' willingness to pay and lower your costs – and secure a fair share of the value you create.
Thought through before every move
You read market power, competition and everyone's incentives before you act – and stay in control.
A company's strategic position is shaped by its negotiations with key stakeholders.
All financial success is the result of implicit or explicit negotiations: creating value and capturing a fair share of it.
Schematic illustration – bar lengths are not additive.
WTP = willingness to pay·WTS = willingness to sell
Based on Felix Oberholzer‑Gee: Better, Simpler Strategy (Harvard Business Review Press, 2021)
Two levers
Companies create value in only two ways: raising customers' willingness to pay (WTP) or lowering suppliers' and employees' willingness to sell (WTS).
Value is a difference
Customer value is the gap between appreciation and price; investor value the gap between return on invested capital (ROIC) and the cost of capital.
The biggest difference wins
The most successful companies are the ones that create the biggest value differences.
Negotiations are driven by market power dynamics, competition, tactical skill and preparation.
The most successful companies create and secure the most value. We think the interests of all your partners fully through – so your strategy targets exactly where the most is created for you.