Redirect Resources from Your Cold Spots

Blue Ocean Strategy - Redirect Your Resources from Your Cold Spots

Leaders need to free up resources by searching out cold sports. For example, in the subway story, Bratton found that one of the biggest cold spots was processing criminals in court. On average, it would take an officer sixteen hours to take someone downtown to process even the pettiest of crimes. This was time officers were not patrolling the subway and adding value.

Bratton changed all that. Instead of bringing criminals to the court, he brought processing centers to the criminals by using "bust buses" - roving old bused retrofitted into miniature police stations that were parked outside subway stations. Now instead of dragging a suspect down to the courthouse across town, a police officer needed only escort the suspect up to street level to the bus. This cut processing time from sixteen hours to just one, freeing more officers to patrol the subway and catch criminals. (Source: Blue Ocean Strategy, W.Chan Kim and Renee Mauborgne, 2005)

In selling company, there are many resources, including account mangers, pre-sales, technical consultants. These resource can be relocated from an account to another account or moved from an industry to another industry. This will be based on current and future selling opportunities.

If you are Managing Director or Project Manager, don't forget to redirect your resources from "Cold Spots" to "Hot Spots".