This framework is developed by a team of former McKinsey and Big 4 consultants. The presentation follows the headline-body-bumper slide format used by global consulting firms.
This product (Organic Growth Framework [OGF] Series: Phase 1) is a 23-slide PPT PowerPoint presentation slide deck (PPTX), which you can download immediately upon purchase.
Growth can be achieved through corporate marketing (i.e. organic growth) or M&A (i.e. inorganic growth). The traditional approach to growth focuses on product differentiation and then marketing this differentiation. However, research and experience has shown, the differentiated, superior product doesn't always win the customer.
The Organic Growth Framework (OGF) is an approach to organic growth that focuses on changing customer behavior, instead of differentiating products. The central idea of the OGF is that we can drive faster, more reliable sales growth by identifying and focusing on 1 or 2 high-yield customer behaviors. Through this approach, we can change the behavior of customers at critical places in their buying journey, thereby shifting them onto paths most favorable to our offering.
The Organic Growth Framework follows a 5-phase process.
1. Map the Customer Decision Journey Waterfall
2. Use Propensity-based Segmentation
3. Identify Points of Leakage and Leverage
4. Develop a Behavior Change Value Proposition (BCVP)
5. Invest Disproportionately and Sequentially
This presentation is part of a series on OGF and focuses on the first phase of the process. Topics discussed include the Customer Decision Journey, the Marketing Strategy Process, Strategic Objectives, Propensity-based Segmentation, among topics.
This deck also includes slide templates for you to use in your own business presentations.
Phase 1 of the Organic Growth Framework (OGF) zeroes in on mapping the Customer Decision Journey Waterfall. This phase is crucial for understanding customer behaviors and identifying high-yield behaviors that can be influenced to drive growth. The presentation includes diagnostic questions to uncover root causes of drop-offs, and emphasizes the importance of defining behavioral objectives. It also provides illustrative examples and templates to help you map and analyze the customer journey effectively. This approach ensures that even minor changes in customer behavior can lead to significant growth, making it an essential tool for any business aiming for sustainable organic growth.
This PPT slide presents a detailed illustration of a Customer Decision Journey Waterfall specifically for wine purchasing. It is structured into phases that outline the various stages and behaviors customers exhibit while making their decisions. The left side highlights the high-level stages of the journey, while the center focuses on individual customer behaviors, represented with corresponding percentages that indicate how many individuals engaged in each activity.
The wine buying process begins with "Origination," where a significant 50% of customers experience low inventory for a basic meal. This stage is crucial as it sets the context for subsequent decisions. As customers progress, they engage in activities like wine tasting and consulting various sources, including websites and friends, to gather information. Notably, 75% of customers decide on bottles and budget at this stage, reflecting a critical decision-making moment.
The right side of the slide illustrates the drop-off points, showing how customer engagement decreases at each stage. For instance, 100% of potential customers start the journey,, but only 40% reach the dedicated trip versus multi-stop trip decision. This highlights the importance of understanding where customers lose interest or abandon the process.
The slide also emphasizes the significance of research and planning, with activities like consulting rankings and browsing retailer websites. The percentages indicate varying levels of engagement, revealing insights into customer preferences and behaviors. Overall, this visual representation serves as a valuable tool for understanding the complexities of the customer decision-making process in the wine market, allowing businesses to tailor their strategies accordingly.
This PPT slide outlines 3 essential characteristics that define high-yield customer behaviors, crucial for driving sustainable growth. The first characteristic, "Upstream Behavior," emphasizes the importance of customer actions that occur early in the Customer Decision Journey. These behaviors significantly influence future purchasing decisions, making it vital for companies to identify and encourage them.
The second characteristic, "Linked to Strong Growth," highlights that these behaviors should connect to growth opportunities that provide disproportionate benefits to the company. The slide suggests that the potential value of these growth sources is contingent on the company's strategic positioning, indicating that a well-defined strategy can enhance the effectiveness of these behaviors.
The third characteristic, "Cost-effective to Change," focuses on the feasibility of altering customer behaviors for a reasonable return on investment (ROI). The slide notes that while some early customer activities can greatly impact later decisions, they may also be challenging to modify due to cost or complexity. An ROI assessment is crucial for identifying which high-yield behaviors can be targeted effectively.
Examples provided illustrate these concepts in practice. For instance, in financial services, encouraging clients to schedule follow-up appointments can lead to higher enrollment rates. In contrast, startups that invest heavily in costly campaigns without assessing profitability risk unsustainable growth. The slide effectively communicates that understanding these behaviors and their interconnections is vital for strategic decision-making in customer engagement and growth initiatives.
This PPT slide outlines the initial phase of mapping the Customer Decision Journey Waterfall, emphasizing its importance in understanding customer behaviors during the buying process. It begins by stating that the Customer Decision Journey encompasses numerous activities, making it impractical to address all of them due to constraints in resources like time and money. This sets the stage for a focused approach.
The content highlights that within this journey, typically only one or 2 activities significantly influence the final purchasing decision. Identifying these critical activities is essential, as they can lead to substantial changes in customer behavior. The slide suggests leveraging the Customer Decision Journey Waterfall as a visual tool to map all customer behaviors against the stages of the journey. This mapping helps in visualizing how different behaviors interconnect.
Furthermore, the slide points out that the waterfall can reveal points where customers may "drop off" or switch paths, indicating critical junctures in the buying process. Understanding these drop-off points is crucial for businesses aiming to enhance customer engagement and drive conversions. The slide concludes by emphasizing that even minor adjustments in customer behavior at these high-yield steps can lead to significant impacts on purchasing outcomes.
Overall, this slide serves as a foundational overview for organizations looking to refine their customer engagement strategies by focusing on the most impactful elements of the Customer Decision Journey.
This framework is developed by a team of former McKinsey and Big 4 consultants. The presentation follows the headline-body-bumper slide format used by global consulting firms.
For $10.00 more, you can download this document plus 2 more FlevyPro documents. That's just $13 each.
ABOUT FLEVYPRO
This document is part of the FlevyPro Library, a curated knowledge base of documents for our FlevyPro subscribers.
FlevyPro is a subscription service for on-demand business frameworks and analysis tools. FlevyPro subscribers receive access to an exclusive library of curated business documents—business framework primers, presentation templates, Lean Six Sigma tools, and more—among other exclusive benefits.
The average daily rate of a McKinsey consultant is $6,625 (not including expenses). The average price of a Flevy document is $65.
Trusted by over 10,000+ Client Organizations
Since 2012, we have provided best practices to over 10,000 businesses and organizations of all sizes, from startups and small businesses to the Fortune 100, in over 130 countries.
Read Customer Testimonials
"FlevyPro has been a brilliant resource for me, as an independent growth consultant, to access a vast knowledge bank of presentations to support my work with clients. In terms of RoI, the value I received from the very first presentation I downloaded paid for my subscription many times over! The
quality of the decks available allows me to punch way above my weight – it's like having the resources of a Big 4 consultancy at your fingertips at a microscopic fraction of the overhead.
"
– Roderick Cameron, Founding Partner at SGFE Ltd
"Last Sunday morning, I was diligently working on an important presentation for a client and found myself in need of additional content and suitable templates for various types of graphics. Flevy.com proved to be a treasure trove for both content and design at a reasonable price, considering the time I
saved. I encountered a download issue during the ordering process. However, a quick email to Flevy's support team, even on a Sunday (!!!), resulted in assistance within less than an hour, allowing me to download the content I needed. Fantastic job, Flevy! I give 5 stars for both content/price and customer service. Thank you!
"
– M. E., Chief Commercial Officer, International Logistics Service Provider
"Flevy is now a part of my business routine. I visit Flevy at least 3 times each month.
Flevy has become my preferred learning source, because what it provides is practical, current, and useful in this era where the business world is being rewritten.
many challenges and there is the need to make the right decisions in a short time, with so much scattered information, we are fortunate to have Flevy. Flevy investigates, selects, and puts at our disposal the best of the best to help us be successful in our work.
"
– Omar Hernán Montes Parra, CEO at Quantum SFE
"Flevy.com has proven to be an invaluable resource library to our Independent Management Consultancy, supporting and enabling us to better serve our enterprise clients.
The value derived from our [FlevyPro] subscription in terms of the business it has helped to gain far exceeds the investment made, making a subscription a no-brainer for any growing consultancy – or in-house strategy team."
– Dean Carlton, Chief Transformation Officer, Global Village Transformations Pty Ltd.
"I like your product. I'm frequently designing PowerPoint presentations for my company and your product has given me so many great ideas on the use of charts, layouts, tools, and frameworks. I really think the templates are a valuable asset to the job."
– Roberto Fuentes Martinez, Senior Executive Director at Technology Transformation Advisory
"As a consulting firm, we had been creating subject matter training materials for our people and found the excellent materials on Flevy, which saved us 100's of hours of re-creating what already exists on the Flevy materials we purchased."
– Michael Evans, Managing Director at Newport LLC
"I have used Flevy services for a number of years and have never, ever been disappointed. As a matter of fact, David and his team continue, time after time, to impress me with their willingness to assist and in the real sense of the word. I have concluded in fact
that it is not at all just a repository of documents/resources but, in the way that David and his team manage the firm, it is like dealing with consultants always ready to assist, advise and direct you to what you really need, and they always get it right.
I am an international hospitality accomplished senior executive who has worked and lived during the past 35 years in 23 countries in 5 continents and I can humbly say that I know what customer service is, trust me.
Aside from the great and professional service that Flevy's team provide, their wide variety of material is of utmost great quality, professionally put together and most current.
Well done Flevy, keep up the great work and I look forward to continue working with you in the future and to recommend you to a variety of colleagues around the world.
"
– Roberto Pelliccia, Senior Executive in International Hospitality
"As a small business owner, the resource material available from FlevyPro has proven to be invaluable. The ability to search for material on demand based our project events and client requirements was great for me and proved very beneficial to my clients. Importantly, being able to easily edit and tailor
the material for specific purposes helped us to make presentations, knowledge sharing, and toolkit development, which formed part of the overall program collateral. While FlevyPro contains resource material that any consultancy, project or delivery firm must have, it is an essential part of a small firm or independent consultant's toolbox.
"
– Michael Duff, Managing Director at Change Strategy (UK)
Download our free compilation of 50+ Strategy & Transformation slides and templates. Frameworks include McKinsey 7-S, Balanced Scorecard, Disruptive Innovation, BCG Curve, and many more.
Download our free compilation of 50+ Strategy & Transformation slides and templates. Frameworks include McKinsey 7-S, Balanced Scorecard, Disruptive Innovation, BCG Curve, and many more.
Click main image to view in full screen.
