This PPT slide, part of the 15-slide The Challenger Selling Model Primer PowerPoint presentation, outlines strategies for developing capabilities in a business context, focusing on three distinct models: Build, Buy, and Joint Venture/Alliance. Each model is accompanied by descriptions, examples, and potential issues to consider.

Under the "Build" section, the emphasis is on recruiting industry professionals and equipping them with necessary tools and databases. This approach is aimed at creating a dedicated team for generating insights and supporting sales representatives. However, it highlights the significant time and effort required to establish such a team, particularly if the focus is on a highly specialized market.

The "Buy" model suggests acquiring a specialized consultancy that can provide insights relevant to your market. This option allows for immediate access to expertise and resources. Yet, it warns of potential cultural mismatches that could undermine effectiveness and return on investment, especially if the business is targeting a specific market with high margins.

The "Joint Venture/Alliance" section discusses forming relatively independent partnerships to leverage capabilities. This model encourages collaboration based on shared revenue, which can be beneficial for accessing a larger customer base across multiple industries. However, it raises concerns about conflicts of interest that may arise, particularly if the partnership diverges from the core business objectives.

Overall, the slide serves as a strategic guide for executives considering how to enhance their organizational capabilities. It prompts critical thinking about the implications of each model and the suitability based on market conditions and business goals.

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