Events

Big Bang 2018: Embracing Change in All its Forms

Big Bang 2018: Embracing Change

Upon launching the 16th edition of the Big Bang hosted by the Quebec Technology Association, Committee President Steve Trinque stressed the importance of learning to cope with change within one’s business, which quickly became the event’s overarching theme.

Change in All its Forms

As per the chaos theory, a small variation in a present state can result in drastic changes in the state of a system. It is undeniable, times change! It’s inevitable: sensitive to innumerable conditions, a dynamic system such as that of the field of technology will bring about changes that will undoubtedly transform our lives and businesses over time. Whether it is our audiences’ needs that change, new technologies that are introduced, or market requirements that rise, our industry is ever-changing. But then how can we ensure that our businesses stay afloat?
Chaos Theory

It all comes down to supply and demand. It’s a matter of mastering the art of anticipating complex changes and adapting one’s offering to meet the evolving demand, regardless of the type of change required.

Success

An organization’s business model, work force, and typical client base are the three pillars of its success. Considering each of these pillars will help you embrace change in all its forms.

Business Model

The Change Your Business Needs

Sometimes, when a shift in the industry leads to major changes at multiple levels, your business is stretched to the limit and can no longer be optimized; revising your business model then becomes imperative.

Drastic Measures

Take Énergir, the new Gaz Métro, for example. It is Ms. Valerie Sapin, Director of Marketing and Innovation, who explained what triggered this change in identity at one of our first Big Bang conferences. Initially, fifteen years ago, Gaz Métro’s activities focused mainly on natural gas. Afterwards, in its quest for a more responsible energy future, wind energy, electricity, and solar energy among other sources, were added to its portfolio. As a result, for its 60th anniversary, the Quebec business underwent this radical change and transition to its new image to project this diversification.

Énergir at Big Bang

Adapting Your Business Model

What changes would you have to make to your business model? Perform an in‑depth analysis of the key components of your organization and identify those that may be restricting its development. Then seize the opportunity to transform them! Always have the organization’s goal clearly in mind but stay flexible on the methods used and the paths taken to reach it.
Itinéraire

All businesses have an objective that is central to all their activities, but there are different ways to achieve it. Since many roads can lead to one destination, be ready to recalculate your itinerary when faced with an unforeseen obstacle. In short, adapting your business model to complex changes could be the key to your business’s success over time.

Workforce

The Change the Workforce is Undergoing

Today, two generations represent together a majority of the world population of developed countries, and co-exist in equal numbers. But, as of 2019, it is predicted that millennials will outnumber baby boomers. Needless to say, this gradual shift brings about a change in the workforce and its aspirations.

The New Workforce

While financial security and employment stability were the professional aspirations of the previous generations, today’s workforce aims instead to achieve personal growth and work-family balance, and to develop a sense of belonging to the organization, its culture, and its values.

Millennials are the present and future workforce. Yet, recruiting them is not so simple, as they are solicited from all sides for their talent! And once recruited, the challenge is to retain them. Since employees are at the heart of an organization’s success, ensuring the business’s prosperity means making changes at the recruitment and business culture levels.

Adapting Your Employment Offer

As an expert of the millennial generation of which he is himself part of, speaker Jeff Butler shared with us a few avenues for change to be explored, including encouraging telecommuting, qualifying career advancement ladders rather than quantifying them, and promoting a unique and authentic business culture. In short, these avenues all have one goal in common: humanized employment offers.

If recruitment is not an issue for you, remember that the same rule applies to sales and marketing, and that it is crucial, in today’s age, to humanize your service offer.

Target Customer

The Change Your Clients Seek

When it is not the circumstances in which your business is in nor the workforce available that triggers a change, it may be your target audience. In this case, an individual in its current state faces a problem that is preventing it from moving toward a future state of opportunity. A potential client is seeking change to move forward from one state to another; here is your chance to provide the client the tools he needs to achieve this.

As proud forerunners of ICT (Information & Communication Technologies), product technology is of great importance to us. Yet, according to author and speaker Adrian Davis, when selling your products, you must be able to relegate technology to the sidelines and, instead, highlight the solution and benefits. Mr. Davis shared an interesting analogy of the concept:

Adapting Your Sales Model

Let’s say there’s a building infested with mice. A salesperson could easily suggest his most recent model of mousetraps, of this or that size, with specific characteristics. However, since the owner’s unique goal is to catch mice, could you not simply suggest bringing a cat into the building? Modesty allows for a completely different understanding of the client’s problem. This empathy will give you a competitive edge and demonstrate that you can offer a unique solution with a strategic impact as opposed to simply selling a product.

Selling Models

The first option, the mousetrap, represents transactional selling, which focuses on quick sales. The second option, the cat, represents transformational selling, which offers the experience and change sought by the client. It is important to have a transactional sales model for simple needs, but it is crucial to master the transformational sales model to build a client base for which you become a business partner rather than a provider. This clientele is the one that will generate the opportunities and success that will push your business forward.

Embracing change

As an ambassador for embracing change, Steve Trinque has himself adapted his company’s MXO offer over the years, an agency that is now over thirty years old. He revealed to us the key variables of the equation to succeed in adapting your business: combining vision, skills, incentives, resources, and an action plan when facing change will ensure that your business succeeds and prospers over time.

During more than twenty workshops and lectures presented by the AQT at our 11th participation to the Big Bang, industry professionals inspired Ubity to forge ahead in the face of the challenges brought about by change.

Change is inevitable. Trying to resist it is only counterproductive. Instead, put change at your service and take the opportunity to rethink some strategies and embrace the industry’s evolution!