Building Outperformer Commercial Thinking Feb 09

This white paper discusses developing "outperformer" commercial thinking and behavior in organizations. It argues that commercial thinking can be enhanced by focusing on four key areas: organizational leadership and culture, values and attitudes, capabilities, and enabling conditions. Top management must establish a culture that rewards commercial thinking. Individual values like seeing one's job as an opportunity to add value are important. Companies also need to recruit and develop the right skills and ensure processes allow for commercial behavior. True "outperformer" commercial thinking requires going beyond superficial approaches to make a real difference through pragmatic, effective methods.