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Winning Government Business, 2nd Edition by Steve R. Osborne

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Chapter 4

Strategic Business Planning

“If you do not know where you are going, any road will get you there.” This paraphrase of text from Lewis Carroll’s novel Through the Looking Glass applies equally well to organizations. If an organization does not know where it wants to go, any set of activities will get it there.

Actually, most organizations do have some idea of where they want to go. They may want to grow annual sales and earnings, increase market share, or just win a key competition. Unfortunately, most companies fail to articulate their ideas clearly. Even worse, they fail to develop clear plans to achieve their objectives. Captured by the tyranny of daily business, serious planning for the future is overcome by more immediate issues. ...

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