Contribute to Scale Assertions
Scale Assertions Inventory
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| ID | Function | Level | Metric | Scale assertions |
|---|---|---|---|---|
| 1. | TMT | 1 | Value | Increase value by using a compelling image of the desired future company to convince others to provide the funding and resources the company requires |
| 2. | TMT | 1 | Profit | Increase profitability by learning to make well-reasoned decisions or conclusions about how to scale from own experience and others |
| 3. | TMT | 2 | Profit | Define and implement the plan to scale with the effort, skills, and resilience to increase profitability |
| 4. | TMT | 2 | Value | Increase value by being responsible and accountable for creating and making visible the quantifiable benefits the company delivers its stakeholders, including customers, partners, investors, members of the company’s value chain, society, and others |
| 5. | TMT | 2 | Value | Increase value by arranging and directing a community comprised of groups that are external and internal to the company and connect everything needed to scale |
| 6. | TMT | 2 | Demand | Increase demand of products and services by combining two or more resources in a way that the value created from them exceeds the sum of the value created from each resource separately |
| 7. | TMT | 3 | Sales | Arrange and apply differently the company’s existing resources to increase sales |
| 8. | TMT | 4 | Profit | Arrange and apply resources from different regions to increase profitability |
| 9. | TMT | 4 | Value | Shape ethical behavior for all cross-boundary business activities to increase value |
| 10. | TMT | 4 | Value | Increase value by simultaneously developing worldwide learning capabilities, multinational flexibility, and global competitiveness |
| 11. | TMT | 4 | Value | Eliminate communication and coordination barriers when working with foreign partners that are geographically separate, institutionally distant, and operate in different time zones to increase value |
| 12. | TMT | 4 | Value | Increase value by forming good opportunities, combining external and internal resources, and operating across borders to raise capital |
| 13. | TMT | 4 | Value | Develop and implement a governance model to scale, raise capital, protect against the unauthorized use of electronic data, and leverage business ecosystems to increase value |
| 14. | TMT | 4 | Profit | Develop capabilities to cost-effectively attain scale objectives |
| 15. | M&S | 1 | Sales | Develop and sell products that address a problem, job to be done or a need that is shared by a large and growing number of individuals and organizations in various regions to increase sales |
| 16. | M&S | 1 | Market share | Increase market share by selling products and services that the target market perceives to be better than available alternatives |
| 17. | M&S | 1 | Sales | Increase sales by offering a variety of products and services to each market |
| 18. | M&S | 2 | Market share | Increase market share by applying digital technology to brand, market, sell, and service customers more cost-effectively than competitors |
| 19. | M&S | 2 | Sales | Increase sales by adapting products and services to each market |
| 20. | M&S | 2 | Customer base | Increase the number of new customers and the retention rate of existing customers by offering rewards that satisfy customers’ needs for recognition of their loyalty |
| 21. | M&S | 3 | Customer base | Sell online using a variety of online and offline promotional channels to increase the number of new customers and the retention rate of existing customers |
| 22. | M&S | 3 | Market share | Sell high quality products at lower prices compared to competitors to gain market share |
| 23. | M&S | 3 | Sales | Enter a new market by partnering with or purchasing local firms to increase sales |
| 24. | M&S | 4 | Profit | Increase profitability by improving links, interactions and shared purpose with local organizations in each region the company operates |
| 25. | M&S | 4 | Sales | Increase sales by enabling locals to succeed because of new company |
| 26. | PD | 1 | Demand | Increase demand by using scientific and technological advances to develop innovative products and services |
| 27. | PD | 2 | Demand | Increase demand by enabling users to participate in product and service development |
| 28. | PD | 2 | Demand | Advance product designs and high-quality customer services to increase demand |
| 29. | PD | 2 | Profit | Increase profitability by applying processes that make products and services easier to understand, produce and deliver |
| 30. | OPS | 1 | Sales | Continuously improve the user interfaces and applications that directly influence the entirety of the customer experience including personalized content, quality messaging, and the delivery and returns process to increase sales |
| 31. | OPS | 1 | Sales | Increase sales by applying big-data analytics to produce information about users, suppliers and customers |
| 32. | OPS | 2 | Profit | Standardize processes to increase profit |
| 33. | OPS | 3 | Profit | Increase profitability by using an end-to-end solution that links procurement directly with end-consumers to eliminate or reduce inventory and the number of intermediaries between the company and end-consumers |
| 34. | OPS | 3 | Demand | Increase demand by meeting or exceeding international product and service standards to overcome barriers to trade and position company as a world-class quality supplier |
| 35. | OPS | 3 | Profit | Outsource infrastructure management to increase profit |
| 36. | OPS | 3 | Value | To increase value, attain stakeholders’ trust by improving cybersecurity of the company and the players it works with |
| 37. | OPS | 3 | Customer base | Dedicate teams with strong mix of marketing and technical skills to increase the number of new customers and the retention rate of existing customers |
| 38 | OPS | 4 | Value | Operate systems of coordination, evaluation, and knowledge sharing between headquarters and regional units and among the units themselves to increase value |
| 39. | OPS | 4 | Value | Manage cross-border units as operations that are interdependent in terms of information, funding and efficiencies and guided by a coordinated strategy to increase value |
| 40. | OPS | 4 | Profit | Increase profitability by using cross-border platforms which enable payments, refunds, logistics, data analytics and offer localization |
| 41. | OPS | 4 | Sales | Increase sales by continuously improving people and operations to deliver a portfolio of innovative products and services |
| 42. | FIN | 1 | Value | Increase the company’s value by continuously seeking and receiving funding to support the company’s plan to scale and improve its image in the marketplace |
| 43. | FIN | 4 | Profit | Increase profitability by enforcing policies and procedures for resource configuration, production and coordination, information search and gathering, bargaining, and accountability and enforcement |
CIMO Elements
CIMO stands for Context, Intervention (or Investment), Mechanism and Outcome.
You apply CIMO-logic to develop design principles. Please refer to:
Denyer, D., Tranfield, D. and Van Aken, J.E., 2008. Developing design propositions through research synthesis. Organization studies, 29(3), pp.393-413. https://journals.sagepub.com/doi/pdf/10.1177/0170840607088020
Top Management Team Scale Assertions
| ID | Investment | Mechanism | Outcome |
|---|---|---|---|
| 1. | Convince others to provide the required funding and resources | Compelling image of the desired future company | Value increases |
| 2. | Learn from own experience and others | Well-reasoned decisions or conclusions about how to scale | Profitability increases |
| 3. | Define and implement the plan to scale | Effort, skill and resilience | Profitability increases |
| 4. | Be responsible and accountable for creating and making visible | Quantifiable benefits the company delivers its stakeholders, including customers, partners, investors, members of the company’s value chain, society, and others | Value increases |
| 5. | Arrange and direct | Community comprised of groups that are external and internal to the company and connect everything needed to scale | Value increases |
| 6. | Combine two or more resources | Value created exceeds the sum of the value that could be created from each resource separately | Demand increases |
| 7. | Arrange and apply differently | Existing company’s resources | Sales increases |
| 8. | Arrange and apply | Resources from different regions | Profitability increases |
| 9. | Shape | Ethical behavior for all cross-boundary business activities | Demand Increases |
| 10. | Simultaneously develop | Learning capabilities, flexibility, and competitiveness across borders | Value increases |
| 11. | Eliminate | Communication and coordination barriers when working with foreign partners that are geographically separate, institutionally distant, and operate in different time zones | Value increases |
| 12. | Form good opportunities, combine external and internal resources and operate across borders | Raise capital | Value increases |
| 13. | Develop and implement | Governance model to scale, raise capital, protect against the unauthorized use of electronic data, and leverage business ecosystems | Value increases |
| 14. | Develop capabilities | Cost effectively attain scale objectives | Profitability increases |
Marketing & Sales Scale Assertions
| ID | Investment | Mechanism | Outcome |
|---|---|---|---|
| 15. | Develop and sell products | Address a problem, job to be done or a need that is shared by a large and growing number of individuals and organizations in various regions | Sales increases |
| 16. | Sell products and services | Perceived by the target market to be better than available alternatives | Market share increases |
| 17. | Offer | A variety of products and services to each market | Sales increases |
| 18. | Apply digital technology | Brand, market, sell, and service customers more cost-effectively than competitors | Market share increases |
| 19. | Adapt | Product and services to each market | Sales increases |
| 20. | Offer | Rewards that satisfy customers’ needs for recognition of their loyalty | Customer base increases |
| 21. | Sell online | Variety of online and offline promotional channels | Customer base increases |
| 22. | Sell at lower prices | High quality products compared to competitors | Market share increases |
| 23. | Enter a new market | Partner or purchase local firms | Sales Increases |
| 24. | Improve | Links, interactions and shared purpose with local organizations in each region the company operates | Profitability increases |
| 25. | Enable | Locals to succeed because of new company | Sales increases |
Product Development Scale Assertions
| ID | Investment | Mechanism | Outcome |
|---|---|---|---|
| 26. | Use | Scientific and technological advances to develop innovative products and services | Demand increases |
| 27. | Enable users to participate | Product and service development | Demand increases |
| 28. | Advance | Product designs and high-quality customer services | Demand increases |
| 29. | Apply | Processes that make products and services easier to understand, produce and deliver | Profitability increases |
Operations Scale Assertions
| ID | Investment | Mechanism | Outcome |
|---|---|---|---|
| 30. | Continuously improve | User interfaces and applications that directly influence the entirety of the customer experience including personalized content, quality messaging, and delivery and returns process | Sales increases |
| 31. | Apply big data analytics | Produce information about users, suppliers and customers | Sales increases |
| 32. | Standardize | Processes | Profitability increases |
| 33. | Significantly reduce inventory and the number of intermediaries between the company and end-consumers | End-to-end solution that links procurement directly with end-consumers | Profitability increases |
| 34. | Overcome barriers to trade and position company as a world-class quality supplier | Meet or exceed international product and service standards | Demand increases |
| 35. | Outsource | Infrastructure management | Profitability increases |
| 36. | Attain stakeholders’ trust | Cybersecurity of the company and the players it works with | Value increases |
| 37. | Dedicate | Teams with strong mix of marketing and technical skills | Customer base increases |
| 38. | Operate | Systems of coordination, evaluation, and knowledge sharing between headquarters and regional units and among the units themselves | Value Increases |
| 39. | Manage | Cross-border units as operations that are interdependent in terms of information, funding and efficiencies and guided by a coordinated strategy | Value increases |
| 40. | Use | Cross-border platforms which enable payments, refunds, logistics, data analytics and offer localization | Profitability increases |
| 41. | Continuously improve people and operations | Portfolio of innovative products and services | Sales increases |
Finance Scale Assertions
| ID | Investment | Mechanism | Outcome |
|---|---|---|---|
| 42. | Seek and receive | Continuous funding of company’s plan to scale | Value increases |
| 43. | Enforce across the company’s units | Policies and procedures for resource configuration, production and coordination, information search and gathering, bargaining, and accountability and enforcement | Profitability increases |
