Leading Through Inflation

“Inflation doesn’t just challenge businesses to survive; it offers a forcing function to reinvent strategies, operational efficiency, and customer value.”

1. Inflation: A Catalyst for Business Reinvention

Inflation can destabilize businesses, but it also offers a unique chance for reinvention. Rising costs and supply disruptions compel organizations to confront inefficiencies and rethink their operational models. While the initial impact might seem daunting, inflation creates a window to sharpen focus on valuable growth and customer engagement.

This transformation requires leaders to acknowledge the full effects of inflation. It impacts cash flows, pricing, and customer dynamics in ways that yearly rates like the Consumer Price Index may not fully capture. Gradual price hikes ripple through businesses and eventually hit consumers, altering purchasing behavior. Anticipating these chain reactions can help businesses refine their practices before issues escalate.

By tackling inefficiencies head-on, companies can uncover smarter ways to operate. Organizations that adapt to inflation often become more streamlined and innovative, creating new products or services that set the stage for long-term growth. These transformations not only ensure survival through tough times but can also create unmatched forward momentum.

Examples

• DuPont transformed its operations during supply chain issues caused by inflation, improving resilience.
• A medium-sized footwear company in Asia turned cost-saving measures into opportunities to strengthen its customer relationships.
• Catalent increased employee compensation and optimized costs through its Total Cost Excellence initiative.

2. Lead Proactively in Uncertain Times

Leadership in inflationary periods demands decisiveness and collaboration. The tendency to rely on external economic corrections delays important transformation efforts. Effective leaders rally teams across departments for faster decision-making and action.

Proactive leaders involve all units—sales, operations, finance, and HR—to detect inflation’s trickle-down effects. For example, raising prices might stabilize margins but could also lead to customer backlash. Adopting price increases early, communicating transparently, and preparing for varied consumer reactions can minimize disruptions.

By fostering an adaptable mindset, leaders set the tone for resilience and innovation. Instead of waiting for inflation to subside, bold choices such as resetting business models or strengthening cash flow can redefine how companies weather economic headwinds and grasp new opportunities.

Examples

• Catalent’s CEO John Chiminski identified early signs of wage inflation and acted quickly to retain talent.
• TVS Motors shifted toward high-value products, adapting to changing demand while maintaining profitability.
• A major bank ended high-risk client relationships to protect its cash reserves.

3. War Rooms: A Strategy for Economic Agility

Establishing an inflation-focused “war room” helps businesses anticipate and address economic shifts. These hubs act as centralized spaces for gathering data, brainstorming solutions, and responding with speed and precision. They shift focus from reactive measures to strategic and mission-aligned actions.

War rooms work best when leadership is actively involved. Meetings should combine reviewing immediate problems with developing plans for potential future scenarios. An ideal war room also aggregates early warning signals gleaned from industries, consumers, and supply chain networks to guide decision-making.

Companies like Catalent and DuPont used war rooms to adapt during supply chain disruptions and labor challenges, demonstrating how centralized collaboration aligns teams around shared goals. The war room format further ensures that leadership stays agile and visible during economic uncertainty, fostering confidence across the organization.

Examples

• Catalent’s war room allowed strategic cost adjustments amid wage inflation uncertainties.
• DuPont shifted its pandemic-era war room into a supply chain-focused decision center.
• Industry data and predictive monitoring helped Indorama Ventures lock in fixed-rate debt mechanisms.

4. Cash Management is Your Lifeline

Inflation erodes cash profits by raising the costs of inventory and services. To manage this, businesses must shift their focus from profit percentages to the actual movement of cash, keeping close track of working capital, inventory, and accounts receivable. Delayed payments and unexpected expenses further jeopardize finances.

Working capital management becomes a tighter balancing act when goods and receivables consume cash faster than it can be replenished. Smart inventory policies—like minimizing surplus while meeting essential customer needs—reduce risks tied to inflation. Companies using digital tools for cash flow and inventory forecasting often gain better control over their resources.

Industries reliant on energy are particularly vulnerable because price volatility directly impacts both production costs and customer pricing. Businesses must take preemptive steps, like Indorama Ventures reducing risk through fixed loan agreements, as part of this management process.

Examples

• Indorama Ventures proactively adjusted liquidity and locked fixed loans to secure stability.
• A major bank chose to cut ties with certain clients to safeguard its cash reserves.
• Companies using advanced digital tools tracked cash flows under tightened economic conditions.

5. Changing Expectations Around Pricing

During inflation, companies must evolve how they price products and services. High inflation punishes businesses that hesitate with price increases or rely solely on fixed contracts. The shift to models like value-based pricing or subscription systems aligns better with market trends.

Inflation-focused pricing also means adapting the pace and magnitude of adjustments. Psychological resistance to raising prices can be overcome by communicating value—the extra cost must correspond to benefits customers can recognize. Tactics like surcharges, dynamic pricing, and updated terms can generate immediate financial relief.

Segmenting customers further tailors pricing strategies. Premium product users might absorb costs better than others, while automation tools can roll out price updates systematically without overwhelming the salesforce.

Examples

• A lumber distributor thrived with an index-aligned pricing model during 2021’s cost surges.
• TVS Motors switched to premium products and microsegmentation for targeted pricing.
• Companies explored subscription-based models to stabilize revenues during uncertain demand.

6. Cost-Cutting Without Sacrificing Growth

Reducing expenses often invites fears of compromising operations, but it doesn’t have to. By analyzing value chains holistically, businesses can address inefficiencies without eliminating what matters most. Instead of a short-term fix, these changes should aim to support structural improvements that enhance agility and responsiveness.

Catalent, for example, spread its cost-saving measures across departments, from IT to travel budgets, aiming for a balanced reduction strategy. In Southeast Asia, a footwear company avoided passing additional costs to customers by reorganizing management structures for tighter decision-making and stronger relationships.

External partnerships are another untapped avenue. Helping suppliers with efficiency improvements or exploring sourcing alternatives can decrease costs while strengthening supply security.

Examples

• Catalent emphasized multi-department teamwork to manage costs effectively.
• An apparel company relocated operations for quicker market response and reduced costs.
• A footwear firm reworked its value chain to balance internal and external efficiencies.

7. Build Value Chains That Withstand Pressure

Stronger value chains can act as a buffer during inflation and ensure reliable operations. This involves working closely with suppliers to optimize processes and making the chain as lean as possible. Companies committed to value chain efficiency frequently outperform competitors in tough markets.

Supporting suppliers in crisis boosts overall efficiency. Pre-emptive commitments, streamlined operations, and diversified supply sources can improve collective resilience. Geographic reevaluation also equips value chains to flex around disruptions, whether caused by cost surges or shipping delays.

Prioritizing local networks over extended chains can be highly advantageous during prolonged inflation, offering better pricing stability and quicker delivery. Companies that invest in aligning their supply and production strategies with inflation conditions enhance their market competitiveness.

Examples

• A footwear company supported its manufacturers with streamlined production processes.
• Businesses explored local sourcing to avoid rising international shipping costs.
• Reevaluating geographic footprints reduced dependency on risk-prone markets.

8. Digitalization as a Growth Engine

Digital tools go beyond making processes faster; they create avenues for long-term stability by reducing unnecessary costs and personalizing customer experiences. By adopting digital supply chain monitoring or cash-flow prediction software, businesses can improve focus and efficiency.

Product innovation also benefits from tech investments. For example, customization powered by software can increase perceived product value, encouraging customers to accept price changes. Companies achieving a well-balanced mix of technology adoption tend to spend less while boosting outcomes.

Digital transformation isn’t just about tools but building an adaptable company culture. Teams invested in learning and applying new technologies are often better prepared to weather economic downturns.

Examples

• Inventory management systems helped businesses like Indorama maintain cash flow through advanced forecasts.
• TVS Motors leveraged digital and innovation processes to reduce costs while adding customer value.
• Customization options offset price increases for consumer-friendly businesses.

9. Rethink Business Models for Long-term Strength

Inflation often shifts consumer behaviors. Businesses that wait too long to adapt run the risk of declining sales and mounting losses. A fresh look at your products, geographic operations, and overall costs can reveal untapped growth opportunities.

Modernizing the business model also opens avenues for premium-priced offerings, making customer segmentation critical. Targeting consumers willing to trade up during uncertainty can stabilize revenue bases. Meanwhile, phased pricing adjustments protect more vulnerable segments.

TVS Motors adopted microsegmentation to avoid treating its market as one-size-fits-all. With constant evaluation and value re-alignment, firms leave an inflationary market not only intact but improved.

Examples

• TVS Motors restructured its India-based business operations for better premium product focus.
• Companies adapting geographic presence reduced reliance on costly production hubs.
• Re-assessed supply systems saved businesses shipping risks and markdown losses.

Takeaways

1. Create a cross-functional “war room” to monitor changing economic conditions and adjust plans in real time.
2. Evaluate cash reserves monthly—track inventory, loans, and receivables while prioritizing expenditures that stabilize business operations.
3. Shift pricing strategies toward value-based models while communicating clearly with customers about delivered benefits.