Posts Tagged ‘Strategy’
The Cost of Chaos – Part III
Posted by Jane Adamson on November 2nd, 2010
Imagine that you have a huge digital billboard in your office. It’s something like the national debt clock, and it’s tracking something that is just as critical to your company’s future. It’s the money your organization wastes while trying to generate revenue: the cost of failed products, excess sales salaries, sales support, ads, promotions, campaigns, [...]
The World Isn’t Flat: Planning for a New 2011
Posted by Jane Adamson on September 7th, 2010
Can you imagine being alive in the late 1400s when Christopher Columbus *didn’t* sail off the edge of the world? After a lifetime of believing the world was flat, would you readily accept that it was round? Or is it possible that you might react as many others do when faced with a new reality [...]
The Opportunity Cost of that Special Deal
Posted by Rick McPartlin on August 3rd, 2010
Based on the conversations I’ve been having recently, I know you’ll recognize this scenario. Your star sales rep has uncovered an interesting revenue opportunity, but it’s off strategy for your company. It might require more customization than you typically provide. Perhaps it’s a new industry for you, or you’ll need to hire new people with different skill sets in order to fulfill it. It may also be a test program with promises of future business if the stars are aligned.
Whatever the case, during difficult times, a CEO is more likely to say yes to these kinds of deals — typically called “bluebirds” because they’re beautiful but very troublesome. After all, it’s revenue, right? Absolutely, and revenue is precious right now. Perhaps this bluebird is really a symbol of a real market trend, so you have to pay attention.
8 Ways to Listen to Your Market
Posted by Jane Adamson on July 6th, 2010
Look OUT, not IN! If you’re following our CEO Challenge articles, speaking or consulting work, you’ve heard this mantra a lot. More often than not, answers to your most important business questions aren’t inside your organization; the answers lie out there with your customers. What problems are they facing? How is your firm REALLY doing at solving those problems? How do they make decisions? What’s the image they have of your firm versus your competitors? How much value do you really bring? How consistent and predictable is your service? Do you know what your customers wish you did better? But how can you gather this research? This action plan provides 8 ways to listen without breaking the bank.
