by Rick McPartlin | Aug 22, 2016 | Revenue Growth, Strategy
We feel pretty good so another year (actually the 4th year) goes buy with no annual physical and then we say we are unlucky when we learn what we could have prevented a serious illness. We go to an investment firm give them our money and celebrate how smart we...
by Rick McPartlin | Aug 10, 2016 | Revenue Growth, Strategy
I love to play Black Jack. Once I spend 9 months on a client project that required me to live in a Casino (poor me) where I got to play Black Jack every day. I kept track of my Black Jack investment over the 9 months and observed the traits of other gamblers. The...
by Rick McPartlin | May 24, 2016 | Strategy
Train our people on our message. What do we do to be better than our competitors? Based on the focus group feedback, what else do customers want from us? How does our pricing compare to the competitors? We need to increase wallet share by up-selling those products our...
by Rick McPartlin | May 10, 2016 | Strategy
Research says there is only one thing that assures business survival and success. That one thing is growing more profitable revenue. Long-term winners use a deployable Revenue Strategy to drive operations metrics, investments and tactics – not the other way around....
by Rick McPartlin | Mar 29, 2016 | Strategy
Since the early 1900s, things have changed. Bookkeepers have evolved to a CFO, the head file clerk has expanded to the role of CIO, the gadget wizard is our CTO, and the machine operator / delivery guy is the COO. The newest evolution is the role of CRO (Chief Revenue...
by Rick McPartlin | Mar 15, 2016 | Strategy
The New Year or quarter starts, and we have a goal. A few weeks or months into the plan the CFO shows the numbers, and the goal gets scaled back. Halfway through the plan we scale the goal back again. Clearly the goal was too big! Is it any surprise that the Revenue...
by Rick McPartlin | Jan 5, 2016 | Strategy
Being an entrepreneur is equal parts glorious and SCARY! There is so much to know and do. There is so much that is unknown, and then there is all that stuff this is known, and then there is all that stuff that is “known but WRONG”! The real issue with known is we...
by Rick McPartlin | Oct 8, 2015 | Strategy
Where is the Money! In the old days (which may be this morning), an account strategy was a result of the boss declaring “Company A” needs to buy a LOT of stuff from us, and it is your job to make that happen. So go build an account strategy to make that happen and...
by Rick McPartlin | Aug 11, 2015 | Strategy
The world got out of sync for a while. For thousands of years, buyers bought from those in their neighborhood. The buyer would talk about needing a table to seat 7, and a craftsman would make it. Someone would need a cabin, a plow, crib or a large side of lamb, and...
by Rick McPartlin | Jul 28, 2015 | Strategy
What is the difference between Apple creating the iPhone and Motorola selling the next great thing? What is the difference between me needing to sell you a new system to meet my budget goals or you needing a new system that grows the business? What is the difference...
