An area that people get wrong all the time is pricing. Some people price high based on the profits they hope to achieve. Some base it on some sort of average industry “cost plus” rule. Some are afraid to charge too much. Still others simply add a few percent to last year’s price. So before you set your next price or quote your next deal here are A...
Read MoreGlobalization doesn’t mean (necessarily) that you have to sell globally but it does mean you are now competing with companies from all over the world. So, how are you going to stand up against competition that’s coming in from Germany or Turkey or China or Chile or anywhere else in the world? Many of these companies are competing globally with a si...
Read MoreI hate waiting for people when I ski. Well maybe hate is a strong word, but waiting does break my flow. My friend Andrew (yeah same name as me) is a fabulous skier - a Level 3 Certified Ski Instructor no less. And for those of you who don’t know about skiing, that’s pretty close to godliness. (Level 4s are the real gods – at least they think so...)...
Read MoreI ask all our clients for a report on sales by customer for the last 2 or sometimes 3 years; but even a single year (as the example below shows) provides great insights. And, with multiple years you also get trends. Next, I do something that is incredibly simple but provides huge insights. I load the data into a spread-sheet, sort by revenue (lar...
Read MoreLegacy Constraints are the Achilles' Heel of enterprise companies; they are your opportunity. One of our clients is a rapidly growing software as a service (SAAS) company. We are helping them on their way to becoming a global company - which of course takes money. Our initial evaluation showed there were a number of billion-dollar companies that ap...
Read MoreDuring a kick off meeting with a new client we were discussing how best to accelerate beyond his local trading area. We talked about geography, product lines and market segments. When I suggested he focus on a very specific offering for a unique demographic his comment was – “Geez – that market is way too small”. He was confusing small for narrow;...
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