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So who decides?
Your best customer! You need to talk to them, and potentially your best prospect as well, and find out how they value what you think you really deliver. But here’s the kicker…… always talk [...]
No, no, no…what is it really worth?
You can factor in your research and development, network development, sales team, ongoing service, intellectual property cost, head hours for continuing development and communications plans. We encourage all of our clients to do this, and [...]
Being an Opportunity Ambassador
We hear about them all the time. We often see the opportunities ourselves, or at least the beginning of them, and yet for often relevant reasons leave them be. In this evolving market, [...]
“Magic” delivers mark-up
So where’s your magic? Have your prospects got a reason to seek you out, to value you, to expand your understanding of their problems? Talk about the simplicity of your solutions. Where is the [...]
Who are you listening to…the new or the old?
The good news is that it doesn’t matter, as long as you’re truly listening to how you can help them! And again, their pain is your opportunity.
“Excuse me, could you describe where your PAIN is?”
A great question for your Top 10 clients…..to listen and respond means you’ll have a role in that clients future. If you don’t know about their pain, or their opportunities, than how are you [...]
Nothing’s changed… so how would a “start-up” steal you clients?
OK, clients still pay for value. What has changed is the metric they use to measure “it” by. Our clients are looking differentially at…..what they want, by when and where…..and finally for how [...]
Identifying the disrupters
Where are your customers going to be buying your products from in three years’ time after you’ve failed to identify how make your current products and services obsolete? What are they really getting now? [...]
Malcolm you’ve been a very naughty boy!
You appear to have walked away from all your Business Tenants and personal expectations around accountable Government to support the luddites of the Liberal Party.... is that what you want to be remembered for? [...]
Action precedes clarity…EVERY TIME!
Test, understand and define. Ask new questions, test the new responses. Learn and expand your actions…some call this innovation, others just call it learning and acting.
Blog
Step lightly…this is not your world
And then there’s your responsibility!
“What do you want to add?”
Here is a question for everyone in your organisation…the opportunity is to ask this at appraisal and recommendation sessions on a regular basis. And the fact is, they will add what you ask them to [...]
Clients and prospects define our value…
It’s not what you think that matters! It is the time saving, waste saving, energy saving, confidence lifting ability of your products and services that they depend on. Check these constantly!
Is it the joy of the journey, or…
If it is all about your destination then you need to rethink the parameters of what’s pushing you forward (I hope it’s forward). Enjoy the journey, it will allow you to overcome the disappointments and [...]
We need a welder, let’s employ a chief.
I don’t get out often enough, but one of my clients has done this very thing based on the core attributes of any chief…performance under pressure, a great eye for appearance and consistency of delivery. [...]
It’s never about talent…
Okay, you need a bit of talent but the fact is the only common element to success is hard work and determination…3 P’s really work, persistence, patience and performance… The balance comes when you work [...]
What are you doing about your body of knowledge?
This came up in discussion with a very communicative and forward thinking legal group. They have their core disciplines but beyond those they have individuals who are determined to keep growing their personal platforms of [...]
What an extraordinary mix, grinders, finders, minders and binders…
In going through some old notes the concept of balancing these individuals and these strengths within your business is worthy of regurgitation. Finders are often annoying, irreverent and difficult to work with, Grinders are just [...]
What do you want and who wants you?
This is only about staying in touch with your key customers or clients, as well as a solid raft of prospects. If they’re choosing to invest in your products and services, then, at that moment, [...]
One of your largest stakeholders is often forgotten…
We’re talking about your biggest supplier. When will you create the opportunity to sit down with her and explain your expectations and their role in your business? How can they develop better options for your [...]