Category Archives: Business Strategy

Smart Growth. Are you growing your business efficiently?

In a recent executive discussion, we batted around the topic of growing our product sales in our target markets more predictably and with sustained results.  With our specialized business-to-business product offering, we have found that marketing to the masses does not … Continue reading

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Android vs Apple iOS: The War is Over

I officially and hereby unequivocably declare that the war between the Android and Apple operating systems is over.  And the winner is…..no drum roll required…..Apple. And how do I know?  I used both and it is obvious. Ok, stand down … Continue reading

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No Problem

This won’t take long. As I dig through the rich earth that is business experience and best practices, I sometimes find the greatest discoveries are closest to the surface.  This is probably one of those cases. Since the beginning of … Continue reading

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Maximize Your Return on Sales Effort through Customer Focus

Maximizing your time in front of the right customers Your time is one of your most valuable assets and more importantly one that is finite.  Whether you are selling to a national market or a more defined and limited geographic market, your … Continue reading

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Bootcamp – Sales Territory Planning (Part 1 – The Framework)

(This two-part discussion examines the high-level process for entering and developing a new sales territory.) I was recently asked to assess and then plan the development of a new geographic territory that was previously not served by the ACME Services … Continue reading

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Understanding the Costs of Acquiring and Retaining Your Customers

I recently wrote about knowing when to exit a customer relationship (When It’s Time to Fire Your Client), when the terms for doing business are no longer equitable for both parties.  Neither the concept nor the practice is new but … Continue reading

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When It’s Time to Fire Your Client

How many times have you returned from a client meeting and thought or said “Those guys are killing us…”?  Forget about the reasonable expectation for continuous improvement or driving costs out of the delivery model, I am talking about a client … Continue reading

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