Time to drop the clutch There is a great deal of talk about the economy slowing down. So what? The North American economy is still worth about $28 trillion and Europe’s about $19 trillion. So even if it’s not accelerating, there are still, collectively, 47 trillion ways to make a buck. To go faster we must change gears, and that is just what...
Read MoreWe recently completed some market research to help a manufacturer selling premium products to determine which geography to focus on. As a premium product, it required individuals with sufficient disposable income and psychographics that would support our client’s product. We looked at age, family groupings, housing density, education and of...
Read MoreSome years ago, I was cutting logs at my cottage, and it felt as if I had a wood chip in my right eye. I blinked and flushed and probed my eye. I looked in the mirror and couldn't see anything. So I went to see my eye doctor the next day and it turned out that I had a detached
Read MoreWhen I hear the expression “Best in World” I typically think of sports – F1, Olympics, Football and so on. The recent World Cup in which Lionel Messi scored two goals to lead Argentina to victory is a shining example of being “Best in World’! The road to victory is long. Argentina had to be one of the 32 qualifiers from amongst 3,900 FIFA...
Read MoreIt is difficult to understand how much the world of business has changed in the last 4 or 5 years. We have seen an earth-shaking amount of technological change, the adoption of which has been accelerated by fundamental changes in the way we work and communicate with each other. We now live in a world where distance is irrelevant, knowledge is...
Read MoreOK, so you have determined that investing in a new market is the right way to move your company forward. And you have determined which is the best market segment to focus on. The next challenge is determining how you actually get into that market, in other words what is your market entry plan? Your market entry plan is going to be highly situationa...
Read MoreMost people think outward from themselves through their sales channels on then on out to their end users. That approach is wrong. It leads to a channel centric sales approach. Instead think about the ideal customer for each product or service you are selling and then think about the best way to connect with them. The channel is in fact a bridge bet...
Read MoreEventually, every successful company becomes a customer service company. As a company grows it goes through a number of step changes which require its CEO to think very differently. Take for example a manufacturing company. The first stage of growth is getting to product/market fit. And, often the term ‘minimum viable product’ is used to describe t...
Read MoreWhen you enter a new market, the natural inclination is to figure out how the game is played there and then how you can play it better than the incumbents. This is a very poor way to enter a new market. A better way is to determine what the end users require and then start from a blank sheet to design your own way to serve the ‘best’ segment in tha...
Read MoreAs a business leader, you own your company’s strategy. But most of us get tied up in the day-to-day and, at best, are focusing on tactics that will see us through this quarter or this year. The next few years are guaranteed to be full of big changes and therefore will present equivalently large threats and opportunities.
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