New customers have a tendency to evolve through three phases once they decide to buy from you. Initially they feel very excited about their decision, before going through a learning curve where they may struggle with blending in your products/services. Finally, they begin to experience the value that you provide and the relationship settles down […]
“Above all, I want to work with a manager from whom I can learn.”
Let’s face it, nothing is more important to people than their OWN success. The development of our people is not something to ignore or leave to training departments. The responsibility is ours. We must make sure our people have the right knowledge, skills and attitudes to do their jobs and to do them well. Development […]
Brick Walls and Customer Focus
One of the most obvious reasons you should be building brick walls around your existing clients is to reduce the impact of aggressive competitor activity: Whilst you are off flirting with seemingly more attractive and exciting new opportunities, your competitors will be targeting your “home base” The motivation to do this should be strong. To […]
Whatever got you where you are today will not be sufficient to keep you there in 2016
A rapidly changing environment is the regular background against which organizations must develop. Change is continuous and will become more rapid as we move forward over time. Senior management must be capable of reacting to those changes, be prepared to take advantage of them and yet stay within the overall framework and agreed strategy. The […]
You Cannot Hope To Control External Events if You Do Not Have Control Internally
Even companies that enjoy the luxury of clearly superior products, realize that those products will not sell themselves. As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and of course the competition But even […]
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