When I ask this question of clients, I usually get one of two answers: “my largest competitor” OR “the economy”. Either of those might be your biggest fear, but your biggest fear should be…what you don’t know! Why is the unknown something to fear? Most big shifts in the economy or society, the kind that put …
Do you remember when you were taught the four “P”‘s of Product, Place, Price and Promotion? They were at the heart of successful business marketing plans. The heart of successful growth is the four “C”s of Confidence (through data); Clarity (of direction); Commitment (of the organization); and Culture (the people). High Performing CEOS Cite People as …
The point of triage is to determine how you can save the most lives by handling a group of casualties quickly in the most effective way possible. Is that a practice we apply to business challenges? When a new opportunity presents itself to you, how do you handle the first five minutes? Why is the …
We all get caught up in the gravity of day to day business, and it is the daily routine that keeps us where we are today. We repeat our processes; our systems “lock us in” to doing business a certain way; our training is teaching the same skills and knowledge as last year; and then …
Most leaders get it wrong. They have a strategy of focusing on the weaknesses in their company and their employees. They focus on trying to make the worst products better, or getting employees to improve in their weakest areas of performance. Most of us have a tendency to want to “fix” what isn’t right, rather …
Corporate Culture is starting to be understood as a key component of competitive advantage, but how do you take it from a buzzword to reality? Culture discussion deserves a little time. Can you describe your company culture in 5-8 adjectives? Good! Now, ask your leadership team and your customers to do the same. Do you …
I had the pleasure of interviewing David Brain, founder of EPR Properties. David Brain is a household name in Kansas City and well known to real estate investors around the world. He maneuvered the company from start up to a firm of 230 properties in 39 states with record investments that year of over $600 …
The sweet spot is the intersection of the organization’s unique capabilities and select customer needs. You know that businesses can’t be everything to everybody, and yet defining a focus is very hard for most of us to do. Having great knowledge of the market makes this step so much easier. What you don’t know will …
It is important to understand who your key competitors are and what they offer to customers. Of all the individuals or businesses that could possibly use your products or services, only some will choose you over your competition. It is unrealistic to assume you could appeal to everyone; each customer has a unique situation and …
Your strategic position will appeal more to some customers than others. If you are marketing a Lexus you are likely to appeal to a different customer than if you are selling a Chevrolet. It is even true of products that appear alike on the surface, like running shoes or toothpaste. It is not just about …
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