The main areas of improvement to focus on: customer segmentation [employ matching] salesforce effectiveness [view sales as an “opportunity cost“] pricing go-to-market approach [direct v. channel partners] cross-selling [it is usually the lowest-cost alternative] customer retention [insure said via policies, activities, etc.] (repco) And, for margin improvement: How to drive significant top-line revenue growth from […]
Some measurement frameworks (e.g., what other companies are measuring), and some key beginning questions executives must answer: Are we satisfying our customers? Are we satisfying our shareholders? Are we satisfying our stakeholders? What is happening to our customer base? Is our company strategy working? Are our individual strategies thereto being properly executed? Are we serving
Performance management continued… Read More »
This is the template that I have used for several years—I have scrubbed it and made it generic for this post: XYZ’S WEEKLY STAFF MEETINGS [w/ DIRECT REPORTS] Why weekly? Want firsthand update on the business Business conditions warrant it Assure alignment Share what’s going on so you can do your job and gain full
A sample staff meeting template w/ protocols, purpose, etc. Read More »
Tip 1: In many ways, “how you say it” can be much more important than “what you say.” It seems strange, but research has shown that people often forget the “words” themselves…; however, they do remember how they were said. So, always, be factual and informative, use stories and analogies, and remember to speak in
Public speaking, presentations, etc. Read More »
Profit From The Core (2001) is mandatory reading for any senior-level executive. Its ideas and concepts are timeless. The book was updated in 2010—give it a read… Here are some helpful hints to get you thinking/started: To identify your core business, first identify the five following assets: Your most profitable, franchise customers Your most differentiated and
Profit from the core Read More »
This 8 Point Plan was written (2011) for an incoming President on behalf of a €500mil./$647mil. Italian packaging company that was planning to enter the U.S. market in the prime and very competitive industrial goods and services sector [Forest Products, Paper & Packaging]. The plan’s template is based on the Spencer Stuart 8 Point Plan for
“Now what?”—when you’re in charge… An Axis work product example Read More »