CRM and growth

According to a PC Magazine article, The Best CRM Software of 2017 — “Managing contacts can be the lifeblood of a growing business. Contacts represent longstanding customers, partners, and those who might become either. While managing this treasure trove of business data can be done with a mammoth spreadsheet, today’s organizations, especially small-to-midsize businesses (SMBs),

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Rule of Three

What is so magical about the number three? The answer lies in the way we process information. As humans, we have become proficient at pattern recognition by necessity, and three is the smallest number of elements required to create a pattern. You observe the Rule of Three demonstrated all the time across diverse areas of

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Take Time to Notice

Taking time to notice the larger world is essential for midsize business owners and now is the time of year to either get started or catch up.  For example, we are learning more and more about IoT, AI and AR every day, it seems.  Each of these topics has profound implications regarding competitive conditions across

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Now is the time!

In a previous post, Q2, It’s All Good, I made the point that the 2nd Quarter is over and it’s time to move on to Q3 to accomplish pre-planning activities and Q4 to finalize 2018 plans. To help you start thinking about pre-planning activities you may wish to consider the “Strategic Pain Points” many companies

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The Sweet Science

In the sport of boxing, also known as the sweet science, fighters of similar weight compete by class — heavyweight, middleweight, lightweight, and flyweight – to allow for a fair bout. It makes sense because generally someone from a lighter weight class would not have much of a chance against a heavier fighter. However, occasionally,

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A Single Woven Fabric

When you consider the critical practices (i.e., strategy, execution, culture, structure and leadership) that form the essential foundation of a successful business, it is really no wonder that midsize firms are so stable. For these firms, the ongoing execution-gap encountered by many just does not seem to apply.   Why is that? Perhaps it is because,

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Recharge Performance

Here are four avenues that your organization can travel to recharge performance. Externally, demonstrate to your customers and prospects how your organization adds value. Internally, focus on enhancing processes and systems that ensure value is routinely deliverable. Cut costs in areas that do not support your strategy. Reinvest savings in areas that do support the

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Confucius says… Pivot

What do you think success looks like for your business? I mean real success! Does your definition of success keep changing? If you honestly want to be successful, you need clear goals and everyone around you needs to know what they are, so they can support you. In effect, goal statements pose the question: what

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Gravity

Like an airplane, the first task of a business is to get off the ground rapidly and at steep angle. Once in the air the job is to stay there; however, at this point the steep climbing angle begins to work against the business. As a midsize business, it is harder to grow revenue, hire

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Big View

Keeping up a competitive advantage based on innovation and change is an imperative, but increasingly difficult to do. Why? Well, it might be because a company’s view of the world is not as clear as it once was. To gain clarity around a company’s strategic options, we suggest revisiting the big picture first. One way

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Around the Bend

Every business leader wants greater organizational involvement to help his or her company grow and prosper. With planning season just around the bend, we have a few suggestions for your consideration. First, get started planning early. Second, build a framework and agenda for your planning activities – one that engages the entire leadership team. Then,

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Develop a Local Contracting “Action Plan”

The landscape of Federal purchasing is awash with opportunities to conduct market research and gather information on potential customers, competitors and prime contractors. If your company’s products or services are more oriented toward local government customers, however, gathering data and finding out who your actual customer is can be tougher. I suggest some key steps

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