Coaching for leaders in the tech industry
Over the last few weeks I have helped a number of clients get some more clarity over their business model and their strategy for the future. This is such a fundamental area for business success. Without that clarity, you cannot determine what your organisation should look like in 3 or 4 years, you cannot determine…
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It’s much easier to sell to an existing customer than it is to a new one, but many businesses don’t have a formal program to retain their customers. When you measure all the effort that goes into winning a new customer, all the money and management time you spend acquiring those new customers, compare that…
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Stick to your knitting That’s an old saying that my parents would have used – and perhaps their parents too! In today’s world the one eyed man is no longer king – to borrow another phrase from the past – the specialist is the king. My speaker colleagues from the US talk about Niches (rhymes…
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A way to understand and benchmark your business is to identify the cycles within the business. The sales cycle is the period from the initial contact through to the point at which a sale is made. The delivery cycle is the period from the receipt of the order or the signing of the contract through…
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I often find my clients are limiting their business options at the outset by telling themselves and everyone else “we’re only a small company” with the implication “we can’t do that…because we are only a small company.” Ask the alternative question “what would a world class company do?” followed by “how can we do that?”…
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I’ve been asked to help with a group of three dentists, where one wants to retire and have the other two buy him out. The remaining partners are in no hurry to help him exit, there is no agreement in place and they have a complex set of legal structures. Feelings are running high,…
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When I was a child, my parents often exhorted me to “Try & Try again” if I failed at something. In business, all too often I meet companies who, when something is suggested, respond with “Oh that doesn’t work – we tried it some time ago and it failed” If you dig into that…
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Most businesses think they provide good service to their customers and they are probably right, if they are still customers. Some time ago, I was managing a large distribution business. Every year we commissioned a “Customer Satisfaction Survey” from a third party. It was a report that we debated at some length, to see if…
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Collaborations and partnerships are a great way to move your business forward. I’ve been to several events recently where the emphasis was on collaboration and sharing resources to achieve greater results, but I have been to others where the focus was on business development, or marketing, or international trade and in each case there’s…
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Part of creating a successful business is to focus attention and effort on the areas that are going to bring the most reward. There is a fundamental economic principal sometimes referred to as the law of diminishing returns where the first additional resources applied to a production process give far greater output results than…
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