Standing still is not an option. Any business that is not growing is going backwards. Too many companies face the day-to-day pressures of surviving and end up just “playing along with the market” in auto-mode. They are hoping growth that is lost in the past will somehow re-appear on their top-line revenue, in the [...]
Strengths-Weaknesses-Opportunities-Threats (SWOT) analysis (1) is a widely recognised method for gathering, structuring and reviewing a snap-shot of the current situation - to ultimately aid in a methodical planning process to develop a growth plan for a company. Strategic Assessment The SWOT labels provide a framework for reviewing the position and direction of a company. Strengths [...]
It is generally acknowledged that the approximate cost for acquiring a new client is 5 to 8 times more than retaining a current relationship. By applying this in the disrupted marketplace, it is logical to assume that, to increase market share, we need to cross-sell new products or services to existing clients. Clients will also benefit [...]
Uncertainty and disruption is leading to a leaner and tougher business environment. Some organisations are emerging from the current state of economic uncertainty, poised to make spending reductions a permanent fixture. As we look to grow top line revenues, what strategies should we be adopting in this changing world? It is more than likely that [...]
You don't get a second chance to make a first impression. The lessor known your company, the sharper your Value Proposition needs to be. A crisp Value Proposition is essential for any business seeking to clearly communicate to customers, why they are different, better, and worth purchasing from. The Value Proposition should be able to [...]
Are your customers delaying their purchases? Are they more price sensitive? The research shows that you are probably being impacted by digital disruption without even realising it. Business Owners and Leaders need to combat disruptive changes to grow revenue. They do this by developing a growth strategy to concentrate scarce resources with confidence on the few options that [...]
What is the difference between a sales strategy that succeeds and an equally well thought out strategy that fails? I was asked this interesting question by a CEO, the other day. After some reflection, I was able to share with him, that the only outcome that matters is that a good sales strategy works to [...]
Business Leaders running today’s organisations place a heavy emphasis on profit. Profit growth always requires top-line revenue growth, and they expect every one of their business units to be aligned with this growth plan. How can you test this? Here are 10 critical topics to validate your revenue growth plan against: 1. Market conditions: Have you got [...]
You don't want to finish your growth plan, ever! If your plan is done, your business will run out of steam - eventually. As the saying goes Even if you fall flat on your face, you're still moving forward. What does this mean in the context of growth? As a business owner, you need [...]
Centers of Influence (COI’s) are key people within the target client segment that you need to penetrate. Centers of Influence are typically the main advisors engaged by the end-client. Professionals such as Accountants, Financial Advisers, Lawyers are obvious COIs. If executed correctly, COI’s introduce you to clients with whom you’d [...]