Author Archives: Dave Berkus

Catch up to your market or be lost!

Markets and competitors change. Are you being left behind? Over the years, I have often heard the complaint from CEO friends that they have become so swamped by the demands of their growing businesses that they feel themselves further and … Continue reading

Posted in Growth!, Positioning | Leave a comment

Have you experienced your “Every Three-Million Dollar Crisis?”

Here is a phenomenon I discovered over time when dealing with many small start-ups in their early revenue period.  A very predictable series of rotating crises seemed to befall most every one of these young companies.  These became so predictable … Continue reading

Posted in Hedging against downturns, Protecting the business | 1 Comment

Can you defend your pricing niche against your competition?

This week, we continue our series on marketing and positioning. There can be nothing more important in your business planning that selecting the proper pricing niche, making your story clear using that niche, and the defending your position against the … Continue reading

Posted in Finding your ideal niche, Positioning | Leave a comment

Why buy IT? Why buy MINE? Why buy NOW?

What a powerful set of three questions.  These are so succinct, so well defined, so precise that everyone in sales and everyone involved in marketing must be able to answer these three questions without pause, and convincingly.   Turning these into … Continue reading

Posted in Positioning | 2 Comments

Faster is sometimes more valuable than better.

And doing both well usually wins the day. This is one of those arguable insights, where both sides win.  Dell is a great example of emphasis upon fast, creating a customized computer in 48 hours or less, bringing in assemblies … Continue reading

Posted in Finding your ideal niche, Growth!, Positioning | 2 Comments

Are you the bottleneck in your organization?

At many board meetings, I can be counted upon to ask, “Where’s the bottleneck this month?”  Senior management is usually prepared with an answer, and a good discussion of resource availability and application follows.  Sometimes, the bottleneck is not so … Continue reading

Posted in Depending upon others, Protecting the business | Leave a comment

Are you thinking of the end game when managing your business?

Ever think about growing your business with the plan to sell it someday, cashing in on your hard-earned work over the years?  Or if you’re an employee with stock options, are you aware of the increases in value you can … Continue reading

Posted in Growth!, The liquidity event and beyond | Leave a comment

Is your company or department as efficient as it should be?

There is more money lost in businesses today from inefficient processes than any other single area.  Yet this is not a place where most managers feel comfortable deconstructing and rebuilding.  Somewhere out there is a consultant or future employee (or … Continue reading

Posted in Growth!, Surrounding yourself with talent, The fight for quality | 4 Comments

Business risk: Bet the farm only when the crops are on fire.

How much risk you and your company are willing and able to tolerate over time?  Most people believe that early stage companies should take risks aggressively because there is less to lose and much more to gain with each risky … Continue reading

Posted in Protecting the business | 3 Comments

You are watched, mostly when decisions are tough.

If you have been in management or an entrepreneur long enough, you will have experienced the gray area of decision-making where ethics, the law, your needs and expediency all collide.  This is the time when you are paid the big … Continue reading

Posted in Protecting the business | Leave a comment