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Author Archives: Dave Berkus
Can you profit by serving early adaptors?
I am a gadget freak, often purchasing new technologies in their first release. And my closet is full of such gadgets, from early pen-based computers to early brick-sized cell phones to an electronic handwriting recognition pad received as a gift … Continue reading
Posted in Finding your ideal niche, Positioning
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What two words are most valuable for your business planning?
One of the most valuable tools in an executive’s arsenal is the use of the question chain in planning meetings or to analyze scenarios that might result from an action. The powerful words are “What if…” followed by an ever-deeper … Continue reading
Posted in Growth!, Protecting the business
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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
2 Comments
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
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
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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
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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?
[wdm_image_effects effect=”no_effect” animation=”flipInX” shape=”no_shape” color=”#000″ social=”” title=”bottleneck” description=”bottleneck” id=”2718″ show=”hover” counter=”0″ size=”medium”/] 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 … Continue reading
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
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Is your company or department as efficient as it should be?
[wdm_image_effects effect=”no_effect” animation=”flipInX” shape=”no_shape” color=”#000″ social=”” title=”Efficiency” description=”Efficiency-2″ id=”3485″ show=”hover” counter=”0″ size=”large”/] 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 … Continue reading
