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Category Archives: Growth!
Recurring revenues: Oil or glue?
Some types of businesses generate more and more recurring revenues over time, often growing to a size where recurring revenues pay all of the overhead of the company – an enviable position. The surprising recurring revenue trap There is a … Continue reading
Clues: How to think like a growth CEO
Growth CEOs differ from those who merely station–keep their way into the status quo, protecting the enterprise by reducing risk and cost – without creating a vision and action plan for growth. Here is how to test yourself. Here is … Continue reading
Posted in Finding your ideal niche, Growth!, Positioning
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Rinse and repeat: revitalizing your business
Here’s a statement that you never thought would apply to your business planning. Sometimes we get stuck in the muck with our marketing, product, management focus, and in keeping up with trends. It is natural for executives and entrepreneurs with … Continue reading
Simplify your commission structure. Please.
Is your commission structure so complex that even you must have help understanding it – and calculating a commission on a pending bid? Salespeople are incentivized by the money. Of course. They usually can calculate what’s in it for them … Continue reading
OK. Let’s AMPLIFY your three levels of leadership.
Another leadership development bit? Yup. But if you have no time or are impatient, here are the three levels: visionary, strategic and tactical. Skip or stay with me; but think about your balance in your leadership methods either way. The … Continue reading
Leadership: Sell the dream while making the reality.
As a leader, you set the goals, establish the strategies and tactics to get there (with help from others of course) and sell the dream to all your stakeholders. And that includes potential customers as well as executives and employees. … Continue reading
Posted in Finding your ideal niche, Growth!, Positioning
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How to reach beyond the prospect’s gatekeeper
What’s a gatekeeper? Looking for an entrance into a VC, an angel group, a bank, a CxO for a sales opportunity, or any other entity? There are always gate keepers whose job it is to filter out the inconsequential or … Continue reading
Jeff Bezos asked a question that blew me away!
Here’s the question: This piece of wisdom came from Jeff Bezos, founder of Amazon, during a board meeting for one of the companies where he sits as board member. Jeff asked the question “Is there anything big or small, which … Continue reading
Posted in Finding your ideal niche, Growth!, Positioning
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Is there gold in your old intellectual property?
Digging through your IP closet for gold… In past years, several times a month I’d have lunch with one of my CEOs, and each time we’d find ourselves digging into the intellectual property developed by the company over the years, … Continue reading
Posted in Growth!, Protecting the business
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Budget from the top down or bottom up? A puzzle.
Here’s the argument: Many people believe that bottom-up budgeting leads to waste and misdirection. The advocates of top-down budgeting are strong in their belief that if you give each person or department no guidance, they will budget to their wants … Continue reading
Posted in Growth!, Protecting the business
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