Monthly Archives: July 2011

Plan for your ‘every three million dollar crisis.’

Posted on July 30, 2011 by Dave Berkus

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 Growth!, Protecting the business | 3 Comments

Pick your pricing niche carefully. Defend it.

Posted on July 23, 2011 by Dave Berkus

There are five major classes or niches a company should examine and make its own in calculating positioning in the marketplace.  They are: Price Quality Service Innovation Elegance Companies that compete on price rarely compete against others who emphasize service … Continue reading →

Posted in Positioning | 1 Comment

Where there’s mystery, there’s margin.

Posted on July 19, 2011 by Dave Berkus

                 Here’s a phrase I created in the early 1980’s to describe what I clearly saw as the last chance to make high margins on the sale of computer hardware to businesses.  In the day of the mainframe and then the … Continue reading →

Posted in Positioning | 2 Comments

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

Posted on July 9, 2011 by Dave Berkus

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 | 1 Comment