When it comes down to it, your customers are looking at your firm and at your competitors when deciding who wins the contract. So why should they pick you? What makes you so special to them? The person in charge of making purchasing decisions is asking for “more”. I was reading an article that really…
How do you determine your firm’s direction? You look at client needs and alter strategies based on the changing business landscape. However, in an article in MIT Sloan Management Review by Michael Schrage, (Winter 2015) he challenges organizations and leaders to Embrace Your Ignorance. If you think you know your client and know what your…
Strategic planning within your comfort zone may be tempting, but you have to be realistic about changing environments.
I see many firms anxious to sell what they do as opposed to offer what clients really want. I get that what they do is important but what the client wants may be a 10% shift that can make all the difference in the satisfaction of the client and your distinction in the market. I…