- July 26, 2018
Commoditization of products and services is occurring more quickly today than ever before, and nobody is feeling the pressure more than businesses that generate the majority of their revenue by selling into other organizations, otherwise known as Business to Business (B2B) firms. Commoditization occurs when products and services become indistinguishable ... View More
- July 19, 2018
Renewable Differentiation allows companies to work above the Safety Line as an advisor, a solver of pressing customer issues, and to pull through the commoditized portion of customers’ portfolios.
The following synopses describe how we have helped healthcare clients drive Renewable Differentiation to combat commoditization and power financial results.
Access the Healthcare ... View More
- May 30, 2018
This is the first blog in a series on the topic of Account Management.
You may be wondering, “Why a series of blogs?”. The answer to this question is simple: Account Management is seemingly a straightforward topic yet time and again, we see Account Management being a misunderstood and/or sub-optimized business ... View More
- May 17, 2018
As we work with embedded Professional Services (PS) organizations seeking to better play their strategic role in differentiation, pull-through, intimacy, and growth for the entire company, many wrestle with how to meet their near-term financial commitments to the business while transforming to this more impactful, strategic role. For most organizations, ... View More
- May 09, 2018
Roughly 70% of all strategic alliances fail. For most companies, the concept of a strategic alliance makes sense and seems simple, so why do they consistently get it wrong? While partnership may sound straightforward, companies often commit four mistakes in selecting and executing alliances:
They choose the wrong partners with misaligned ... View More
- May 02, 2018
In 18 years of commercial experience both as a consulting leader and sales executive, the typical response to “how did it go?” is “We had a good meeting.” Early in my career, I thought this was good news: we gave a great presentation or demo, everyone was engaged, they asked ... View More
- May 02, 2018
Talent Development & Customer Intimacy
As I stated in my last post, talent is always important and is one of the key drivers of building and sustaining customer intimacy. Your people will constantly be generating new Ideas, then taking those Ideas to your customers and delivering on the promises made. In addition, ... View More
- May 02, 2018
Many of our historically product-focused clients are shifting their organizational and operational focus to address buyers’ needs in their key markets. Talent is always important but is particularly critical as businesses move to these customer intimacy-based models that require a deep understanding of the market needs.
A transformation to an intimacy-based ... View More