I listened to a new client's 'pitch' yesterday. Turns out they have a great
story. There are just a few glitches. One in particular is pretty common -
and a potential killer.
The client is so brilliant they lose everyone in the process of telling their
This team understands their positioning story and Pivot Points; their company
value, market/customers and offerings. They have intellectual property that
truly is game changing. Their vision for the future is simply jaw-dropping,
even to a jaded geek like me.
But it takes a while, a long while, for customers to 'get' their story.
Because their solution IS game changing. It's innovative and yet oh-so-simple
in its approach. People have a hard time understanding because it is
out-of-the-box thinking. It's a new paradigm - and that means the audience
has to grasp a new way to think about a known topic.
Many ... (more)
One of my first CEO clients - a leader in the early days of the Search
industry - gave me a great piece of advice about the competition. I still
"If you pay too much attention to the competition - you'll always end up
At the time I actually think I thought he was nuts. After all, as a young
idealistic marketing consultant, competitive analysis was one of those B
school standards near and dear to my heart.
Now, some twenty something years later, I see how brilliant he was.
Companies have to think for themselves, not like their competitors.
I'm not say... (more)
I had to remind a client of that fact as we were discussing their last
product launch - a launch that was less successful than they'd hoped.
The executive was complaining to me that the revenues just hadn't ramped as
expected. The field was discounting, selling point products versus the
complete solution, so margins were disappointing as well.
The company had to finally assign quotas against the newly launched product
to get the field to pay attention to this revolutionary whatchamadoodle. The
field hadn't even found early reference customers - the company had only
targeted the o... (more)
The topic of ghostwriting blogs and tweets is popping up everywhere. I even
saw a Tweet last week touting that a VA (Virtual Assistant) can write your
company's blog. OMG!
I can't believe we're even having this debate. Especially among those who
claim to believe in integrity and honesty above all, who strive to create
trusted relationships with our customers.
So, answer this question for me.
Do you trust someone who presents a piece of work as their own, when it's
not? In some arenas we call that plagiarism, or even fraud. In school we
called it cheating. Remember? You flunked ... (more)
So many seem to expect continued failure these days; stuck in fear, focused
on the negative. The economy is our scapegoat, and Eeyore's "Woe is Me"
Yet some businesses and people are thriving - in the middle of the same
So what's different for them? What do these thriving people and businesses
see and do that everyone else can't seem to see or do?
A lot of it comes down to attitude and beliefs. Yes, touchy feely stuff. But
I do believe that how we perceive our world impacts our experience. My own
life is enough proof for me. If we look around, we'l... (more)