3 Signs that your business is Fragile
We, people, have a innate quality that brings us to ignore the fact that we are mortal. We live with that, and not just accept it, but mostly live as if it can never happen to us. This is a quality, because it allows us to live our lives without being preoccupied with that fact […]
Volatile times mandate appropriate strategies
We live in volatile times. External circumstances are changing ever so rapidly and dramatically. These changes are totally out of our control, mostly unexpected and often carry meaningful effects; effects that can easily bring a company to its knees. In addition to this reality there are two psychological phenomena that are important to consider; […]
When the efforts to increase sales lead to losing sales
I recently have had the opportunity to engage with a few customers, globally. These customers are from different industries and different countries yet all are having the same challenge – increasing sales. All of them have been experiencing for a few years now, a situation of sales stagnation and/or small fluctuations around the same revenues. […]
Double your profitability and your top line rate of growth
When reading the title of this article one may think “ridiculous”, or “impossible”, or “possible, but not for me”. But what if it is possible, for you? Would int not justify the tiny investment in entertaining this opportunity? Why is it that the immediate reaction is so commonly “impossible”? It is probably because we […]
The one change that will rapidly improve your profitability
Profitability (the percent of profit out of sales) is one of the key performance indicators for any management team (of for-profit companies). Improving it is a major concern. Sadly, most effort and focus on improving profitability is directed at reducing costs. This focus has the following interesting aspects, one should recognize: It indicates that […]
Assume ownership – stop forecasting start planning
We are approaching this time of the year when companies start preparing their sales forecasts for the next year, based on which they will decide on the ways to be prepared for this forecast realization with investments, people, capacities etc. There are so many difficulties and challenges the forecast based process creates for companies; […]
Reliability of Supply – How noise increases noise…Or how sales success can eventually end with sales failure
Sometimes companies are in, what seems to be a wonderful situation – the demand is big, so big it seems there is not enough capacity to handle all of it. Unfortunately, when this stage is reached it commonly comes along with increasing difficulties to supply the customers demands reliably. This is to be expected. What […]
You probably do not have a competitive advantage, What should you do so you do have it?
For-profit companies are endlessly chasing the holy grail – competitiveness. Reaching a situation in which they are able to tilt customers preference to their products or services in comparison to those offered by their competitors. These efforts, sometimes are successful, however – seldomly. Why do I claim it is seldom? How would one evaluate […]
