Category: Planning for Growth

Many successful organisations have grown through exploring new routes to market, for instance, expanding into new geographies, selling through third parties, or creating strategic alliances. New business models, in particular, doing business on-line, have also proved to be very beneficial when seeking growth. The technology sector, like many other sectors before it, often sells through…

Selling more of what you already sell works to a degree, but it’s important to listen to customer feedback, and refine the product or service to ensure its continued relevance. At the same time, it’s important to listen to the market, look at what the competition are doing, and develop new value propositions to address…

Some organisations who have achieved their growth targets have done it with the same people they started the journey with, but many more have not, changing people at every level throughout the journey. Whatever the case, growth is achieved by having the right people in the right place at the right time, achieved through a…

Whether it be to customers or partners (people who sell on your behalf), the communication of your business value is critical. But before you can communicate it, you must understand it, a process that never stops, as it is forever changing. In many cases, the brand says it all; for example, Apple, Microsoft, Rolls-Royce at…

It is obviously critical to understand both these things. The HMV story has been told many times before, but they clearly failed to recognise the opportunity (and threat) that online sales and downloads represented, or perhaps they recognised that new market entrants like Amazon and Apple were the barriers and knew that the fight was…

Organisations who succeed in growing are the ones with a solid strategy and budget for growth. Most importantly, this must be a strategy that everyone agrees with and actively supports, not one dreamt up by half-a-dozen ‘clever’ people in a board room one rainy afternoon just before year end. So, where do you start when…

Les and I were reviewing our live customer projects and pipeline on Friday, and noticed a common thread running through both; the desire (by our customers) to do something differently next year, something that will drive growth and competitive advantage.  Despite, or hopefully because, being in either Q3 or Q4, they are all looking at…