Improving Margins with Market Differentiation Very few things in professional life can be as demoralizing as competing fiercely for business only to find winning it required so much discounting at the end it was hardly worth it. How does this happen? You have become column fodder along the way. Your technical buying influencers decide where they [...]
Every year top business leaders feel the annual planning cycle approaching in their gut before it happens. They have the same feeling they had earlier in their lives before a big game in high school athletics or a big concert if they were into music…. The feeling is the stomach churning awareness of the potential [...]
Most of our clients begin as an organization mired in an industry that is well matured and universally defined and where they accept the competitive rules of the game as they are and have always been. In that setting they marshal their limited resources to attempt to outperform their rivals and grab a greater share [...]
