Tag Archives | communication

Unshackle Your Team’s Creativity

Forward Business Planning

Have you ever wished for more input, insights, and ideas from the employees on your team?

Especially when our businesses are not performing as well as we’d like, we really need our teammates’ creative ideas. But when we gather a group and ask for ideas—whether for new product features, cost reduction ideas, or ways to improve service—we often see the same, recycled thoughts. Or ones that are only a smidgen better than what’s currently being done.

It’s not the employees’ fault. Humans are wired to keep doing what they’ve been rewarded for in the past. We are wired to protect our allies, and to avoid risk. These tendencies tend to hold us back when it comes to thinking in new ways. We are shackled by what’s worked before and have a hard time imagining a new way of doing things.

Here are a few techniques for helping your team break free to develop new ways of thinking about your business. Continue Reading →

Growth and Profitability from Outlier Customers

Red umbrella fly out from crowds of black umbrellas

When you deal with the same types of customers, buying the same products and using them the same way, every day, it’s easy to be lulled into a smug confidence that you know everything you need to know about how customer needs are evolving.

Market research and management reporting systems are notorious for “averaging” all customers together. This blends specific needs into a bland summary of general information. As a result, critical “outlier” information gets lost in the mix, and companies lose out on valuable insights about customer needs.

They focus product and service enhancements on the “average” customer, and as long as she’s pretty happy, they think they’re doing well.

This is dangerous.

When we ignore the unusual customers – the ones at the edges of the bell curve – we miss important market signals.

These “outlier” customers are those who do things a little differently.  They may use our product or service in an unusual way, perhaps even in a way that’s never occurred to us.

Why is this important? Continue Reading →

4 Questions Agile Companies Ask Themselves Every Day

Skier in mountains, prepared piste and sunny day

Do you wish your organization could move faster to take advantage of new opportunities in the market, or to avert emerging threats?

Do you feel that you are missing, or seeing but ignoring, important changes in your business environment?

Does it take longer than it should to make key strategic decisions, or to take action, once those decisions are made?

Today’s most agile organizations have learned how to respond more nimbly to changes in the marketplace. They ask themselves four key questions, every day: Continue Reading →

When Commoditization Is On The Horizon: Don’t Become ”Just Another Product”

Commoditization seems to be constantly nipping at our heels. Like gravity pulling us back to earth, natural forces tend to drive our products toward sameness with competitors over time. We’ve all seen what happens when this occurs: growth stalls and profit margins erode.

Business, technical and societal changes are making it harder, in some ways, to differentiate now than in the past. These changes include: the rise of powerful procurement groups, who force suppliers to deliver to standardized specifications; the improved visibility, via the web, into competitor offerings; the ready availability of non-proprietary technology; outsourcing of functions such as manufacturing, customer service and technology development; and just plain “me-tooism.”

Here are three things we can do to resist these forces and to differentiate from competition:

Continue Reading →