Anyone who’s a “Lean Start-up” fan will understand this comment, but it’s equally applicable to any new venture, whether that’s new market entry for established organisations or even a new marketing campaign. This slide-share from @SeanAmmirati sums it up and includes a great quote from LinkedIn’s Reid Hoffman
Read more →There’s a framework I’ve found useful with clients when considering business development options, whether that’s at a strategic level or when developing marketing campaign concepts and messaging. It’s developed by Neil Rackham (author of SPIN selling) and KPMG and is designed to stop client teams slipping into “safe
Read more →When you’re designing a research project, whether its to test some element of your business development strategy or to generate insight that can feed an engagement programme, there’s always 3 things that you need to keep in mind. The 3 things are that any research can be: Quick Cheap Accurate But, the
Read more →This might sound like a bold statement but here we go – your business development strategy is based on assumptions. The reality is, that’s true for everyone. Now, that’s not necessarily a bad thing, but if you don’t at least check the validity of what’s under-pinning your strategy then
Read more →For knowledge-rich service businesses, such as consultancies, agencies and training companies, it’s all too easy to fall into the “me too” trap when communicating your business to prospective clients. With this in mind, let’s look at finding your UST (that’s your Unique Special Talents). The simple way to think
Read more →When it comes to generating increased revenues there are 4 key “levers” that every business owner needs to consider. Some of these are simple, tactical changes that can have a big impact on your top line growth. Others require more strategic consideration since they can have a significant influence
Read more →One of the first things I ask business owners is – “What’s your end goal for the business?” Often the response I get is one of surprise, usually because it’s not something they’ve thought about. I find the three main end goals are Lifestyle, Income and Exit. I differentiate the
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