“Everybody knows who we are” the Business Owner, an industrial manufacturer, declared. “We don’t need to market or advertise.” “Gee that’s great!” I said. “You must win 100% of all the business that’s out there, and have no competitors, right?” The Business Owner sat across the table from me and mused, “Well, that’s not exactly… [Continue Reading]
Is Word of Mouth Syndrome the fulcrum of your company’s business development strategy?
Do you bring passion to your engineering career?
Last week, I had the privilege of working with the heads of two entrepreneurial companies, one retail and one IT. I’m a strong believer in stewardship. At least once a month, as part of an Expert Board panel, I provide business development and sales insight to start-ups and companies taking their small businesses to the… [Continue Reading]
Do you provide simple solutions for your clients?
You know the saying as it relates to engineering. Some variation of: “Don’t ask Jack/Jill what time it is. He/she will build you a clock.” You probably engineer some pretty awesome clocks. But how do you get from the conceptual clock (e.g., what the client wants) to the outcome (e.g., what the client needs)?… [Continue Reading]
Stuck in a rut? Try thinking like a start-up!
“But we’ve always done things this way and it’s always worked.” Now THAT’S the definition of the status-quo. And you know about Einstein’s definition of insanity, paraphrased as doing the same things the same way and expecting different results. I always ask my clients how the status-quo has been treating them. And they don’t know… [Continue Reading]
Do you play well with the other children?
A colleague of mine who works in marketing was relating her frustration to me. The engineering department was unwilling to relinquish ownership of a project.She understood the company was engineering-intensive.Of course the engineering department had come up with the idea that her department was now going to commercialize and, for that matter, make more profitable…. [Continue Reading]
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