How many déjà vu customers do you serve – or attempt to serve? Go ahead. Take a head count of your customer base. You know who these customers are. They continue to do business with you, perhaps even with a gap of a few years in between. When you reconnect, it is just like old… [Continue Reading]
The Cost of Demonstrating Your Value to Déjà Vu Customers
Either show some Client Love or leave Them to Someone Else
How successfully do we demonstrate client love to our entire client base (including internal clients, our colleagues)? Hmm, I thought so. In spite of our best efforts to deliver extraordinary outcomes to clients, some clients never are well-served. As a result, our business strategy – not just our customer acquisition strategy – must realistically accommodate… [Continue Reading]
Optimizing Client Collaboration catalyzes Customer Retention
Optimizing client collaboration does more than enhance the quality of how you work together. There’s more than a feel-good exercise involved here. Those of you involved in the manufacturing and engineering intensive Industrial Internet of Things (IIoT) ecosystem wrestle with this scenario every day, don’t you? Some clients “click” with you and others are a… [Continue Reading]
Why Tactical Business FireFighting Syndrome stifles Growth
Tactical business firefighting syndrome is a common denominator across many of the small to mid-size businesses (SMB) I work with. I describe it as the adrenaline rush leadership gets when there is a crisis. Time to roll up your sleeves, join your workforce in the trenches, resolve the issue and lead the day. Right? Well,… [Continue Reading]
Can of Worms Clients Catalyze Growth
Can of worms clients make the perfect subject for blog posts. The scenarios that unfold are painfully relevant. The experiences make for brutally honest reading and insights we all can value. This year, my blog post “Let’s Open another Can of Worms!” won a 2015 Bronze Medal, Top Sales & Marketing Blog Post, Top Sales World. The post discusses my… [Continue Reading]
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