Insights

  • September 17, 2017

    Service Chains – Entry Projects

    This blog is part of a series on Service Chains.  To read the first blog in the series, click here . Entry Projects are the first step in a Service ChainSM.  They start the client on their journey to realizing a solution by allowing them to understand the applicability of an Idea ...
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  • May 17, 2017

    Service Chains – The Components

    This blog is part of a series on Service Chains.  To read the first blog in the series, click here . Our last post introduced the concept of the Service ChainSM.  Remember the goal is to establish an executable and repeatable offering as the means to deliver on the full promise of ...
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  • May 09, 2017

    Leading with Ideas – Catalytic Ideas

    This blog is part of a series on Leading with Ideas.  To read the first blog in the series, click here . We’ve looked at how Ideas work in the buying decision process; now let’s explore the qualities of an Idea that will motivate action by buyers. Some Ideas are bigger than others ...
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  • April 01, 2017

    Leading with Ideas – Generating Demand with Ideas

    This blog is part of a series on Leading with Ideas.  To read the first blog in the series, click here . In the last post, we mentioned that Ideas align with the way real decisions are made – instead of working against the process.  Any purchase decision has these three sequential ...
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  • March 20, 2017

    Service Chains – Introduction

    This is the first blog in a series on the topic of Service Chains. Service ChainsSM are a key building block to becoming less opportunistic and more deliberate in your go-to-market approach. Let’s examine what we mean by the term Service ChainSM. Service ChainsSM comprise a pre-defined set of sales activities and projects ...
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  • March 01, 2017

    Leading with Ideas – The Starting Point for True Intimacy

    This is the first blog in a series on the topic of Leading with Ideas. At the heart of True IntimacySM is being a valued advisor to your clients on important opportunities and challenges to their business. Often conversations that could or should be about these opportunities and challenges are really ...
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  • April 15, 2016

    Customer Intimacy: A Step by Step Approach to Getting Started

    Building Customer Intimacy with the market and leveraging those relationships as a mechanism to grow share-of-wallet at your existing accounts and open doors at new accounts requires more than just new sales approaches and good relationships.  Truly realizing a Customer Intimacy strategy as a competitive advantage takes a commitment to ...
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  • December 09, 2015

    Developing a Portfolio of Offers – Part II

    In the previous entry, we discussed solution development as a process and shed some light on the intricacies needed to create a winning portfolio. Now let’s look at the design of the portfolio itself: Think about the portfolio from a holistic point of view. What are we offering that is ...
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