Showing posts with label marketing consulting. Show all posts
Showing posts with label marketing consulting. Show all posts

Monday, February 23, 2015

Are KPIs Your Catch-22?



KPIs Can Be A Catch-22

People Will Behave

Processes Will Be Implemented

Based On What You Measure

If you are unable to measure what is important, you will communicate importance to the things that you can measure, which may be sending people and processes in the wrong direction.

Tuesday, February 11, 2014

Late Bloomers Are Ready To Do Their Best Work



Are You A Late Blooming Business Professional?

When it comes to business, I've often been a late bloomer.  Today I'm a boomer that's been honed into a talented business professional.  At the top of my game I am discretely driven by what's right, not who's right, which gives me the confidence to challenge my clients.

Are you a baby boomer who has been incorrectly positioned by others as having their best behind them? [Senior tour golfers earn more than when they played on the PGA tour].

There are lots of boomers out there ready to do their best work ever.

By John Bernardi

Monday, April 9, 2012

Your Preferences Don't Matter

Only Customer Preferences Matter


Quite often a client will balk at a new marketing or business development idea that I present to them.  They resist the change with personal rationale such as "I wouldn't respond favorably to that"; or "I wouldn't meet with a representative who used that approach"; or "that'll never happen".  Those who try the idea often say, "you proved me wrong on that one".

When crafting marketing strategies or campaigns, don't think in terms of your own preferences.  Instead, understand  the needs, wants, problems and preferences of those you are serving.

Thursday, June 23, 2011

Sustainable Energy Needs a Rock Star

Yesterday I attended a venture group event and the topic was sustainable energy.  The panel included people who ran companies that produced sustainable energy technology [solar, hydrogen fuel cell, etc.] along with government officials who are trying to catalyze sustainable energy investment.

The conversation centered around obstacles and "policy" rather than customers, markets, creativity, etc.  I learned about all the reasons that sustainable energy hasn't become a mainstream alternative.  For example, without a way to store natural energy for when the sun isn't shining or the wind isn't blowing, public utility companies will remain adversaries because they won't be able to fulfill their backup role and the traditional grid will never go away.  Maybe we should be funneling investment money towards entrepreneurs who can design and manufacture the right backup solution.

Another reason is that since natural gas prices are so low, it's tough to justify investing in sustainable energy solutions.  We all know that as soon as natural gas demand skyrockets, its price will also soar.

Another reason is that because of party politics, the federal government align with a unified energy strategy.  Well, what a great opportunity for a state to attract new tax paying businesses by making itself "energy friendly" through a creative approach.

No wonder sustainable energy is going nowhere fast.

Sustainable energy needs a rock star.
  • VHS beat Beta Max
  • Prius beat all the rest [and will do even better when their technology finds its way to other types of vehicles]
  • iTunes succeeded while Napster failed
  • Blue Ray beat HDTV
Each one of these success stories was led by a charismatic visionary who focused on the customer rather than the easy to rationalize reasons as to why it won't work.





JFK challenged us to go to the moon.  We did.


We need someone like Ted Turner or Steve Jobs to make it happen.

Wednesday, July 8, 2009

Navigating a Global Economy



Define Your Own Economy

It's Different from the Macro Economy

Work to retain your existing customers and ensure sufficient marketing and selling activity for continually acquiring new buyers each month.

Invest daily team time trying to imagine ways to lower the customer's risk rather than your price.

Let a goal statement influence each day as a pop up on your calendar.

Monitor month-to-month sales funnel health as your leading indicator. This includes close rate, deal size, length of sales cycle, average discount rate, # products per deal and the # of leads required to find a winnable opportunity.

If you have channel partners, coach them on the best closing tactics.

Add recurring revenue sources to your product line.

By John Bernardi