Using “5 Why’s” To Improve Sales

I recently posted a piece on a couple of simple but effective problem solving processes, 5 Why’s and 5 How’s. Before leaving that, I thought I’d share this HubSpot post about using the 5 Why’s for sales. Now I write this like using it for sales is different from general problem solving, but when we … Read more

Improved Problem Solving: 5 Why’s & 5 How’s

We all spend much of our business, and personal time for that matter, resolving conflicts and solving problems. Perhaps the single most influential factor determining our success or failure is whether or not we determine the actual cause – the specific variable that has created the conflict or problem; or the actual solution – the … Read more

Do You Have A Competitive Advantage? Are You Sure?

It is especially difficult for professional service firms, including creative agencies, to distinguish much less differentiate themselves. Your Positioning may inform the development of your Competitive Advantage, but your Competitive Advantage will determine your actual Position. I find David C. Baker’s thinking on leading and managing creative service businesses, and professional services businesses, exceptionally relevant, … Read more

Another Successful Supporting Strategies Business Fundamentals Bootcamp

On Friday, November 18, I attended and made a presentation at Supporting Strategies Business Fundamentals Bootcamp for Southern NH and Merrimack Valley. It was held at the beautiful Andover Country Club and was very well attended and very well run, as always. Thank you to each and every existing and new connection I met and … Read more

Presenting at Upcoming Supporting Strategies Business Fundamentals Bootcamp

I will be presenting “Sharpening Your Marketing Focus: 2 Steps to Effective Lead & Customer Segmentation” at the Business Fundamentals Bootcamp, November 18, 2016, at the Andover Country Club in Andover, MA! This event’s theme is “How will the election results impact the small business community?.” These events have been held for many years and … Read more

Quick & Simple Improvement

Many times “the right things to do” and “the right ways to do them” require substantial investment of time, effort, attention, and learning to execute. But it’s not always like that. Here are some quick, simple-to-execute processes that can drive improvement. I recommend making them part of your standard management procedure. Opportunities Identify 3 Unrealized … Read more

Ideal Clients – More On How to Create an “Ideal” Client Profile

As a compliment to my last post, Assess for Success – 6 Ways to Evaluate And Improve Your Business: Part 4 Customer Segmentation, below is a link to a HubSpot post “How to Create an Ideal Client Profile.” It is written with ad agencies in mind, but can be adopted for and adapted to any professional … Read more

6 Ways To Evaluate & Improve Your Business: Part 4 – Customer Segmentation

This is the 4th installment of Assess for Success: Part 4 – Customer Segmentation. This process follows SWOT Analysis; Feature, Benefit, & Value Mapping; and Competitive Analysis. All of these processes, as well as those yet to come are designed to help owners and their teams identify and update outdated or mistaken beliefs and assumptions … Read more

Assess for Success: Evaluate & Improve Your Business – Part 3 – Competitive Analysis

The first self-assessment process I wrote about was Strengths, Weaknesses, Opportunities, and Threats (SWOT) Analysis. The second process was Features, Benefits, and Value (FBV) mapping, (Both articles are available at Dixon Management Services). Why do these assessments processes, and make them standard operating procedure? Too often we assume our beliefs or conclusions about our businesses … Read more

Assess For Success: 6 Ways To Evaluate & Improve Your Business – Part 2: Feature-Benefit-Value Mapping

In the first installment of Assess for Success, we reviewed Strengths, Weaknesses, Opportunities, and Threats (SWOT) Analysis. In this second installment, we’re going to review assessing value creation and delivery. (Image courtesy of www.orbussoftware.com/blog) Specifically, we are going to create a Feature-Benefit-Value Mapping process to enable you and your employees to determine and understand the … Read more

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