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What Is Marketing, Really? Why Founders and CEOs Must Lead the Most Misunderstood Function in the Business
This blog is part of Chief Outsiders’ Marketing Leadership for CEOs series, an ongoing examination of the critical dimensions of Marketing (the capital “M” is intentional, as you’ll see) that every CEO needs to understand.
Hire Slow and Fire Fast Part I
Sat, Jun 8, 2013 — Today's blog is by guest blogger Kevin Dincher. 25 years ago as a new manager, I had to fire an employee for the first time. When I inherited her, she was a long-time employee with a lengthy history of poor quality work, low productivity, negativity and troublesome relationships. Firing her was drawn-out and excruciating—but I learned early on the importance of hiring the right people—and not hanging on to the wrong ones.
D.A.R.E. to Grow
Wed, Feb 20, 2013 — Sometimes it is difficult for our organizations to take the steps necessary to grow – to change – to leave what is comfortable and strive for something more. We stop ourselves with questions like: How will my organization adapt to the changes? Can we handle the new challenges? Do we have the skills required to meet the new demands? Why should we upset what is already going well? It makes perfect sense for us to question. In fact, we wouldn’t be doing our jobs as leaders if we didn’t. At some point though, if we want to move forward, we must also move beyond the questions. We must take our own dare, if you will – and D.A.R.E. to grow. Here are some thoughts to get us started. D = Discover
6 Ways to Turn Customers into Advocates with a Brand Ambassador Program
Sun, Dec 2, 2012 — Harley Davidson, Intel, Starbucks, Apple. We all know brands that have a loyal group of customers, brand ambassadors, who love to talk about the brand and recommend them to their friends and peers. And these recommendations drive sales. According to the Boston Consulting Group, 9 out of 10 consumers and over 50% of B2B customers trust recommendations from friends, colleagues and peers when making their purchasing decisions. You can invest lots of money in marketing campaigns, but for many companies the most powerful sales driver is a recommendation from a brand ambassador. And a strategic brand ambassador program may be the difference-maker in your bottom line.
Small Business Thrashing: When Nimble Makes You Numb
Thu, Nov 15, 2012 — Opportunities Galore… This small company is 15 years old, and has a few million in sales. The founder has returned from semi-retirement to help lead and reinvigorate the team. In the past year or so, the firm introduced a number of innovative new services, including its first consumer-direct offering. It has also partnered with several adjacent industry players and is leading the effort to capture yet another clear opportunity. The small staff works tirelessly to support every new initiative while keeping the wheels on its core offering that delivers 85% of its revenue. While sales overall are not expanding and no one has received a pay increase in years, there are no complaints. These are good people. And they know the power of working nimbly and collaboratively. …But Hungering For Growth Like many of businesses of their size and age, this company hungers for faster, more predictable growth. They are tired of being small when they are part of a market that seems so promising. During our first meeting, it was immediately clear that the company leadership consists of a sharp group of professionals. In our exploratory work session (90 minute complimentary consultation) everyone engaged, all contributing, respectfully listening to new ideas, and adding value to our conversation.
Business Analytics: Where Do We Go From Here?
Thu, Oct 25, 2012 — Bloomberg Research Services has recently published a report entitled "The Current State of Business Analytics: Where Do We Go From Here?” In this publication several key findings from a survey of 930 global businesses in various industries were highlighted. I found these insights to be particularly useful: Business analytics is still in the “emerging stage.” While business analytics has gone mainstream, most organizations still rely on traditional technology. Spreadsheets are the number-one tool used for business analytics. Organizations are proceeding cautiously in their adoption of analytics. Use of business analytics within companies has grown over the past year, but at a moderate rate. Analytics also tend to be used narrowly within departments or business units, not integrated across the organization. Intuition based on business experience is still the driving factor in decision-making. Analytics is used as part of the decision process at varying levels, depending on the organization. Companies are looking to analytics to solve big issues, with the primary focus on money: reducing costs, improving the bottom line, and managing risks. Data is the number-one challenge in the adoption or use of business analytics. Companies continue to struggle with data accuracy, consistency, and even access. Many organizations lack the proper analytical talent. Businesses that struggle with making good use of analytics often don’t know how to apply the results. Culture plays a critical role in the effective use of business analytics. Companies that have built an “analytics culture” are reaping the benefits of their analytics investments.
Business Growth Strategies: Keeping a Stainless Reputation
Thu, Sep 27, 2012 — A Case Study on Sustaining Generational Growth Blickman, a fifty year old family owned business, is a leading manufacturer of high quality stainless steel materials handling and storage equipment for the health care industry. The customers include facility planners for hospitals, outpatient surgery centers, doctor’s offices, laboratories, clinics, and any health industry facility that needs fabricated stainless steel materials handling and storage systems. Blickman is owned and operated by two brothers. One serves as CEO and the other serves as CFO. The company recently invested in creating more capacity and needed help with strategic planning to increase revenue and utilize the additional capacity. The company did not have a CMO and brought in a CMO from Chief Outsiders. Because of the economic downturn, many new healthcare facility construction and expansion projects were unfunded and on hold so the market growth was stagnant. The business was not growing as the owners envisioned, and there was no strategic growth plan or marketing strategy to take advantage of the Blickman brand’s excellent reputation. The market has evolved to an RFQ lowest-bidder-wins environment. Blickman is not the lowest-cost provider and does not want to compromise their quality image by producing inferior quality. Blickman had not done a strategic plan and the focus was on day–to-day operations and opportunities. There were no strategic marketing initiatives.
Growth Opportunity: The Demand Chain
Mon, Mar 19, 2012 — Efficiency Only Goes So Far The last ten years of American business have been focused on integrating and perfecting operational efficiencies through the perfection and active management of the Supply Chain. For the last couple of years of economic turmoil, many companies have almost exclusively focused on supply chain efficiencies as a strategy for survival. Now the challenge is taking the expertise and company culture focused on linear thinking and introspection of the supply chain and start growing again.
Maximizing Your Position In Your Market
Mon, Sep 26, 2011 — Every company must develop a strategic direction that best fits its capabilities and its standing in its marketplace. Most business categories fall into similar market share patterns. There are three major players who, combined, have roughly 70-90% of the market. Then you have a group of small savvy specialists that have identified an underserved audience within the market. These tend to be businesses that succeed based on lower volumes, by definition, but much higher margins. In general, they tend to have no more than 5% of the market each. And, finally, you have the remaining companies in the category that live on the crumbs that are left over.
3 Top Sources of Strategic Marketing Insights
Mon, Jul 18, 2011 — Effective marketing strategies that drive significant results are almost always based on key insights. Insights can come from a lot of different places – from research, from a review of operations, from an analysis of the market, from a review of available data, from experience. The critical common element to game-changing insights is perspective – looking at the situation from a customer/prospect/market point of view. Let’s look at some examples: 1. Research-based Insight At Northeast Savings, we conducted a major customer segmentation study to better understand the needs of our consumers. One of the key findings of the research was a hierarchy of concerns expressed by a key constituency – 50+ consumers. Their number one issue was their health; followed closely by their financial well being, especially as it related to being able to take care of themselves should anything happen to them physically. This insight, coupled with an understanding of the need for conservative investments (in this case, CDs) due to the risk profile of older people, led to the creation of the “Take Ten” CD. This was a traditional CD, earning market interest rates, with a twist – you could withdraw up to 10% of your principal without penalty. Northeast Savings was the first bank in the country to offer this type of CD and was recognized in USA Today. More importantly, the CD garnered $180M in new deposits in the first three months and, after a year, no one had exercised the option to withdraw principal. Consumers wanted the security of knowing that they could, but really needed to earn interest on their deposits.