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Winning the Fraud and Cybersecurity Race: A Go-to-Market Blueprint for Competitive Edge
Fraud and cybercrime have become a systemic, trillion-dollar drag on the global economy—but the fight to turn the curve is more than a market opportunity.
Over the past few years, I have worked alongside cybersecurity and fraud-management teams in government, banking, and payments, and nothing is more satisfying than seeing a new solution stop a romance scam or prevent a pensioner from losing their life savings.
Selecting a Strategy for Market Leadership
Tue, Sep 22, 2020 — Part I: Your Business in the New Normal Small and mid-size enterprises (SMEs) are the shoulders upon which America stands. With more than 90 percent of American businesses comprising the SME universe, it’s easy to understand why they are considered to be the backbone of the economy. Far more people deliver goods and services – and earn their paychecks – on behalf of SMEs than they do from large enterprises. In spite of this, it’s the large corporations that make headlines on CNBC and wield disproportionate influence on their chosen markets. Though these headlines make it easy to believe that competition is a slug-fest between huge players in a market, the reality, it turns out, is quite different: Even in spite of the pandemic, many mid-market companies have maintained profitability -- and are still growing.
Supply Chain Savvy
Fri, Sep 18, 2020 — How CEOs of mid-size companies should think about their supply chains during any crisis As CEOs grapple with managing through the current economic volatility wrought by COVID-19, another area we dive into in this series of articles is supply chain management. My collaborator on this subject is Juli Lassow of JHL Solutions who spent her career at Target, Inc. in Merchandising and Global Sourcing roles. Juli now helps companies plan and navigate the intricacies of a modern supply chain and adjust strategy during times of change.
Relighting Your Economic Engine: How a Blue Ocean Strategy of Innovation Can Get You Back on Track
Thu, Sep 10, 2020 — As America’s economic engine continues its recovery from its pandemic-imposed slumber, businesses must adjust to a new way of selling in the “next normal.” This means, unfortunately, that all of the work and planning you previously put into your go-to-market strategy, and 2020 business plan, needs to be revisited – and revised – on the fly. Though some of your original insights may be salvageable, it is likely that the changed world means big changes for what you offer, how you offer it – and whether the market will respond.
Pandemic Prowess: A Leadership Playbook for CEOs of Mid-Size Companies During Challenging Times
Thu, Sep 3, 2020 — Saying that leadership is a challenge right now is an understatement. From the global pandemic, to the recent civil unrest impacting business in a myriad of ways, to attempting to ensure your business is weathering the ensuing economic volatility, how can a CEO demonstrate the sure-handed, consistent approach stakeholders expect? Particularly when the playbook is being re-written daily? I turned to David Stark, known for his Executive coaching skills and level-headed approach to guiding CEOs and other leaders through difficult situations. Here are Dave’s Top 5 Leadership Actions that form a toolkit for navigating any crisis.
No Stakeholder Left Behind: A Quick Communication Guide for CEOs of Mid-Sized Companies to Use Now
Thu, Aug 27, 2020 — During any crisis, communication from a CEO drives perception of the company and serves as a source of guidance for multiple stakeholder groups. Done well, the content and delivery may impact how quickly an organization emerges. With the global pandemic an ongoing reality, and the added impact of a volatile economy, it’s a crucial time to think about the audiences who need to hear from you as conditions continue to evolve, as well as how and when you’ll communicate with them to achieve your desired outcome.
Top 5 Actions to Positively Impact Financials that CEOs of Mid-Sized Companies Can Do Now
Thu, Aug 20, 2020 — Co-Authored by Aurora Toth, CMO, Chief Outsiders and John Morris, Partner, B2B CFO We are well past the initial shock that first accompanied the onset of COVID-19, and the ensuing economic downturn. At this point, many CEOs realize that coping strategies need to evolve. So how does a company move forward without increasing financial risk while focusing on future growth? My colleague, John Morris, a Twin Cities-based Fractional CFO with B2BCFO and I recently talked about how we are counseling our clients on this key topic, particularly in light of the still-uncertain future. John offered up five immediate actions CEOs of mid-sized companies should be taking to ensure their companies are set up for financial success.
What You Should Do About “The 80%”
Wed, Jul 8, 2020 — Co-Authored by Kimberly Miller, CMO, Chief Outsiders and Chris Dohl, President, The Alias Group The conventional wisdom of the 80/20 rule is that 80% of your company sales come from 20% of your customers. If you believe that, then you might believe that those top 20% of customers would guarantee success. And from an operational standpoint, maybe the 80/20 rule could turn into the 20/80 rule, meaning that those 20% of customers should take up 80% of your sales team’s efforts. Now more than ever, businesses should be appreciative of their entire customer base—not just the top 20%. The 2020 coronavirus lockdown has shown us that diversity in service and product offerings and diversity in clients and prospects helps any business weather the storm.
Successful Digital Marketing Implementation - Tactics in Search of a Strategy
Thu, Jun 11, 2020 — Part One: How to Prevent Digital Marketing Tactics from Killing Strategic Objectives Are you experiencing the following issues with digital marketing tactics? Are you frustrated with digital marketing initiatives and have a hard time seeing adequate ROI? Is the company's marketing strategy getting lost in translation when it comes to digital tactics? Do you feel stuck between your marketing strategy and your digital marketing agency? Is it hard to understand why digital marketing tasks aren’t getting done correctly or in a timely manner? Are you struggling to get your website to both look attractive to your target market and drive results? Does your website need work, but things move at a snail’s pace? Does your digital agency promise the world and then struggle with the most basic tasks? Is there a lack of reporting and regular meetings to review progress and results? If you have run into these or similar issues, join the club. Digital marketing initiatives sound great in early team meetings and brainstorming, but can often become a nightmare during the implementation of tactics.
It’s Not Too Late to “Act Digital”
Wed, May 20, 2020 — Sometimes events get ahead of you. Did you have intentions of implementing a business continuity plan for your business but perhaps it just never got the priority needed to get it defined and operational? Because of events like COVID-19—events we can’t control—now is the time to make it a priority and make it happen. The adoption of “digital” in your business may be another of these initiatives with great intent and little traction. With the need for increased abilities to manage your employees, and your customer acquisition and relationships more virtually, you may be behind the curve.