US Markets are Recovering – Are you ready?

Written by Deborah Fell | Tue, May 11, 2021

Source: ITR Economic Trends Report, March 2021

According to the latest trend forecast from ITR Economics, the US economy is demonstrating its resilience, markets are recovering and, even though supply disruption and many hiccups will likely continue, companies in most industries can now become more focused on growing vs simply surviving. CEOs have a range of choices depending on industry growth rate, cash flow and ability to ramp up the commercial engine:

Simply continue where you left off and grow the company with the rising tide. It may sound simple; however, it’s anything but simple, as some companies have significant issues to overcome, such as sorting out new shipping methods or even sourcing due to supply disruption. Additionally, some of their key customer contacts may be gone, and it will be important to find way to find and build relationships with new client decision-makers and owners. Also, if pricing concessions were either taken from suppliers, or given to customers, now will be the time to re-set contracts and expectations as contracts expire.
Other companies may want to seize the opportunity to drive better than industry results to not only recover lost profits, and also increase the value of the business. The key is to be clear on the goal, and create the plan to get there. Ensuring quality and staffing meet the new volumes and pent-up customer expectations. Make sure your periscope is up for growth opportunities, whether acquisition or pivoting to add new markets and segments.

These two scenarios have a key common denominator: to make sure that the company’s value proposition - what you offer, and why it’s better – is aligned with the market’s new reality and with customer expectations. Your offering and differentiation are key to success and could be the difference-maker in achieving either at or above market returns. You’ve been putting out fires, dealing with supply chain disruption and finding new ways to operate to keep your business afloat. It’s time to laser focus on ensuring that your differentiators line up with what matters most to the customer.

Please join me on May 18^th at 11AM Eastern Time, along with my Sales Executive and CEO colleagues, for an informative session on sharpening your company’s Value Proposition. We will discuss the importance of making sure what you believe your differentiators are line up with your customers’ priorities as you seek to ramp up your business during the growth cycle ahead.

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