‘No man’s knowledge here can go beyond his experience’
John Locke, 1689
This is as true today as it was in the 17th century. Unless you have done or
experienced something before, you are reinventing the wheel. Which is
possible of course, but it takes longer, will cost more and mistakes
will be made along the way.
Challenging convention and market perceptions, finding new and innovative ways to deliver operational solutions and differentiating your commercial proposition improves success.
Incremental profit, additional cashflow and improved shareholder value can all be found in the detail of your existing accounting reports, but do you know or are you being shown where to look for it?
Improving sales win ratios against your competition depends on many factors, service excellence, commercial differentiation and providing real, tangible value to your customers are key however.
As the saying goes, revenue is vanity and too many companies focus on revenue growth alone. Growth needs to equate to an increase in profitability and shareholder value, that’s sanity.
It’s hard enough to find new customers, without the need to replace those you’ve lost. Create mutually rewarding long-term relationships that develop into strong commercial partnerships.
Success is a culture, not an objective. Leaders need to drive improvements across their organisation in order to continually advance. Your people deliver this and need to underst and and adopt the concept.