You have heard me say it before: innovation is about customers, not the competition.  If you are looking at your competitors to decide your next move, you are doing it wrong.  But that doesn’t mean that there is never a reason to look at your competition.  Sometimes you just want to look and compare: so…

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Let’s be honest with one another: we all want to be the “premium” offer.  When we think of why people buy from us, we are hoping they won’t say “this is the cheap, generic option”.  But then, some buyers do want to buy the generic offer.  What is the difference between our offer and the…

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Is it worth doing? Then do it. In any way that you can.  Nike figured this out long ago. Want to get into better shape, want to learn a new sport, want to start a new fitness habit? Just do it. Buy the shoes and do it.  Because if it is worth doing, it is…

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Not all competitors are direct competitors. You are not only competing against people whose business cards have the same words as yours does. Your clients could also find a whole new option or direction that eliminates their need to hire you at all.  Understand how you can be replaced.  Replacement competitors There are various ways…

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Who talks to your clients every day? Is it you? Is it your salespeople? Is it the teams that serve your customers? Who listens to your clients every day?  What customer-centric means Being customer-centric is not just about appreciation gifts, cards on birthdays, and a friendly demeanor.  Being customer-centric means innovating for customers, not against…

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Have you ever thought to yourself: “I wish my employees were more entrepreneurial?” Immediately followed by the question: “If they were entrepreneurial, wouldn’t they start a business instead of work for me?”.  Not necessarily: there is a difference between the words entrepreneur and entrepreneurial.  Let’s explore it.  Know how to spot opportunities Let me start…

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The following is a recording of an online conversation I had with Tanya Osensky about business continuity: what it is, why it matters, and how to do it. I shared this as part of my Events list, but I am receiving always more questions about this subject matter, so it is worth highlighting as its…

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This saying from ancient Greek, “know thyself”, is often used as a warning against boastfulness. That’s good advice when it comes to describing your competitive advantage.  You don’t want a value proposition that merely says you are better than the competition. Indeed, you don’t want a value proposition that talks about your competition at all. …

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Last week’s conversation with Mark Galvin on his How’s my ePresence podcast covered many different subjects, once of which was conflicting opinions in the workplace. It is not the first time that I have warned against the dark side of “hiring for culture“. When hiring, you want to make sure you are allowing for, and…

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It is a common trope that failure is a lesson. The question is: are we learning it? In school, we had lesson plans, curricula, lectures, and homework. To truly learn our lessons from failure – or mistakes, or problems, or imperfections – we need a lesson plan.  When you find that something has gone wrong…

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