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If Speaking Is Silver, Then Listening Is Gold

A recent project provided an opportunity to examine the relationships between a machinery manufacturer and the...

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Second Mouse Tales From China

While new global market participants are emerging from several countries, the Chinese are our primary example...

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If You Have Too Many Priorities, You Have None

The wisdom inherent in the frequently heard statement “If you have too many priorities, you have...

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Learning from the Fast Learners

In previous articles[1], we’ve written about the emerging competitors from China, firms that are beginning to...

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Your 2012 Plans: Preparing for the Uncertainty of the New Year

What is the outlook for next year’s economic growth? It’s the $64,000 question. In the United...

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We Aren’t The Champions: Achieving Success As A Second Mouse

When, if ever, will the Chinese competitors graduate from being ‘fast followers’ to become true innovators?...

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Turn Your Customer Into A Partner

Most companies invest a significant level of resources in activities designed to identify business partners and...

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They Only Had One Pig

During a recent discussion, a customer of one of my clients described an episode of the...

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They Aren’t Who We Thought They Were

It is as close to a sure thing as exists in business to assume that the...

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The Standard is the Standard

Getting the standards right is only a part of the equation that defines sustained success and...

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The Second Mouse Gets the Cheese

Driving into Tampa recently, we saw a sign that read “The early bird gets the worm,...

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Stand By Me

Recently, I participated in a conference attended primarily by technology integrators, firms that provided high-end solutions...

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Solutions To Growth Challenges

In recent years, “solutions” has become among the most popular one-word strategy summaries. Many firms, finding little...

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Ready, Fire, Aim!

George F. Brown, Jr. identifies four themes for business growth in 2012, and offers his unique...

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My Customer’s Competitor Is My…

An Arabian proverb says, “The enemy of my enemy is my friend.” While the logic is...

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Known Unknowns And Unknown Unknowns

A client in the medical equipment industry recently shared the following experience with me: “You might...

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It’s My Own Damn Fault

Taking steps to avoid unnecessary instances in which your direct customer is a price buyer is...

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It’s a Pricing Problem, Not a Price Problem

In an interview with an executive in a large national industrial distribution firm recently, I asked...

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Get Your Price

Blue Canyon Partners’ George F. Brown Jr. on how to invest in your pricing strategy. When...

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CoDestiny Relationships With Government

America’s governmental institutions face many more changes in the years to come. A major part of...

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CoDestiny Relationships With Channel Partners

CoDestiny[1] relationships come in many flavors. The most frequent ones involve suppliers and their end customers....

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Building Strong Foundations for Customer Relationships

It takes a significant effort on the part of suppliers and customers alike to ensure that...

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You Know it Ain’t Easy

George F. Brown, Jr. shares his research on the challenges executives experience in implementing business model...

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Troubled Waters

In today’s business environment, where every firm has to focus intensely on the ways in which...

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Sitting on the Bulls-Eye

One of my all-time favorite Far Side™ cartoons showed a deer with a target on its...

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Preparing for Future Competition

It is as close to a sure thing as exists in business to assume that the...

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The BRIC Effect

One of our business-to-business clients recently stated during a strategy session that, “We really no longer...

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Taking Action to Sustain Customer Relationships

Most companies invest a significant level of resources in activities designed to identify business partners and...

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Who Would Ever Share Customers?

Many organizations live in fear of the notion of sharing end customers. After all, a manufacturer...

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Listening To The Voice Of The Customer

In the book CoDestiny, it is argued that the most successful business strategies are ones that...

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