Customer Focus
Mitigate Your Growth Risks: A Guide to Building Share in Core Markets
It is often tempting to search for growth by entering adjacent markets, acquiring companies, developing new…
3 Goals to Successfully Listen to the Marketplace
At a recent suppliers’ conference, one of our clients looked at the phones, tablets, and laptops…
How to Get Extraordinary Customer Insights
What is good insight from a B2B customer and how do you get it? Voice of Customer…
Shaping the Perspective of Your Customer’s Experience
Leading academics, business researchers, and practitioners from best practice companies often conclude that paying attention to…
The Challenge of Capturing Value through Innovation: Unsophisticated Customers, Pt. 2
In Pt. 1 of this series, we introduced a business executive who reached out to Blue…
The Challenge of Capturing Value through Innovation: Show Them the Money, Pt. 1
After reading CoDestiny: Overcome Your Growth Challenges by Helping Your Customers Overcome Theirs, a business executive…
How B2B Service Companies Can Drive Growth Through a Customer Relationship Advantage
As human beings, we rely on strong and lasting relationships to fulfill our personal happiness. There’s…
Four Pillars of Customer Focus
We operate in a fast-paced world where change seems to be a daily occurrence and competitors…
Does Customer Centricity Pay Off? An Assessment of the Benefits of Customer Centricity in B2B Organizations
Customer centricity has become a popular initiative implemented by B2B organizations, but few resources are available…
Elevating Customer Focus – More Difficult Than You Think
Typical strategies built around product/service and cost are no longer enough on their own for organizations…
Bringing the Strategic Account Organization into the Product Development Process
A session I moderated at the Strategic Account Management Association focused on how to bring the…