by Sam Klaidman | Nov 8, 2022 | Growth
You should develop a list of KPIs you and your organization feel comfortable using. Whatever KPIs you choose should be able to explain how achieving a good outcome will help the company or your customers achieve its objectives. If you become the business KPI pioneer,...
by Sam Klaidman | Oct 5, 2022 | Growth
Segmentation is when companies divide prospects and customers into groups. If you are a metal-cutting job shop, you may split them into companies needing turned, milled, or welded parts. If you are the sales manager, you may divide your prospect list by region, state,...
by Sam Klaidman | Sep 27, 2022 | Growth
If you want to improve quality, cut costs, and get better outcomes, then you should read the book I just read about how to improve patient outcomes, cut medical expenses, and prevent many deaths in the surgery suite and the ICU. The book which changed my outlook on...
by Sam Klaidman | Sep 6, 2022 | Growth
When your employees or representatives interact with a customer or prospect, they leave an impression about your business. A brand is the memory of all these experiences. Training and then certifying all the people who create the memories is the best way to ensure...
by Sam Klaidman | Aug 30, 2022 | Growth
As a consultant, I talk with a lot of people. At some point, the conversations go like this: Prospect: How large can I grow my service business? Me: First, let’s get the question straight. You are asking me how much service revenue I can make as a percentage of total...
by Sam Klaidman | Aug 17, 2022 | Growth
This two-part article about distribution strategy appeared on Thomas Insights Update on August 11 and 17, 2022. Part 1 is about creating and maintaining an excellent distribution chain. In this part, you will read about the need for distribution chains, the types of...
by Sam Klaidman | Jul 19, 2022 | Growth
When planning a digital transformation for your business, the priority is frequently to increase employee productivity or reduce other operating costs. Unfortunately, focusing on internal processes often bypasses the most significant available cost impact — growing...
by Sam Klaidman | Jun 23, 2022 | Growth
Harvesting Revenue and Profit from Older Products I like to break the services the OEM provides to its customers into two groups: The services that are used during the complete product lifecycle. — This is like the routine physicals and tests your primary care...
by Sam Klaidman | May 18, 2022 | Customer Loyalty
Has the number of unhappy customers calling your business increased? When a company reaches a maturity level where they do not oversell products and services but instead deliver slightly more than promised, and when they finally make a mistake, they recover quickly...
by Sam Klaidman | Apr 6, 2022 | Growth
Over 50 years ago, GE hired young Professor Ram Charan and a small team of other experts to create and deliver a training course for GE managers. The topic was difficult to talk about, but it was necessary. The subject was running a gainful, growing business during...
