Sunday, August 09, 2020

 

Understanding that the Grass Isn’t Greener
Becoming an Adaptive, Strategic Leader
Why Your Company May Need a Data Scientist
Teaming as a Foundation for Learning
Moving From Solution Sales to Insight Sales
The Danger of Playing it Safe
Teamwork on the Fly
Shaping a Collective Ambition
The Growth Outliers-Our Clients
Jan 16

Written by: Lisa Gardner
1/16/2012 5:00 PM 

Recently, Lawrence and I were calling on a national firm, who has been more than successful over the $1 billion mark. The innovation, coupled with the operational excellence and the mixture of consumer insight research and execution, has created a future of success for their current and future growth. As Lawrence and I make an effort towards consultative selling excellence, we know the importance of understanding what kind of company we are engaging. I do not mean just understanding their industry, what they sell or how they are organized, but a more in depth understanding of what their strategic growth platform looks like, how they intend to grow over the next 10 years (implementation of growth characteristics), how will their growth or the growth of others effect other industry leaders….

Recently, Lawrence and I were calling on a national firm, who has been more than successful over the $1 billion mark. The innovation, coupled with the operational excellence and the mixture of consumer insight research and execution, has created a future of success for their current and future growth. As Lawrence and I make an effort towards consultative selling excellence, we know the importance of understanding what kind of company we are engaging. I do not mean just understanding their industry, what they sell or how they are organized, but a more in depth understanding of what their strategic growth platform looks like, how they intend to grow over the next 10 years (implementation of growth characteristics), how will their growth or the growth of others effect other industry leaders….
“How the Growth Outliers Do It” in this issue of the HBR, explained the successes of the 5% to 10% growth, companies experience, who are at the $1 billion mark or more. “Only 8% of the 4,793 companies in our sample grew their revenues by at least 5% year after year and only 4% achieved a net income growth of at least 5% in each of the five years.” They further explained, “Only a tiny percentage of large companies reliably grow the bottom line year after year.” Those that do experience this kind of growth share certain characteristics.”
Why is this important to us and why do we care??...Here is why….The first characteristic they call the Rapid Adapters. These particular growth outliers do an exorbitant amount of experimentation and innovation. “They develop and deploy new technologies, move into new markets, explore new business models, and even open up new industries. They take on acquisitions and aggressively seek input from people and organizations quite unlike their own.” They further feel comfortable adjusting employees and moving them from one role to another. If I sat down with a firm who had this outlier characteristic and did not understand the more in depth characteristics that makes this firm great, the call could go in a very wrong direction. When we had our call with this national firm, who were definitely rapid adapters, we talked their language and adapted our questions, solutions and service offerings around a “Rapid Adapting” presentation/discussion. We intertwined our knowledge and ideas around innovation, flexibility, competitor information/data and operational comprehension.
The translation once again…… it is more than making a call or making a sell or closing the deal. The imperative command of caring and knowing the client beyond the expectation is the goal. The results of our call brought success not based on how much we knew about our business, but the in depth strategic knowledge we knew about their business. The complexity of the our business landscape calls for more than clients saying, “ I like you so I want to do business with you,” it is an integration of similar business practices where the client says, “you get us and we like you….”

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