AIM Archives - Month: November 2017

For real growth, your company needs to build growth muscles.

130 Rock Climber

One difference between business leaders and rock climbers is that many of the former think they can reach the top without training muscles. Imagine showing up at the base of El Capitan with recliner-chair abs and no climbing skills. Crazy? How about proclaiming double-digit growth plans every year… without developing the needed business-wide skills?

More in article, Build Growth Muscles at Your Company (Originally published in B2B Organic Growth Newsletter).

Build Growth Muscles at Your Company

Build Growth Muscles at Your Company

If you want profitable, sustainable B2B growth, you must develop "growth muscles." You wouldn’t try to climb El Capitan without climbing skills. Yet many business leaders proclaim double-digit growth plans year after year, but do nothing to build the capabilities needed to succeed. ... Read More

Jump the “triple hurdle” for higher new product pricing: Important… Measurable… Distinctive.

129 Hurdles

Customers only pay a higher price for your innovation if it is important, measurable, and distinctive. The customer must a) care about the outcome being improved, b) observe the improvement so you get credit for it, and c) be unable to get the same improvement from your competitors. Sorry, but you need all three.

More in New Product Blueprinting article, Three Steps to Unbeatable Value