Are you a business Builder… passionate about organic growth? Or just an Interior Decorator... Realtor… or Landlord? When you work on your “growth machine,” are you concerned with what is going into the feed hopper… or are you just paying attention to what’s coming out the extruder die (financial results)? ... Read More
A builder is someone who drives business growth by delivering real value to customers, brushing aside fads, short-term distractions, and financial gymnastics. Others are remodelers, improving efficiency, quality & costs…but if nothing new is built, they lead a race to the bottom. Others are decorators, trying to boost “curb appeal,” as they focus on quarterly financials. They’re engaged in a spectator sport, not a participant sport. Finally, some are realtors, reaping their rewards during M&A… when the work of others’ hands changes hands.
Does this mean you should forget about operational efficiency, financial reporting, or M&A? Of course not. But what is your passion? For the builder, it’s delivering customer value and driving organic growth over the years.
More in this 2-minute video, Be a business builder
Read how great business leaders drive organic growth by shifting their balance in four areas: 1) Your job: from interior decorator to builder. 2) Your goal: from shareholder wealth to organic growth. 3) Your time horizon: from current year to the future. 4) Your focus: from results to capabilities. ... Read More
Design thinking isn’t new: The concept was first introduced by Nobel Prize laureate Herbert A. Simon in his 1969 book, The Sciences of the Artificial. It’s been “catching on” more and more in new product development circles, which is a very good thing. My favorite part is that it doesn’t start with well-defined problems, like the ones we were handed in engineering school. Rather, it’s a user-center process that encourages us to enter the customers’ world and understand it better. Especially their desired outcomes. This graphic shows the differences.
More in white paper, Design Thinking Optimized for B2B
AIM pioneered taking notes so B2B customers can see them. This helps in 5 ways: 1) real-time correction, 2) idea “spring-boarding,” 3) customer prioritization, 4) no transcribing later, and 5) customer engagement. ... Read More
Yes, it’s called the Commercial Confidence Index (CCI), and it’s easy to calculate: Step 1: Record your annual R&D spending for each significant product development project. Step 2: For each project, ask if you have quantified evidence of customer needs, e.g. Market Satisfaction Gaps. If “yes,” the project goes in the “Known Need” bucket. All others go in the “Assumed Need” bucket. Step 3: The CCI is your annual R&D spending on Known-Need projects divided by annual spending on all product development projects.
More in 2-minute video, Employ new growth metrics
How valuable are B2B customer tours? Well – in the early 1980s, Eugene Goodson was the head of Johnson Controls’ automotive seating group, when a Japanese competitor requested a plant tour. The Japanese visitors spent less than one hour in the plant and took no notes. Harmless, right? Years later Goodson and his team were ... Read More
In our white paper, B2B vs B2C: Organic growth implications for B2B professionals, we cover 12 differences between suppliers to B2B vs. consumer goods markets. Is this just an academic exercise? Not at all. Every one of these differences has implications for organic growth. The news gets better if you’re a B2B supplier: Nearly all these differences are advantages in your favor. Of course, an advantage is no advantage if you don’t take advantage of it. This white paper will show you how.
Also see the 2-minute video, Understand your B2B advantages