Blog Category: Organic Growth

You don’t want to be the pointy-haired boss, do you?

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If you’re a business leader, you obviously can’t personally take all the training your people take… you’re simply too busy. But there are times where you should sit elbow-to-elbow learning what the rank and file learn. This is true if a) most of the organization is learning this topic, b) the learning applies to your responsibility, e.g. organic growth, or c) your lack of understanding could lead to errors of omission or commission on your part. Remember, there are countless ways we can display our ignorance by what we say and do.

See video on B2B innovation training at www.NPBtraining.com.

Are you working on a system with diminishing returns or increasing returns?

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Keep working harder and smarter, but recognize you’ll move the needle less and less in a system of diminishing returns… like wringing out the last bit of productivity or quality. But when you focus on understanding customer needs better than competitors, your insights and new product innovations—and resulting revenue—will keep coming. Increasing returns. A wonderful system to work hard and smart at.

More in white paper, Catch the Innovation Wave.

Real business leadership is learned, not bestowed.

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We call our bosses “leaders” out of respect for their organizational position. But have they learned how to drive B2B organic growth? In fairness, we provide training to the rank and file so they can develop new skills… but we expect our busy leaders will somehow “pick up” what’s needed. We’ve compiled 30 lessons for business leaders in the e- book, Leader’s Guide to B2B Organic Growth. You can even sign up to receive a 2-minute weekly video lesson for 30 weeks… an executive short-course in leading growth.

More in article, B2B Organic Growth: 8 top lessons for leaders

What separates the winners and losers in the front-end of B2B innovation?

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Our research shows “strong value propositions” are the #1 driver of B2B organic growth: The ability to develop such value propositions separates the “winners” and “losers.” Here are the 3 growth drivers (out of 24) that show the greatest competency differences between these winners and losers:  #1 Front-end Work (creating a compelling business case), #2 Market Concentration (disproportionately focusing resources on attractive market segments), and #3 Customer Interviews: (gaining the insights needed to establish your value proposition).

More in research report, What Drives B2B Organic Growth?

What Drives B2B Organic Growth? Now we know.

What Drives B2B Organic Growth...Now we know

Want to drive rapid, profitable, sustainable growth at your company… and focus on what matters most? This original research taps over 10,000 years of combined experience from 540 B2B professionals. You’ll see which of 24 growth drivers they deemed the most important, and which they were most eager to improve. ... Read More

Can you name one endeavor where champions didn’t first build their capabilities?

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Let’s see: How about gymnasts… golfers… chess masters… rock climbers. Yep, anyone who seeks the championship focuses intently on first building their capabilities and skills. They know this is the only way to get superior results. But what about many business leaders? Do they fixate more on capabilities or results? It seems many “show up” each quarter hoping for great results, without having done anything meaningful to build growth-ensuring capabilities.

More in article, B2B Organic Growth: Moving to earned growth

B2B vs B2C: Why B2B companies have advantages

B2B vs B2C

When you consider B2B vs B2C, which market profession has greater advantages? Business schools offer more B2C courses, consumer research tools abound, and sophisticated marketers at B2C companies like Apple and P&G are held in high esteem. B2B marketers are often engineers or sales reps that were tapped on the shoulder and told to “do ... Read More

Are you trying to win a 5000-meter race… while Wall Street only cheers this lap?

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Imagine you’re a long-distance runner and some spectators in the stands have side-bets on how you’ll do this lap. Would you pay attention to them? Would you increase your pace just to make them happy… and lose the race as a result? This is precisely what you do when you pursue quarterly results “at all costs.” Remember, Wall Street analysts don’t give a fig about your company’s long-term well-being. That’s your job.

More in article, B2B Organic Growth: Moving to earned growth

Is it time to rethink your company’s time horizon?

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Research published in Harvard Business Review showed companies exhibiting long-term behavior have higher revenue, earnings, job creation, and market capitalization. Clearly, the key to shareholder wealth is long-term behavior, not short-term. If you’re at a financial review discussing revenue, price and margins, you are engaged in a spectator sport. What if your meetings three years ago focused on developing blockbuster products? That was a participant sport, because your longer time horizon allowed you to impact future financial performance. Not just talk about it.

More in video, Leader’s Guide to B2B Organic Growth series, Video Lesson #7