Blog Category: Organic Growth

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?

B2B vs B2C: Why B2B companies have advantages

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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

Be a “chess master” business leader: Think 5 moves ahead.

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Do you want to think only about your next move, or think five moves ahead? Here’s a 5th order plan to maximize shareholder wealth: 1st Order: Develop superior customer insight capabilities. 2nd Order: Understand market needs better than competitors. 3rd Order: Develop high-value products focused only on these needs. 4th Order: Sustain superior growth from these products. 5th Order: Impress shareholders with your proven growth track.

More in article, Stop Stifling B2B Organic Growth with 2nd Order Effects

Any business leader can become a builder… if they apply themselves.

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Every business leader becomes known for something. You might be a remodeler, always “fixing the place up.” Improving productivity or quality is helpful, but nothing new is created. Others are decorators, trying to boost “curb appeal” every quarter. Yet others are realtors, focused on M&A, not organic growth. Your company was founded by builders. Be the builder focused on delivering value to customers, so your business grows… and your employees enjoy stable, rewarding careers.

More in video, Leader’s Guide to B2B Organic Growth series, Video Lesson #2