Blog Category: Organic Growth

Finance for B2B Innovation: 5 Growth Stalling Sins

NPV for Innovation

Finance is the calculus of growth. Engineers, product managers, and CEOs are all guided by financial metrics to lead the business to fulfill its purpose: sustainable, profitable growth. Meanwhile, the outside world uses finance to estimate firm value and potential. Perhaps due to the breadth of stakeholders, it’s easy for a company to slip into ... Read More

B2B Organic Growth: 8 top lessons for leaders

B2B Organic growth is driven by leadership

We call our bosses “leaders” out of respect for their organizational position. But do they drive B2B organic growth? How many would pass this one-question pop quiz: What is the foremost duty of a business leader? What’s your answer? I believe the correct answer is: Leave your business stronger than you found it. Some might ... Read More

Don’t expect management to support what it can’t understand.

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When it comes to transformational R&D projects, clever project de-risking is only half the battle. The other half is gaining the confidence of the entire leadership team. Few teams do this well. Instead they assemble detailed PowerPoint presentations focused on the project’s good points. Within 3 or 4 slides, they confound everyone except their sponsor, the technology head.

More in article, How to de-risk projects and overcome management doubt

3 Keys to B2B Growth in a Stagnant Economy

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Warren Buffet once observed, “Only when the tide goes out do you discover who’s been swimming naked.” If you’re a business leader worried about your “exposure” in troubled times, consider three tools to put in your economic survival kit: 1) cut the waste, 2) invest in B2B training, and 3) increase customer engagement. 1. Cut ... Read More

Quiz: Which of these initiatives leads to rapid, profitable, sustainable growth?

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Here are your choices: 1) quality upgrades, 2) productivity gains, 3) cost cutting, 4) sales training, 5) customer intimacy, 6) global expansion, 7) acquisitions, and 8) market-facing innovation. There’s only one correct answer and it’s #8: market-facing innovation. The others may be fine initiatives, but they won’t deliver growth that is rapid, profitable and (especially) sustainable. Not so sure about that?

More in article, Is it time for a growth capability diagnostic assessment?

Do you have a weak link in your 3-link chain to organic growth?

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Reliable growth boils down to three linked principles. 1) Your company’s only path to profitable, sustainable organic growth is to create customer value. 2) You only create customer value when you satisfy customer needs that were important and unmet. 3) You must first understand customer needs. You cannot efficiently, effectively improve that which you do not fully comprehend. So it’s time to stop thinking about voice-of-customer as just “one more initiative.” It’s much more. It’s the first link in the growth you want.

More in article, Predict the customer’s experience with modeling.

B2B Organic Growth: Moving to earned growth

Weed Growing in patio

A large, unexpected revenue upturn this quarter is good news, right? It certainly feels good, but the satisfaction is fleeting. What you really need is growth that is unrelenting, earned and reliable. When business executives don’t understand the nature of “good” B2B organic growth, they risk three pitfalls. B2B Organic Growth Pitfalls Pitfall 1. “Let’s ... Read More

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.

Jobs-to-be-done: The Cure for B2B Myopia

Harvard professor Levitt began the JTBD discussion by teaching that the railroad industry should consider itself as the transportation industry..

Modern “Jobs-to-be-Done” (JTBD) thinking began with the most popular HBR article ever written: Ted Levitt’s “Marketing Myopia.” It begins this way: “Every major industry was once a growth industry. But some that are not riding a wave of growth enthusiasm are very much in the shadow of decline. Others, which are thought of as seasoned ... Read More

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?