These 5 points will convince you that "maximizing shareholder value" is the wrong goal for your company: 1) The underlying logic is failed. 2) Results don’t support this approach. 3) A good result can be a bad goal. 4) Employees need a higher calling. 5) A better goal is “understand and meet customer needs.” ... Read More

If you want a blockbuster new product, you need to meet all 6—not just 4 or 5—of these conditions: 1) A need exists. 2) The need is uncovered. 3) A solution is developed. 4) The solution is delivered. 5) Value is captured (via pricing). 6) Value is protected (via patents or trade secret). ... Read More

New Product Blueprinting's B2B-specific methods provide the inputs for organic growth. Avoid these blunders when executing Step 2, Discovery Interviews. ... Read More

Pursue unfamiliar B2B markets with confidence… by combining New Product Blueprinting and Discovery-Driven Planning. You can use the FAQS map to move from uncertainty to certainty: F for Facts, A for Assumptions, Q for Questions, and S for surprises. ... Read More

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

In a complex system—like your business—every action leads to a second-order effect (SOE). Some are unknowable. Others are easily predicted but routinely ignored by business leaders. We’ll explore success-stunting SOE’s you should avoid… and a 5th order plan for your B2B organic growth. A college student studies hard, gets good grades (second-order effect), and begins ... Read More

Here’s the scene: You are a B2B business leader unhappy with your membership in the Shareholder Appeasement Club and its quarterly meetings. You want profitable, reliable growth so you are free to captain your ship, not some Wall Street analysts. But what should you do—not in the abstract—but in concrete, actionable steps? Before exploring admission ... Read More