Awkward Reality #201

Your “future you” will thank you.

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Don’t let your future be “that time you’ll wish you’d done what you’re not doing now.” You’ll be thankful later if you recalibrate your time horizon now… diverting some of your short-term attention to the future of your business. Besides, what you do this quarter is largely a spectator sport. The prices, profits and margins we wring our hands about during financial reviews were determined years ago by the new products created then for customers.

More in e-book, Leader’s Guide to B2B Organic Growth (Lesson 7).

Awkward Reality #200

Don’t get lulled into complacency by “inherited growth.”

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Long ago, clever employees at your company developed industry-leading products. Most of your growth and profits today probably come from these sturdy product platforms. Don’t count on inherited growth continuing: Every year, purchasing agents and competitors are working diligently to commoditize your specialty products. Glad I could cheer you up on this.

More in white paper, Catch the Innovation Wave (page 14).

Awkward Reality #199

The front end of B2B innovation is all about one thing. Learning.

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More specifically, it’s learning what you didn’t know about the customer’s world in your target market. If you think it’s about “ideating” to come up with cool supplier ideas—which you’ll “validate” with customers—you’ve got it all wrong. Start with customers and their needs… not with you and your notions. Focus on your solutions after you understand what those who might buy them want.

Learn more about B2B innovation at theaiminstitute.com

Awkward Reality #198

What’s your leadership style… “Interior Decorator” or “Builder”?

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If you’re mainly concerned with making the place look good quarter after quarter, you’re an Interior Decorator. Jeff Bezos was a Builder… running Amazon for seven years before turning a profit. The stock market still applauded him, because he had a building plan they could believe in. As Warren Buffet said, “Companies obtain the shareholder constituency that they seek and deserve.”

More in article, How to become a great business leader

Awkward Reality #197

Awkward Reality #196

Awkward Reality #195