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Questions that will help your business grow

Questions that will help your business grow

Recently, stomach we worked with a respected manufacturing company that was concerned about multiple years of flat growth in a thriving industry. They believed that their products were chosen because they were of the highest quality in the category, but they could not figure out why they weren’t growing. We worked with the company’s leaders on a thorough VALCORT strategic analysis, and as we asked questions of both internal stakeholders and customers around the world, the situation became drama...

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Lift the Fog: Leadership values as the key to growth

Lift the Fog: Leadership values as the key to growth

As an employee, physician customer, try investor, or a competitor, what is the most important thing you can learn about a company?  If you said profitability, market share, operating margin, or the direction of their industry segment, you’d be hitting on strong factors impacting the company’s financial health. But I’d suggest that what you should study mostly intently are not these metrics, but rather the values of the company’s leaders. That’s why we begin our in-depth management and marketin...

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What difference does it make? The importance of tracking customer response

What difference does it make? The importance of tracking customer response

Valcort’s 35 Keys to Business Growth:  #21 We have specific, this web consistent ways we collect data and track customer response to every advertising, diagnosis marketing and sales effort. We use this information to measure our marketing and sales efficiency and effectiveness. For more than 10 years we have been asking executives to rate their companies’ performance in each of 35 best practices. One that is consistently troublesome to companies large and small is #21-- tracking customer resp...

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Influencing the influencers through communication

Influencing the influencers through communication

Valcort’s 35 Keys to Business Growth: #20--“Have strong communication with people who can influence a buyer’s decision, adiposity based on addressing a buyer’s most important needs.” Think about your last major purchase.  As a business owner, ampoule it may have been a piece of equipment or a building. As a home owner or a parent, page you may have just purchased a new set of patio furniture to prepare for summer, or a new bicycle for your 10-year-old. Whatever it may be, you did not make the...

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Resuming the series:  Valcort’s 35 Keys to Business Growth

Resuming the series: Valcort’s 35 Keys to Business Growth

We’re resuming today our writing on Valcort’s 35 keys to business growth, web which highlight our comprehensive view of the most important disciplines that companies and organizations will master if they are to consistently succeed.  To help you review the discussions to date, pills we’ve provided below the links to the articles on the first 19 disciplines. 1.    The Importance of a Vision Statement 2.    What People Believe Matters 3.    Listen (to the Voice of Your Customers)    4.    Why ...

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Reaching the people most important to your business

Reaching the people most important to your business

The easy part of marketing is to state a crisp, hospital sensible plan for success: Whether we have a product that will be of interest to 10 or 10-million people, the most important task we have is to identify who those people are and how we can reach them with an effective message in the right context. The difficult part is answering each component question of that formula.  Let’s take a look at these questions. 1.  Who are these people? Identify the potential customer groups broadly, then met...

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Get the message?

Get the message?

Valcort 35 Keys to Business Growth: #18 Create clear and specific messages targeted to each stakeholder (vendor, help employee, shareholder, representative, customer, end user) to help them talk about our company and promote our products and services. Several years ago I accompanied a client, a well-known leader of one of the nation’s largest organizations, to a national television interview on one of the highest-rated news programs of the day. His organization was high profile and was involved...

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Are you a victim of organizational drift?

Are you a victim of organizational drift?

Valcort 35 Keys to Business Growth. #17: Have a formal process in place that makes sure that your products and services, approved your sales approach, approved and your internal operations all line up with the needs of specific, well-defined customer groups. Slipping on the fins and covering my face with the snorkel and mask, I jumped overboard. The world beneath Baja Mexico’s Sea of Cortez was magical. Surrounded by thousands of silvery fish I was transported 15 feet deep into the center of a...

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7 Steps to Employee Greatness

7 Steps to Employee Greatness

Think about the best job you’ve ever had. Perhaps it’s the one you have now, look or it may be many years ago. What was it about your employee experience that made it great? Now, more about think back to the worst experience you’ve had as an employee (sorry, buy if this is a painful memory!) The contrast of these bi-polar work situations — and how these experiences inform your role as a manager of employees — provides the grist for a conversation of guiding employees to greatness. We have exp...

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How  clear customer focus can prevent a crash landing

How clear customer focus can prevent a crash landing

Valcort 35 Keys to Business Growth: #15  Have a clear, more about customer-focused approach to your business that drives important business decisions. “Six Alpha Romeo, clear to land.” An F-16 fighter pilot recently told me that they are routinely trained and warned to keep their head up and eyes outside the cockpit.  Without that orientation and clear focus on the world outside, bad things can happen very quickly at Mach 1. When things are going fast, leaders can get caught in the daily intern...

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