With AI reshaping industries and tariffs disrupting supply chains, mid-market companies can’t afford vague strategies or blind spots. Now more than ever, you need proof – not platitudes – to win and keep customers. Michael Porter’s competitive strategy model—cost, differentiation, or focus—has long shaped strategic thinking. But for small-to-mid-market companies without strategy teams or MBA…
Too often companies are excited to talk about their “story”; where they are from and/or where they are headed. These stories may be interesting, even fun, but do not top the charts of what the customer counts on to make a buying decision. I recently dined at a popular restaurant and came away wide eyed! …
Many companies jump into branding, storytelling, or content marketing – without first knowing what truly matters to their customers. It’s like writing a speech before understanding your audience. The result? Messaging that sounds good internally but misses the mark externally. Here’s the issue:Most strategies are built on assumptions. In 2+ decades of conducting double-blind customer…
“We have lots of data.” Nearly every organization asserts this. The good news is those that analyze their data often find great marketing stories. Sometimes analysis uncovers landmines of poor performance in key customer values. Almost every organization tracks some level of KPIs (Key Performance Indicators). These tend to be data points that reflect income,…
A common theme among business owners is that they dislike their own website. They know it needs attention. Often, they don’t even know what is says. Websites have changed since the early days of website design, from online versions of brochures and company catalogs to adding more catchy graphics. But there’s one thing that gnaws…
After getting about 100 cruise catalogues, I called to learn more. The agent provided dates, ports, and a price that initially shocked me. When asked what justified the high cost, I expected details about the luxury features but instead got, “Smaller ships charge more because fewer passengers cover the expenses.” This explanation didn’t address the…
A colleague recently posed an intriguing question, “Do you really need a competitive advantage?” The answer may surprise you: No, under certain circumstances. Thousands, if not millions, of look-alike companies are making decent returns, with some even experiencing impressive growth. Various factors contribute to their success. Sometimes supply and demand favors them, sometimes they benefit…
Cognitive dissonance is a psychological phenomenon that occurs when a person holds two contradictory beliefs at the same time Think you have a competitive advantage? think again! A competitive advantage is not what you think you are good at, unless the customer values it. I have asked thousands of business leaders and salespeople to tell me…
I recently decided to try a new gym that uses AI-enabled equipment. I was enthralled with the idea of AI machines telling me how to work out and how well I was doing. So, I set up an appointment after an offer of two free sessions came in the mail. I told the owner of…
There is an increase in the number of companies touting company numbers especially from large multinational firms. This is an encouraging development, in that organizations are relying a little less on clichéd content and are making efforts to distinguish their businesses with real numbers. However, the use of company statistics to convey value is often…
