Identify your best customers, and innovate to keep them happy The last couple of years have brought one of the worst economies of our lifetime. What is the most important thing your organization [...]

A good strategic planning process must resolve the biggest strategic issues that will affect future business performance. It’s one of the most important things top executives do, yet it’s often [...]

Pricing is one of the most important decisions you’ll make when introducing a new product or service. Whether you are selling mobile phone contracts, flying people from city to city, shipping [...]

Whether you are a technology provider, a professional services firm, or sell some other product or service, being viewed as a trusted advisor is key to winning the sale, earning a price premium, [...]

Question: Our company provides genuine “points of differentiation” in our value-added arsenal of products and services. Problem is, our end users view these services as a commodity. [...]

Don’t fall victim to the temptation to add features, services, products, and markets every year. Consider how you can differentiate by taking away features IKEA is one of my favorite examples. [...]