Look for…watch for … a complex client situation that your team somehow figured out!
The prospect had a ton of excuses but… somehow …one of your rainmakers addressed each and every excuse and objection.
Or a client was indecisive. One minute the client’s Baby Boomer executives seemed like they were energized and enthusiastic leaders. The next minute, those same people seemed tired and ready to retire. But …somehow …your account manager found ways to surface clarity and got things moving again.
Or a department head in the client company had become frustrated because younger employees “only want to do what they want to do. It seems like the Gen X, Gen Y, and Millennials aren’t motivated to learn, take responsibility or be promoted. Folks used to want to become partners/shareholders” but today, the client’s department head feels the weight of the world on his/her shoulders. He/she is under-staffed, underpaid, taken for granted, and is starting to feel resentful and angry. And yet… somehow… your project manager finds ways to keep things going, ease the pain, and represent your business well.
Whether it is your rainmakers, your account managers, or your project managers or a combination of them… if you can think of situations like this, your company has a competitive advantage in today’s economy.
As soon as your team solves a client problem that your competitors couldn’t, ask your college interns to do some research to find/identify some more organizations with similar situations as were involved in the problem your team just resolved. We are all so completely naked when it comes to the Internet. If you are looking for a company with a Baby Boomer Owner with one foot in and the other foot out the door, an intern could quickly find five examples. If you are looking for a company with a knowledge/responsibility/ambition gap between the generations, an intern could easily locate five examples. And, if you are looking for indecisive executives…well…they all have cause to be indecisive these days.
Replicate your successes to speed up sales results. Sometimes your competitive advantage doesn’t come in the form of geographic territory, product packaging, or advanced technology…it comes in the form of behavior. Today’s challenges require clear thinking, can do attitudes, and follow through.
If even a few people on your team have those attribute, replicate that…for the benefit of your clients…and your own business.
Aldonna R. Ambler, CMC, CSP has earned the right to be called THE GROWTH STRATEGIST®. She has won over 2 dozen national and statewide “entrepreneur of the year” awards for the resilient growth of her international businesses across 4 recessions. Her midsized BtoB clients get on…and then stay on…the published lists of the fastest growing privately held companies. She owns and operates a suite of companies that help privately held midsized companies achieving accelerated growth with sustained profitability® through opportunity & resource analysis, 4 approaches to strategic planning, executive advisory services, growth financing, and targeted search. 2013 is Ambler’s 9th year hosting a weekly peer-to-peer-to-peer syndicated on line talk show that features interviews with CEOs/Presidents of midsized companies (typically between $20 and 200 Mil/yr.) sharing success tips about the growth strategy-of-the-week. An archive of over 300 interviews is available at www.GrowthStrategistShow.com. She can be reached toll free at 1-888-Aldonna or at Aldonna@AMBLER.com.
Known as The Growth Strategist®, Aldonna Ambler built and grew a suite of companies to help midsized B2B companies achieve accelerated growth with sustained profitability® A Certified Speaking Professional (CSP), Ambler has addressed over 2000 audiences and hosted a syndicated online talk show about growth strategies for 9 years. As a growth financing intermediary, Ambler raised over $1 Bil dollars for midsized companies. The winner of over 2 dozen prestigious national and statewide "entrepreneur of the year" awards, Ambler is available to speak about “profitable growth during any economy” and/or serve on the board of a growth-oriented privately-held company.