Posts by EvettField
The value of effective value propositions
In business today, you only have the ear of a prospective customer for a short period of time. If you cannot articulate a compelling value proposition that resonates precisely with their needs and expectations, they will almost certainly move on to your competitors. If another competitor does stand-out in the crowd, you may be quickly…
Read MoreIs your sales team armed for success?
Most sales professionals know how to sell. They know how to generate leads, qualify clients, assess needs, develop proposals, manage objections and close deals. In many companies however, employees with history of sales success don’t seem to make the grade. Managers look for fixes such as training, developing performance improvement plans and, more often than…
Read MoreThe “Fast, Good and Cheap” Analogy
In its simplest form, businesses have two growth options: Increase sales Reduce costs In tough economic times, it can be challenging to grow sales. Cutting costs can appear to be the simplest and most direct way of improving profitability. But at what cost? Recently our company was invited to submit a proposal on a strategic…
Read MoreHow more risk taking can help grow Australian businesses
A recent article in the Financial Review discussed the issue of risk taking in Australian businesses. John Wiley, CEO of Lazard Australia and chairman of the Sports Commission stated that Australia has a ‘risk-averse’ culture and believes more guts and determination is needed for Australian businesses to grow and prosper at a rate on par…
Read MoreWhat Percentage Of Revenue Should Be Allocated To Marketing Expenditure In Your Industry?
The question of how much business expenditure should be allocated to marketing is a continual source of contention and uncertainty for many companies. Unfortunately, there is no straight-forward answer. On a superficial level there is a strong correlation between marketing expenditure and the quality of the results that are delivered in exposure, leads and sales.…
Read MoreHope is not a strategy
The goal of strategic planning is to position a business in its market with a sustainable advantage over its competitors that enables it to serve its customers more profitably, gain market share and deliver superior financial returns. Central to this is determining what assets – services, products and capabilities – you need to develop and…
Read MoreWhat are the commercial implications for disability service providers of the National Disability Insurance Scheme (NDIS)?
Approximately 1.2m people in Australia live with severe and profound disabilities. Many of these people receive no formal care and have been disadvantaged through high levels of unmet needs. The introduction of the National Disability Insurance Scheme (NDIS) is designed to address the shortcomings of previous systems and provide disabled people with the level of…
Read MoreWhat is the unique value in a member services organisation?
When asked this question, a lot of people will say ‘brand’, ‘history’ or ‘heritage’. Some will even say ‘our people’, ‘our passion‘ or ‘our purpose’. Although you could argue there is truth in all of the above, where is the real value in a member service organisation, and how is it unlocked? In my experience,…
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