We all love the certainty of the solid revenue that comes from a big customer. It gives us credibility with other prospects. It pays a lot of salaries. Occasionally we reflect on the risk to our business if they left us...most of the time we don't.
Blog Archive
Tyranny of the major customer - fire them, it will make you stronger
Posted on May 08, 2019 by Paul O'Dea
A novel approach...closing that all-important first reference customer
Posted on March 13, 2019 by Paul O'Dea
American Embassy, DublinWinning the first international reference site is tough. The normal rules don't apply. Greg Turley (Cartrawler) told a great story recently which has become known as the 'embassy close'.
Feedback - seeking it out
Posted on January 05, 2019 by Emer O'Donnell
I seem to be having a lot of conversations about feedback recently. I’ve been struck by how many people work in a feedback vacuum. Despite a growing ‘feedback’ culture, for many, the only real feedback they get is at their annual performance review. For others, particularly leaders in a business, they don’t even get this.
Founder Denial Versus Product/Market Fit
Posted on November 05, 2018 by Paul O'Dea
imPOSSIBLEIn a previous post (Getting to Product Market Fit faster) and in the book The Business Battlecard (www.selectstrategies.com), I wrote about the science of product-market fit and different approaches to get there faster. The scientific and tools-based approach to product-market fit is promoted so widely now by people like Steve Blank, Eric Ries, Sean Ellis, Tristan Kromer, Morgan Brown and others that sometimes we forget the human element. I got a sharp reminder recently.
Ten triggers that tell whether your business needs to transform
Posted on June 01, 2018 by Paul O'Dea
Savvy leaders have a knack of detecting when their business is about to hit a speed bump. They have inbuilt early warning systems. Like pilots in a cockpit, they know when it’s time to change course.
High performance – the team that plays together, plays better together
Posted on March 06, 2018 by Emer O'Donnell
In the nine years since I became a parent I’ve spent a lot of time observing how little people interact. The interesting thing I’ve noticed is that you can learn a lot about human behaviour by watching your kids!
3 reasons why business growth transformation projects fail?
Posted on October 10, 2017 by Emer O'Donnell
We’ve all been there. The CEO stands up, presents his vision of the future. He outlines the great and detailed plan the senior team has been working on for weeks. There’s usually drinks. Everyone is on a high. Then next morning everyone goes back to the day job. Nothing changes and that great plan (which cost $$$ in consultant’s fees to develop) is consigned to the shelf behind the CEO’s desk. So why? Why do business growth transformation projects fail?
Transforming business growth one meeting at a time
Posted on June 14, 2017 by Emer O'Donnell
We spend a large portion of our working week at meetings. But how many are effective, productive and contribute to scaling? Many companies start off with great intentions but find that meetings, particularly weekly management meetings, gradually slip into Groundhog Day and are an ineffective use of people’s time.
Why Sharing More With Your Team Could Have Surprising Results
Posted on February 07, 2017 by Emer O'Donnell
Every management team has its own dynamics. Some operate in a fully transparent environment, other keep information strictly on a "need to know basis." But what impact does the sharing of information have?
Sweet Spot is the Secret of Strategy
Posted on July 11, 2016 by Paul O'Dea
Doublet is a French family business that provides signage design, production and installation services to customers, like the Tour de France. They are at the top of their game in delivering visual impact. Everyone wants their signage, flags and services - corporates, retailers, public bodies, local public bodies and sports associations.
