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Strat4 - Strategic Solutions for Growing Companies
Monday Morning CEO
Week of December 27, 2010 "The Final Word on 2010"
"Strategy without tactics is the slowest route to victory. Tactics without strategy is the noise before defeat." - Sun Tzu (5th Cenury B.C) Philosopher and author of "The Art of War"
 
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Greetings!
What does the New Year and your company's sales have in common? For many companies bringing in orders is not much different than ringing in the New Year. You see, the calendar will roll-over to the next calendar year with or without champagne, confetti and count-downs. In fact you need do nothing - but many of us choose to celebrate. The same is true for much of the sales we "celebrate" - especially in successful, established companies. Long standing relationships and channels thankfully have orders just rolling in. I'm not suggesting this is anything but good - but the problem is that you may be leaving opportunities on the table - and worse, you may be leaving yourself vulnerable to your competition. If you're sitting back and enjoying sales that just keep rolling in, perhaps it's time to get aggressive and proactive - commit to making your company better, stronger and smarter in your selling efforts. It could really pay off. There's a white paper linked below you will want to read.
I asked the CEOs I work with what their top priority is for the coming year. Not surprising the key focus was driving growth to both regain ground lost during the past several years - and to take full advantage of the opportunities to be found in the ongoing recovery.
In my experience - growth comes from predominantly from two very fundamental things: effective sales and marketing and solid execution. Dan Barnett did a terrific job when he spoke to my Vistage CEOs last week about make-or-break execution - and how to measure forward activity that drives results. Next month I have Mitch Gooze giving a workshop on Effective Marketing - How to Get It or Tell if You Already Have It," - defining the functional relationship between marketing and sales - and getting strategic leverage into your marketing efforts.
If you are a CEO considering becoming a Vistage member - or in any CEO peer group, you should consider being my guest at my Vistage CEO meeting on January 26, 2011 when I will have Mitch Goozé present his full morning workshop. I have one opening for fa new member of this group and will be launching a new CEO Board in the coming months - and beginning to select members for that group now. Please contact me right away to preserve your palce.
Finally I wish you a healthy, happy and prosperous New Year!
Philip R. Liebman
Managing Director, Strat 4
Group Chair, Vistage International
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