In my work I am always talking to business leaders
preoccupied with the growing edge. Here is one thing the most forward
thinking have in common: they are continually focused on understanding
and serving their customers' customers.
While many customers don't have extra bandwidth right now, one thing
they all thinking about is how to do a better job of serving their clients. When you crack that
nut, and do it well, they have time to listen. But, it's about
more than getting their attention - though that is a genuine
achievement in and of itself. It's about making sure they prosper
because that, after all, is in your best interest.
Here are six ways successful leaders help their patrons succeed by
getting to the next level of clientele:
- Identify the emerging trends that impact your
customers' customers and help your clients use them to advantage.
- Take special note of disruptive changes. Then
seek out successful entrepreneurs who have found ways to turn these to
advantage and disseminate their best practices.
- Build a body of knowledge on innovation in your
customers' customers field. Help your clients package and distribute it
in ways that have genuine positive impact
- Provide solutions that incorporate
participation all the way down the value chain, like Client
Relationship Management programs that can be distributed from your
organization to your customers and through to your their customers.
This example generates value through sales, maintenance and, of course,
through data mining of information that is expansive in reach.
- Choose visionaries and critical stakeholders
and help them to tackle particular challenges they are facing. This is
a highly customized, resource intensive approach that goes after the
best and the brightest to help them succeed.
- Help the highest performers raise the bar - the
best are always focused on getting better.
Your customers' customers are one of your most
valuable assets. Put them to good use.
Driving Growth in a Sluggish Economy - next in my
executive series
Thurs, Dec. 9,
7:30-10:00 am at
the Washington DC Board of Trade
To RSVP,
please visit the Events section of my website.
For the last two years I have been studying how
leaders leverage difficult times for growth and opportunity. I have
been particularly interested in understanding the unique opportunities
a challenging economy offers to increase penetration in the
marketplace, creating the foundation for real growth as things begin to
pick up again. This work has been driven by necessity as many of
my clients are facing these very circumstances. As a result, the
techniques I know about are those people are putting to work. The
session will move at a fast clip so I can cover all I have identified
for successfully using our challenging market to achieve significant
business growth.
100% of proceeds go
to the Columbia Lighthouse for the Blind and Visually Impaired
This is a very special executive presentation. I will have as my guest
a real mover and shaker in the DC business community, Tony Cancelosi,
CEO of Columbia Lighthouse for the Blind and Visually Impaired.
Tony has a string of successes in the private sector. If you have ever
used a live chat while ordering from a catalog company, you have used
technology Cancelosi developed as the CEO of eStara. He also served as
COO of Kee Systems, which you may recognize as Sylvan Learning, now a
public company.
Today Tony is working for the visually impaired in DC. Already he has
garnered millions in federal grant money, established programs for
vets, received funding from all metro counties, and will soon be
rolling out a mobile van unit. I am proud to be associated with Tony
and the Lighthouse. I serve on the advisory board. If you attend my
seminar, your registration fee will go directly to the Lighthouse.
There is no overhead, so your check can be made out directly to
Columbia Lighthouse. The cost is $250 for one, $500 for three attendees.
A light breakfast will be served and there will be networking
7:30-8:00. My presentation, including some interaction with Tony
will be 8:00-9:45, with additional networking until 10:00. I hope you
will be able to join me.
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