One of the most original and influential strategic thinkers of all time, Clayton Christensen, passed away last week at the age of 67. Christensen was a professor at the Harvard Business School, a prolific author, dedicated philanthropist and moral philosopher, as well as being an entrepreneur himself before joining the ranks of academics.
Now is the time that you can settle into running your business. You have a set of sales targets, budget requirements and maybe product launches or geographic expansions that you have planned for and committed to for 2020. But independent of all of this, do you really know what you need to focus on to win in 2020 and set yourself up to win going forward?
Bottom line, effective value pricing relies on first having a good segmentation that is based on customer needs. Or, as we often say in our workshops, “value and segmentation always go hand in hand.”
If you are like many of our clients, you may have thought about strategy and long-term goals sometime in the late summer/early fall and probably presented something to your leadership and/or your board at that time.
Although customer relationships are important, do they really create value for the customer?
Our book, “Grassroots Strategy: Cultivating B2B Growth from the Ground Up” has just been published, so driven by some combination of curiosity and vanity, we have been somewhat obsessive about checking our page on Amazon.com.