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Ask yourself these questions as you represent all segments. Or, we rely
peer into 2017: on our most loyal customers to
continue their loyal purchasing,
Have you lost more than but haven’t visited with executives
one big “last stage” deal that enough to know their hidden
sales was certain was part of perceptions and eminent business
their “commit?” If you have, challenges.
is someone beyond just sales
analyzing the trend? Markets
Too busy to formally assess
Were you surprised to find that market-wide issues, we wait until
you lost a large customer, like we “know” what will happen
Bloomberg, only after it was too to respond. The trouble is, that
late to adapt? leaves us flat footed and incapable
of keeping up with smaller or
Are you ready with alternatives more nimble companies who
to various scenarios coming out have planned to take advantage of
of BREXIT, or are you waiting issues like BREXIT or changes in
to see what really happens? oil prices, or shifts in the cost of
money.
Blind spots happen when our
organization gets too busy executing Employees
and doesn’t have a persistent process How often do great ideas
to listen. Listen to what?
or key risks sit buried in the
organization? You know the
Customers
quote: “if you ask a consultant for
Too busy to listen across our the time, they’ll ask you for your
customer base, we rely on the watch.” It is a joke that points out
insights of our largest customers. that consultants are great at asking
The trouble is, they are already your own employees for their
large, committed and might not best ideas. Don’t be surprised.
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