Over the past several weeks, there have been multiple occasions where we have been challenged on whether or not we know our business/customers. There are actually two similar but different points to the challenge … 1) understand your customers (current base), and 2) understand your business (future opportunity). I originally touched on this topic in my post The Numbers Don’t Lie, and I commented a follow-on discussion would likely be necessary with respect to articulating Available Market. It’s time to further dig in to both points to the challenge.
Pay attention to when coincidences converge.
This idea is something I’ve posted about before … and while today the context is very different than the previous post, the idea is just as relevant. Over the past week, there have been many conversations related to long range planning, strategy, selling new ideas (internally to our executives as well as externally to our customers), and the like. Woven throughout all of these conversations was a common thread …