How Many Specialties Can You Really Have?

May 17, 2012

I attended a fantastic conference this week where the keynote speaker challenged the audience to think strategically about market segmentation and specialization. One of the mega-trends that he pointed out was that a systems specialist (as opposed to a generalist) within a defined niche will likely become the new breed of integrator. Taking it even Read the full article…

Do Your Customers Respect You?

March 7, 2012

Generally when our members earn a first time customers business it’s a combination of the right price for a system or service that meets a specific need. That transaction can easily be the first or the last contact project for that client. To make it the first, I have some suggestions… Before, during and after Read the full article…

What you may be paying for and not getting…

February 16, 2012

As I listened to my good friend and past-president of NSCA, Andy Musci, rant about the value of membership last week, I couldn’t help but write more about it. Andy had asked for the last few research projects and surveys that NSCA has done in order to help determine the priority for the 2012 updates. Read the full article…

Disruptive Technologies Can Be a Catalyst to Growth

January 27, 2012

Whenever we hear of a new technology described as disruptive, we assume the worst. We assume it means we need to hand over what we traditionally do to others with a better and cheaper solution. But this is far from the truth when innovation at various levels is applied. The sky isn’t falling, the opportunities Read the full article…

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