Go To Market

Visible Online
Reading Time: 10 minutesA specialist B2B company can spend thirty years building expertise and still not be very visible online. Its technical people understand difficult customer problems and its commercial team knows where projects become complicated. The leadership team have strong views about the market, and its customers rely on experience that competitors [...]

Why Good B2B Companies Struggle to Be Visible Online

Evidence-Based Decisions 1
Reading Time: 11 minutesLeadership Judgement Series – Part Seven Evidence-based decisions are made using the best information available at the time, but that does not mean they should remain unchanged when the evidence moves. A leadership team might make a significant investment in a new proposition after researching customers, testing demand, assessing competitors [...]

Evidence-Based Decisions: Why Good Leaders Change Course

Leadership Decisions
Reading Time: 9 minutesLeadership Judgement Series – Part Four Businesses have never had more information available to support important leadership decisions. A significant investment proposal might arrive at a leadership meeting supported by financial forecasts, historic performance, CRM data, market analysis, customer research and competitor intelligence. Increasingly, AI can add another layer of [...]

Why More Data Does Not Always Improve Leadership Decisions

Leadership Judgement 1
Reading Time: 14 minutesWhy leadership judgement matters more than ever The hardest leadership judgement is rarely the one where information is unavailable. These leadership judgement decisions are the ones where information exists, but the answer remains unclear. The customer data tells one story. The market signals suggest another. The leadership team has confidence, [...]

The A to Z of Leadership Judgement

Proposition Clarity
Reading Time: 7 minutesMany businesses do not lack a value proposition. They lack proposition clarity. The words may exist. The website may be polished. The sales deck may explain the offer well enough. But when the proposition is not clear enough to guide sales, pricing, product, delivery and leadership decisions, it starts to [...]

When Proposition Clarity Becomes A Growth Constraint