InnerActive Consulting – Insights

Do You Have a Clear Vision of the Future?

This is the question that separates the winners from the losers. Do YOU have a clear vision of the future? This question applies to companies, departments, teams and people. The best take creating their future very seriously and will take the time to create and design their future.

The Losers of the world live by the Law of Accident – which means they have no plan or vision for the future – they just wait for others to tell them what to do or worst, just take things as the occur no matter what the consequences! Unfortunately, this is where the vast majority of people hang their hats. They live to execute others’ plans and vision. What amazes me is that they have the time to complain about how they lack of success and how dull their lives have become.

What can you do to create your future? Continue reading ‘Do You Have a Clear Vision of the Future?’ »

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Posted by Voss Graham on December 30, 2008 at 11:41 am under Personal Development, Strategy.
Tags: 2009 planning, action plans, Law of Accident, Strategy, Vision
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It’s Time for a New Road Map – the Old One Doesn’t Work!

Yes it’s that time again with a major twist. We need a new road map for ourself and our company. Why a new map? Because the old one doesn’t work in this economy. In fact, I would suggest that very few people really understand the ramifications of the new economy.

Let me explain this using an analogy. I’m a pretty good map reader and can find my way around with a good map. This year I made a trip to an area that I had never been to before. I got a map at the car rental place and had printed off a couple of other maps from the Internet. However, major details were left off of all the maps that I got. But I was confident that I would find my way because of my past success. Continue reading ‘It’s Time for a New Road Map – the Old One Doesn’t Work!’ »

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Posted by Voss Graham on December 26, 2008 at 5:43 am under Strategy.
Tags: 2009 planning, Bad economy issues and direction, developing a roadmap for success, planning for the future, Strategy
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What is Driving Your Company?

Now this is an interesting question. Just what are asking about with this question? Actually, from a strategic point of view, it is a basic and very important question. What is driving your Company is all about understanding what is your Major Driving Force.

Every company has a unique major driving force. This major driving force determines the major strategic issue to focus upon and the at least two areas of excellence you must have to be successful. Your entire business concept gravitates from the major driving force.

There are ten possible driving forces that cover a range of alternatives. A company’s executive team then have the ability to choose the one that will give them a competitive advantage in the marketplace. What happens to a company when the major driving force is unknown? Usually bad things – like poor performance and results, low marketshare in the marketplace, wasted resources, poor investments and poor hiring practices. Everything about the future is tied to the major driving force. Continue reading ‘What is Driving Your Company?’ »

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Posted by Voss Graham on December 18, 2008 at 5:30 am under Strategy.
Tags: Long term success, Major Driving force, Strategy
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Are You one of the Fast & Quick? Or the Slow & Steady?

I’m writing this using an analogy of the Hawk and the Dove AND NO – this is not about the war stuff. First, let me set the stage – this past weekend I witnessed a nature activity that could be a sad thing or just one of the facts of life.

You see, we have this Dove family that has lived at our house for the past four or five years. Each year building a new nest and having more family. This little family has entertained us for years. They hang out together and have shown no interest in separating.

This past summer a young Hawk landed close to our bird feeder and we had a grand time watching it as it tried to figure out how to eat at the community bird feeder. Well, he was totally unsuccessful with the birdseed feeder – but he must have gained some intel while there.

This weekend I was at the window with my cup of Java, and I noticed the Hawk in the yard – eating something. It turned out to be one of the Dove family! I was appalled that this had happened to the nice little bird family that always seemed calm and cool even when we approached the birds.

As it turned out, that is the reason the Dove is no more! It was slow, calm and steady. A great target for a bird of prey like the Hawk! Later, I found out from the bird store owner that Hawks take out Doves on a regular basis due to their slowness to react to situations.

As I thought about the situation, I began to think about the current economic crisis, the number of mergers – hostile or not – that have taken place over the past couple of years, and how people are approaching the need for sales growth in a down economy. I realized that I had seen an analogy to the impact or effects of the Slow and Steady (change resistance) and the Fast & Quick – who make things happen when the opportunity arises.

Companies and Individuals who are slow to act or resistant to change are just like the Dove. Cute and lovable, yet soon to become the victim or totally gone when faced with the aggressive and hostile company or individual. You must adapt to the current environment and balance your actions between the fast and the slow or the Quick and the Steady. Moderation is important. Understanding the consequences of inaction can align you with actionable choices.

Think about your highest priorities – company or individual – and immediately launch a plan of action to accomplish this objective. Too often, smart people wait until it is too late to move – like the Dove – and lose their independence or their competitive edge. Take charge and become one of the Fast and Quick during these economic times – be a winner.

If you need help understanding how to set the highest priorities, monitor their results or progress, and other options you need to be successful, then call us immediately – that’s now – at 901-757-4434.

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Posted by Voss Graham on December 16, 2008 at 5:32 am under Strategy.
Tags: Growth, personal growth, sales success, setting priorities, Strategy
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The New World of Marketing – Social Networking

During these interesting economic times it appears that a new form of marketing is literally taking the world by storm. Social Networking is driving new business for organizations IF THEY ARE USING IT!

Whether you believe in social networking or not, you better have a plan for implementing it into your Marketing Budget and Plans. Why? Because it is driving the new business models. If you are only using the traditional marketing media and techniques – you will lose marketshare. Also, the traditional marketing methods do not create new brands. Traditional Marketing methods only maintain an established brand and keep it top of mind.

Now the question becomes: Are you using Your Tube? Are you LinkedIn and using a private section for your business contacts? Do you Twitter? How about your FaceBook account – is it up to date? If you think I’ve lost my mind – please check with anyone under 30 to learn about this new marketing media.

As an old guy, I am just learning about how to use these sources of leads and credibility. And the reason I am using valuable time to learn about these methods is due to the fact that the “proven” marketing methods of the past three decades are not working today. These traditional marketing methods have truly become an expense item in our budgets rather than the preferred investment in new business opportunities.

Take some time to learn about these new Marketing Models – your sales will depend upon it, your brand will depend upon it and most importantly, your credibility will depend upon how successful you are with these new media models. Follow the Nike slogan – “JUST DO IT” and your success will follow.

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Posted by Voss Graham on December 4, 2008 at 6:22 am under Strategy.
Tags: Internet Marketing, Marketing Strategy, Social Networking
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What is the Purpose of Marketing?

This question seems to lead to the holy grail of answers. In fact, I have heard so many answers regarding what is the purpose of marketing, that I thought it is now my turn. Okay, here is my definition of the purpose of marketing:

To be on the Mind of the Prospect or Customer when the Prospect is ready to buy!

I believe that being top of mind when the customer/prospect is ready to take action is the most important thing we can do. To execute a marketing campaign that keeps us on the mind of a prospect is the goal of successful organizations.

So why is a marketing campaign important? One word – Relationship! We must develop a good relationship with the prospect so they will acknowledge us and our solution at the time of taking action. To often, we use a hit and miss strategy of touching our clients, customers and prospects. Or worst, we only contact them when we are trying to sell them something. This is an old school mindset and no longer works with today’s customers and prospects.

So what is the best method? To show our experience and expertise in solving problems that the prospect or customer can relate to for their peace of mind. The key for success in Marketing Campaigns is to develop TRUST. Trust plus the shown ability to solve their problems ensures their interest in you – at the exact moment they are ready to take action. So remember to use marketing campaigns that share information, show successful case studies and “how-to” white papers. This builds the trust for a long term relationship.

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Posted by Voss Graham on November 25, 2008 at 6:43 am under Strategy.
Tags: Building Relationships, Campaigns, Marketing, Strategies, Trust building
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Action is the Only Strategy during Economic Downcycles

I have recently been talking to CEO’s and Key Corporate Officers about the current economic conditions and how their results are during this time. After listening to all the different opinions one thing jumped out for me. The more successful companies and individuals were the ones that were taking focused and clear action. The ones who really in bad shape were taking the “Field of Dreams” approach – wishing and hoping that someone will come and buy what they offer!

Okay, so taking action should be a no-brainer for everyone in business. Well, it is not so according to the number of people that I meet and talk with on a daily basis. This is why I am writing about this subject today. Get out and touch someone – now!

There are several reasons for taking action. First, it keeps you focused and on target for getting results. Results are still the name of the game and if you are doing things that have no value added results – why do them?

Second, by staying in close contact with customers you can learn about opportunities that are coming up and work for positive results. I still believe that 70% of sales are made because you are top of the mind with the customer. The old saying – “out of sight is out of mind!” is more true today than ever before. Get out and visit or call – show interest in your customers and prospects.

Third, taking action today sets up the future for you – when the economy comes back and budgets are again opened up. Preparation is about taking focused action to develop the relationships even when things are not so great. People who make the big decisions are impressed by the people that care about them – in good and bad times. This action separates you from the “glad handers” who only show up to make a sale – when times are good.

Finally and most importantly, by taking action you feel good about YOU. Nothing works better for building personal esteem than accomplishment – getting results and doing positive things. Taking action is the number one catalyst for improving how you feel. When your attitude is positive, you attract additional opportunities into your life. Thus, the opportunity to succeed when others are flat or declining.

Remember another old saying – “When the going gets tough, the Tough get going!” Well, this one saying summarizes all that has been written in this post. We are in tough times and our responsibility to others, family and yourself is to take positive, focused action for results.

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Posted by Voss Graham on November 20, 2008 at 6:45 am under Personal Development, Sales, Strategy.
Tags: Economic downturn, Personal Development, Sales, Strategy
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Abundance or Scarcity – Which Rules Your Thoughts?

Recently I was listening to the various discussions about the economy from political leaders and candidates. As I listened closely – I realized that the major influence upon their positions dealt with Abundance or Scarcity. This was a major issue between candidates and politicians.

Those who have an Abundance mentality used words such as opportunity, expansion of interest, goals and objectives of individuals, and advancing during the crisis. Interesting factor was the belief each person had regarding the potential of success in their plans and actions.

Those with the Scarcity mentality used words such as protect our resources, limited effects, share with everyone, redistribute wealth, and using laws to stop people from doing selective things. Again, their beliefs were just as strong as to the outcomes of their actions and plans – yet with a much difference approach.

A major question to ask is how does this information impact leadership? It is very simple, yet not as easy to understand. Leaders impact their organizations through the use of strategies, goals, focus and budgets. Here is the difference maker: Their individual beliefs regarding Abundance or Scarcity will have a direct bearing on what is emphasized during the leaders time in position and power.

Abundance based Leaders will pursue growth of their organization with aggressive growth oriented policies. They will acquire other companies or units to gain a competitive advantage in the marketplace. They will tend to hire more people to execute their plans – believing that growth will happen and the people will be needed to succeed. Emphasis is placed upon Sales and Marketing rather than operating efficiency. Customers are catered with more customized products and services. Clearly, new products will create new markets and thus more growth. These leaders use the motto of Sales will cure all problems.

Scarcity based Leaders have a totally different set of policies and practices. They think about limited resources, cutting expenses, layoffs for cost reasons only, closing down divisions, eliminating products / services, getting government to limit their overseas competition – while sending more work overseas due to lower cost of production, and finally, protection from being purchased by the growth companies they compete with on a daily basis. Operations and Finance get the major emphasis of these leaders. They use the motto – we will cut expenses until we are profitable.

As an observer of corporation leadership, I have seen the extremes of each type. The best leaders have a tendency to balance both the need for abundance and understanding the concepts of scarcity. Balance and moderation seem to be the key to real long-term growth and profitability. Which side do you lean? It will have a direct bearing or influence upon your success in the marketplace.

If you want to learn more about the how to balance abundance with scarcity in your leadership practices, call us at 901-757-4434. We have coached leaders, executives, and managers for over a decade with success.

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Posted by Voss Graham on October 31, 2008 at 7:41 am under Leadership, Strategy.
Tags: Abundance, Leadership, Scarcity, Strategies
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Concentration and Focus for Strategic Advantage

While studing the great leaders of the military and products that have become industry leaders, I have found one common trait in their successes. They both use the concept of Concentration of Forces and the Focus necessary for their success in action.

Concentration of Forces has been used by military strategies since biblical times. The Romans used it, the Germans used it Europe during WWII and the US forces used it on D-Day and in both Iraq wars. So what are we talking about? Concentration of Forces in war time is a natural thing (if you believe war is a natural thing?) and is used with great success.

So how does this work? The military planners start figuring out how to mass a superior force that can overcome any type of resistance in the target area. They look for an area that they can attack, where a smaller enemy force is located, and an area that can be use logistics to keep the advance going without issues. They take the time to figure out all the details, to get local information about the enemy and conditions within the territory. They look for potential choke points that would slow down the advance once it is started. And, they train the specialist required for the strategy to work.

History has shown us all the tactics, planning sessions and actual results from this historical battles. Battles where smaller -yet concentrated – forces handily defeat larger armies. Battles where the favored or larger forces are handly defeated due to the speed and efficiency of the concentrated force.

So, how does this information help you the leader of an organization? Well, the two most important areas of opportunity include 1.) New product launches and 2.) Market Share growth or protection in a selected territory.

New product launches are the most common use of Concentration and Focus Strategies. The tactics are somewhat different depending upon the market share or rank on your company. If you are the market leader in an industry, then your concentration of forces will be focused upon an national roundout of the new product. One coordinated effort by the sales and marketing teams launched upon the world at the same time. Meetings are held to discuss the new product, tactics are devised to introduce them to key accounts, projections are built off these tactics and the supply chains prepare for a maximum effort of shipping and delivery. One of the key missions of the large company to set the stage for this new product or service using solution based teaser ads or talk. The larger company or market leader in a product or service line, will use every resource in their arsenal or tool box for this global or national rollout.

The smaller or niche company will use the Concentration of force tactic in a selected territory or industry niche. They will train their sales people and support people for the targeted rollout. Teaching the team how to win with this new product or service. They learn the advantages being offered to their customers. They will also focus upon the key accounts (like a selected beach head in war) that make a difference in the marketplace due to influence or volume of usage. The key is to distract the larger competitor into another area with a quick assault on new business while preparing for the major assault on the selectied accounts or territory. Then, all at once a coordinated and concentrated drive for new business and selling the new product takes place. Getting a foothold in major accounts is a major win – particularly with a new product that is not being offered by anyone else to date. Beware of the tactic used by the major competitors of discounting a new product by telling customers “that we have that opinion now (usually a false answer – offering a generic product instead.) or if you will wait, we have that planned for release on such and such date!” These are standard counter attackes to smaller niche companies that enter the territory of the market share leaders.

I will discuss the Marketshare strategies on a later blog post. Marketshare is a critical issue in business and needs its own space and explanation. If you are dealing with strategic issues and need someone to assist your organization in establishing a winning and growth oriented strategy – then contact our office at 901-757-4434 and ask for Voss.

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Posted by Voss Graham on October 29, 2008 at 7:44 am under Leadership, Strategy.
Tags: Concentration of force, Leadership, new product launch, Strategy
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Archive for the ‘Strategy’ Category

Do You Have a Clear Vision of the Future?

It’s Time for a New Road Map – the Old One Doesn’t Work!

What is Driving Your Company?

Are You one of the Fast & Quick? Or the Slow & Steady?

The New World of Marketing – Social Networking

What is the Purpose of Marketing?

Action is the Only Strategy during Economic Downcycles

Abundance or Scarcity – Which Rules Your Thoughts?

Concentration and Focus for Strategic Advantage

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