The implicit understanding among Alliance members is that, in exchange for their willingness to share their own experience and knowledge, they gain access to the extraordinary collective wisdom of the Alliance community of CEOs. Our members do amazing things and we've been collecting some of their "lessons learned" in Case Studies that preserve and highlight the wealth of knowledge in our membership. We also interview our members from time to time on matters of interest, and you'll find their thoughts here as well.
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With the increasing speed at which technology is fueling change, running a real-time business can be a huge difference maker. But as Alliance members Chris Beall of ConnectAndSell, Victor Chapela of Suggestic, Yvonne Linney of Transcriptic, Dennis O’Malley of Caliva, Rodney Pearlman of the Bluefield Project and Jack Peurach of Ekso Bionics can attest, theory and practice are two different things. One thing is certain, running a business in real-time can lead to incredible breakthroughs and achievements, but it also comes with a heavy set of challenges.
Alliance members Ian Cohen of Experian Consumer Services, Himanshu Dwivedi of Data Theorem, Ted Elliott of Jobscience, Ju-kay Kwek of Switchboard Software, Ersin Uzun of Palo Alto Research Center (PARC), and Christy Wyatt of Dtex Systems, discuss the sweeping new Data Privacy and GDPR rules taking effect, and how organizations should reconsider the ‘what, where and why’ behind their data practices.
With so many demands on their time, CEOs often struggle to take pause and give unfettered thought to the long-term plan. In a recent Alliance meeting, the gathered CEOs were inspired by the approach of Alliance member Sid Nandi, Founder & CEO of TeqTron. This case study focuses on his successful steps to set aside time, think about goals, plan for the long-term, and keep on track for success, all while maintaining transparency and accountability to his greatest assets – his employees.
Before you lay down a significant bet, spend time and effort on assessing market predictability, execution competency and your team’s forecasting acumen. Then make the decision about your spending velocity and the level of risk that is prudent.
Summary: Face-to-face prospecting creates strong and profitable business relationships. Without cold-calling skills, a CEO forms strong client bonds by using persistence, discipline and focus. The advantages of this technique are examined and explained.
If your prospects don't understand your value proposition, educate them. The company developed conferences to reinforce its solutions and position itself as a knowledge leader, which leads to higher sales. Learn the keys to creating a great educational setting.
Customer feedback is an important part of every successful company. After scaling up his business, a CEO struggles with his company's feedback system before closing the loop and improving response rates. Effective processes for handling feedback are examined.
A CEO in an old-line, low-margin business finds a way to re-frame his pricing model to get his team and his customers to accept it. He modified his sales incentive package to better target the results he was looking for.
Quick decisive action enables the firm to grab a nice piece of business before anybody else has the chance to compete. The speed at which your business and your team move is a critical element of competition, today more than ever. What does it take to make speed a competitive edge?
Referrals are the least expensive way to bring in new business. An employee benefits company amazes their clients with incredible service, and for the past 18 years grows only through referrals, diverting all its marketing spending into operations.
A software firm was hurting its sales by telling every prospect about all the features of its powerful software. Instead, they now ask questions first to understand their prospect, then present only the aspects of the software that solve the client's problem.
Most decisions in our world stem from emotion. Jewelry firm Lori Bonn Design turned its founder into a public personality - an icon, as part of its branding strategy and as a result, hit it big on TV. Take branding to the next level.
Summary: A new architectural firm discovers that some clients just aren't for them, and don't contribute to profits. Based on their strategic objectives, they develop of prospect profiling system to avoid likely problem clients and focus on business that is most useful for growing the firm.
It's easy for to get wrapped up in all sorts of organizational issues and drift apart from our clients and customers. This story highlights how Gene Miller, Chairman and CEO of a major law firm, invests time with his key clients, and the benefits to all CEOs if they do likewise.