The Competitive Advantage

October 20, 2020

Should You ‘Pivot’ During the Pandemic?

If your firm is like 99% of all other firms, your business in 2020 is not what you thought it would be when you were planning for it a year ago.

Clients are placing a ‘hold’ on projects or canceling them altogether. Some of your clients might have gone through layoffs and are not spending a dime. Perhaps you work in a certain industry vertical that has taken a real hit this year (travel, restaurants, etc.).

And when that happens, as business leaders and managers, we are obliged to take a step back and ask, “Should we pivot and be looking outside of our core business for other opportunities?”

October 13, 2020

Stop the Typical Capabilities Presentation… You’re Wasting the Buyers’ Time

We’ve been in business for 8½ years… and in all that time, I have never given a single capabilities presentation. Why not? Because every prospect already knows what we do. If they didn’t, we wouldn’t have been invited in to present. How do they know? Simple… they’ve been to our website, downloaded our materials and checked us out on LinkedIn. They already know who we work with… it’s on our website. They know the areas where we’re subject matter experts. You guessed it… also on our website. So, if they already know all of that, why would we waste their time (and ours) re-presenting it to them?