by Sam Klaidman | Feb 15, 2023 | Growth
This is why it is critical for your company and your customer-facing team to have earned the trust and respect of your prospects. Industrial products and services are complex. Using complex products results in numerous business outcomes. Some outcomes are not tangible...
by Sam Klaidman | Jan 18, 2023 | Customer Value Creation
It is January 2023, and we are in an inflationary period. There is much talk about entering a recession. And businesses are conserving cash, reducing inventory, and trying to find new ways of generating profitable business. In my latest Thomas Industry Updates...
by Sam Klaidman | Dec 13, 2022 | Customer Loyalty
Your customers buy products like the ones you manufacture because they have a limited number of outcomes they must achieve. Furthermore, you and most of your competitors’ products can deliver these outcomes at approximately the exact cost. The big question then is,...
by Sam Klaidman | Nov 8, 2022 | Growth
You should develop a list of KPIs you and your organization feel comfortable using. Whatever KPIs you choose should be able to explain how achieving a good outcome will help the company or your customers achieve its objectives. If you become the business KPI pioneer,...
by Sam Klaidman | Aug 30, 2022 | Growth
As a consultant, I talk with a lot of people. At some point, the conversations go like this: Prospect: How large can I grow my service business? Me: First, let’s get the question straight. You are asking me how much service revenue I can make as a percentage of total...
