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The Cost of Waiting: Why “Doing Nothing” Is the Most Expensive Strategy
When markets shift, many CEOs adopt a dangerous mindset: Let’s wait and see. On the surface, it feels prudent, even safe. But hesitation quickly becomes the costliest default in leadership—a form of self-sabotage and an expensive compromise.
Economic shifts don’t pause until you’re ready. By the time you’re confident the upturn is real—or the downturn has arrived—it’s too late to act decisively. Competitors who moved first have already secured the best opportunities. And you’ll be left wishing you had not waited.
Relighting Your Economic Engine: How a Blue Ocean Strategy of Innovation Can Get You Back on Track
Thu, Sep 10, 2020 — As America’s economic engine continues its recovery from its pandemic-imposed slumber, businesses must adjust to a new way of selling in the “next normal.” This means, unfortunately, that all of the work and planning you previously put into your go-to-market strategy, and 2020 business plan, needs to be revisited – and revised – on the fly. Though some of your original insights may be salvageable, it is likely that the changed world means big changes for what you offer, how you offer it – and whether the market will respond.
Executing Through Economic Challenges: Part One
Wed, Sep 9, 2020 — Shake Off the Shock-and-Awe Hardly anyone wants to hear it—it’s all so obvious—but the grim reality is front and center, so I’ll step up and say it. Nothing has torpedoed the U.S. economic growth engine like COVID-19. All at once, business ground to a halt back in March 2020 and we’ve all been grinding the gears and cycling the starter ever since, in a desperate bid to spark a restart. The desire to revive the revenue machinery has caused many businesses to tear up the playbook, toss out the strategic plan, and feed the engine whatever fuel they can get their hands on.
Pandemic Prowess: A Leadership Playbook for CEOs of Mid-Size Companies During Challenging Times
Thu, Sep 3, 2020 — Saying that leadership is a challenge right now is an understatement. From the global pandemic, to the recent civil unrest impacting business in a myriad of ways, to attempting to ensure your business is weathering the ensuing economic volatility, how can a CEO demonstrate the sure-handed, consistent approach stakeholders expect? Particularly when the playbook is being re-written daily? I turned to David Stark, known for his Executive coaching skills and level-headed approach to guiding CEOs and other leaders through difficult situations. Here are Dave’s Top 5 Leadership Actions that form a toolkit for navigating any crisis.
No Stakeholder Left Behind: A Quick Communication Guide for CEOs of Mid-Sized Companies to Use Now
Thu, Aug 27, 2020 — During any crisis, communication from a CEO drives perception of the company and serves as a source of guidance for multiple stakeholder groups. Done well, the content and delivery may impact how quickly an organization emerges. With the global pandemic an ongoing reality, and the added impact of a volatile economy, it’s a crucial time to think about the audiences who need to hear from you as conditions continue to evolve, as well as how and when you’ll communicate with them to achieve your desired outcome.
The Marketing & Sales Accelerator
Thu, Aug 27, 2020 — 3 Steps for Achieving Greater Sales Co-authored by John Baglivo and Alan Landau A well-functioning partnership between Marketing and Sales is critical to the growth of any business. But how do you get there and ensure that your efforts are coordinated and that investments in these areas are as efficient and effective as possible? This question is more important than ever as you look to accelerate growth in a challenging market where the margin for error is slim. Unfortunately, misconceptions, misunderstanding and mistrust often get in the way of a collaborative relationship.
Top 10 FAQs: What CEOs Ask Chief Outsiders
Mon, Aug 24, 2020 — CEOs connect with us because they’ve been referred by one of our clients, their private equity firm, or have found us by searching for “top strategic marketing consulting firms” or something similar. When we meet, we often find that these CEOs are frustrated with their growth. They have a vision for where they want to take their companies, but don’t have a means to turn their vision into actionable plans, and then see them implemented. After a discussion around their specific business challenges and opportunities, they’re curious about the specifics of how Chief Outsiders might be able to help.
Top 5 Actions to Positively Impact Financials that CEOs of Mid-Sized Companies Can Do Now
Thu, Aug 20, 2020 — Co-Authored by Aurora Toth, CMO, Chief Outsiders and John Morris, Partner, B2B CFO We are well past the initial shock that first accompanied the onset of COVID-19, and the ensuing economic downturn. At this point, many CEOs realize that coping strategies need to evolve. So how does a company move forward without increasing financial risk while focusing on future growth? My colleague, John Morris, a Twin Cities-based Fractional CFO with B2BCFO and I recently talked about how we are counseling our clients on this key topic, particularly in light of the still-uncertain future. John offered up five immediate actions CEOs of mid-sized companies should be taking to ensure their companies are set up for financial success.
Find New Markets and Shift Your Focus -- At Least Temporarily
Wed, Jul 22, 2020 — Part 8 of the series: A B2B CEO’s Guide to Navigating the COVID-19 Revenue Reality The COVID-19 pandemic undoubtedly has created an economic crisis that has left few businesses untouched. But, if you have been following this blog series, you understand the value of innovation, and, in particular, the value that your aligned sales and marketing leaders will bring to that strategic exploration. Now is the time to entrust your collective team to the task of identifying new opportunities. Borne out of necessity in a world of shelter-at-home mandates, so many new creative ideas have emerged. If your market-facing teams really understand your core competencies, they will find creative ways to apply those core competencies in a unique and innovative fashion to solve today’s challenges.
What can Industrial & Manufacturing CEOs do Right Now?
Fri, Jul 10, 2020 — Industry Specific Advice for Marketing in a Time of Recovery from the Chief Outsider CMOs The following summary encapsulates the highlights of a panel discussion for the Industrial Manufacturing sector hosted by Art Saxby and featuring CMOs Kimberly Miller, Atul Minocha and Dawn Werry. For the full benefit, view the discussion video in its entirety (15 minutes). Short of time? See the discussion highlights (6 minutes). When the pandemic first hit, events for the industrial manufacturing sector were changing daily. Now, at the start of the recovery phase the entire industry is adapting. Some companies have had to find completely new markets for their products, while others have started making completely new products. Across the board, supply chains have been disrupted. Buyer behaviors have changed and go-to-market strategies have had to adjust in order to keep business moving.