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Uncertainty Is Real. Opportunity Is Too.
The headlines say one thing. The data says something more nuanced. Here's what mid-market CEOs should actually be paying attention to right now. This two-part series from Chief Outsiders Founder & CEO Art Saxby explores what the data actually shows about CEO confidence, why this moment is different from past disruptions, and where mid-market companies are finding real growth opportunities right now.
What Can CEOs Learn from the Business of Sports?
Tue, Mar 5, 2019 — In times when our world is divided, one thing tends to be a “great unifier”—the spectacle of athletic competition. Across the globe, sports inspires us, gives us hope, makes us healthier, breaks our hearts and, ultimately, brings us together. Though most fans care about how their player or team performs in the field of play, away from the field, the business of sports has been in disruption. How sports organizations are addressing these newfound challenges provides a road-map for fundamental lessons that can help a CEO in any business gain growth-oriented insights. In a series of blogs, I will lead you through the high level challenges shaking the foundation of the business of sports, and offer some frameworks and ideas to address them. My goal is to build on conversations that are already taking place—and, perhaps, start some new ones.
Revitalizing a Tired Business: 3 Steps to Identify the Problem
Tue, Feb 26, 2019 — Common Growth Problems Among Businesses Companies of all shapes and sizes watch as the growth of their business slows down, then gets stuck. There is an opportunity to turn around the situation, with a collaborative action plan. It’s essential to determine where and why you are taking on water. Perhaps a new competitor entered the market, enthusiasm is slowing among repeat customers, or your company’s stated benefit is no longer relevant. There could be a deceleration in organic growth, or additional usage and occasions have changed. What’s clear is that what got you to where you are most likely will not get you where you want to go! Businesses often try to address growth issues by cutting back on spending, or milking the company/product/service to maintain or get more profit out of declining revenues. However, this strategy becomes a self-fulfilling prophecy; the only direction you can go from here is continued—or accelerated—decline. It is not a viable, long-term way to address organic growth or loss of market share. As a doctor seeks to understand the challenges of a sick patient, they ask questions and observe behavior. They review options to treat to identify the actions that will most likely optimize and accelerate a return to health. To turn around the business, you’ll want to diagnose how you got into the situation—and what has changed—before you begin tackling the turnaround of the business.
The Top 5 Digital Marketing Trends to Leverage in 2019
Tue, Dec 11, 2018 — As you get your staff and business operations ready for 2019, it’s also critically important to consider your marketing plan. Since your customers expect to easily find and enjoy the products and services they need and desire, you’ll need to invest in more customization and ease of use than ever. By sharing my annual “What’s Hot” list with your marketing department now, they can begin prepping for the changes and alterations they need to make to better reach your target audience and enjoy a full year of success. Let’s get started by diving into the top five trends you need to know:
When do I need to Hire a Product Manager?
Thu, Jun 28, 2018 — Over the course of my career I’ve had the opportunity to work alongside some really good product managers. The good ones tend to be easy to spot even though many don’t like attention cast on them and are quite content being behind the scenes. Like the conductor, they’re focused on keeping the trains going on time. The “trains” in this case are the products or services a company offers. There is a cadence to product management done right and the frequency they operate under is tuned into by the entire organization. Think of Max Weinberg, Bruce Springsteen’s E Street Band drummer. It’s said that drummers are the heart and soul of bands. While Springsteen was clearly “The Boss”, Weinberg set the beat and always had his eyes constantly fixated on Springsteen during live performances and could make adjustments in a microsecond that allowed the band to be at its best.
“Less is More”: Four Steps to Aligning Your Project Queue and Goals Today
Fri, Feb 16, 2018 — There was a time in our lives when “busywork” might have been a good idea. Back in school, it was the way many of us created that semblance of subterfuge when we had expeditiously completed the assigned work, and were now just interested in writing a note to the girl two seats over.
Only the Paranoid Survive: Three Steps to Being a Disruptive Innovator
Thu, Jan 11, 2018 — There is a much-ballyhooed Harvard Business School case study which examines the competition between athletic shoe companies Nike and Reebok -- before Nike became the behemoth it is today, and when Reebok was a tiny company making its first attempts at scaling up. Nike, at the time, was a “runner’s runner” shoe, aimed at the hardcore, “rise-at-5 a.m.-and-run-like-the-wind” customer. Nike’s signature advertising visual at the time was very compelling: The perspective, down the length of a deserted Manhattan avenue in the early morning hours. A glimmer of the sunrise peeked around one building; no traffic or people were around – with the exception of a lone runner, a tiny figure against the cityscape. It characterized what Nike stood for – hardcore training -- and that famous ad resonated hugely with Nike users. It was about the discipline and fulfillment of running. Shoe comfort at the time, while adequate, clearly was secondary.
Sold, not Bought: The Marketing of Unfamiliar Solutions
Mon, Nov 20, 2017 — Several years ago I met Davis, an executive in Ohio, who segmented his product lines into “Bought, not Sold” and “Sold, not Bought.” “Bought” products, he said, were familiar to prospective buyers. They had self-diagnosed what they needed and self-prescribed a product solution for that need. Often, they’d previously purchased a product in the category. By contrast, a “Sold” product presented an unfamiliar solution—so the prospect couldn’t self-prescribe, and may not have self-diagnosed. In fact, their need could be latent and wouldn’t be recognized without prompting.
Are You a “Disruptor” in Your Market? Three Questions to Ask Right Now
Thu, Sep 14, 2017 — January 15, 2009, was a brisk, cold, winter day in New York City. Everyone in the “Big Apple” was going about their business as US Airways Flight 1549 lifted off from LaGuardia Airport Runway 4 at 3:24 p.m. on its way to Charlotte, NC. We all know the story of what happened next – the “Miracle on the Hudson,” with all souls on board rescued, despite a nearly impossible situation for the pilots.
Are You A “Level 5” Leader? How Cool Confidence Can Foster Sales Success
Fri, Aug 25, 2017 — On a recent sojourn, I had time between flights, so I joined the throngs of fellow travelers who had taken up residence in one of those oversized rocking chairs. As I sat working – and rocking – I observed the airport’s massive food court, which featured an amalgam of fast casual and upscale restaurants. One of the restaurants, in particular, seemed to have the magic formula to attracting throngs of hungry travelers – despite the fact that it was a well-known fast casual concept with thousands of units around the world. Though it was abuzz with activity, the employees were doing a great job of keeping up with the pace. Napkins were perfectly lined up; the counter was spotless; and the employees genuinely were smiling. Everything seemed tidy and welcoming. When customers approached, they received a greeting that far exceeded the expected for such an establishment. Even from a distance, you could see the employees smiling, the customers smiling, exchanging a few pleasantries, wishing each other to have a great day.