Revisit Your Playbook to Restart Your Growth in Today's New Environment
Your playbook includes a collection of your values, core principles, and competitive business advantages. It’s the blueprint of what has made your business the success it is. You’ve worked hard at developing the playbook and along the way, there have been and will be many contributors.
Some organizations reach a point though, where their growth just stalls out. What about that playbook? Business was going along fine and then at some point just became so much harder to manage. This may occur over time, or it might seem like it happened overnight. What happened, did they take their eye off the prize, or was it something else?
Insight, Innovation, and Execution have been pillars of the most successful businesses, and no doubt yours as well. These are three of the areas that have been under stress during the pandemic and continue to be challenged as businesses like yours, your customers, and your suppliers, get back in the game.
Insights into the market that you believed to be relevant in the past, may not be as aligned as they once were and need to be refreshed. Innovation and execution are areas that enable companies to separate themselves from the competition. For those who kept a focus on these two areas throughout the downturn, the payback is clear with a stronger competitive advantage in the marketplace. They’ve invested in the people, technology, and infrastructure that makes it easier for their customers to do business with them.
Don’t be fooled, growth isn’t easy or for the faint of heart. Rapid growth will eat up cash and stress-test your culture. Stay focused and keep listening to the sounds your business is making. Those sounds can be clues to what is working, and what isn't.
Retaining your best clients is another key ingredient to strong growth. One way to do that is by solving their problems in a way that your competition isn’t able to. Become that trusted advisor, listen to what they are trying to achieve, not only to what they are asking you to do. Your customers are the judges, and they vote with their wallets each day.
If what was working isn’t as effective as it once was, dust off that playbook and make the changes to your strategy that will lead to success in today’s new environment. Good luck, and don't forget to ask questions.
Mike Philie leverages his 28 years of direct industry experience in sales, sales management and executive leadership to share what’s working for companies today and how to safely transform your business. Since 2007, he has been providing consulting services to privately held printing and mailing companies across North America.
Mike provides strategy and insight to owners and CEOs in the graphic communications industry by providing direct and realistic assessments, not being afraid to voice the unpopular opinion, and helping leaders navigate change through a common sense and practical approach.