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  • The Critical Client Services Function

    Scaling your business requires having strong cross-organizational functions including, sales, marketing, finance, product development and client services.  The client service function is often over-looked by [...]

  • Using the Blue Ocean Buyer Utility Map

    Many entrepreneurs believe that they have Blue Ocean companies and opportunities.  Yet, most have actually never read either of the books “Blue Ocean Strategy” or [...]

  • Buyer Fear of Change and Risk

    Many entrepreneurs believe that selling the features, benefits and ROI of their product will be sufficient for their success.  While this is often true, it [...]

  • Crossing the CEO Chasm

    Most of us are familiar with the classic book “Crossing the Chasm” by Geoffrey Moore. The book discusses how a company has to cross a [...]

  • 21 Things That Stunt Your Ability to Scale Your Business

    Anyone who really knows me knows two things about me.  I am all about start-up growth and scale and I understand that there are no [...]

  • Creating A Blue Ocean Sales Approach

    Many startup companies invent new markets or approaches to solving existing problems.  In doing so, they need to convince their markets to think differently about [...]