The Skills Gap – The biggest issue facing business today?

Posted on Posted in General, Sales performance

The Skills Gap – The biggest issue facing business today? There is a lot of talk, indeed a buzz in the air, about the skills shortage, or sometimes a skills gap, it is often used as a reason, (excuse?), for why we “have” to use overseas workers to fill many of our traditional jobs – but is it actually more than that? There is a huge amount of effort and […]

Specifying CRM in an Engineering Company

Posted on Posted in Marketing, Sales performance

Specifying CRM in an Engineering Company   Specifying a CRM system in an Engineering or manufacturing environment is not easy. In my opinion the popular “CRMs” such as “Salesforce.com” tend to have been developed and are well established for industries which are Product focussed & target driven. Such companies tend to be high volume B2B B2C, in fact their requirements actually tend to be simple and their objective is clearly […]

Defensive marketing & Customer retention

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It can cost five times as much to attract a new customer, than to keep a current customer happy! ‘Offensive ‘marketing typically costs more than ‘defensive’ marketing because it takes a great deal of time, effort and spending to coax satisfied customers away from competitors. Historically, there has been a strong emphasis of attracting new customers rather than retaining existing ones – creating transactions rather than relationships. The majority of […]

Do Customers buy the “Kay”?

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Do Customers buy the “Kay”? Has anyone seen the mythical product the “Pounds Kay” ? I have been in manufacturing for over 30 years and have yet to see one, but they are constantly talked about. Sales people apparently sell them, and Ops people definitely like making them. Strangely though customers don’t order them. If I have ever had a customer complaint it has never been that he has not […]

The Price of success in Business?

Posted on Posted in General, Sales performance

The Price of success in Business? A general manager, for whom I had and still have an enormous amount of respect for, once said to me that the last thing he needed was to win new business. Madness surely? What he went on to explain was that the disruption to existing product lines, caused by new products going through a critical process ( In this case Super Alloy Investment castings) […]