It’s well known that hiring the wrong person for any job can increase costs. But when you’re hiring a sales person, the stakes escalate – dramatically. You’re no longer just factoring in salary/search/ramp-up costs, but you have to factor-in the cost of lost and foregone sales as well. This worksheet …
When your Board is faced with the situation of having too many options and too few resources, the best way to plot the path forward is to assess the net present value (NPV) of the cash generated of each social enterprise under consideration by your Board.
As a Sales leader tasked with delivering (say) a 10% growth across a team of sellers, how would you go-about delivering this mandate?
One of the most consequential decisions that your team can make is deciding ‘who is our buyer?’…the target market. It’s important to get right, but you’rer not dead-in-the-water if you don’t get it quite right…it’s always changeable (it just costs more money). Here’s a framework to help Boards and managers …
One of the simplest and most effective tools that ED’s, Boards, and social enterprise leaders can deploy is a gap analysis.
A fundamental activity for senior leaders and Boards is turning around at-risk or under-performing business units.
Working with the board of a not-for-profit, we shepherded the development and adoption of a strategic plan focused on growth and sustainability. By identifying risks and opportunities, the board unanimously adopted a strategic plan that: focused on a new approach to fund-raising (managing it like a typical business sales function, …
Do you have a high performance marketing plan? Is it capable of delivering your strategic objectives – particularly your sales goals? Get a sense of the effectiveness of your Marketing Plan to power the achievement of your sales goals:
This worksheet helps focus the conversation away from the organization, and toward the end-user/client. With this understanding of needs, the Board can start identifying solutions that have a good shot at being sustainable – by satisfying those needs.
Before you launch your social enterprise, you’ll need to determine with a good degree of certainty that your product or service is priced optimally.