How to Identify the Best Customers for Your Business

This post originally appeared on the MIT Sloan Management Review. Many companies pursue growth opportunities without adequately defining who their ideal customers are. That lack of clarity can hamper profitable growth. It’s difficult to start a venture that gains traction with paying customers. In the first decade of the 21st century, fewer than half of all […]

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Connecting Goals and Go-To-Market Initiatives

This post originally appeared on HBS Working Knowledge. In some respects, developing strategy is the easy part. Executing that strategy in alignment with strategic priorities is where real mastery of management takes place. Harvard Business School senior lecturer Frank V. Cespedes shows how it is done. Key concepts include: Strategy implementation is essential for marketplace success […]

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Yes, You Can Raise Prices in a Downturn

This post originally appeared on HBS Working Knowledge. If you and your customers understand the value represented in your pricing, you can—and should—charge more for delivering more. An interview on “performance pricing” with researchers Frank Cespedes, Benson P. Shapiro, and Elliot Ross. Key concepts include: Pricing builds or destroys value faster than almost any business action. […]

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