In the fall of 2016, my son headed off for his first year in college. Compared to today, it was a halcyon time to leave the nest. I envisioned him frequenting bacchanalian block parties before Summer faded into Fall and his classes reduced the time available for such pursuits. Along the way, I reasoned, he’d […]
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Turn Risk into Revenue Power
Read MoreInherent business risk can be your downfall or your fuel. We help you stop the domino effect and build strength through uncertainty.
Inherent business risk can be your downfall or your fuel. We help you stop the domino effect and build strength through uncertainty.
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Acquire New Customers.
Read MoreTarget marketing, pipeline management, prospecting and lead generation.
Target marketing, pipeline management, prospecting and lead generation.
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Grow Your Revenue.
Read MoreManaging boundary risk, revenue modeling.
Managing boundary risk, revenue modeling.
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Retain Customers.
Read MoreAccount management, loyalty programs, managing churn.
Account management, loyalty programs, managing churn.
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Win Back Accounts.
Read MoreTurn lost customers into new business.
Turn lost customers into new business.
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Sales Governance
Developing and implementing marketing communications plans.
Maintaining sales-force readiness.
Revenue Strategy
Ensuring accuracy of key marketing information, and making sure it’s protected.
Managing intellectual properties.
Ensuring supply-chain responsiveness.
Risk Assessment
Avoiding disruptions that affect revenue, and responding quickly to events.
Avoiding social media and ethical disasters.
Monitoring emerging trends and forces.
Insight from our Blog
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TOP CATEGORY
Customer ExperienceTransparency, customer rage, the best and worst of CRMs, loyalty, and when it's best to lose a sale.Read More -
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CORE SKILLS
Revenue Risk ManagementMisfortune, the black market of customer trust, constructive paranoia, and the wide spectrum of unknowns.Read More -
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IDEAS
InnovationOn technology startups, cold assumptions, the black box of the internet, and the new problems of new solutions.Read More -
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TOP CATEGORY
The myth of revenue forecasting, the magic of 73%, when it takes a village, and stopping a great product from…Read More
Would an Idiot Do That? A Practical Guide for Ethical Marketing Decisions
- Created: Tuesday, 01 September 2020 5:47 pm
- Written by Andrew Rudin
Let’s Restore Sanity to Stretch Goals
- Created: Thursday, 27 August 2020 4:46 pm
- Written by Andrew Rudin
Stretch goals are “deliberately challenging or ambitious aims or objectives.” Known colloquially as BHAG’s – Big Hairy Audacious Goals – they are ubiquitous in revenue planning and deeply entrenched in sales culture. Fittingly, stretch goals themselves carry a bold sales pitch: Outsize performance reaps outsize reward. To attract investors, CEO’s have conjured semantic theatre around […]
The Road to Trust Begins with Intent
- Created: Monday, 13 July 2020 10:29 pm
- Written by Andrew Rudin
In the 1980’s, I demonstrated my company’s accounting software to a prospective buyer, the CEO of a large lumber and plywood wholesaler in Virginia. A few minutes into our meeting, I showed him how a credit hold worked. “If an account is delinquent,” I said, “our software lets you know at the point-of-sale, and the […]
Time to Re-Think Your Company’s Sales Compensation Plan
- Created: Tuesday, 09 June 2020 4:16 pm
- Written by Andrew Rudin
Years ago, a recruiter for an IT company asked me for details about my earnings history in a prior sales role. Although many hiring managers make the same request, hers went further. She wanted copies of my past three years of W-2’s. “It’s part of our interview process,” she told me. “We need earnings proof […]