Looking at the 2012 Opportunity – It’s Time to Get a Plan Together!

December 6, 2011 — Leave a comment

“Have you been reading the investing forecasts for next year? The most optimistic forecasts expect more of the same—slow economic growth, a stock market that’s vulnerable to every little hiccup, continued high unemployment and a sluggish housing market.”…Dave Ramsey

I expect Dave is right, however that doesn’t mean your business can’t grow over the next twelve months. Whether you run a company, or sell for one, or are in charge of marketing, there are some simple things you can be doing to continue  steady deliberate growth.  Some things you should be considering before year end:

1. Have a Plan!  Your plan can’t just be, “We need to grow the bottom line,” or “Let’s grow 50% in the coming year.”  I see these kinds of statements all the time, and they don’t materialize.  A plan involves the primary solution areas you will focus on, marketing plans and schedules, and strategy.  Plan out marketing events and campaigns through the year, not just next month’s effort.  Consider training needs as well.  But also look at where time was wasted in 2011, what efforts failed and why, where gross profit was lost and why, what kinds of projects seem most profitable, and what client profiles are working well.  Managers and owners should be scrutinizing the team. Make sure the right people are on board, and trim non-producers.  Also, consider where each player should be focused in the coming year.  This might be a great time to consider doing a joint strategy session – I am scheduling companies right now!

2. Look at your value proposition. It might be time to invest in strategies that are driving business in this economy.  If you have been working on some area for five years and it’s not working, it might be time to move on.  Also, consider your opportunities with security.  Security offerings gave resellers an incredible boost in 2011, while other technology areas did poorly.  Consider attending my online workshop – Making Money with Security (Click for more info), in January…This program has been a game changer for many over the past seven years.

3. Build you consulting capabilities.  Learning to interview, discover, and assess is absolutely a differentiator.  Companies that just “sell products” are in trouble, unless they have something very unique to offer.  I don’t need to name names here – just look around.  If you are a typical reseller, selling the big names, you are likely seeing it too.  Your value must come from your own ability to consult and make application to the products you sell.  Big name manufacturers are not going to drive your profits in 2012.  I just completed an important book, From Vendor to Adviser, this year.  Read it…but also consider getting some training in this area.  I have been running free webinars on topics presented in this book, and have a workshop which will be announced shortly.  The goal being, to bring sales people up to speed on the skills consultants use to sell and fulfill very large projects.  Check it out here…(Click)

Don’t wait until January to plan – remember, a business without a plan, is a plan to fail.

© 2011, David Stelzl

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