Archives tagged: business strategy

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GM May Be Learning Price Discipline
Growing Margins While Lowering Prices by Tilting the Price Waterfall Vector

By Tim J. Smith, PhD December 1, 2006

When a marketer wants to signify that they are selling a high quality item, they can raise the price. This tactic of…

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Are You in a Hawk, Seagull, or Mouse Market?

By Tim J. Smith, PhD May 1, 2006

Not all business markets are alike, much less are all business problems. But the fact that every business challenge is unique does…

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FREE Advice for Creating a Business Plan

By Tim J. Smith, PhD May 11, 2005

Even if you are not interested in obtaining financing, your first step on the road to entrepreneurship is developing your business plan.…

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Deep Innovation: The Well-Oiled and the Cantankerous

By Tim J. Smith, PhD August 4, 2004

What factor drives innovation into large companies versus entrepreneurial firms? Should firms fund deep innovation within or should innovation be driven through…

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A Follow-up with Kuemmerle

By Tim J. Smith, PhD May 12, 2004

After composing the review of Executive Behaviors for Entrepreneur Success, we reached out to speak directly with Walter Kuemmerle, author of “A…

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Selling Productivity

By Tim J. Smith, PhD February 5, 2003

In the past decade, we have continually heard selling messages focused on the provision of business value. But what is business value?…

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Hitting the Ground Running – Stephanie Covall-Pinnix of SGS Net

By Tim J. Smith, PhD October 9, 2002

In August of 2002, Stephanie Covall-Pinnix was appointed as Director of Business Development at SGS Net. Despite the tough economic times and…

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Driving Repeat Business Part 5: Wrap-up and Next Steps

By Tim J. Smith, PhD August 21, 2002

Business-to-Business companies are increasing their focus on repeat and referral business. In this final installment on driving repeat business, we will review…

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Driving Repeat Business Part 1: Critical Success Factors

By Tim J. Smith, PhD August 8, 2002

Lather, Rinse, Repeat…Lather, Rinse, Repeat…Lather, Rinse, Repeat… We don’t just buy one bottle of shampoo in our lifetime. Likewise, we shouldn’t expect…

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