• “Go with the Flow” as strategy

    29 June 2016
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    liquid gold

    In the last week, I’ve had a couple of strategy meetings where the simple idea of going with the flow came up.

    In the first, a decades-old company is finding that it’s not as easy as it used to be to get customers.  They are facing the prospect of having to cannibalize their current customers to sell something that will have broader appeal – the plan being that the new sales will outweigh those lost from the cannibalization.

    The go-with-the-flow idea?  “Sell what they your market is buying.”  After about 15 minutes talking to a salesperson, whose first reaction was to tell me all the reasons that customers aren’t buying the legacy product, he then said, “You know, there’s one big prospect on the East Coast who would be really interested in this new version we’re talking about.”  And from there, we’re off…selling what the market is buying.

    In the second meeting, we were debating which of several initiatives should get funding support.  We were looking at 6 different programs, with varying degrees of success.  Some were clearly “popping” and gaining traction; others were struggling though everyone thought they should have lots of potential.

    The go-with-the-flow idea then?  “Go in the direction of what works.”  The path of least resistance was to double-down on the ones with traction. We didn’t abandon the others, but the question of where to put the discretionary budget we had available was answered pretty simply.

    Sometimes business isn’t a struggle.  Sometimes the market gives us the answer, and we just have to listen…and go with the flow.

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