As we discussed three weeks ago, self -commoditization is a trap that many B2B companies fall into over the course of years of fending off competition and protecting sales volume. Suddenly, they look up from where their nose has been on the grindstone and find that lowest price is the only distinguishing feature that matters.Recent Posts
September 22, 2015
As we discussed three weeks ago, self -commoditization is a trap that many B2B companies fall into over the course of years of fending off competition and protecting sales volume. Suddenly, they look up from where their nose has been on the grindstone and find that lowest price is the only distinguishing feature that matters.September 17, 2015
EMM Group is proud to announce the publication of a new ebook entitled, “Integrated Commercial Strategy™: The New Playbook for Profitable Growth.”
Webinars
September 09, 2015
In case you missed it, our commercial capability building gurus recently hosted a webinar on Integrated Commercial Strategy™ (ICS), EMM Group's framework for profitable growth.
[…]September 01, 2015
When you’re intent on a goal and want to be able to plot the shortest and easiest course to reach it, obstacles in the way can be discouraging and frustrating. But, if you’re purposely maneuvering through an obstacle course, they become exhilarating challenges to attack and overcome.
[…]August 25, 2015
In previous posts, we’ve discussed a number of drivers that lead to margin compression in a B2B context:
[…]August 20, 2015
Staying on the theme of product differentiation that we introduced last week, there’s another aspect to the issue that also creates challenges for many B2B companies that have been working to protect their volume for years.
[…]August 11, 2015
What would you guess is the question we ask our brand new clients that most often leaves them completely stumped?
What makes you different?
[…]August 04, 2015
So often, we see consultants in our industry trying to sell snake oil to the masses. It’s unfortunate and it makes the job of legitimate marketing experts more difficult because it sets unreal expectations for many of our well-meaning clients.
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Value Based Pricing
July 21, 2015
The procurement department at every one of your client organizations has one basic job, when you boil it down:
Cut purchasing costs.
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White Papers
July 14, 2015
In a business environment where change happens faster than planning can account for and the “ready, fire, aim” mentality takes over more often than it should, the concept of change management often gets forgotten. But, without it, a company can end up moving very quickly, but getting nowhere.
[…]