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All symptoms
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All of the subjects from yesterday's message look like somewhat related, some of them random, some of them to be grouped... and they all look like problems. But here's the thing: they're all symptoms. And —in the big picture— all symptoms of unclarity. To be unclear in the business, the needs it attends, to the segment it serves. If you had to score from them, how well would you do? :) |
Rod Aparicio
Get one tip, question, or belief-challenge that just might change the way you market, to help your customers buy. A *daily* email for b2b founders on improving your business —without the bullshit.
"From a cost center to a profit center" What a nonsense. That implies that your profit is based on your costs control. That, magically, when you know your costs (or audit or improve them or whatever), you'll turn into profit. It implies that costs is the basis for profit per default. It also implies that to get to that profit, you need to be the most cost efficient and cost effective. That you rip off anything that is a cost. It implies that you follow best-practices. Bull.Shit. That also...
Getting too close to what the rules/views/templates/best-practices are can make you miss important details. Paper can hold anything. Reality doesn’t.
In a negotiation, the first thing you need to be comfortable with is zero. As in No Money, can't pay, won't pay, don't see the point on it. Having that figure clear in your head is the thing that will let you move forward. Right now, you have zero. If the deal doesn't happen, you'll still have zero. You didn't lose something that you didn't have in the first place. Zero means you're also free. You can say no when it's not a fit, when it doesn't make sense to you, or when you feel like it....