The Edinger Consulting Group newsletter - Edinger's Monthly Insights, jammed with resources, focuses on providing information and value to our clients. If you do not wish to receive it, just let me know by replying to this email with the subject REMOVE or click on the unsubscribe option at the bottom of the newsletter.
 
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Ideas to Improve Your Performance
  • The first quarter of the year is over. Time to do a goal check on those objectives for 2013. Are you at least 25% of the way there? If not, why? If so, how can you ensure you stay on or ahead of the target?

     

  • One of my clients shared with me that part of her success this year was based on the strategic clarity we had worked on in their senior management retreat. What are you doing to make sure your strategy is clear to everyone?

     

  • Don't allow anachronistic definitions or old thinking about selling (e.g. high pressure pitching, etc.) make you shy away from sales activities. Selling is about creating value for people so that their condition is improved. Even if it is your ideas, EVERYONE sells SOMETHING.  
Reflections

Differentiation and Value

 

A couple of months ago I was working with a consumer packaged goods company that represented a premium brand in the marketplace. One of the challenges of being a premium brand is helping others to see the value of your products or service offerings in a world where commoditization is the norm. That is, most people will try to reduce your value to the lowest common denominator (e.g. it is still just a car, financial advice is mostly the same, and so forth.) Differentiation then, becomes about how you create value, in the interaction with potential clients, so that they are ultimately able to see the uniqueness of what you have to offer. In order to do so, this CPG company needed to develop the ability to help others to see the potential problems and opportunities they are missing and provide insights. Help others to recognize unanticipated solutions to their issues, by sharing how you can help, through the lens they look through. And of course, that is value that customers are willing to pay a premium for. If you want to read more about how to create that value, click here, for Scott's recent article on Harvard Business Review, titled "Would Customers Pay for Your Sales Calls" 

 

A Slice of Life Balance
  • Spring is upon us, what will you do to commemorate the season? Spend some additional time outdoors and see if it makes you feel even better.
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  • I haven't yet, though I'll keep trying, been able to meditate. But I do get out and walk the dog, take bike rides with my family, and grill out in the backyard. Find something that relaxes you and do it regularly.