Comments on: Opportunity “Smell Test”

By: apogeemarketingpartners

apogeemarketingpartners — Fri, 09 Oct 2009 08:19:23 +0000

Well written…we did exactly that with one of our most recent clients, whom we helped identify a significant market and focused on it, while the other lesser opportunities were given a lower priority or no priority at all.

By: apogeemarketingpartners

apogeemarketingpartners — Fri, 09 Oct 2009 03:19:23 +0000

By: Joyce

Joyce — Tue, 06 Oct 2009 18:24:26 +0000

Steve,

Awesome. Absolute truth. No wasted words, yet absolute clarity. “Silky Smooth”. Companies that succeed in the long haul will be those that are sufficiently enlightened to understand this elegant truth. Others…. Oh well. My comment: Amen, and amen.

By: Steve Finikiotis

Steve Finikiotis — Mon, 21 Sep 2009 14:52:17 +0000

Bonnie–

Thanks for your comment. You're so right: core values are the key. Or, as Socrates put it, “Know thyself”.

By: Bonnie ZImmerman

Bonnie ZImmerman — Sat, 19 Sep 2009 18:48:57 +0000

Great post and an important reminder that even in these tough economic times it is important to remain true to your “core values” when choosing to engage in client relationships.

By: Steve

Steve — Fri, 18 Sep 2009 03:20:22 +0000

Kathrin,

I loved your comment and especially your quotable line, “No matter how rosy the CEO smells, remember it could be a superficial room spray…” I agree that everyone in the organization needs to “own” the cultural shift.

Thank you,

Steve

By: Steve

Steve — Fri, 18 Sep 2009 03:15:49 +0000

Susan,

Thank you for your astute comment. I like your criterion — that the client must know that if there is to be change, it must come from them. It’s clear.

Also, we’ve made the mistake of overlooking our own criteria and, unfortunately, suffered the consequences. Teachable moments, those. Steve

By: Steve

Steve — Fri, 18 Sep 2009 03:06:51 +0000

Markus, Thank you for your comment. I agree.Times have certainly changed and companies that recognize and respond to the change stand a better chance of flourishing in this environment. Steve

By: Kathrin Hardie

Kathrin Hardie — Thu, 17 Sep 2009 22:49:26 +0000

I’d extend the smell test beyond the upper echelon stakeholders, to the level expected to embrace and implement a solution, in which they have no equity, no buy in and no perceived personal gains. No matter how how rosey the CEO smells, remember it could be a superficial room spray… Just, as you say, consumers all over the world expect services and products oriented around their needs, so internal corporate communication must address the needs of the management and staff needs to truly own a cultural shift within the organization.

By: darlene

darlene — Thu, 17 Sep 2009 20:04:24 +0000

Love it! Just say ‘no’!

By: Susan Mazza

Susan Mazza — Thu, 17 Sep 2009 18:01:28 +0000

While your focus is on the customer here your essential point applies directly to my business too. For me the telltale sign that the client is not a good fit for me is when the person hiring me is of the opinion that they “know”, it is just their people who need some help. You don’t have to make the mistake of thinking “they’ll get there once we can get in and work with them” very many times to learn what a big mistake it is. While you still may make a difference, more often than not it is painful for everyone involved. The “right” client for me is one that believes if there is to be change it must begin with them.

By: manolo mendoza

manolo mendoza — Thu, 17 Sep 2009 17:57:51 +0000

Knowing when to fold ‘em is the best advice anyone can get!

By: Markus Stolz

Markus Stolz — Thu, 17 Sep 2009 17:27:10 +0000

You hit the nail on the head with your post. In the last few years, the world of business has changed forever. Through social networks, customers have been handed over real power. Companies that react to the changes in the way you propose will thrive. The danger for many companies lies in the failure to recognise this. At the same time, companies that do have a huge opportunity building up their trust with the customers.

By: Kris Burnette

Kris Burnette — Thu, 17 Sep 2009 16:49:04 +0000

Another superb post. Choosing inappropriate clients/opportunities can demoralize a team. I wonder how many organizations think in terms of “opportunity costs”. Thanks for addressing this.