How benchmarking reduces B2B growth

I am embarking on a new teaching topic that of enhancing strategic growth in Asia- and this excites me. a typical approach is to survey the field, identify what market leaders are doing and identify how to benchmark against and replicate this.

The challenge I have is this;

The most profitable ideas are contrarian ideas.

The value of contrarian thinking is well understood especially in the world of finance, but much less well understood in the commercial world of business where benchmarking remains a standard approach.… Read more

Why demonstrating B2B business value doesn’t work anymore?

Business to Business (B2B) buying typically is a pretty logical process, right.

Buyers want to just assess the facts and figures to show they have a great deal- they want to identify those businesses with the best “business value” to them and then do a deal.

Following on from this, the research is clear, Buyers who see a supplier’s business value to their own business are four times more likely to consider that brand in the future.… Read more