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How to Manage Product-Line Performance: Part II

“Don’t expect what you don’t inspect.” It’s human nature to put something off until someone asks for it. That “ask” creates a deadline for results and signals that someone is interested and watching. The same principle applies to managing product-line...

How to Manage Product-Line Performance: Part I

In his 1962 book, The Success System That Never Fails, W. Clement Stone wrote, “Don’t expect what you don’t inspect.” It’s still true today.  It’s human nature to put something off until someone asks for it. That “ask” creates a deadline for results and signals...

Meet the Capital Equipment Product Manager

While it takes a team to design, build, test, and market capital equipment, there is one person that is crucial to producing a winning product. It’s the product manager. Product managers are the individuals responsible for the commercial success of a given product or...

What is Product Management?

Of the items listed below, which do you think is the best indicator of a successful capital equipment company? The best sales teamThe best manufacturing capabilityThe best customer serviceThe best product Without a doubt, it’s the last one. Great sales, manufacturing,...

How to Get Closer to Your Customers

Customer intimacy requires that you blur the lines between you and your customers. It requires that you share your strategy with your customers, become part of their community, and develop enduring collaborations. It requires that you become so well known to each...

How to Develop Competitive Intelligence

Collecting competitive intelligence is like a scavenger hunt; nuggets of information are hidden everywhere. Your challenge is to go out and find them. But you cannot conduct the hunt as random bursts of effort if you want to develop truly effective competitive...

Leader or Victim?

Want to know a not-so-obvious attribute that will determine if you’re going to be a great product manager or merely a good one?  It’s not your product expertise, your gift for anticipating market inflections, your talent for telling a great story in PowerPoint(R), or...

How to Solve Product Managers’ Biggest Problem

I had just completed a one-hour seminar titled “Why You Need a Value-Based Strategy.” My talk covered a broad range of value-strategy concepts. Now it was time for my favorite part, the questions and answers session. Hands shot up. I pointed to a gentleman in the...

How to Validate Your Value Model

Value-based strategy affects everything that you do to define, create, market, and sell products. Pricing, sales training, market requirements, market segmentation, competitive positioning, roadmap development, value-based strategy affects them all. But do you know...