Free Library Catagory:

How to Ace Your First 100 Days

Congratulations! You're the new General Manager. The CEO decided for you out of a dozen capable candidates. You're just itching to demonstrate just what a brilliant decision that was. The voice in your head is screaming “Let's go fix something!” Not so fast, hot-shot....

Competition’s Grabbed the Lead – What to Do

Out of nowhere your top competitor announces a new product. Its performance is significantly better than yours. Suddenly, you’re way behind. Marketing springs into action and revises the product roadmap to reflect the new competitive environment. It’s no surprise that...

Why Program Managers Fail

Planning, budgeting, scheduling, status checking, action item tracking. Is this how you view your job as a product development program manager? If it is, you’re missing a big part of your job, and you could be on a path to failure. You have a much more important role....

Is Competitive Advantage Sustainable?

A capital equipment company possesses a competitive advantage when it has valuable products that cannot be duplicated by its competitors. You’ve probably experienced moments of competitive advantage only to have it swept away by a copy-cat, new innovation, or change...

Who Owns Growth?

Typically, three situations lead to a call-to-arms to develop new growth options.  They are: You're in an attractive market, but your position could be stronger. Your current markets are not going to satisfy your growth appetite no matter how strong your position is....

What to Do in a Downturn

Capital equipment markets are subject to regular, often violent business cycles. Why this happens is a topic for another day, but there are some key things you can do to make sure your company effectively manages the inevitable downturn. Don't Lose Focus In a...

6 Ways to Improve Pricing

Think quick...What would you do to improve gross margins at your company? Did you say, "Reduce costs"? But what if you could raise prices; wouldn't that be the fastest way to improve margins? You'd expect price improvement programs to be as common as cost reduction...

In Defense of the Salesman

It's the Monday morning senior staff meeting/ Bad news. That the big order everyone is counting on still hangs in the balance. The VP of Sales, the only staff member not physically present, is on the speakerphone. "The customer feels anybody's system will work, so the...

Can You Do It, How Fast Can You Do It, and Everything Else

Are you the only game in town? The only company that can meet your customers' most advanced requirements? If yes, then count yourself as one of the lucky few. Enjoy it, but don't relax. It doesn't last forever. High technology capital equipment industries mature...