Judy’s company produces a high quality water container serving the recreational market. When I arrived, Judy and her Sales Manager, Bill, were brainstorming about new product concepts for their served market. To achieve their growth goals, they needed to launch a new product that would capitalize on their success and be distinctive enough to appeal to their market. One of their employees had recently told Bill about his friend who was using their key product …
Prevailing wisdom states that the unmet needs of your customers are the most productive source for “New Business Opportunities” or service ideas. Others claim that relying on existing customers for your innovations can lead you to chase those customers “down the rabbit hole” of worthless concepts. Customers are always a valuable source for potential innovations. Your relationship enables the sharing of unmet needs that are typically viable for their served markets – ideas you might …
“Where Are The Orders?” “Why aren’t we converting more of our quotes? Our biggest investment last year is failing…I’m concerned.”Last year, Sam’s company launched a new product that they were convinced was a winner. But after six months of losing more orders than they were winning, Sam’s frustration is peaked and his team is discouraged. The new product was developed with customer input and has the potential to produce unique benefits for their customers. But …
