In this episode we talk with Verne Harnish about how to scale up a company in today's world.
SHOW NOTES
00:00:57 Verne Harnish's introduction to the Growth Manifesto Podcast.
00:01:29 Verne talks about pricing and why he feels business owners should focus more on it.
00:03:02 When it comes to pricing, people are not logical. They are psychological.
00:05:44 Verne discusses the "Good-Better-Best Approach to Pricing".
00:07:32 Marketing strategy equals strategy & how most Founders & CEOs are their company's default Chief Marketing Officers.
00:08:29 Go after the customers who value what you bring to the table and use pricing to sort that out.
00:12:52 How would you approach pricing your proposal strategy to potential clients?
00:14:12 Verne talks about the complex sale and how it requires strong marketing support.
00:17:32 At what point should a company start considering pricing strategy?
00:20:27 According to Verne, you need both quantitative and qualitative data to guide your company forward.
00:25:28 In a Business-to-Business transaction, you may be selling to one person but your service will affect around hundreds.
00:28:09 How would you approach prospective companies that you would like to sell your service to?
00:31:33 Verne discusses what you should be focusing on in the different stages of your business scaling from $0 to $100 million.
00:36:29 Why process improvement is critical in terms of scaling up according to Verne.
00:40:27 According to Verne, staff size is a key driver when you need to make certain changes in a company that's scaling.
00:42:12 What are some of the characteristics of the leaders who succeed at scaling from $10 million to $100 million.
00:49:24 What advice would you give to companies that are trying to find out the best business approach to succeed in our unpredictable world right now?
00:52:44 What are the characteristics of companies that win in our current environment?
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LINKS
Verne Harnish on LinkedIn [ Ссылка ]
Scaling Up: A Gazelles Company [ Ссылка ]
Scaling Up Growth Tools [ Ссылка ]
Mastering the Rockefeller Habits [ Ссылка ]
Scaling Up: How a Few Companies Make It...and Why the Rest Don't [ Ссылка ]
The Good-Better-Best Approach to Pricing [ Ссылка ]
Mastering the Complex Sale [ Ссылка ]
Competitive Strategy: Techniques for Analyzing Industries and Competitors [ Ссылка ]
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The Growth Manifesto Podcast is brought to you by Webprofits. We interview business leaders, marketers, and entrepreneurs to share inspiring stories of real people who have succeeded in the business world.
Hosted by Alex Cleanthous.
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