Innovation Insights

The B2B Business Growth Blog

Innovation Insights explores the impact of new and emerging concepts in sales, marketing, strategy and leadership for CEOs of growth-driven business-to-business companies.

How Office Business Center Operators Can Benefit from a B2B Business Growth Consultant

how_office_business_center_operators_can_benefit_from_a_b2b_business_growth_consultantThe serviced office and office business center industry is going through rapid change. Established companies are transitioning to open office designs and startups are flocking to incubators, accelerators and coworking centers. Increasing rents and changing market conditions are impacting costs, and many of the value-added services that helped expand margins are not as lucrative as they were. But the market is also presenting major new opportunities. By partnering with a B2B business growth consultant, office business center operators can drive new growth by focusing on these priorities:

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Tags: Focus Area: Strategy, business strategy, commercial real estate, office business centers, coworking, b2b business growth, selecting a business consultant, competitive differentiation, market positioning

How Professional Services Firms Can Benefit from a B2B Business Growth Consultant

how_professional_services_firms_can_benefit_from_a_b2b_business_consultantThe professional services industry is a highly complex and rapidly changing sector. As the principal, senior partner or CEO of a business-to-business professional services company, you’re constantly looking for new ways to enhance growth and build new revenue streams, whether you lead a staffing company, insurance firm, outsourcing provider, property management company, HR services firm, IT systems integrator or an A/E/C business. Working with a B2B business growth consultant, you can drive new revenue by focusing on these priorities:

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Tags: Focus Area: Strategy, business strategy, b2b business growth, selecting a business consultant, competitive differentiation, market positioning, professional services marketing, professional service firms

How Construction Firms Can Benefit from a B2B Business Growth Consultant

how_construction_firms_can_benefit_from_a_b2b_business_growth_consultantThe construction industry faces intense competitive pressures and a rapidly changing market environment. Increasing project complexity, ever-shifting financing and mounting project requirements further complicate the challenge facing those in the sector. However, a strategically focused construction firm can partner with a B2B business growth consultant and achieve lasting growth, by focusing on these priorities:

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Tags: Focus Area: Strategy, b2b, commercial real estate, construction, a/e/c, b2b business growth, selecting a business consultant, market positioning, industrial market

How Commercial Real Estate Firms Can Benefit from a B2B Business Growth Consultant

how_commercial_real_estate_firms_can_benefit_from_a_b2b_business_growth_consultantThe field of commercial real estate (CRE) is in the midst of considerable change due to a combination of factors. User behavior is changing – for example, companies are moving from closed workspaces to open offices. The financial environment is shifting – project packaging is challenging, yet opportunities are strong. And market fundamentals are evolving – mixed-use is in, single-use is out, and yet zoning laws and planning goals are not keeping up. In the midst of this, CRE firms who work with a B2B business consultant can achieve significant growth by focusing on these priorities:

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Tags: Focus Area: Strategy, business planning, business strategy, commercial real estate, construction, a/e/c, b2b business growth, competitive differentiation, market positioning

How Technology Companies Can Benefit from a B2B Business Growth Consultant

how_technology_companies_can_benefit_from_a_b2b_business_growth_consultantThe technology sector is undergoing rapid change, and it is challenging for many companies to maintain a strong market position while also identifying and pursuing new directions. By sharpening their focus and defining new opportunities, technology companies working with a B2B business growth consultant can achieve and sustain new revenue by focusing on these priorities:

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Tags: Focus Area: Strategy, business strategy, startup, b2b business growth, it industry, selecting a business consultant, competitive differentiation, market positioning, technology

How Accounting Firms Can Benefit from a B2B Business Growth Consultant

how_accounting_firms_can_benefit_from_a_b2b_business_growth_consultantThe public accounting sector is at a crossroads. Business clients are accustomed to the rituals of tax time, but confused about tax planning and frustrated by other compliance issues. In the meantime, CPAs are running through a seasonal shift in billable work centered on tax season almost as dramatic as retail stores at the holidays. At the same time, the opportunity clearly exists for the principals of proactive, market-focused accounting firms to partner with a B2B business growth consultant and develop new growth opportunities, by focusing on these priorities:

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Tags: Focus Area: Strategy, business strategy, b2b business growth, selecting a business consultant, competitive differentiation, accounting firm, market positioning, cpa

How Law Firms Can Benefit from a B2B Business Growth Consultant

how_law_firms_can_benefit_from_a_b2b_business_growth_consultantThe legal services industry is in the midst of dramatic change. Major firms have experienced radical restructurings while others have disappeared entirely. The traditional partner/associate model is under fire from more nimble and flexible business models. Technology, offshoring for some services and a glut of new lawyers are creating a future talent crisis while undercutting margins in the short-term. The best way to respond to these challenges is to reposition and innovate with better strategies for firm growth. Working with a B2B business growth consultant, law firms can find new opportunities by focusing on these priorities:

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Tags: Focus Area: Strategy, b2b business growth, selecting a business consultant, competitive differentiation, market positioning, law firms, attorneys, law firm marketing

How IT Firms Can Benefit from a B2B Business Growth Consultant

how_it_firms_can_benefit_from_a_b2b_business_consultantPerhaps no industry has changed more in the last ten years than information technology (IT). Companies that were providing Windows 95 desktop support and local-area network (LAN) upgrades are now in the midst of cloud migrations and questions about bring-your-own-device (BYOD) policies. For competitively-minded IT firms and their CEOs, working with a B2B business growth consultant can empower them to drive growth in new ways, when they focus on the following priorities:
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Tags: Focus Area: Strategy, business strategy, b2b business growth, it industry, selecting a business consultant, competitive differentiation, information technology, market positioning

How Manufacturing Companies Can Benefit from a B2B Business Growth Consultant

how_manufacturing_companies_can_benefit_from_a_b2b_business_growth_consultantThe manufacturing industry is as challenging today as it has ever been. Material and transportation costs continue to rise. The pool of available, trained and experienced labor for many manufacturing jobs continues to shrink. Taxes and fees on facilities, materials and transactions eat at profits. And competition (both onshore and offshore) is growing. In the midst of this, nimble and proactive CEOs in the manufacturing industry can find new opportunities by partnering with a B2B business growth consultant on the following priorities:
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Tags: marketing strategy, Focus Area: Strategy, business strategy, b2b business growth, selecting a business consultant, competitive differentiation, market positioning, industrial market, manufacturing

How Distribution Companies Can Benefit from a B2B Business Growth Consultant

how_distribution_companies_can_benefit_from_a_b2b_business_consultantCompanies serving the distribution and logistics marketplace – from warehousing and wholesale distribution firms to third party logistics (3PL) providers, distribution and logistics park developers and trucking/transportation companies – need to adapt to the changing supply chain business environment in order to complete. Working with a B2B business growth consultant, distribution companies can enhance their competitive opportunities by focusing on these priorities:
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Tags: Focus Area: Strategy, b2b business growth, logistics, selecting a business consultant, competitive differentiation, transportation, market positioning, industrial market, supply chain, trucking, warehousing, distribution

How Government Contractors Can Benefit from a B2B Business Growth Consultant

how_government_contractors_can_benefit_from_b2b_business_growth_consultantsThe government contracting marketplace is constantly shifting, and today it requires new thinking and fresh ideas. Sequestration at the federal level, tightening budgets at the state level, and new scrutiny on many municipal governments and public authorities mean greater challenges for GovCon firms. With the support of a B2B business growth consultant, you can position your company for new opportunities by focusing on these priorities:
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Tags: b2g, govcon, government contracting, Focus Area: Strategy, business strategy, b2b business growth, selecting a business consultant, competitive differentiation, market positioning, federal markets

How Engineering Firms Can Benefit from a B2B Business Growth Consultant

how_civil_enginering_firms_can_benefit_from_a_b2b_business_growth_consultantThe civil engineering field today is as demanding as it has ever been, thanks in large part to dramatic shifts in project parameters and changes in the financing environment. In addition, increasing attention to environmental footprint, long-term maintenance costs and changing requirements during the lifetime of a structure demand more attention. Partnering with a B2B business growth consultant can enable your firm to overcome these challenges and position for new opportunities, by focusing on these priorities:

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Tags: Focus Area: Strategy, business strategy, a/e/c, engineering, selecting a business consultant, competitive differentiation, market positioning, business consulting

How Architecture Firms Can Benefit from a B2B Business Growth Consultant

how_architecture_firms_can_benefit_from_a_b2b_business_growth_consultantAs the leader of an architectural practice, you face many unique opportunities and challenges in building and growing your firm. In the face of a difficult economy and a cost-conscious buying environment among potential clients, it’s imperative to think differently and create a compelling value proposition. Working with a B2B business growth consultant can help you achieve sustainable growth, by focusing on these priorities:

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Tags: Focus Area: Strategy, business strategy, a/e/c, architecture, b2b business growth, growth strategy, selecting a business consultant

How Industrial Companies Can Benefit from a B2B Business Growth Consultant

how_a_b2b_business_growth_consultant_can_help_industrial_companiesIndustrial business owners and CEOs need to focus intently on responding to changing market conditions as they seek to achieve sustainable growth in their business. Industrial buyers and users require tight adherence to ever-changing specifications, demanding product lifecycles and high up-time reliability. A professional B2B business consultant with expertise in driving growth can help you find new revenue through effective strategies tailored to the industrial marketplace, including these:

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Tags: Focus Area: Strategy, business strategy, b2b business growth, selecting a business consultant, competitive differentiation, market positioning, industrial market, manufacturing

4 B2B Business Growth Strategies that CEOs Can Implement Today

b2b_growth_strategies_for_ceosDriving growth: It seems like the obvious priority for every business, but in reality it often becomes a vanishingly remote possibility in the midst of the daily demands of running a company. As long as the sky isn’t falling and most of your current customers remain for now, it may seem impossible to get around to making changes that could actually fuel significant new growth. Here are 4 strategies that you, as a CEO, can implement today to get over this hurdle and start growing again:

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Tags: content marketing, CRM, Focus Area: Strategy, marketing automation, change management, business strategy, b2b business growth, selecting a business consultant, competitive differentiation, market positioning, social selling

How Business Growth Consultants Bring Fortune 500 Thinking to Midmarket CEOs

fortune_500_concepts_from_b2b_business_growth_consultantsAs the CEO of a growth-stage or midmarket B2B enterprise, you are always looking for opportunities to improve the company and achieve better business results. But whether your business is a $5M specialized architectural firm or a $45M industrial products manufacturer, one thing seems for sure: There are some competitive advantages and strategies that Fortune 500 companies can use, which are probably not scalable or practical for smaller companies…or at least, that’s the common wisdom. As it turns out, there is more value you can gain from the strategies used by large companies than you may think.

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Tags: brand strategy, CRM, Focus Area: Strategy, marketing automation, business strategy, b2b business growth, business execution, business consulting, social selling, market disruption, corporate university, innovation lab

5 Myths CEOs Have About Hiring a Business Growth Consultant

5_myths_ceos_have_about_hiring_a_business_growth_consultant_-_revisedThere are a lot of ideas and opinions in the business community about what's involved in hiring a business consultant to help drive growth within a business. Like many questions, CEOs deserve to have a solid answer to their questions based in evidence and insights they can use to make better decisions. Here are five myths about hiring a business growth consultant, and the truth (and facts) behind each one:
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Tags: Focus Area: Strategy, change management, business strategy, executive communication, engagement, b2b business growth, selecting a business consultant

How a Business Growth Consultant Identifies New Business Opportunities

how_a_business_growth_consultant_identifies_opportunitiesAs a CEO or senior executive leading a growth-stage or midmarket company, you're working diligently to move all aspects of the company forward -- from sales and marketing to operations and finance, and from product or service development to human capital and employee training. What ties all of these components together is the need to achieve new growth targets. So, how does a business growth consultant assist you identifying and pursuing new opportunities?
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Tags: Focus Area: Strategy, executive communication, training and development, b2b business growth, selecting a business consultant, business consulting, opportunity assessment

How to Select the Right B2B Business Consultant for Your Company [Part 2]

how_to_select_the_right_b2b_business_consultant_for_your_company_part_2_-_revisedYou're the CEO or a senior executive with a growth-driven business-to-business company, and you are committed to achieving new revenue and market targets for your firm. You've decided to retain an outside consultant to help you develop the strategy and pursue change. Now, you just need to determine how to select the right firm to partner with. This article, the second in a two-part series, gives you four key factors to consider in selecting the right B2B business consultant for your company.
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Tags: strategy, Focus Area: Strategy, b2b, change management, business planning, business strategy, strategic planning, executive communication, b2b business growth, selecting a business consultant, business consulting

How to Select the Right B2B Business Consultant for Your Company [Part 1]

how_to_select_the_right_b2b_business_consultantCompanies looking to achieve significant change or growth goals recognize that outside consulting counsel is essential to their success. Enterprises whose CEOs elect to retain consulting counsel achieve more lasting results over a shorter timeframe, on average, than companies who attempt to drive change purely in-house. However, it is essential that you select the right B2B businss consultant for your company. Here's how:
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Tags: strategy, Focus Area: Strategy, b2b, change management, business planning, business strategy, strategic planning, executive communication, b2b business growth, selecting a business consultant, business consulting

5 Reasons Why Your Company Needs a B2B Business Consultant Today

why_you_need_a_b2b_business_consultantAs an owner, CEO or senior executive of a business-to-business (B2B) enterprise, you have many objectives to pursue: meeting customer needs, reducing operating costs, improving employee retention, and increasing revenue among others. You've convened internal planning sessions, discussed priorities with the executive team, and convened more than one meeting to try and get some priorities in place. But driving even small changes is proving difficult, and you don't want to risk upsetting core operations while you try to drive improvements. This is an ideal time to bring in a B2B business consultant.
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Tags: marketing strategy, value proposition, Focus Area: Strategy, b2b, business strategy, sales strategy, b2b business growth, succession planning, exit planning

5 Internal Strategies to Drive B2B Business Growth

internal_b2b_business_growth_strategiesAs a B2B business owner or CEO, you face unprecedented challenges to your success in the marketplace. Customers are confused. Competition is fierce. Markets are saturated with products and posturing. Today’s innovation becomes tomorrow’s commodity. And the uncertain economy presents a triple threat: It undermines customer confidence, increases the risk of new investments, and makes it easier for lower-cost producers to undercut your position. In addition, challenges within your own organization also exist -— often driven by silos and divisions that make enterprise-wide change difficult to implement.
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Tags: brand strategy, Focus Area: Strategy, b2b, change management, business strategy, strategic planning, business leadership, b2b business growth, growth strategy

CEO Profile with Caleb Parker: The Future of Work and Workspaces

caleb_parkerCaleb Parker is the CEO of MeetingRooms.com, a new platform for finding and reserving instant, on-demand meeting space worldwide, headquartered in London, U.K. Previously, he served as the founder and CEO of two prior ventures in the flexible working industry, both based in Washington, D.C. As a visionary leader in the dynamic and rapidly changing workspace sector, Caleb shared his thoughts with us on the nature of entrepreneurship and the future of work.
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Tags: Focus Area: Leadership, b2b, business strategy, serviced offices, office business centers, coworking, business launch, entrepreneurship, b2b business growth, CEO Profile Series

7 Reasons Why Your Vision for a Lifestyle Business is a Myth

the_lifestyle_business_mythOne of the most important factors essential to an effective business strategy is understanding and planning around the owner's personal objectives. Sometimes, the owner is motivated by a desire to create new products or innovations. Other times, it's about creating a legacy that can be left to future generations, or building the business into an asset that can command a high valuation at exit. Sometimes the owner has no clear idea of what their personal objectives are. And sometimes, the owner expresses the desire to position the company as a lifestyle business.
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Tags: Focus Area: Strategy, b2b, business planning, outsourced ceo, business leadership, b2b business growth, business execution, lifestyle business, business model generation

6 Ways to Stop Throwing Away Your B2B Marketing Budget in 2014

throwing_money_awayIt's 2014. Your B2B company produces cutting-edge products or delivers state-of-the-art services. So why are you still spending on marketing like it's 1999? Chances are, your company is bleeding marketing dollars in ways you didn't even consider, precisely because you haven't had the time to think about how to do things differently. In the absence of a clear new direction, most companies fall on the old, tried-and-true approach…even if it no longer works. And chances are, your marketing is not performing for you at the level it could. As a CEO, here are six ways to stop spending the wrong way on marketing:
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Tags: content marketing, marketing, marketing strategy, brand strategy, Focus Area: Marketing, b2b, inbound marketing, seo, b2b business growth

The Winston School: An Educational and Entrepreneurial Odyssey

Doug_SpeakingThe following is a transcript of remarks made by Wendt Partners founder and senior strategist Doug Wendt to faculty, parents, trustees and supporters of The Winston School at the school's 2014 annual advancement dinner and gala, held on March 8, 2014 in Morristown, New Jersey.

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Tags: leadership, Focus Area: Leadership, communication, entrepreneurship, vision, creativity, education

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