The process of Translation includes four steps. The first is gathering the right knowledge about the customer by asking business and solution...
In our last Tip, we introduced the term “Translation” in support of the idea of developing more compelling business fit statements. We broke Translation down to 4 steps. The...
At the heart of the IMPAX Process is the Business Fit, and we define it as, “How two (or more) companies, working together, can assist the customer in attaining business objectives, implementing strategies and/or resolving issues.” Determining the Business Fit requires strong customer knowledge...
When IMPAX is working with a new client, it is common for us to hear questions like:
Our answer is always the same – it depends. What does it depend on?...
Innovation. You can’t read a business article, blog or twitter feed without running across this word multiple times.
Innovation has been defined as: making changes in something established, especially by introducing new methods, ideas, or products.
Now, more...
In our last Tip, “Sources of Value”, we shared 9 distinct sources that help you to create customer value. It included, but went well beyond, our solutions and capabilities. The last item in the Tip was perhaps the most important. It was “...
As business development people, it’s easy to fall into the trap of equating the value we help to create for our customers almost entirely with our solutions. While, yes, our solutions and capabilities help bring value, they aren’t enough on their own. Why not? Because it’s hard to clearly...
Continuing with the theme of qualification, another event in the cycle that can help us assess a situation is a meeting with the decision maker. In this step of the IMPAX Process, we leverage our research to identify and book a meeting with the person able to buy our value. Once we secure this...
February’s Tip focused on effective qualification, and the impact that this can have on sales results. This month, we continue the theme. A great way to get started on your qualification, before you put in a lot of work, is by doing an assessment.
Depending on the situation, you may...
Many of us are in the throes of territory and account planning, working to figure out how we will meet and exceed our targets in 2017. All of us should remember that the best way to improve our hit rate is to go after the right opportunities from the beginning. That’s just one reason qualifying...
