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 / verneharnish
Scaling Up: A Gazelles Company scalingup.com/
Scaling Up Growth Tools scalingup.com/growth-tools/
Mastering the Rockefeller Habits www.amazon.com/gp/product/B00...
Scaling Up: How a Few Companies Make It...and Why the Rest Don't www.amazon.com/gp/product/B00...
The Good-Better-Best Approach to Pricing hbr.org/2018/09/the-good-bett...
Mastering the Complex Sale www.amazon.com/Mastering-Comp...
Competitive Strategy: Techniques for Analyzing Industries and Competitors www.amazon.com/Competitive-St...
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