May 7, 2020

While speaking to clients and prospects over the last few months, one question I've received often is what should we be doing to combat slowing sales. 

A few considerations I share with them include:

1. Slow down on benchmarking against your existing competitors. Benchma...

April 9, 2020

You have a great product or business idea! Now what?

Before you start executing, there are several steps you must take to ensure you are building a product or business that will be successful. Do not make the mistake of executing on the wrong strategy. Do the research f...

November 20, 2019

Losing a prospect doesn't mean everything is lost.  In fact, the information you gather from a lost prospect can be very insightful. 

While most client feedback helps with incremental improvements to your existing offering, the feedback from lost prospects can shin...

February 12, 2019

At a time when companies in many industries offer similar products and use comparable technology, high-performance business processes are among the last remaining points of differentiation.

To keep ahead of the competition it is very important that you know as much as p...

February 1, 2019

Is it time for your company to shift your strategic focus from your competitors to alternatives, and from customers to non-customers in your industry?

By doing so, you could gain insight into how to redefine the problem the industry focuses on to discover new opportunit...

October 19, 2018

When determining how to position and monetize a feature, two key variables need to be considered - its usage and its value.

June 21, 2018

Product positioning starts with a product. A value proposition starts with a customer.

May 24, 2018

If you truly want client insight then don't ask them what they want improved or added to your product. Clients simply don't spend time dreaming up ways to improve your product. Fixing and improving your product is not their job, it's yours.

April 18, 2018

A big problem I'm seeing is that people don't know the sequencing of validation when creating new products. Doing the various types of validation in the wrong order or skipping a step will likely pull your product development in the wrong direction.

March 7, 2018

Prioritizing your product backlog can seem overwhelming as the list of features grows and grows.  Fortunately, there is a market driven way to help provide clarity in selecting what features you should be working on that is based on two criteria.

January 16, 2018

Understanding the pain the market place is the first driver to my research.

December 15, 2017

From my experience, if you want to make big discoveries, ones that lead to deeper insights into your customers' pain, and where possible innovative features and solutions come from, you need to ask open-ended questions.

November 2, 2017

Fall in love with the problem, not the solution.

September 28, 2017

Just wanted to write a quick blurb about what I believe is the hierarchy of differentiation.

August 8, 2017

This post will be regarding the importance of communication including repeating the message, keeping the message simple, presenting the message, and the importance of explaining the 'why'.

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© Bob Gorham Consulting 2019