Vice President of New Business Development

Never Quit! Unless You Should...

Never Quit!  Unless You Should...
"Winners never quit and quitters never win."  Vince Lombardi Well………. Far be it from me to disagree with the great Vince Lombardi, and millions of other people who have ascribed to this philosophy. And to be fair, I'm sure that I've uttered the phrase above or something similar to my kids I'd say only a few thousand times over the last 20 plus...
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Innovative Supply Chain Partners are Good Medicine

Innovative Supply Chain Partners are Good Medicine
Shifting customer needs have always been a driver for innovation. Life science organizations will need the services of innovative supply chain partners that can deliver one-stop shopping for all their product delivery requirements, both locally and around the world. Life science companies are adapting to distributing to more locations, including re...
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Change Requires Escape Velocity

Change Requires Escape Velocity
"The secret of change is to focus all of your energy, not on fighting the old, but on building the new." Socrates ​Think about change for a moment.  Change is a word and a concept that often immobilizes even the most goal-oriented, determined and successful people among us. Think of a happy circumstance you are experiencing right now or the fl...
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7 Things Columbus Would Want You to Discover

7 Things Columbus Would Want You to Discover
"The real voyage of discovery does not consist in seeking new landscapes, but in having new eyes."  Marcel Proust In recent years there has been some controversy surrounding Columbus, his voyage, the "finding" of America, his treatment of Native Americans etc. Being that Monday was Columbus Day, it got me to thinking about the overall concept ...
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Driving Innovation with Supply Chain Excellence

Driving Innovation with Supply Chain Excellence
Some additional information about our TAGmedica division and how we help genomic and diagnostic testing companies.  Innovation is a critical capability for diagnostic and genomic testing organizations to help them identify and bring new life-changing discoveries to patients. The real-world outcomes would suggest that life sciences organization...
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5 Sales Lessons for the Fall

5 Sales Lessons for the Fall
There is a time for every season and every purpose under the sun it was famously written.  Well, fall is no exception.  It is here.  And for me, it brings with it some interesting sales and business lessons. 1. Look for low hanging fruit.  On our recent trip to the apple orchard, I spent a good bit of time maneuvering the 'picke...
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Back-to-School Marketing

Back-to-School Marketing
"Education costs money, but then so does ignorance."     ~ Sir Claude Moser Now that all of the parents of school-age children have seen the 'big yellow bus' roll down the road at least a few times this year, it makes sense to think about what back-to-school lessons we need to be reminded of from a marketing perspective.  Here a...
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Optimism is Not Optional

Optimism is Not Optional
Dictionary.com has this to say about optimism. [op-tuh-miz-uh m] noun a disposition or tendency to look on the more favorable side of events or conditions and to expect the most favorable outcome. Whether by nature or nurture, some folks have a greater propensity to be optimistic. But it is also a learned trait, a discipline of both the will and th...
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Success is.....

Success is.....
Dictionary.com gives us this definition of success: [suh k-ses] the favorable or prosperous termination of attempts or endeavors; the accomplishment of one's goals. That's way too sterile for me. There is no injection of emotion, enthusiasm or inspiration. Certainly goal achievement plays a part. But as I pondered it, and experienced my own circums...
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Avoid Marketing’s Bermuda Triangle

The Bermuda Triangle conjures up images of mystery, danger and disaster. All too often, marketing gives the same feelings to those who don’t understand it or have failed at it.

Just as three points always make up a triangle, these 3 marketing and sales support mistakes create an area where profits and progress can be swallowed in a “perfect storm” of sales prevention.

1. We know who our customers are. Living in deeply parochial New England, we all too often hear something along the lines of the familiar refrain, “But we’ve always done it that way”. This promotion of the ostrich method of marketing (and/or management by sticking your head in the sand) when it comes to progress and the acknowledgment of changes in technology, styles or buying behavior is extremely dangerous. Or the conversely but equally effective business killer, “everyone is our customer”. Though I’ve seen some Mercedes and BMW’s on my trips to the local Wal-Mart, I’m pretty sure that even they do not expect to have everyone as their customer. In an era of ever-increasing specialization, the need to define your target audience is no longer a nice-to-have but an absolutely need-to-have requirement.

2. We don’t need (or can’t afford) marketing. No less an authority than the late business guru Peter Drucker said that all businesses had only two priorities, innovation and marketing. He also commented “the goal of marketing was to know and understand the customer so well as to make selling superfluous.” Sounds not only important but mission critical to me. Yet the corporate marketing services budget is often the first thing to be cut (if it exists at all) in a down turn or when companies feel the need to reduce costs. How dumb is that?

3. Engaging in “pixie dust” marketing. The other reaction in a downturn is to say something like, “quick, let’s do some marketing to get sales up”. The recent commercials advocating that Yellow Book advertising is the “cure all” to a bad sales month or quarter only serves to reinforce this type of thinking. But rarely if ever does a one-hit marketing effort drive results and even if it does in the short term, it’s highly unlikely to do so over the long run. Marketing is not an event.

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