What is this thing called 9Stucks?
9Stucks is a dynamic business diagnostic tool. It identifies nine distinct yet interrelated business challenges that cause a company to underperform.

Stuck in a Rut: Is It Time to Fire Your Customers?

“You want me to fire some customers and give up hard-earned revenue!

What kind of advice is that?”

That’s what Steve, the CEO of one of my ‘stuck’ client companies said to me when I urged them to get rid of some long-time customers.

Less can be more. Don’t be Stuck in a Rut.

A company should ‘fire’ individual customers, groups of customers or entire product lines when the customers:

  1. have become marginally profitable or are in negative profit territory
  2. cause support costs to spike
  3. inflict a never ending sales cycle on your people
  4. unleash unreasonable demands (pricing, process, delivery) on the business
  5. have become entrenched in a dying segment of the industry

Why not fire them and give these ‘bad’ customers to your competitors?

[Read more…]

What is this thing called 9Stucks?
9Stucks is a dynamic business diagnostic tool. It identifies nine distinct yet interrelated business challenges that cause a company to underperform.

Strategic Planning: It’s Not a Paint By Numbers Process

 

Is there a typical, common format for companies to use for a strategic planning process?

There are countless books, articles, and volumes of research in the public domain about strategic planning.  With so much of this information out there and available, why do many leadership teams often struggle with ‘the planning process’?  Why do some companies become Stuck in the Moment?

One of the core services McHugh & Company delivers is a strategic and operational planning process.  I am often asked:

  • Can you describe your typical strategic planning process? Answer: No
  • Do you have a canned, step-by-step methodology you use for all your strategic planning projects? Answer: No
  • How long will it take to develop a strategic plan? Answer: It depends
  • What are the deliverables from a strategic planning process? Answer: It depends

Strategic planning ≠ a paint by the numbers exercise.

[Read more…]

What is this thing called 9Stucks?
9Stucks is a dynamic business diagnostic tool. It identifies nine distinct yet interrelated business challenges that cause a company to underperform.

Sacred Cow Disease aka Bad Bovine Blight

 

Let’s have a roundup and herd some cattle together.

I know you’ve run across Sacred Cows (“SCs”)…we all have in our business careers or personal life.

Dictionary.com defines a Sacred Cow to be: “an individual,organization, institution, etc., considered to be exempt from criticism or questioning”

There are good Sacred Cows, like Fenway Park, or long established brands or business practices that should not be changed.

There are Sacred Cows that are not good…these bad bovines are the people, rules, business processes, habits and/or policies that hurt company performance.

This is my first post about the ‘bad’ SCs, the ones that:

  • are difficult to change
  • are hard to get rid of
  • can’t be spoken about

The hush hush aspect of these SCs is like when Lord Voldemort (“You-Know-Who” or “He-Who-Must-Not-Be-Named”) is mentioned in the Harry Potter books – they can’t be openly discussed for fear of what might happen.

You might be thinking: “What’s the big deal – SCs will always exist so move on.”

[Read more…]