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.

CEOs: Don’t Be Left Behind, Make Your Company Relevant

stuck in another worldIs your company stuck in the past…is your industry slowly (or quickly) changing?

Have your customers’ needs moved away from your old product/service offerings?

These changes can build up, and then erupt.

Companies become Stuck in Another World if:

  1. They don’t recognize or react to evolving industry forces and trends
  2. They have lost their core strengths and competitive advantages
  3. Products/services have become indistinct commodities

If this is the case, what can you do about it?  For those readers who have successfully dealt with these challenges, what are some successful tactics you can share with the 9Stucks readers who find themselves in this predicament?

Just this summer, conversations I’ve had with CEOs and private equity investors have quickly gravitated to their laments and frustrations about either: 1) customer behavior; 2) new competitors; 3) industry dynamics; 4) product/service offerings; or 5) all of the above.

The chatter is loud. Here is a sampling from the conversations:

[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.

Stuck in the Rough: Is Your Company Overgrown With Weeds?

Growth is great, but not when unchecked growth sprouts weeds in your company’s halls, cubicles and production space.

I recently worked with the CEO (Rob) of a company (ServiceCo) that provides outsourced business transaction services to large corporations.  Rob should have been ecstatic with his record level order backlog.  Carefree, happy days were ahead!

But Rob wasn’t happy. He was pretty glum and for good reason. Two factors created the huge backlog:

  1. lots of new orders (great)
  2. the company’s collection of clogged operational practices worked against timely order completion/shipping. It was taking forever to get an order out (not great).

ServiceCo was infested with weeds; they were Stuck in the Rough. Why?

[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.

Founders: Are You Stuck Before You Start?

It’s exciting to be in the mix at the 2014 Mass Challenge Mentor matching process http://masschallenge.org/accelerator.  
As a mentoring service to the hard-working finalists in the nation’s largest Accelerator, I’m republishing this post.
This post was originally published in 2012; nothing has changed. Enjoy and comment! 

Where Start-ups Get Stuck – and How to Avoid Going There

Between us, my long-time friend (and fellow blogger) Andy Palmer and I have started a lot of companies. We also advise many other companies and look at even more pitches from start-ups.  A shared observation is that while a few start-ups shine (or at least glimmer) and go on to some success, other start-ups seem stuck before they start.  Why?

Here are our observations on where start-up founders get stuck and our advice on how to prevent Stuck situations, presented Q&A style. This post also appears on Andy’s blog.

Q.  Andy, where are the most common places you see founders getting stuck, and why?

Andy Palmer, Start-Up Specialist

I see a lot of founders get stuck at the very earliest stages – by being distracted by fundraising.  I’ve said before – over and over again – founders should focus on developing their business first and not worry about fundraising nearly as much as they would probably like.  It’s natural to be nervous when you don’t have any money in the bank.  But it’s a healthy discipline to figure out how you are going to create value for customers who will pay you instead of spending time thinking about how to extract money from venture capitalists or seed investors.  As an angel investor, I’m always looking for people who are mission-driven and focused on their customers, as Jim says below, instead of worrying about what potential investors might think.

 Q.  So how can entrepreneurs avoid getting distracted by fundraising?

Just focus on your business and your customers.  Wake up every morning thinking about how you are going to create value for your customers. Go to sleep at night considering which of your customers you helped that day and how.  Be maniacally focused on your customers’ needs.  It sounds simple – and it is – but executing this when you are starting from scratch – with no product, no credibility, and no people –  is really hard. It requires all your energy and your concentration.

[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.

Customer Satisfaction: Can I Take Your Order Please?

There should be no confusion about what a customer expects from the business relationship with a supplier.  A critical aspect of a company’s go-to-market tactics is having clear processes and effective systems that create strong connection points to the customer.

What are you most critical business processes?  How are these related to customer satisfaction?

Who owns these processes?

These four successful companies who used the 9Stucks approach have radically different business models:

  • Manufacturer of large, custom test equipment
  • Engineering services consulting firm
  • Printer of trade magazines
  • Manufacturer of precision electronic assemblies

Even though they are very different businesses, there is ONE critical thing they all had in common:

They all had one customer-centric, internal process that had no clear ownership.  

Each one of them lacked distinct accountability and ownership by ONE person over ONE important process linked directly to their customers. [Read more…]