Companies reach out to consultants in order to help them identify the changes needed to accomplish their goals. After months of work, you generally receive a report on what you’re doing wrong and recommended changes in order to fix what your company is doing wrong.  Now you’re left with creating a plant to implement the plan, which is much more difficult. Let’s face it, if change were easy, we wouldn’t need consultants.

Business moves too fast, and it’s challenging to take the time to think about tomorrow, let alone what you want your company to look like five years from now. So many of us get so wrapped up in today’s issues that once we have time to pull our heads above water, the day is already at its end. Weeks and months go by without action toward future planning as we succumb to the slot of daily “fire drills” just to keep our doors open. Unfortunately for most, this pattern is all too familiar, and valuable time ticks away, creating a formidable challenge of change.

In today’s business climate customers are being asked to do more with less. People are wearing multiple hats, doing multiple jobs, and all the while expected to communicate more effectively. But these customers still need help and they need it at the right time. Messaging from your Marketing and Business Development team is critical to your success. Team understanding and alignment must be in line with client needs, or they’ll be off to the next vendor.

Every company has different goals for growth and operations. But today’s business climates are constantly changing. In order to not only weather the storm but excel in the face of shifting headwinds, every business needs a realistic strategy for what is the priority, what is possible, and what is paramount to success. With very rare exceptions, every leader will agree that sales are paramount to the success of an organization. (No, seriously, that person should not be in charge)

The impact of the Life Science industry over the past 100 years has been incredible. As a society, we have eradicated polio in the United States, extended the life expectancy of diabetics through man-made insulin, and decreased the rates of terminal cancer by over 30% due to pharma and biotech innovation.   

Go-to-Market plans are a common business practice today. Preparing your product or service for the marketplace is an all too familiar activity, or is it?  So often, companies think if they create a product or service, tell the sales team to sell it, add it to their catalog, maybe create a sales presentation, and then feel as though they have successfully “announced” their goods and services to the market.  The only issue is that the market doesn’t know anything happened; all the activity was internal to the company. 

You may be thinking, this all sounds interesting, but how do our companies engage with one another?  

Getting the word out about your business is not always the easiest activity; there are so many options to choose from that it’s challenging to know what will work the best. Many companies send occasional emails to a list they received from their latest trade show event. Others may post a promotion on their LinkedIn page. While these are demand generation activities, there are much more effective ways to create the ground swell of interest for your offerings. 

Knowing what to say and how to say it in some circles is considered a gift.  We all know those overachieving sales reps with a golden tongue always have their catchphrase or can present with such passion and excitement that prospects are clamoring to buy what they are selling. While that can happen, most of us mere mortals will need some sales enablement and critical messaging to keep us aligned with the company, keep us true to the capabilities of your offering, and ensure we are communicating value to our prospects.