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Push selling is over … it’s a buyer’s game, deal with it

This is the next contribution to this blog by Associate Andrew Penny, an Ottawa-based business development and market strategist for B2B companies, and president of Kingsford Consulting Ltd. We welcome your comments.

By Andrew Penny

Since the first acts of commerce, the seller has always had the upper hand with respect to product knowledge, performance, service, costs, and all the other factors that a buyer wants to know. Today, your buyer has access to all that information before they even meet you. In a few seconds they can find out where your president went to school, what your customers think of you, how you manufacture your product, what your approximate costs are (or should be), how the product works and if any other firms like theirs have bought it. A push (not to say pushy) salesperson doesn’t stand a chance.

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A vast untapped market is opening up

This is the next contribution to this blog by Associate Andrew Penny, an Ottawa-based business development and market strategist for B2B companies, and president of Kingsford Consulting Ltd. We welcome your comments.

By Andrew Penny

I work with dozens of business owners and executives every year. Many of them have been successfully running their businesses for the last 10 to 20 years – steady as she goes. What many of them don’t realize, however, is that a massive shift is taking place in business, driven by the relentless aging of the incumbent “decision making” class.

In fact there are 71 percent more people aged 45 to 65 than in 1990. In the next few years, these people will be leaving the workforce and the next generation will be in charge. The point is that it is not a gradual migration; it will be a rapid and exciting changeover.

About 11,000 people are retiring from the North American workforce every day – many of them are the decision makers you have been selling to for the last 20 years. As they retire, who is taking their place? I guarantee that this new person will be younger and think very differently.

What makes them different?

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Making lemonade: Four big ideas

This is the next contribution to this blog by Associate Andrew Penny, an Ottawa-based business development and market strategist for B2B companies, and president of Kingsford Consulting Ltd. Andrew’s post is part of our continuing series about the ecosystem necessary to bring technology to market. We welcome your comments.

By Andrew Penny

Global warming, Greek debt crisis, Chinese labour issues, U.S. unemployment, Royal visits… life is tough and running a business with all this change and uncertainty is even tougher … or is it? I say when life gives you lemons, open a lemonade stand!

I regularly ask our clients from a wide variety of sectors how their businesses are going. With few exceptions, it appears to be business as usual. (One of our strategic marketing plan clients, selling software to the retail industry, is having one of their strongest months ever. Another has received an unsolicited acquisition offer – a good one!) Look around you, people are still putting gas in their cars (despite the cost), they are buying groceries, going to school, buying houses, making holiday plans, building bridges, sewers and railways and so on – all things that keep the economy working.

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Hug an entrepreneur

This is the first contribution to this blog by Associate Andrew Penny, an Ottawa-based business development and market strategist for B2B companies, and president of Kingsford Consulting Ltd. Andrew’s post is part of our continuing series about the ecosystem necessary to bring technology to market. We welcome your comments.

By Andrew Penny

A lot has been said about creating an Innovative Culture. Research labs, government departments and agencies are all trying to figure out just how to make us innovate. The thought being that innovation equals wealth creation. However, to create this wealth someone has to do something with the innovation, someone who is prepared to take the risk that things may not work out quite as planned.

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