Business to Business Strategies for Growth in SMEs

Why do the majority of small companies that survive the early years remain small companies whilst a relative few experience quite enviable growth? With our focus on SMEs that sell B2B, let's consider some business to business strategies for growth that might contribute to a sustained increase in business and those that might detract from or stifle it. It's not just about having a superior solution or service, although that obviously helps.

Strategies for Growth that Build Market Credibility.

Whether it's a viable exit strategy you seek or a corporate giant you want to build, there are many aspects of business strategy that can serve to either support or defy your vision. Effective business to business strategies for growth go far beyond just having good solutions or services, they incorporate other key aspects to establish credibility with senior influencers and decision makers. In addition they encompass the internal culture and environment of your own company, so there are many strategic dynamics to get right if you are to achieve a high level of sustained business growth.

Business to Business Strategies to Differ High Growth SMEs from Laggards

Over and above having good solutions or services, what really differs the high growth SME from the laggard? Primarily it comes down to attitude and approach. Strategies for growth that work tend to be built on a firm and justifiable belief and pride in the value that you and your company represent for your clients. This means that you must be prepared to walk away from prospective customers that see you as just another supplier to be beaten down. The upside is that genuine prospects will learn to respect your belief in the quality and value of what your company provides and you are far more likely to convert these prospects into high margin customers.

SME Business to Business Strategies for Corporate Selling Success

Many SMEs experience poor success rates in selling to larger corporates, however their specialist solutions may be well geared to that corporates specific needs. When corporate managers look to source key solutions they tend to be drawn to those rare potential suppliers that consistently demonstrate genuine trusted advisor behaviours. They take steps to avoid those that try to flog their solution regardless of whether it is a good fit for the client or not. Too many suppliers lead with their solution, laying out their stall and trying to see if they can make the customer's problem fit what they have to sell.

Six Client Facing Steps Towards Strategies for Growth

  1. Ask constructive and thought-provoking client-serving rather than self-serving questions.
  2. Seek to fully understand the clients problem, requirements, environment and political dynamics.
  3. Seek to identify where you might be able to deliver true value in resolution of the problem.
  4. Avoid ever suggesting potential solutions before you have fully achieved the steps above
  5. Negotiate a mutually viable deal with the client if and when it becomes appropriate to do so.
  6. Hold firm, never "pitching" or devaluing your own offerings through weak negotiation.

Balanced Business to Business Strategies for Growth

The irony is that most SMEs that survive the early years remain small because they are often too focussed on trying to sell to uncover a prospects genuine business needs. Balanced business to business strategies for growth put the SME and large corporate prospect on an equal footing rather than allowing the corporate to dominate. Too many SMEs allow themselves to be bullied by large corporates or convinced that if they accept badly compromised margins on the first deal they will be able to make it up on the volume that follows. Then to add insult to injury, the corporate may turn out to be a slow payer, thus compromising already poor margins even further.

It's People That Galvanise Companies for Growth or Hold Them Back

Getting the people right has got to be the most important aspect of any business strategy. Far too many companies let the wrong people stay for far too long. Everyone that works for a company should be considered as having an unwritten contract that they will contribute significantly more to the company than they will take from it. Unfortunately most companies large or small carry a number of people whose poor attitude or lack of ability means they are more of a burden than a benefit. The momentum you gain by removing the wrong people and getting the right people on board can create a formidable force to accelerate you company towards your chosen destination.

Evolving Your Business to Business Strategies Step by Step

Just as Rome wasn't built in a day, neither was a great SME ever built in a day or even a year for that matter. The important thing is to have a progressive strategy that helps you evolve your business over time. It's about knowing where you want to go, how you intend to get there and where you expect to be by when. And remember, it's people that make a company what it is, whether good or bad. Surrounding yourself with good capable people who can share your strategic vision for growth, whilst divesting yourself of those that can't or won't contribute enough will greatly increase your odds of success. Working with a good business coach will provide structure and fresh ideas to help you get your company to where you want it to be.

Strategy - Seven Ideas To Help You Choose a Business Strategy

It can be challenging to select among a variety of potential strategies for your business. It's easy to imagine that we need to do them all at once, or work a complex business strategy that involves 20 to 30 tactics. Many business owners overwhelm themselves with complicated strategies, and expect themselves to accomplish ten years' worth of strategic effort over the next year. They aren't realistic about the time they have available, their capacity, or what their business needs most. If you're struggling to choose among many options and create a strategy for your business, here are a few ideas for you consider.

1. Keep it simple.

You don't have to build an empire this year. Your business empire can be built over time. Start simple. Don't get complicated. Focus your attention and effort on a single area. You can add to it your plans or branch out later when you've had success with your first simple business strategy.

2. Be realistic.

Consider your real time constraints, skill level, energy available, and priorities. What matters is consistent solid progress over time - not setting the world on fire and burning yourself out trying to get everything done NOW.

3. If your business strategy must be complex, lay it out in phases.

Separate tactics out into short-term (six months to a year), mid-term (two years), and long-term (two years and more). Keep your focus on the short-term, except for those longer range activities where you must start prep work in advance.

4. If you have several competing strategic ideas, take these factors into consideration in your decision-making.

Which strategy can increase business revenue the fastest, simplest, easiest, with least disruption? Which strategy would you find most enjoyable? Which strategy engages your strengths? Do you feel a strong attraction for one business strategy over another? If you answer these questions and follow your own feelings, you will inevitable come up with the best working solution for your business.

5. What's your vision for your business?

Where exactly do you want it to end up? What market do you want to capture? How large do you want to grow? What do you want to be known for? What evolutionary process do your imagine for your business? By answering these questions, you clarify your vision and can choose those strategies that align with that vision.

6. Are you selecting the right strategy for your business for now to get the results that you desire?

What degree of certainty do you have about the success potential of your business strategy? Have you covered all possibilities? Have you included all the research time necessary? What skills must you acquire? If so, how do you fit in the skill acquisition? What can you do to feel 100% certain of success? Be honest with yourself about the answers to these questions and you will find that it is much easier to ascertain the right strategy for your business.

7. Is your time-line realistic, given your current commitments?

What time adjustments must you make? Is it the right timing for this strategy? Will the market be there for what you're creating? What are the ways that time can impact your strategy? take an honest and searching look at your time-line. Back off of any aggressive and needless time "crunches". You have to live too!

When you're working out a new business strategy, consider these seven ideas before you settle on a final plan. You owe it to your business.

Long Term v Short Term Business Strategies

Lets talk about long term v short term business strategies. What are they, which one is best for my business and why should I care?

This article is going to explain long term and short term strategies and why you would use one or the other. Having a strategy is important I do not believe you need an elaborate business plan to succeed but you do need a strategy and direction or your business will fail. A strategy can be as simple as we are going to sell this product but if you make it we are going to capture customers data and sell this product your business will be much stronger and secure.

In business there are two strategies that you can implement for growth or profits. In a short term strategy you will look at increasing cash flow and making as much money in the shortest amount of time possible. A long term strategy is the opposite this is when you look to capture some information to profit from at a later date or invest in a stock that will see a big return after a long period of time.

As you can see from the descriptions both of these strategies are useful in their own ways. You could focus on one or the other for your business but I would suggest having both strategies in your business from the start. This does however depend on your businesses current financial position if you are running a start up you may want to focus on the short term to establish a cash flow then look into long term strategies. The problem with this is you will have no long term strategy and may be vulnerable to changes in the business environment. These changes can have a dramatic effect on a short term strategy and if you only have a short term strategy you may go out of business.

Having a long term strategy from the start is always best. For example capture your potential customers details by offering a free gift in exchange for their information. Once you have potential and existing customers information you can direct market to these customers over a long period of time. They may also buy in the short term which helps with cash flow.

The main point of this article is to make sure you focus on the long term as well as the short term with your business. This will make your business stronger although you may have to sacrifice some short term gains, having secure long term strategy with keep your business alive for longer. Be future orientated in your business but also keep an eye on the current financial position of your business.

Plan your strategy from the start and even if you do not go in that direction you will have an idea of how to steer the business to achieve what you set out to do. Having a balance between the two is the best way this helps you satisfy your cash flow needs whilst protecting your business from future changes. I hope this helps you understand long term v short term and helps you plan a strategy for your business.

Introduction to Business Strategy

It is a fact that organization's strategy gives us an idea about what the organization wants to achieve and the process how they want to achieve it. It basically includes the purpose of the entire organization, its goals and objectives as well as the plans and methods that they are considering so that they can achieve this. A strategy also involves the determination of the entire basic long term goals as well as objectives of the organization.  At the same time, it adopts the courses of action that is necessary and the allocation of all the resources needed to achieve the goals. And then, here comes business strategy.

A business strategy is a report that shows the plans of the entire business. It is a plan that is often used so that they can attract financing from big investors as well as creditors. This is a plan designed to give information regarding a new venture so that they can convince financial backers to invest in the said business. It describes the market opportunities that the business intends to develop, the process on how they are going to do it and the resources that are required to make it possible.

Business strategies demonstrate the following roles:

1. It is applied to encourage people to invest in an enterprise.

2. It is also a tool used to assure creditors about the credit worthiness of the enterprise.

3. Another role is to persuade banks to lend or perhaps invest money.

4. Last, but not least, business strategy helps you stay focused on what's important for your business in order to achieve your desired results. It saves your time, energy and money.

And since this is necessary, a strategy needs to:

  • Show the lender or the investor that they have a big chance of being repaid and that they will be getting good returns on their investment.
  • Build the necessary confidence for the firm and the capabilities of the owner.
  • Show the investors that there is a very good market for the service or product that you offer.
  • Show you a clear picture where you're heading and how to get there.
A good business strategy is the base ingredient for a successful business. However, there are many different kinds of business strategies. The best business strategy should be able to guide your company into a direction wherein the expected internal pressure due to business continuity meets the great demand of the fast changing world for the revolutionary business plans.

There are basically three types of strategies in which business holders must concern themselves:

1. The plain strategy or the strategy in general. This refers to how a specific objective will be achieved. The strategy in general mainly concerns the relationship between the results we want to have and the resources that are currently at our disposal.

2. Next is the corporate strategy which defines the market and the business wherein a certain company will operate. Corporate strategy is usually decided through the context of being able to define the company's mission and vision. This is the same as being able to recognize what the company does, why it exists in the first place and what it intends to become in the future.

3. The last type is the competitive strategy which describes a given business the basic that is needed for it to be able to compete. This type of strategy is centered on the company's capabilities, its strengths and weaknesses. This is used in relation to the market characteristics as well as the corresponding abilities, strong points and weaknesses of the competitors.

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