80/20 to improve on your weaknesses

Its always better to focus on your strengths rather than wasting time on your weaknesses. If over a period of time you eliminate all the activities except where you are excellent, you can have an amazing life.

Now the above is something which I would work towards as my ultimate objective. However there are times when you need to work with some of the weaknesses also because of business reasons.

I was never knowledgeable about legal terms of a contract. But after I came into my present role, I had to discuss on legal parts of a contract. Before this, legal language was absolutely Greek to me.

While marketing and sales is my forte, I had to build some capabilities on legal language. So I identified some 20% items which were always a bone of contention in any legal contract. So I would just check on those first and the other side was immediately engaged.

The other place where I am not strong is spreadsheets- initially when I was stuck with studying business plans on excel sheets, I was all over the place trying to understand what was going on. Now I have identified a few key things which help me navigate the sheet and ask the right questions to my finance team.

With this I am able to achieve 80% of the tasks in any excel spreadsheet with ease. Its what I call small hinges moving larges doors.

Till next time….don’t waste your time in trying to strengthen your weaknesses. Identify the 20% that can meet 80% of the requirements.

Carpe Diem!!!

Prioritizing the top 2-3 in sales

B2B, ideal customer, Methodologies, prioritizing, Sales

The 80/20 rule works even in sales. As I have said before the best thing about this rule is that its fractal, which means there’s always an 80/20 within the 80/20 also.

So within all your customers 80% of the complaints about you or your product or your service would come from 20% of the customers. However you could go one step further and identify 4% of the customers who are actually responsible for 64% of the problems. If you eliminated these 4% your life would be much more easier.

Similarly there will be few customers who would be responsible for more than 64% of your business. You need to ensure that you are constantly doing everything possible to not only keep these customers happy but to also ensure that you are growing your business with them.

As a sales person you also need to analyze which 20% of the products get you 80% of your incentives or commissions and then analyze which 20% of your customers account for 80% of the sales of those products. That will give you a clear indication of where you have to spend your time and prioritize your day.

While you’re supposed to sell all the products that are assigned to you, by following this mechanism to prioritize your day, you will also hit your financial goals faster. The only constraint for a sales person is time. If you can focus 80%of your time on these 20% customers you would get a massive boost to your achievements.

Its always how you can leverage your time for the most productive use. After all small hinges move big doors.

Till next time then.

Carpe Diem!!!

Small interventions with charity – big impact on society

charity, Karma, Leverage, prioritizing

If you follow my blog you would know I am a big fan of 80/20 – small causes which can create big impact. I am all about using leverage- in the positive sense.

I am also big into doing charity because it is good Karma.

But I think not all charity is created equal. In my opinion if you do charity to solve a problem at the grass root level then in the long run it can have a major impact on the society. Its all about prioritizing how your funds can have the biggest impact.

In India one of the big challenges we face is poverty. So poor people don’t send kids to school because they get additional hands to work, earn money and therefore feed the family.

Since the kids don’t go to school they also spend their life in poverty-stricken situations. This also leads to an increase in crime, drug abuse etc.

A simple solution that was found, was to feed kids in schools so that the kids get one good meal. Now the incentive for the parents to send the kid to the school is not educational but the lunch that the kid will get. On the other hand for the government and society the long term benefits are better, healthier citizens who may eventually come out of poverty and the crime rates will also be lower.

The challenge is how do you feed so many kids. That’s where NGOs come in. They take donations from people like us.

A lot of NGOs do good work. However I support these kind of charities because the small interventions of feeding say 25 kids for a full year, every year will ensure that 10 years from now I know there will be 25 less people who will be on the road living in poverty. The amount needed to feed one wholesome nutritious meal to say 25 kids for a year would be just USD 500 but the long term impact could be so amazing.

Mohnish Pabrai runs a similar program where he helps kids get trained for higher education and sponsors their education. The Grameen Bank founder and Nobel prize winner did a similar thing by giving micro loans to the poor people so they could do their own business.

While all charity is very good, give wherever and whenever you can, however if you can also do some focused charity it can have major long term benefits for society.

Till next time then.

Carpe Diem!!!

Prioritizing the top 3 or 4 – Product Management

Assumptions, B2B, differentiation, Marketing, Marketing Ecosystem, Marketing Stamina, messaging, prioritizing, Product Management, segmentation, single target market

Last week I put up a post in which I highlighted the top issues that we need to focus on when looking at the product management in a technology environment. Product Management being a subset of marketing, some of the core items remain the same. However the focus changes a little. In my opinion, B2B technology buying needs to prioritize as follows:

Understanding the ecosystem for technology adoption
Getting footfalls (incase of a store) or hits on your website or people coming to your webinar
Cost of various media to get you the traffic
Cost of converting the footfall into a buying public

Perry Marshall calls items 2-4 as Traffic, Conversion and Economics. The reason I put the ecosystem first is because there’s a huge dependency on the existing infrastructure for the technology to be adopted. Most technology products that fail are because the ecosystem did not exist for the adoption.

Since 80/20 is fractal within each of these there’s a further 80/20 which exists. So within each database/list, there could be about 20% who would respond 80% of the times or even within the ecosystem there could be a 4% which accounts for the 64% of the ecosystem dependency.

If you are able to identify the few challenges in the ecosystem that you will face which can have a major impact on the success of your product, addressing them will ease your product launch or product entry or penetration dramatically. Its the small hinges which move doors in all areas.

Till next time then

Carpe Diem!!!