Customer Focus

  • How Flexible Payment Terms Can Win You a Competitive Advantage

    It has become the new normal for customers to pay later, and the pressure this places on middle market sellers and suppliers is obvious. Now that big customers are much less hesitant to demand an extension on payment terms or make a late payment, you'll need to consider acquiescing if you want to compete with other midmarket businesses. Although this helps your customers preserve capital, it makes it more difficult for you to do the same.

      Read More >
  • Internal Promotion vs. Hiring an Outsider: 5 Things to Consider

    It's always tough for business leaders to make promotion decisions, especially when it comes to choosing whether to hire somebody from outside the company versus promoting a good internal employee. There are pros and cons to both strategies. The decision ultimately boils down to whether you want to favor continuity or bring in a fresh perspective, and either direction could be appropriate for your middle market business. This can be a delicate decision, as the smaller number of employees at a middle market company means your choice won't go unnoticed.

      Read More >
  • Create an Onboarding Checklist for Your Latest Hires

    Companies often focus on two aspects of HR that aren't specifically centered on compensation and benefits: recruitment and retention. As you hire new people, you want to prepare them as comprehensively as possible to ensure they succeed at your company for a long time, and utilizing a complete onboarding checklist is the best way to get them started off on the right foot.

      Read More >
  • How Do You Market Research?

    The punch line? All Middle Market companies want to grow and need to leverage market research to develop a smart plan to do so. This means you’ve got to find the right firm – one that knows how to answer your questions and can deliver high-quality research quickly and cost effectively. Middle Market companies deserve the same high-quality custom research that larger enterprises demand, and they can afford it if they know where to look.  Read More >
  • Improving Your Customer Feedback Surveys: Tips for Capturing Quality Information From Willing Participants

    By Rob Carey

    Gathering customer feedback is a higher priority for midmarket companies than other firms. You need to know what your customers are thinking about your product offerings on a regular basis in order to maintain competitive advantage and profitability. When customer feedback surveys are generated without a lot of thought, customers won't take them seriously, leading to wasted money and effort.

      Read More >
  • 4 Effective Marketing Strategies for Middle Market Companies

    Strategy is especially important when looking at the marketing of midmarket companies. It’s critical that midmarket companies crystalize marketing strategies that get more bang for the buck than larger firms and startups. Their strategies need to work across audience segments, across the competitive landscape and evolve with ever-changing customer needs.

    To that end, here are four highly effective marketing strategies for midmarket companies to accelerate growth:

      Read More >
  • What Does an Internal HR Department Bring to a Midmarket Company?

    By Rob Carey

    Technology has certainly made it easier for middle market companies to focus on core competencies and operate more effectively. A prime example is the ability to outsource various administrative tasks that are typically handled by an HR department, such as payroll, health and retirement benefits, and legal and regulatory compliance. Without the option to outsource to specialty firms possessing deep expertise and robust IT systems, those tasks would instead fall to a middle market firm's executives, department heads, or perhaps even administrative support staff who are not experts in those disciplines and who have other responsibilities that likely deliver more value to the firm.

      Read More >
  • The New Business Marketing Mix: Revamping the 4 Ps for Modern Times

    Business marketing isn't what it used to be. If your middle market company's marketing team is still married to the traditional "four Ps" — product, placement, price and promotion — then you're far from the cutting edge of marketing trends that are shaping the present and future of business. Both the needs of your customers and the way those needs are satisfied have undergone dramatic changes over the last two decades, and traditional business marketing approaches using the four Ps have started to go the way of the dial-up modem and the telephone booth.

      Read More >
  • How Do You Measure Social Media Results?

    If you were in an elevator and had just 20-seconds to explain the effectiveness of your social media plan, what would you say? Like most Middle Market CEOs, you are likely more comfortable dealing with boards and balance sheets than Facebook, Twitter or LinkedIn!

    To measure the success of your social media plan, the first question you should be asking is, “What’s the strategy?” followed closely by the cost and projected ROI. In larger enterprises, social media spending can represent a hefty percentage of a marketing budget, so it’s to your advantage to find out whether money being spent is spent wisely. 

      Read More >

In Collaboration With