Guidance for All Stages of Business Development

Designing a business development plan for manufacturers - part 2

Ed Marsh on Nov 19, 2014

business growth business development b2b marketing b2b sales

This originally appeared as a guest post written for the Mass Manufacturing Extension Partnership monthly newsletter in October.  The original article can be found here.
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Is your B2B marketing plan below average? Is the execution worse?

Ed Marsh on Nov 18, 2014

industrial marketing b2b marketing

Half of us are below average Statistically it's inescapable.  That means half of companies; half of marketing departments and half of business performance.
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The "budget" red herring and business development consulting

Ed Marsh on Nov 17, 2014

business growth business development b2b marketing

"You've got to work with us here.  Please understand this is a huge leap for us.  We've never really spent money on marketing before.  So we don't really have a budget to work with." typical manufacturer If you're  active in the business development consulting world working with manufacturing firms you've heard something like this many times.  If you're a manufacturer, you've used this line countless times - on the occasion of every discussion about marketing related topics.
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Global sales growth and the insurance trap of Incoterms 2010

Ed Marsh on Nov 14, 2014

international risk management export global sales emerging markets

Selling more means shipping more Companies get excited about revenue growth, but global sales growth often raises concerns around transactional issues for businesses without a lot of export experience.  The good news is that most of those can be handily addressed by technical experts.  The bad news is that companies don't always know they need an expert, and may try a DiY approach.
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Calling it a "blog" may be your biggest industrial marketing mistake

Ed Marsh on Nov 13, 2014

industrial marketing b2b marketing

Why don't most B2B execs fully embrace the power of blogging as the critical component of revenue growth that it is?  Many reasons for sure, but the origin and name are the biggest.  Here's why:
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"Gurus" & "Ninjas" are for comics...not for B2B marketing consulting

Ed Marsh on Nov 11, 2014

inbound marketing industrial marketing b2b marketing

What happened to competence & expertise? There's a funny (not really!) thing that's happened as technology has infused business.  A new class of "experts" has created itself.  There's a legitimate aspect - some skills such as IT aren't native to the traditional manufacturing org chart.  And then there's an absurd element of self-promotion as folks who have even a limited technical skill set which other's don't, try to arbitrage that gap into a grand brand.
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I know I'm wasting half of my B2B marketing budget...but not which 1/2

Ed Marsh on Nov 6, 2014

industrial marketing b2b marketing

Mischaracterization of reluctance There's a common misconception about B2B business executives.  Marketers often claim that business owners just don't understand that they need to invest in marketing to grow.
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Sales Channel, White Label Content & Your Strategic Marketing Plan

Ed Marsh on Nov 4, 2014

corporate strategy channel management Content Marketing

Channel dissatisfaction Most industrial manufacturers rely on some form of indirect sales channel for revenue growth.  Whether distribution, reps, agents or any of a variety of other versions, channel sales are an economically viable approach to reach broad markets.
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2 "R"s of Trade Shows & Market Development Strategy for Manufacturers

Ed Marsh on Nov 3, 2014

business growth industrial marketing b2b sales

“Attendee registration for the event is well ahead of where we were at this point in 2012, and we’ve significantly exceeded our projections for exhibitors and exhibit space, PACK EXPO International 2014 and Pharma EXPO will host over 20 percent more exhibitors than our 2012 event did." ” Jim Pittas, SVP, Trade Shows, PMMI via exihibitcitynews Iconic Industrial Trade Shows Companies in the manufacturing and industrial space mark the passage of time by the occurrence of certain notable trade shows.  IMTS, Fabtec, ProMat, Automate and PackExpo are examples.  And as PackExpo gets underway in Chicago this week, record exhibitor and attendee participation highlight the role that direct interaction plays in the industrial buying process.
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Business growth strategies and manufacturing business valuation

Ed Marsh on Oct 30, 2014

business growth b2b marketing b2b sales

This post originally appeared yesterday on the Axial Forum, an online thought leadership site for buyers and sellers of mid-size businesses, as well as transactional professionals in that space.
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