Industrial Market Disruption
American manufacturers were put back on their heels by the rapid shift in the 80s & 90s. Offshoring, low cost manufacturing, buyer demands and quality challenges all hit at once.
Many companies failed. Some limped along. A few seized the opportunity created by disruption and implemented systems (like Lean) to improve their operations and control their destiny.
There's a pair of similar disruptions happening now.
- Cyclical and secular trends are converging in ways many manufacturers aren't anticipating (cloud based services, 3D printing, sharing economy, demographics, global)
- Buyer behaviors are changing again - not demanding constant price cuts, but self-service information gathering and technology to hide in the internet shadows just beyond the reach of sales teams
Ed helps companies overcome changing buyer behaviors through his revenue growth program. It's well suited for B2B industrial companies that win deals when they're at the table, but don't get their consistently.
Anticipating and Capitalizing on Trends
The financial strength of consistent growing sales puts companies in a position to thoughtfully explore trends - to understand both the challenges and opportunities which they may create, and to explore long-term business strategies to minimize the former and maximize the latter.
Ed works with companies in this area as well. As a member of the middle market M&A association (ACG), and accredited independent director (NACD), and global expert (IERG), he ties the big picture to B2B business planning.
His 51 page "Navigating the Turn: A Mapbook & Question Guide for Boards of Directors and Executive Management Teams of Companies Hoping to Thrive in 2025" outlines his approach to these changes.