Great thought leadership is aligned to the vision of the company. It should be of value but not give away the whole shop for free. It should entice people to hear more about what you have to offer. Be forward looking and inspiring. And yes, thoughtful.
Do you know if there are things that your customers are tolerating today that they might not tolerate tomorrow? Do you have a way of finding out? Or do you just think because a customer continues to pay today, that there is no risk for the future? Or are afraid to poke-the-bear and rattle a customer about something you can’t address today.
I believe there is a case for not getting in your own way. I find people who are solving a problem that was previously a big problem for them do sometimes get in their own way. It’s almost as if it fuels their passion – but they aren’t yet detached enough to be objective.
It happens. Buggy software. Late delivery. Escalations. Sometimes we disappoint customers. It happens. But then how do you protect and grow the account in these situations? How do you start a turn-around? There are strategies that can help.
In the pre-industrial days when people were more in tuned to agricultural practices where you could literally see the fruits of your efforts better. Farmers focused on all the tasks that needed to get done to insure a great harvest. In the end, it wasn’t doing these tasks that they celebrated. They celebrated with feasts where they shared and consumed all the great foods produced.