Optimism Alert: The Opportunity in the Chaos
Apparently, we’re supposed to write about the virus subsiding only to re-emerge worse in a few months and repeat that cycle indefinitely until we are all trading sugar and toilet paper in the alleys of our new barter economy. While not understating the seriousness or importance of our current precautions and challenges, the world is […]
Delivering PPP/MSLP and Being a Resource When you Don’t
Have you ever built a plane while it was flying? It doesn’t matter whether you are a PPP Lender, an MSLP Lender, both or neither, that’s exactly what all of you are doing right now. There is are no blueprints for a situation like this, but there are well-refined techniques to apply. Early Learnings from […]
Economic Recovery Sales & Marketing: Originating through the U
Samsung made significant investments into R&D during the steepest part of the financial crisis decline. The result: they moved their brand value from 31st ranked in the world to 6th following the crisis. Amazon made investments in something called ‘Prime Video’ and ‘Fire TV’ in early 2009. The companies that were thinking about opportunity when […]
Growing Originations with Fallen Angels
For the last several years, we’ve heard our customers complain about commoditization, too much liquidity chasing deals, pressure on margins, and other aspects of the same old song we hear upon the approach to the peak of each cycle. Guess what? We are no longer at the peak of a cycle. Now we shuffle to […]
Your prospects are just not that into you.
From Private Equity to Community Banking, the biggest problem in driving new originations and revenues may not be what you think it is. Most industry participants point to a ‘lack of awareness’ of their brand in the minds of their prospects as being the biggest obstacle to growth. Well, you’re right and a little wrong […]
The essential guide to trade show success
It’s trade show season and many of you have already been or are headed to Vegas, Dallas, DC, Atlanta or more this year. And while these shows can be a great way to drive some business…we find most of you wonder or outright question if you can get more return for your investment in these […]
Finding growth in Vendor Finance
Some insights and VERY important stats about how vendors evaluate lenders. And why Stevie? Because it’s Friday and we’re dancing!
Vendor Finance Strategy Foundations—$25,000 of consulting work for you…for free!
A real business development model is one that keeps the business coming in though all phases of the business cycle. It is never reliant on a group of sales “personalities”. It leverages the experience, talents and responsibilities of credit, doc, asset and even legal. It uses marketing to consistently feed the sales team so they spend more time selling and less time hunting. It has a tried and true sales process that enables the talents of the individual but promotes a consistent winning strategy. It attracts senior talent AND new, young talent–enabling success, promotion and new ideas. And most importantly, it is massively differentiating in a market full of “me too” sounding vendor finance companies.
Vendor Finance Strategy Foundations—Being a rock star asset/industry specialist
Most common American Idol judge feedback: “You really made it your own”. Meaning that they did something lots do and made it very unique. As an industry/asset specialist in the vendor finance business, we think there are some basic items to being a real rock star and across a sea of sameness, me too provider […]
Don’t be just a deal doer. Lead a vendor finance business
It’s great to have a sales team of “deal machines”. But leadership of a vendor finance company is a different thing. It requires you to be bigger, look above the tree in front of you, forecast the direction of the wind and adjust the sails. It requires setting strategy, structure, a view on the competitive […]