Read Ian’s article in the January 2012 issue of SmartCEO Magazine in Baltimore, Philadelphia, & Washington DC.

Sharks have to move forward in order to survive. Otherwise, their gills don’t work. Similarly, businesses that don’t grow can stall and end up in decline.
Recent market conditions have made it tough for many businesses. Many CEOs are convinced that price is the major factor in most decisions. In the case of a commodity, this is certainly true.

However, those organizations that are thriving in this economy tell me their margins have increased. They are fishing in the right waters where they know the value they provide to their clients. The truly successful businesses know how to tap into their passion to find the right waters, find the right bait and get their partners to refer more “fish” into their part of the lake.

Just Keep Swimming

In challenging times, many organizations are content just not losing ground. In a down market, it takes work to maintain your revenue at previous levels. But once you have stabilized the organization, be sure not to get in the trap of being happy that you survived. It’s OK to acknowledge how you averted disaster, but be careful not to celebrate survival with too much fanfare.

Download the PDF of the full article

View the article on SmartCEO.com