Does Your Engineering Department Engineer To the Budget?
strat1
April 22, 2026
Selling
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In answering the above question many people would say “of course we do." However, how many companies have the metrics in place to be sure that they are in fact engineering to the budget established by the applications engineering group when quoting a project? To do this, engineering must have some ...
Do You Design Exactly What Was Sold
This might seem like a ridiculous question but: do you design exactly what was sold? Is the communication between applications engineering and engineering detailed enough to allow engineering to understand exactly what was sold in a language that they can understand? That might be a better question. We find that in many ...
Does Your Company Have the Org Structure, Processes, and Tools to Support an Active Product/Service Market Development Process
strat1
February 20, 2026
Selling
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Last time we talked about having a “Driver” for product/service development process and how important this is to the profitability of your business. We can have a Driver for market development but without the proper org structure, processes, and tools to support this Driver the future of new products/services could get ...
Who Drives Your Proactive Market Development Process
strat1
January 30, 2026
Selling
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Last time we talked about having a” Proactive” product/service development process and how important this is to the profitability of your business. But here’s the “Rub”, who is the driver of this process? If it is pushed down to the sales or engineering management level and is not supported by top ...
Do You Have a Proactive Market Development Process
Last time we talked about having an active product/service development process. How do you know what products or services to develop? From our viewpoint this information flows from a proactive market development process, that is a living, breathing, financed, and an item that is on a monthly or quarterly executive ...
Do You Have an Active Product/Service Development Process
strat1
October 16, 2025
Selling
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Does your company believe that it needs an active, supported, and financed product and or service development process? Is it an active line item in your monthly or quarterly management meetings? Are your salespeople actively involved in this process and do they look for new opportunities and report them in ...
Are There Walls Between Functional Groups in Your Company
strat1
August 26, 2025
Selling
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Last newsletter we talked about cultural changes that may be necessary in a company and we highlighted some areas that are typically in need of culture analysis and change. In this newsletter we want to discuss walls that can be built between functional groups. Typically, these walls are built between sales ...
Does Your Company Culture Need to Change?
How do you know when your company’s culture requires a change? We suggest that there are some metrics that will act as indicators that something needs to change. These metrics are fundamental and are metrics that we all look at every month, every quarter, every year. Those metrics are sales volume, ...
Presenting the Value Proposition
It's a new year and we at Strategen sincerely hope that you had a successful 2024 and wish you a prosperous 2025. In our last newsletter we talked about your ability to draft a “Value Proposition.” Assuming you and your sales team have a working knowledge of your customer's processes and/or ...
What is Your Value Proposition?
In the last few months, we've been discussing how your products or services integrate into your customers’ businesses and processes. We've asked whether you can discuss these integrations intelligently as we think it's imperative that in order to sell professionally, you understand your customers business and their processes so you ...
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