• In the “ Old Economy” REVENUE determined a company’s value
• In the “ New Economy” PROMISE determined a company’s value
• In the Now Economy” PROFIT determines a company’s value

Our goal is to help your busines succeed in the NOW ECONOMY!

Cordi and Associates helps clients maximize profitability through laser-like focus on key behaviors and key predictive metrics that lead to consistent quarter over quarter and year over year Bottom-Line excellence in any economy!

We have a proven approach to working with Executive Teams to align Vision, Product, Message, Execution, and to train them to use simple Predictive Metrics to identify which lever to push – when and in which direction -- to maintain profitability at a constant level (as a % of revenue).

To learn more about BOTTOM LINE EXCELLENCE and what it can mean for your company contact info@cordiconsulting.com.

Key Predictive Metrics

In the NOW ECONOMY, every initiative to improve Sales Effectiveness should begin with the question: do you do win/loss analysis?

Our experience shows that competing effectively in a fast-paced global economy requires a disciplined win/loss analysis process that takes into consideration every aspect of sales effectiveness.

• Measuring the health of the sales pipeline
• Calculating the return on marketing investment
• Segmenting customers and then targeting specific customer segments
• Discovering early indicators of shifting demands – product-based or market-based.
• Managing and sharing internal sales best practices

Our research proves that an effective WIN/LOSS ANALYSIS process IS the 21 st century “CANARY IN THE COAL MINE”

To sign up for one of our Win/Loss Analysis Tutorials, contact us at info@cordiconsulting.com

In 2007 every major technology company client has asked one question –
how should we sell to the Small and Medium (SMB) customer segments?

• For every enterprise client (revenue >$2B), there are 144 potential customers with revenues <$250M
• In the US, alone, manufacturing firms with <1000 employees generated more than $1 trillion in revenue in 2006

Potential SMBMarket Size (2006 Hover Data)
Vendors expecting 10%+ CAGR Must Lead in SMB Market

SMB firms spend a larger percentage of their revenue on technology and spend more carefully.
Our research finds that as a group they:

• Value technology solutions not technology tools
• Suspect that existing technology solutions do not address their specific business challenges
• On the surface, face the same challenges as enterprise customers.  However when examined more closely, SMB challenges are more compelling and require different solutions
• Trust their peers more than technology professionals
• Are lagging adopters
• Buy when they feel a “direct relationship” to the vendor – Feel the vendor is invested in them!

Cordi and Associates conducts continuous primary and secondary research in the SMB space focused on identifying and addressing business drivers. While we converse with a broad range of SMB panel participants every day, we focus on four industry verticals:

• Discrete Manufacturing
• Agra - Business
• “GREEN” Energy and Related Products
• Water Management