The next recommendation from the strategy consulting team is for the management team
to have active and engaging conversations with owners, founders, and entrepreneurs running small to medium businesses. The true intention of these face-to-face meetings is to hear directly from their target audience what they want to purchase, what services or products will address their needs, how much they are willing to spend for those respects services, and how they can potentially differentiate themselves from the competitive landscape. It is this time where magical moments of clarity are provided and insight can be converted to products and services. This is a critical step that many Fortune 1000 and large companies simply skip in an effort to rapidly get their products to market. Unfortunately, this rush to market results in sub par sales to the small to medium business channel.