November 2008: A Note from Jeff Mack
The Bottom Line: Where’s the Beef?

I am in Atlanta attending another software conference as I write this article. As might be expected, the wave of new business management software solutions being released continues its forward march. No matter the day’s headlines or the economic concerns, excitement abounds and hope springs eternal with these new products. I am a glass half-full kind of guy so I can get all starry eyed with the possibilities. I also come from mid-western roots so I always temper my enthusiasm with the “where’s the beef” question. Or in more traditional business terms, where’s the value?

In light of the roller coaster ride that that has characterized Wall Street and the business climate in general, we need to be more focused than ever on not only identifying the value, but finding ways to deliver even more of it. To do that, I find that it always helps to try and understand things through the eyes of our clients. In other words, if I were a client, what would I be looking for as I invest my hard-earned cash in infrastructure to run the business? I would love to hear what your ideas might be. The following would certainly be on my short list for starters:

• Rapid ROI
• Cash preservation
• Low barriers to benefit realization
• Fixed, predictable budget
• Increased efficiency

If we assume for the moment that the five items above need to form the cornerstone of all customer offerings in today’s market, how does your business stack up? Is it time for a compass adjustment to the business plan? What’s changed in terms of...

• The markets you serve
• Your competition
• Products and services being offered
• Sales and marketing methods and activities
• Supply chain costs

How will a falling economic tide affect the demand for your products and services? How will it affect your competitors? Are you in a position to weather a storm better than your competitors? Will that create an opportunity? What are your competitive advantages and vulnerabilities? How can you tweak the dials in your favor? Does it make sense to outsource certain activities or would it be beneficial to bring them back in house?

What does your product/service revenue mix look like? Could you perhaps protect profits better by selling more services and less product? Or vice versa? Can you create a more compelling bundled offer? Looking through your customer’s eyes, how can you create more demand? Where can you expand your horizons and approach to attracting new business? What are your value-oriented customers seeking today?

Are there more cost effective ways to deliver goods and services to the market? What role should technology play in shoring these areas up? Is your infrastructure sufficient to take advantage of changing market conditions and opportunities? If not, what needs to be adjusted...people, facilities, or systems?

We certainly don’t profess to have all the answers to these questions, but I can assure you that we are taking a hard look at them and doing what we can to make sure that a strong value proposition remains a key tenet of all our offerings. To that end, I welcome your feedback as to how we can do a better job of meeting those objectives for you. Drop me a note at jeff@ics-support.com. I look forward to your comments.

P.S. Just a reminder, you still have nearly two months to take advantage of the Economic Stimulus Act of 2008. It’s a great way to invest in your business while receiving some financial inducements for doing so.