How well do you know your Market? You know who the main players are, what they’re buying, the decision makers and what the key issues are in each of your core segments?Of course you do..  But do you?  Really?  What is changing in your market place?  Who are the major suppliers?  Where does your technology fit? What are the regulator changes that will make your sales year, and what will destroy it?

Every market needs fine detail and the trick is to get granularity.  How do you get granularity?  Ask the customer.  They will tell you (if you have already built a trusting relationship) what works and what doesn’t, what they love and what they wish they had more options for.

So before you write your next budget statement, ask yourself who supplies what, to who, from where and in what quantity or who is buying what from who, from where and in what quantity..