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	<title>Thomas H. Gray - Consultant, CEO, Director</title>
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	<link>http://www.tom-gray.com</link>
	<description>Consultant, CEO, Director</description>
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		<title>Promotional Readiness &#8212; Ready to Launch?</title>
		<link>http://www.tom-gray.com/2013/05/15/promotional-readiness-ready-to-launch/</link>
		<comments>http://www.tom-gray.com/2013/05/15/promotional-readiness-ready-to-launch/#comments</comments>
		<pubDate>Wed, 15 May 2013 21:58:01 +0000</pubDate>
		<dc:creator>Tom Gray</dc:creator>
				<category><![CDATA[Growth and Profit]]></category>
		<category><![CDATA[Small Business Techniques]]></category>
		<category><![CDATA[launch team]]></category>
		<category><![CDATA[operational readiness]]></category>
		<category><![CDATA[pre-launch readiness]]></category>
		<category><![CDATA[product team]]></category>
		<category><![CDATA[promotional readiness]]></category>
		<category><![CDATA[successful product launch]]></category>

		<guid isPermaLink="false">http://www.tom-gray.com/?p=1893</guid>
		<description><![CDATA[Success in launching a promotion or a new product is all about lists. In a perfect world, you would foresee every way this new move could affect your customers and your operations, make a list of these issues, and have solutions ready to go. This avoids embarrassing and expensive discoveries after publicizing your initiative. Call [...]]]></description>
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		<item>
		<title>The Three R’s for Developing New Products</title>
		<link>http://www.tom-gray.com/2013/05/08/the-three-rs-for-developing-new-products/</link>
		<comments>http://www.tom-gray.com/2013/05/08/the-three-rs-for-developing-new-products/#comments</comments>
		<pubDate>Wed, 08 May 2013 23:06:51 +0000</pubDate>
		<dc:creator>Tom Gray</dc:creator>
				<category><![CDATA[Growth and Profit]]></category>
		<category><![CDATA[Small Business Techniques]]></category>
		<category><![CDATA[competitive assessments]]></category>
		<category><![CDATA[finding distributors]]></category>
		<category><![CDATA[market research]]></category>
		<category><![CDATA[new product development]]></category>
		<category><![CDATA[startup credibility]]></category>
		<category><![CDATA[WISC]]></category>

		<guid isPermaLink="false">http://www.tom-gray.com/?p=1879</guid>
		<description><![CDATA[Flying blind into the marketplace can produce some nasty collisions. How can you learn enough about your product’s market, so you can make smart decisions about whether to spend more money to launch that new product? The 3R mantra is “Research Reduces Risk.” Market research is not reserved for big companies, and it needn’t have [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Growth Techniques Summary</title>
		<link>http://www.tom-gray.com/2013/05/01/growth-techniques-summary/</link>
		<comments>http://www.tom-gray.com/2013/05/01/growth-techniques-summary/#comments</comments>
		<pubDate>Wed, 01 May 2013 14:51:48 +0000</pubDate>
		<dc:creator>Tom Gray</dc:creator>
				<category><![CDATA[Growth and Profit]]></category>
		<category><![CDATA[Small Business Techniques]]></category>
		<category><![CDATA[business growth]]></category>
		<category><![CDATA[current customers]]></category>
		<category><![CDATA[distributors and collectors]]></category>
		<category><![CDATA[grow profits]]></category>
		<category><![CDATA[new customers]]></category>
		<category><![CDATA[new market segments]]></category>
		<category><![CDATA[new product]]></category>
		<category><![CDATA[quick wins]]></category>

		<guid isPermaLink="false">http://www.tom-gray.com/?p=1770</guid>
		<description><![CDATA[Every business wants to grow, and that means grow profits. Maybe we want to change the world as well, or at least make it better, but even then we need profit to keep doing so. More profit is better. Here is a summary of ten prior articles examining techniques for growth. Which ones work best [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Major Growth Effort: New Product</title>
		<link>http://www.tom-gray.com/2013/04/24/major-growth-effort-new-product/</link>
		<comments>http://www.tom-gray.com/2013/04/24/major-growth-effort-new-product/#comments</comments>
		<pubDate>Wed, 24 Apr 2013 23:40:19 +0000</pubDate>
		<dc:creator>Tom Gray</dc:creator>
				<category><![CDATA[Growth and Profit]]></category>
		<category><![CDATA[Small Business Techniques]]></category>
		<category><![CDATA[business case]]></category>
		<category><![CDATA[grow revenue]]></category>
		<category><![CDATA[ideation]]></category>
		<category><![CDATA[new product development process]]></category>
		<category><![CDATA[platform]]></category>
		<category><![CDATA[product roadmap]]></category>
		<category><![CDATA[vision]]></category>

		<guid isPermaLink="false">http://www.tom-gray.com/?p=1767</guid>
		<description><![CDATA[The top companies earn 50% of their revenues from products introduced in the past five years.* New products not only enable growth – they also keep a business fresh and competitive. Here’s the vision: change and grow, or wither and die. But new products are a major effort. If you are doing more than merely [...]]]></description>
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		<title>Major Growth Effort: Choosing and Entering a New Geographic Market</title>
		<link>http://www.tom-gray.com/2013/04/17/major-growth-effort-choosing-and-entering-a-new-geographic-market/</link>
		<comments>http://www.tom-gray.com/2013/04/17/major-growth-effort-choosing-and-entering-a-new-geographic-market/#comments</comments>
		<pubDate>Wed, 17 Apr 2013 23:11:31 +0000</pubDate>
		<dc:creator>Tom Gray</dc:creator>
				<category><![CDATA[Growth and Profit]]></category>
		<category><![CDATA[Small Business Techniques]]></category>
		<category><![CDATA[choosing and entering a new geographic market]]></category>
		<category><![CDATA[factor rating method]]></category>
		<category><![CDATA[foothold customer]]></category>
		<category><![CDATA[new products]]></category>
		<category><![CDATA[repeatable path to market penetration]]></category>

		<guid isPermaLink="false">http://www.tom-gray.com/?p=1813</guid>
		<description><![CDATA[New markets and new products are major growth efforts. Which do you think is easier: entering a new market like the one you are serving today, or developing and introducing a new product to your current market? The answer probably depends on “how new?” Is the new market is very similar to your current customers? [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Need a Toolbox of Small Business Techniques?</title>
		<link>http://www.tom-gray.com/2013/04/17/need-a-toolbox-of-small-business-techniques/</link>
		<comments>http://www.tom-gray.com/2013/04/17/need-a-toolbox-of-small-business-techniques/#comments</comments>
		<pubDate>Wed, 17 Apr 2013 12:51:40 +0000</pubDate>
		<dc:creator>Tom Gray</dc:creator>
				<category><![CDATA[Small Business Techniques]]></category>
		<category><![CDATA[small business growth and profit]]></category>
		<category><![CDATA[small business management techniques and tools]]></category>
		<category><![CDATA[small business step-by-step toolbox]]></category>

		<guid isPermaLink="false">http://www.tom-gray.com/?p=1864</guid>
		<description><![CDATA[A new book offers more than 70 practical ways for small businesses to grow their customers and profits. Run into a new problem? Jump directly to a topic to find a proven solution, explained step-by-step. Return to the book again and again for just the right management technique, like pulling the right screwdriver from your [...]]]></description>
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		<slash:comments>0</slash:comments>
		</item>
		<item>
		<title>Growing with New Distributors and Collectors</title>
		<link>http://www.tom-gray.com/2013/04/10/growing-with-new-distributors-and-collectors/</link>
		<comments>http://www.tom-gray.com/2013/04/10/growing-with-new-distributors-and-collectors/#comments</comments>
		<pubDate>Wed, 10 Apr 2013 23:35:34 +0000</pubDate>
		<dc:creator>Tom Gray</dc:creator>
				<category><![CDATA[Growth and Profit]]></category>
		<category><![CDATA[Small Business Techniques]]></category>
		<category><![CDATA[collectors]]></category>
		<category><![CDATA[distributors]]></category>
		<category><![CDATA[growth]]></category>
		<category><![CDATA[new customers]]></category>

		<guid isPermaLink="false">http://www.tom-gray.com/?p=1763</guid>
		<description><![CDATA[Previous articles explained how to attract a new distributor in the classic sense – a wholesaler, a reseller, one who sells to retail shops for you. See Finding Distributors. But you can interpret the word distributor more broadly.  You are looking for situations where you can build one relationship to generate multiple customers. Imagine you [...]]]></description>
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		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Serious Growth: How to Choose a New Target Segment</title>
		<link>http://www.tom-gray.com/2013/04/03/serious-growth-how-to-choose-a-new-target-segment/</link>
		<comments>http://www.tom-gray.com/2013/04/03/serious-growth-how-to-choose-a-new-target-segment/#comments</comments>
		<pubDate>Wed, 03 Apr 2013 18:16:13 +0000</pubDate>
		<dc:creator>Tom Gray</dc:creator>
				<category><![CDATA[Growth and Profit]]></category>
		<category><![CDATA[Small Business Techniques]]></category>
		<category><![CDATA[focus]]></category>
		<category><![CDATA[footholds]]></category>
		<category><![CDATA[new customers]]></category>
		<category><![CDATA[segment attractiveness]]></category>
		<category><![CDATA[trends]]></category>

		<guid isPermaLink="false">http://www.tom-gray.com/?p=1801</guid>
		<description><![CDATA[Attracting new customers in your current geographic market need not be “more of the same.” You can expand your customer base by appealing to customer groups who did not realize that your product could be their solution. These groups are also called “market segments.” They are a group who all face a common need. Serious [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<item>
		<title>Serious Growth Efforts: To Attract New Customers, Change Something!</title>
		<link>http://www.tom-gray.com/2013/03/24/serious-growth-efforts-to-attract-new-customers-change-something/</link>
		<comments>http://www.tom-gray.com/2013/03/24/serious-growth-efforts-to-attract-new-customers-change-something/#comments</comments>
		<pubDate>Sun, 24 Mar 2013 23:25:03 +0000</pubDate>
		<dc:creator>Tom Gray</dc:creator>
				<category><![CDATA[Growth and Profit]]></category>
		<category><![CDATA[Small Business Techniques]]></category>
		<category><![CDATA[aware but not interested]]></category>
		<category><![CDATA[benefits]]></category>
		<category><![CDATA[growth levers]]></category>
		<category><![CDATA[new customers]]></category>
		<category><![CDATA[new segment]]></category>
		<category><![CDATA[positioning]]></category>
		<category><![CDATA[reinventing yourself]]></category>

		<guid isPermaLink="false">http://www.tom-gray.com/?p=1758</guid>
		<description><![CDATA[Attracting new customers in your same target market is not just a communications challenge. A little “reinventing yourself” is needed! After all, you’ve been operating in their neighborhood for years, but they haven’t chosen you! Why not? How are they meeting their needs without you? Did your message not reach them, or did they hear [...]]]></description>
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		<slash:comments>1</slash:comments>
		</item>
		<item>
		<title>Grow Pretty Fast With Current Customers</title>
		<link>http://www.tom-gray.com/2013/03/20/grow-pretty-fast-with-current-customers/</link>
		<comments>http://www.tom-gray.com/2013/03/20/grow-pretty-fast-with-current-customers/#comments</comments>
		<pubDate>Wed, 20 Mar 2013 23:22:32 +0000</pubDate>
		<dc:creator>Tom Gray</dc:creator>
				<category><![CDATA[Growth and Profit]]></category>
		<category><![CDATA[Small Business Techniques]]></category>
		<category><![CDATA[current customers]]></category>
		<category><![CDATA[grow]]></category>
		<category><![CDATA[loyalty]]></category>
		<category><![CDATA[pretty fast]]></category>
		<category><![CDATA[promotions]]></category>
		<category><![CDATA[repeat purchases]]></category>
		<category><![CDATA[spend more]]></category>

		<guid isPermaLink="false">http://www.tom-gray.com/?p=1748</guid>
		<description><![CDATA[Why are current customers a “pretty fast” growth opportunity? You know how to reach them, and you can be fairly sure they will pay attention when you communicate. You know what products, features, and services they like. You know where they like to buy, and how much they normally spend. More knowns means less risk, [...]]]></description>
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