Robert Craven's profile

Robert Craven

About Robert Craven

Robert Craven shows MDs and owners how to grow their sales and profits and focuses on how to do this in recessionary times. His latest book is the runaway success “Beating the Credit Crunch – survive and thrive in the current recession” www.directorscentre.com He is a keynote speaker and the author of business best-seller ‘Kick-Start Your Business’ (foreword by Sir Richard Branson) and runs The Directors’ Centre, helping growing businesses to grow. For further information, contact Robert Craven on 01225 851044 [email protected]

Posts by Robert Craven

  • Be Different: Be Disruptive and Make Money

    Published on 24th July 2012

    Being disruptive pays. Following the pack does not. At least not for most people.

    Most marketing activity interrupts. It interrupts evenings in front of the TV, reading the newspaper, walking down the street. However, the interruptions get less effective as the consumer becomes immune to the endless messages.

  • How To Get More Customers Coming Out Of A Recession

    Published on 13th July 2012

    – No Hiding Place For Whoever Is In Charge Of Getting More Customers!

    ‘Marketers’ and ‘Business Development Managers’ have got away with hiding behind their trendy suits and budgets for far too long.  Sort them out.  (Sort yourself out?!)

  • What’s the fuss about service firms?

    Published on 2nd April 2012

    The world is full of independent firms that deliver some form of service to their clients. And many of these ‘service deliverers’ offer some form of expertise, some form of professionalism. They are ‘professional service firms’.
    Service Firms (SFs) or Professional Service Firms (PSFs) provide professional services to other companies or to the public – essentially they sell time, either on a project-by-project basis, on a one-off basis or on some form of monthly contract and/or retainer – the focus is on people interacting with people and serving the customer rather than transforming physical goods.

  • Be an exemplar of your trade

    Published on 26th March 2012

    I spend most of my time working with service firms. Either I am their customer or I am their supplier, helping them to grow their sales and profits. They provide services for other people: digital marketing campaigns, logo design, end of year accounts and management information, time management techniques, coaching around objective-setting, social media expertise, strategy workshops, and homeopathic treatments.
    While the category of ‘service provider’ is huge, what they have in common is the selling of advice and expertise that will help the client.

  • How to grow your service firm

    Published on 20th February 2012

    You’re a management consultant, trainer, coach, creative, financial, or employment professional, homeopath, architect, accountant, solicitor, surveyor. The list goes on – you sell a service and it is probably a ‘professional service’… you sell some kind of expertise. 
    So,

  • Why do some firms grow nine times faster than others?

    Published on 6th February 2012

    There is a group of professional service firms (PSFs) that grow nine times faster than the average. They are 50% more profitable than the average. So, what’s going on?
    Doing the research for the new Grow Your Service Firm book, it was easy to see that high- performing service firms are the ones that have clients that believe in the business. The ‘positioning’ (and ‘targeting’) talks to clients in a way that the client can relate to and understand. The firm understands the client needs, hurts and wants and has a solution. The likelihood is that the service firm is a specialist and not a generalist. That is the Grow Your Service Firm ‘ology’.

  • The service firm myopia you aren’t aware of

    Published on 19th December 2011

    There is the absurd statistic that most men believe that they are ‘above-average drivers’. They really believe that they are ‘above average’. Well, most of them do!!!!  Honestly…!
    Well, the “we are ‘above-average’” statistic doesn’t just apply to male drivers.

  • When gold/silver/bronze packages become a bad idea

    Published on 5th December 2011

    I have long been a fan of creating different service qualities for different client groups; different service packages at different price points for differing client needs and pockets. Gold/Silver/Bronze can in fact be expanded into Platinum/Gold/Silver/Bronze/Paper product classes where ‘platinum’ is uber-expensive and ‘paper’ is free (See Expensive is the New Free)
    The incremental cost of selling the premium price product tends to be negligible so it makes sense to spend more time selling the better (and more profitable) offering. Despite this, there is an opposite pull – a force to dissipate the benefits of premium pricing. One which will damage your business.

  • You think the recession is holding back your growth?

    Published on 22nd November 2011

    In research, growing businesses say that market conditions would have the greatest impact on inhibiting their growth. It does not surprise me that businesses cite market conditions as the key influencer of growth but this does blur some of the key issues around the subject of growth.
    Research, as well as an intuitive feel, consistently suggests that there are several key factors that inhibit the growth of a business.  No one factor dominates but rather a combination is what the entrepreneur normally cites.

  • What next after Business Link?

    Published on 8th November 2011

    The Business Link is on its last legs.
    I have argued for and against the service and I believe that there is still a relative lack of interest in the subject (The Truth Is No-one Seems To Care About BL). Meanwhile we hear the cries of woe from the current BL staff.