A former client of ours in the construction industry contacted us recently, saying: “We’re stuck. Sales are flat, the competition is killing us, and my sales team doesn't know what to do. Can you help?”
As in so many cases after 2008’s Great Recession, this client's corporate division, once an industry leader, was experiencing zero growth, using the same outmoded tactics to keep factories running while wishing for the old world order to return.
Guess what? Like coal, the old days are not coming back. Our former client's business has now reached a dangerous tipping point that could put the company's entire future at risk. His only hope is to embrace change, and fast.
Why do businesses get “stuck?”
One of the main reasons why companies (or individuals, for that matter) get stuck is because they fear change. Driven by well-honed habits, they are more comfortable doing things the way they've always done them. They resist embracing the unknown. Think of it in terms of a play. People like performing the script they know; when given a different script with new roles to play and new lines to learn, they tend to balk.