GTWMA 028 EXECUTION CAPITAL Your Balance Sheet Is Audited Every Year. The Asset That Actually Moves It Has Never Been Measured. By: MICHAEL ABBIW | The Growth Desk Most companies in Accra are not under-funded. They are under-executed, and no line on the balance sheet will ever show it. Here is the claim I will defend: execution is not the …
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GTWMA 027 DIGITAL REACH IS NOT MARKET POWER Your Business Has Never Been More Visible. It Has Also Never Been Easier to Ignore. By: MICHAEL ABBIW | The Growth Desk Ghana is now a digital market by any measure: roughly 24 million people online, close to 70 percent internet penetration, and about 8.6 million active social media identities by late …
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GTWMA 026 CUSTOMERS DO NOT BUY CONFUSION The Discount You Approved Last Quarter Was Not a Price Problem By: MICHAEL ABBIW | The Growth Desk Most of the discounts your team asked you to approve last quarter were not won by the customer. They were conceded by a salesperson who could not explain, in one clean sentence, why the full …
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GTWMA 025 COMMERCIAL INTELLIGENCE IS THE NEW LEADERSHIP ADVANTAGE Your Market Intelligence Arrived Late and Edited. That Is What a Report Is. By Michael Abbiw — Business Strategist, Sales Consultant & Founder, MGA Consulting Ghana Limited Over the past two years I have asked CEOs and Managing Directors across Accra the same question: why did you lose your last five …
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GTWMA 024 BUSINESS GROWTH IS A LEADERSHIP BEHAVIOUR Your Real Strategy Is Whatever You Tolerated Last Quarter By Michael Abbiw — Business Strategist, Sales Consultant & Founder, MGA Consulting Ghana Limited The most accurate strategy document in your company is not the one you approved at the retreat. It is the list of things you have let slide since January. …
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GTWMA 023 BOARDROOM MARKET BLINDNESS The Board Papers Are Clean. The Customers Are Leaving. By: Michael Abbiw | The Growth Desk Most boards in Accra could tell you their capital adequacy ratio to two decimal places and could not tell you why their three biggest customers stopped buying this year. That is not a governance gap. It is governance working …
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GTWMA 022 WHY EVERY COMPANY NEEDS A REVENUE OPERATING PHILOSOPHY Your Revenue Target Is Not a Revenue Strategy By: Michael Abbiw | The Growth Desk Most companies I meet in Accra can tell me their revenue target to the cedi. Almost none can tell me what revenue they would refuse. That gap is the whole problem. A target tells your …
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GTWMA 021 WHEN SALES FAILS, LEADERSHIP If Your Sales Team Keeps Missing Target, Stop Looking at the Sales Team By: Michael Abbiw | The Growth Desk A sales team that misses target once has a performance problem. A sales team that misses target three quarters running has a leadership problem — and in my experience, the leadership is usually the …
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GTWMA 020 WHEN CUSTOMERS DELAY When customers delay, revenue dies quietly — and your forecast never notices By Michael Abbiw — Sales Strategist & Lead Consultant, MGA Consulting Ghana Limited The most expensive deals in your business are not the ones you lost. They are the ones still marked “considering” — quietly losing value every week while your pipeline reports …
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GTWMA 019 WEAK SALESPEOPLE SELL PRODUCTS The Deal Is Decided In A Room Your Salesperson Will Never Enter By: MICHAEL ABBIW | The Growth Desk Most of the deals your team lost this quarter were not lost in the sales meeting. They were lost days later, in a room your salesperson never entered. The pitch went well. The demonstration was …
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