Revenue Hiding in Plain Sight

By Wayne O'Neill, Guest Author

Leadership teams may miss revenue opportunities hiding in plain sight.  This is not referring to last minute RFPs or RFQs popping up in your Inbox. It is about meaningful occurrences taking place within your target client’s industry and team.
 
Meaningful why?  Because these opportunities are specifically focused on intelligence that provides clues and context into the factors driving decision-making around buying decisions. And here’s the twist. These events are often so subtle that even the sharpest executives and business development teams miss them.

BluePrint Consulting invites you to read more about how Wayne O'Neill and his Team at RESET coach their Clients to find these important opportunities to grow revenue.
 
 
What We Don’t Focus on, We Don’t See
 
There is an interesting show on National Geographic TV called Brain Games. In one episode, they did a segment that tests a person’s spatial awareness:  https://youtu.be/iiEzf3J4iFk
 
I found a parallel between this Double Dutch jump roping exercise and what our clients experience when studying their markets for new business development opportunities.
 
So often, we are focused on the “big stories.” For example, along the Gulf Coast, all of our news during the past year has focused on the decline of oil prices and the subsequent layoffs and budget cuts across the energy sector. The sheer volume of these stories leads many to believe that opportunities for revenue in this part of the country are bleak.
 
But what about the Chemical market? Or the Healthcare industry?
 
Because the media focuses so heavily on oil and gas, most people miss that there is still vibrancy and growth taking place in those two industries. Sure, they're not the Goliath of the oil and gas market, but they are very relevant.
 
Know Your Market to Open Your Eyes
 
In any industry, there are Business & Political issues that are shaping the market and subsequently creating scope opportunities. At RESET, we have created a methodology that teaches our coaching clients how to sustainably identify those issues and subsequently shape work that is “hiding in plain sight” every day.
 
It’s about tracking 5 key areas for each market segment: stakeholders, staff, competition, customers, and the business model. Lying within those areas is all of the intelligence (news, substance, clues, content, occurrences, trends, and data) you need to grow revenue.
 
This intelligence lies in LinkedIn profiles, news articles, board meeting minutes, at events and conferences, and in subtle conversations within teams. It takes discipline, process, and patience to identify and gather intelligence on an ongoing basis. Finding these seeds of revenue opportunity isn’t easy. But if it was easy, wouldn’t everybody be doing it?
 
And most importantly, it is critical you work together as a team to see all the various parts of a moving marketplace. Remember, we can only see what we are focusing on. By involving various members of your team – across departments and different age groups – you will broaden your lens and ability to spot intelligence.  
 
Learn More at SMPS Build Business Conference
 
If you’re interested in learning more about the methodology we use to consistently identify and shape opportunities for revenue hiding in plain sight for hundreds of executives and business development teams, we invite you to attend the breakout session, “Revenue Hiding in Plain Sight,” on Thursday, August 11, at 1:30 p.m. in Philadelphia during the SMPS annual conference.
 
The RESET team is also hosting a 4-hour Rapid Fire Interactive Event in Houston on September 27th. We invite you to attend, and learn first-hand how to implement our methodology.​

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​Wayne O'Neill is Founder and CEO of RESET.  He and his team bring a proprietary coaching methodology to help leaders and businesses connect across the country.  

Wayne brings 25 years in the project delivery industry as a national and regional account manager for such companies as PSA/Dewberry, Bovis, and Gilbane Building Company.  ​Wayne believes that the traditional linear sales and marketing model does not work in today’s marketplace. He addresses this problem by coaching a variety of levels in a firm to connect with targeted, Smart Clients instead. Service providers achieve multiple, sustainable, profitable streams of revenue from smart owners; and owners achieve the flexibility needed to adapt in today’s evolving markets by identifying and leveraging the untapped sources of liquidity uncovered by smart service providers.

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