“Do you trust me?” This can be an emotionally charged question, yet it can be a tremendously constructive one, too. In our work we have found that getting clarity on the reasons why you do (or don’t) trust someone is just as important as the answer itself.

Leaders are constantly charged with delivering profitable growth that can be consistently sustained. In the face of rapidly changing markets, technology shifts, regulatory changes, proliferation of alternative choices and pricing pressures, among other factors, this is often a challenge.

We know that organizations who align what happens in the performance chain to meet a profitable customer need achieve the best performance. These organizations have the roadmap for consistently delivering profitable growth. They have discovered the power of “while.” 

Top performing organizations first are very clear about their answer to a really fundamental question: what problem do you solve for your target customers?

The new year marks the end of an intriguing, four-year project for us – and the beginning of a newly transformed organization we’ve had the privilege of leading. In 2006, fellow Aveus partner Chris LaVictoire Mahai and I began working with Deluxe CEO Lee Schram and his leadership team to guide strategic market planning and assist in transforming the company. This was in the face of unprecedented industry changes as the traditional checks and business products sector rapidly shifted from direct to digital marketing. Deluxe had also acquired New England Business Systems, and while this strengthened penetration in the small business market, it came with challenges as well. Disparate systems, products, marketing, and processes all needed to be resolved.