Mike Murphy

With an extensive and varied background in engineering, sales, and marketing, Mike knows how to advise our clients because he’s been where they are. He’s always looking ahead to the next goal. A natural adventurer he takes the team into the future with his strong leadership. Please don’t ever tell Mike it can’t be done. That just fuels his New York-based drive to prove you wrong. (and makes us all have to work harder) To say that Mike is a fan of baseball is an understatement. Outside of his family (he's married to Acadia's president Marge), it is his biggest passion. In the 80’s he pitched for the Indians and helps coach youth throughout the Dayton region. He also enjoys keeping up with his son who plays for the Oakland A’s and helping his daughter with her career as a certified athletic trainer. He also is a freelance (emphasize free) home repair specialist for his daughter's vintage home.
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Recent Posts

A Reset Can be Painful

Have you ever gotten so wrapped up with the everyday that you forgot to take the time to appreciate what you have? I believe this is, mostly, a rhetorical question for just about anyone. It definitely is for me. My wife and I run a local small business in Dayton, OH

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6 Tips for Deploying Market Research Surveys

Think you want to do a market research survey? You’re pretty sure that your product is what the market needs, but you really don’t know. So, it’s time for a plan to find out .

Market research surveys should always be a tool in your arsenal for staying on top of customer needs, changing demand, and the competitive landscape in industry. They can help you  to test an idea, evaluate the success of your plan, and are an important part of data validation.

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What Do Young Professionals Want?

We all have been bombarded with information about millennials in the workplace. A great deal of it revolving around the their expectations and behaviors. Unfortunately, I do believe they are getting a bad rap. Here at Acadia, we have been actively hiring millennials as  interns for the past 5 years. I'm not saying that what we read or hear is incorrect, but more often than not, it is laced with opinions and perceptions which are not wholly accurate. Most of the time, these opinions come from, let's say, more seasoned individuals. I'm guilty as well. As business owners, we better figure out the formula. Why? Because these young professionals are the fastest growing sector of the work force and 50% of buying and sourcing decisions are being made by them. 

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3 More Reflections on Business Development for Contract Manufacturing

After my team’s visit to the latest HubSpot conference I got thinking about this post I wrote a while back. It still resonates, but I have three more reflections that I have compiled based on the work we’ve been doing at Acadia and what I learned at INBOUND17. The sales process does not have to be complicated, but it does need to be thorough and planned out.

1. Change your sales behavior. I heard lots of statistics at INBOUND17. For me, most notably:

  •  60% of traditional sales behaviors actually hurt your chances of closing a sale -  David Hoffeld of the Hoffeld Group.
  •  80% of buyers (4 out of 5) feel that time with a sales person is time wasted – Deb Calvert of People First Productivity Solutions
  •  86% of salespeople ask ineffective questions – Tim Wackel of The Wackel Group
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Be Fierce but Graceful - and do Great Things

 If you are involved in complex or considered purchase sales, you understand the challenges associated with them: 

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Take Advantage of the Summer Shutdown to Boost Your Lead Generation

Is your manufacturing plant's summer shutdown looming? Take this opportunity to evaluate and boost your  marketing plan. For many manufacturers, focus on production, cost reduction and human resource issues often leave little time for lead generation. Use the next few weeks to evaluate and hone your sales process, ensuring enough new business to keep those newly-maintained machines running.
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There's Gold in Those Hidden Data Sources

If you have ever heard 'There's gold in them there hills' then you should be pretty excited about the title of this blog. Believe it or not, we regularly uncover gold on behalf of our clients. Ironically, they have been sitting on this gold without even knowing it. Our clients come from the manufacturing and industrial space and are typically small businesses in need of business development help. When we begin an engagement, normally lead generation based, we always start with the same question. Where is the clients gold?

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5 Simple Steps to Determine Your Market Size

Don't we all want the entire pie for ourselves? Of course that comes with ramifications, mostly around the waistline. In business, we all want a little more of the available pie. Who among us has all the pie (or market) that you want for your business? If you're saying "Me!," then you most likely have a lifestyle business. In short:

A lifestyle business is one that has been set up or has become a business that allows the owner(s) the ability to maintain a certain level of lifestyle they are comfortable with and have been accustomed to. There really is no desire to grow beyond that level of business.

I'm not saying there's anything wrong with a lifestyle business, but what if you do want to grow and get more of that pie? If we imagine the markets we serve as a whole pie, very few of us have the market share represented in the picture. More often than not, what we do have would barely be considered a full serving of dessert. The real dilemma is, how much pie is actually available in your market space?

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The #1 Excuse Why Your Manufacturing Business Won't Grow This Year

I'm not going to give you a top 10 list. I'm just going to cut to the chase. Every 4 years I hear the same thing, the same phrase, and in my opinion, the same excuse. Well, it's happening again. "I'm going to hold/cutback on any sales and marketing spending until we see how the election turns out."  Let me ask you, how well has that strategy worked in the past? The economic winds don't change on a dime and for most small businesses we can control our future if we choose to do so. BUT, it is a state of mind. We primarily work with small businesses in the manufacturing, technology and technical space. As small businesses, we can control our destiny, but first let me remind you of a few interesting stats from the National Association of Manufacturers (NAM.org).

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4 Easy Steps to Demand Generation - Step 4: Measure, Rinse, Repeat

As we progressed down the first 3 steps of this journey of demand generation, we discussed the importance of striking the right balance for your specific business development needs, managing data and systems and ultimately creation of compelling content. In other words there is no prescription for demand generation. It is about processes, systems and execution. Sound's a lot like manufacturing, doesn't it? Being and electrical engineer myself, this concept appeals to me. No one should be telling you that a new website and inbound program is all you need. On the flip side, outbound calling or outbound marketing efforts may not be the only solution. Careful evaluation of your historical efforts, balanced with how the market is changing and how people look for you, is the mindset you should take, especially as you evaluate your next steps. It is highly recommended to solicit input from colleagues and professionals in the industry to help you understand what strategies and tactics are available.

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This blog exists to educate manufacturers, engineers and technical minds on the wonders of inbound marketing, sales enablement and more.

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