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success, failure and the space in-between
I had a coffee with a friend yesterday that got shafted at work. She had been working on an exciting new agenda for some months, got signoff at every level and was ready to transition into the new leadership role that came with her plan. Unfortunately they (the evil bosses) took her plan, but replaced…
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sales, marketing, processes and lemmings
A popular misconception about Lemmings is that every once and a while, they all suddenly run off a cliff and commit suicide. Unfortunately, its not a misconception when talking about sales & marketing processes in a professional services environment. As I’ve mentioned before, in any organisation, there is generally only 6 core Tactical Sales &…
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creating habits
I used to have an employee called Tim, that would dash over to a customer’s site, the moment they had a problem, and fix it for them. Great customer service! Unfortunately it was terrible customer service for the other clients whose site’s he was supposed to be at. Saying “Yes” to the urgent support request…
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revenue model innovation for service firms
I have been buying and selling services for around 20 years, and during most of that period, have only ever seen two pricing models. Fixed rate or Hourly rate. Each with a couple of tweaks that are normally of benefit to the supplier, not the purchaser. Fixed Price – is normally used when the service…
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having fun going global
Everyone wants you to “go global” if you are not already “born global”. Its fashionable because in a global economy it means money flowing in Australia and increasing wealth through the multiplier effect. But despite it being great for Australia for firms to be “going global” it can kill your business if you don’t have…
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musings on privacy and sausages
Saturday afternoon I made some sausages with a mate. Pork & Fennel, Chicken with Tuscan seasoning and Lamb with Rosemary and Honey. And as always when we finish making the sausages, we BBQ them up for our families. Delicious. If you make your own sausages, you will never eat supermarket sausages again. And on this…