“New”, “Improved” – (but not as good) Why do companies change successful products?

Why do companies insist on changing the content or specification of their successful products without the consent or request of their customers? Microsoft made the disastrous product upgrade from the successful, popular and reliable Windows XP to the unpopular and unreliable Vista, which then in turn had to be hurriedly replaced with the successful Windows […]

October 31, 2013  Tags: , , , , , , , ,   Posted in: business development, business efficiency, Business Marketing, business performance improvement, business performance indicators, business performance measurement  Comments Closed

Pareto’s principle – a useful tool for customer analysis?

The Pareto principle, generally known as the 80–20 rule, states that, for many events, roughly 80 per cent of the effects come from 20 per cent of the causes. Applying the principle in business analysis can prove to be a very effective business tool, and one of its many areas of application is in that […]

October 1, 2013  Tags: , , , , , , , , , , , , ,   Posted in: business development, business efficiency, Business Marketing, business performance improvement, business performance indicators, business performance management, business performance measurement  Comments Closed

If you cut the support, – you might lose the sale.

The purpose of all businesses is to make money in the form of profits. Even so called “not for profit” organisations have to make money, which is re-invested. Profits are derived from income and income originates from the sales of goods and services to customers. Customers buy products that give them benefits. But the way […]

June 26, 2013  Tags: , , , , , , , , , , , , , , , , , ,   Posted in: business development, business efficiency, Business Marketing, business performance improvement, business performance indicators, business performance management, business performance measurement  Comments Closed

The act of selling is fundmental for business, – so why are sales staff so under valued?

Businesses exist only for the purpose of making money. Whatever a business makes or type of service it provides, money is only produced when the goods or services are actually sold to a customer. It is only from the act of selling that income is derived for the business in question, thus the ability to […]

May 28, 2013  Tags: , , , , , , , , , , ,   Posted in: business development, business efficiency, business performance improvement, business performance indicators, business performance management, marketing development, marketing management, performance measurement indicators, Uncategorized  Comments Closed

We see what we want to see, but is it reality?

A recent visit to the optician prompted the thought that we often see what we want to see or expect to see, but can be blind to the reality. In business it is equally true that management will see what it wants to see but be blind and in denial of the true situation.

March 6, 2013  Tags: , , , , , , , , , ,   Posted in: business development, business efficiency, Business Marketing, business performance improvement, business performance indicators, business performance management, business performance measurement, marketing management, Uncategorized  No Comments

ARE YOU SITTING COMFORTABLY? Well watch out!

During the last couple of months, three major retail businesses that are household names in Britain have collapsed into receivership. In each case, the companies have struggled with massive overheads, falling sales and cash-flow problems that ended in receivership and closure. All these companies were well established, so what went wrong? When businesses fail, it […]

January 25, 2013  Tags: , , , , , , , , , , , , , ,   Posted in: business development, business efficiency, Business Marketing, business performance improvement, business performance indicators, business performance management, business performance measurement, marketing development, marketing management, marketing metrics, marketing performance measurement, marketing ROI, performance management, performance measurement indicators  No Comments

CRM: Do customers really want to forge ‘relationships’ with companies?

There are    many “principles” and “rules”, which are said to be fundamental to the process of business. One of these is sometimes known as “The Golden Rule”. What is the Golden Rule? Put simply, it states that “he who has the gold, makes the rules”. Businesses are set up to produce money in the form […]

December 13, 2012  Tags: , , , , , , , , ,   Posted in: business development, business efficiency, Business Marketing, business performance improvement, business performance indicators, business performance management, business performance measurement, Uncategorized  No Comments

Military Principles Of Business – Actions And Enablers

While the process of business should not be compared to warfare, there are some analogies with military action which are similar and relate to the principles that underpin the conduct of successful business. Successful military action derives from the application of a number of specific principles, amongst which Selection and Maintenance of Aim , Maintenance […]

October 4, 2012  Tags: , , , , , , , , , , , , ,   Posted in: business development, business efficiency, Business Marketing, business performance improvement, business performance indicators, business performance management, business performance measurement, marketing management, marketing metrics, marketing performance measurement, performance management, performance measurement indicators  No Comments

Cutting costs may not improve profitability

When faced with a demand by the chief executive officer (CEO) to cut costs, what should the head of corporate income do? Whenever profits are reduced, or the business makes a loss, one of the initial actions is to “cut costs”. While this is understandable, this demand can frequently be taken without thought, other than […]

September 3, 2012  Tags: , , , , , , , , , , ,   Posted in: business development, business efficiency, Business Marketing, business performance improvement, business performance indicators, business performance management, business performance measurement, Uncategorized  No Comments

Assumptions – to assume makes an ass out of you and me

It often seems that many business problems have their origins in assumptions that prove to be wrong. Whether it is the banking crisis, inept government actions, or failed business ventures, analysis often shows that the decisions made, while apparently logical and justifiable at the time,  have subsequently proved to be wrong having  been made on false […]

August 1, 2012  Tags: , , , , , , , , , ,   Posted in: business development, business efficiency, Business Marketing, business performance improvement, business performance indicators, business performance management, business performance measurement  No Comments