How to build a hierarchy of performance measures.
Corporate KPI’s should be evolved as a hierarchy, that measures the cause and effect relationships through an organisation, and be largely agnostic to the individual. After they are in place, you can develop the KPI's for a role to be filled, for which...
What is the one skill no SME can do without?
Simple answer, rarely given at first: Writing quality copy! Quality copy, in whatever form it is delivered, gets inside someone's head, it joins in and contributes to the conversation already happening, and influences the outcomes that evolve. Everything...
6 components of successful gambling (otherwise known as marketing)
Successful Marketing is like having a great hand of cards. Each card has a value by itself, but in isolation, that is very limited. The value of a hand is in the combination of cards you have, particularly the combination you have compared to the...
Where is the similarity between strategy development and ‘Two-Up’
Strategy is all about making choices, which market, which customer type, which channel, and so on. Many marketers do this sort of analysis almost on autopilot, when it is in fact the core of a robust strategy, and should be the subject of rigorous...
Can ‘Platforms’ replace assets?
The new commercial behemoths of the 21st century, Google, Facebook, Amazon, et al, are all 'Platform' businesses. They leverage technology to create connections up and down value chains, replacing as they have businesses that have hard assets that make...
Why is deep domain experience so valuable?
As an old(ish) former senior exec sort of bloke, watching this crop of younger managers come through, I find myself disturbed. It often seems that while they know the facts, and at an intellectual level, recognise the impact, they do not seem to understand...
What does marketing to Supermarkets and Pharmaceutical research have in common?
Quantifying the ROI of marketing investments remains the single most challenging task of marketers. While marketing costs remain being seen as a variable expense, stuck in the monthly P&L , it will remain hostage to the whims of expediency, corporate...
Is Amazon at it again, remaking retail in their own image.
Amazon launched their 'Dash' button in 2015 in an experiment with Procter and Gambles Tide detergent, the monster of the category in North America. It is a one touch, one product order and delivery system that has succeeded, expanding to a range of 350...
Where is the gap to be filled in retail?
The range of retail format options is huge and multifaceted. At one end of the continuum you have pure on-line retailers, to full service bricks and mortar retail at the other, and everything in between. It is the 'everything in between' where the...
Get stronger, then get bigger
Most businesses find themselves on the 'get bigger or get out' merry go round. Unfortunately, one of the characteristics of merry go rounds is that unless you hold on, centrifugal force will throw you off. Also, the faster you go, the more likely you are...