15 October 2023 Newsletter
“Urgency gets more people to buy. Scarcity gets people to pay more.”
Hope you’re Thriving!
It’s been a good week back with a workshop and several meetings.
Here’s a growth fact I wrote in this newsletter ten years ago:
A $10m company growing at 25% will be 3.8 times the size in 6 years and have revenues of $145m in 12 years or 14.5 times the size. The beauty of compound growth!
Let’s get into it.
How To Work With (Almost) Anyone
At a [ Read More...
15 October 2023 Newsletter
“Urgency gets more people to buy. Scarcity gets people to pay more.”
Hope you’re Thriving!
It’s been a good week back with a workshop and several meetings.
Here’s a growth fact I wrote in this newsletter ten years ago:
A $10m company growing at 25% will be 3.8 times the size in 6 years and have revenues of $145m in 12 years or 14.5 times the size. The beauty of compound growth!
Let’s get into it.
How To Work With (Almost) Anyone
At a [ Read More...
Two Critical Things To Consider When Restructuring Your Company
“I’m thinking of restructuring my company”. That’s one of the statements I often hear.
Restructuring the company typically involves significant changes in roles, responsibilities, and reporting lines to name a few. This can be met with resistance from employees who are comfortable with the existing structure and processes.
There are different organisational structure examples, some of them focused on Functions, others Read More...
Two Critical Things To Consider When Restructuring Your Company
“I’m thinking of restructuring my company”. That’s one of the statements I often hear.
Restructuring the company typically involves significant changes in roles, responsibilities, and reporting lines to name a few. This can be met with resistance from employees who are comfortable with the existing structure and processes.
There are different organisational structure examples, some of them focused on Functions, others Read More...
12 February 2023 Newsletter
A company hiring a new CFO, asks only one question of each candidate:
“What’s 2+2=?” Everyone except the person they hired answered 4.
The guy they hired replied: “What number did you have in mind?”
Hope you’re Thriving!
It’s been a great week with a lot happening. It’s fantastic to be back in the rhythm.
This past week I’ve been with two teams who took years to fully act on their core customer, focusing on delivering what Read More...
12 February 2023 Newsletter
A company hiring a new CFO, asks only one question of each candidate:
“What’s 2+2=?” Everyone except the person they hired answered 4.
The guy they hired replied: “What number did you have in mind?”
Hope you’re Thriving!
It’s been a great week with a lot happening. It’s fantastic to be back in the rhythm.
This past week I’ve been with two teams who took years to fully act on their core customer, focusing on delivering what Read More...
This video is a summary of the book Scaling Up by Verne Harnish and should give you an understanding of the subjects and key concepts in the book. I’m going to talk about who the book is intended for, what problems it solves and how it solves them and how you can use the book to further your business.
[creativ_media type=”youtube” url=”https://www.youtube.com/watch?v=naYurMoPjGA&”]
What is Scaling Up?
Scaling Up is Mastering Read More...
This video is a summary of the book Scaling Up by Verne Harnish and should give you an understanding of the subjects and key concepts in the book. I’m going to talk about who the book is intended for, what problems it solves and how it solves them and how you can use the book to further your business.
[creativ_media type=”youtube” url=”https://www.youtube.com/watch?v=naYurMoPjGA&”]
What is Scaling Up?
Scaling Up is Mastering Read More...
In this video Rob Banks, Co Founder of Build Direct talks about their Differentiating Activities, a part of Gazelles Seven Strata of Strategy.
For Build Direct the key strategy is to provide product prices as low as possible, and they enact these three Differentiating Activities to be different from their competitors and keep the price down, which is one of the most important elements for their Core Customer.
Below are the Build Direct Differentiating Activities
Pay Up Front – Read More...
In this video Rob Banks, Co Founder of Build Direct talks about their Differentiating Activities, a part of Gazelles Seven Strata of Strategy.
For Build Direct the key strategy is to provide product prices as low as possible, and they enact these three Differentiating Activities to be different from their competitors and keep the price down, which is one of the most important elements for their Core Customer.
Below are the Build Direct Differentiating Activities
Pay Up Front – Read More...
How do you build a Brand Promise?
What tools should you use to build a Brand Promise?
In this podcast I talk with Bill Gallagher about the Brand Promise, and how this connects with your Core Customer as well as how we use the Attribute Map to identify what the Core Customer needs.
Listen to the podcast below.
View Bill’s podcast on iTunes and subscribe to his other Scaling Up podcasts here.
Read More...
How do you build a Brand Promise?
What tools should you use to build a Brand Promise?
In this podcast I talk with Bill Gallagher about the Brand Promise, and how this connects with your Core Customer as well as how we use the Attribute Map to identify what the Core Customer needs.
Listen to the podcast below.
View Bill’s podcast on iTunes and subscribe to his other Scaling Up podcasts here.
Read More...
In this short interview with Adele Revella, Author of Buyer Personas, Adele discussed her book and the concept of learning about why customers make purchasing decisions commenting “It’s so simple that it seems crazy that I had to write a book about it…”
Some insights from Adele in this interview…
People can tell you whether their buyer is make or female or an age bracket, but no one can say why people are buying.
Big data isn’t useful for analysing the Read More...
In this short interview with Adele Revella, Author of Buyer Personas, Adele discussed her book and the concept of learning about why customers make purchasing decisions commenting “It’s so simple that it seems crazy that I had to write a book about it…”
Some insights from Adele in this interview…
People can tell you whether their buyer is make or female or an age bracket, but no one can say why people are buying.
Big data isn’t useful for analysing the Read More...
If one is to take a look at Australia Post on face value it would seem as though it has made a successful transition from Government postal service to a modern , thriving logistics company riding the e-commerce delivery wave, however the recent announcement of a predicted $500m loss and 1,900 job cuts in the midst of an industry boom begs the question why?
Australia Post is the longest running Australian government department with origins dating back to 1809 and today with over $6.3 Billion Read More...
If one is to take a look at Australia Post on face value it would seem as though it has made a successful transition from Government postal service to a modern , thriving logistics company riding the e-commerce delivery wave, however the recent announcement of a predicted $500m loss and 1,900 job cuts in the midst of an industry boom begs the question why?
Australia Post is the longest running Australian government department with origins dating back to 1809 and today with over $6.3 Billion Read More...
Your Brand Promise is the commitment that you make to potential customers that meets their needs and is both unique and measurable. When you consistently deliver on this commitment, it should help you to win more Core Customers by having a deep understanding of what it means to deliver on their needs.
What makes a Brand Promise ‘deliver’ is that it is unique and makes you different from the competition. Because if you can’t clearly define what differentiates you from the Read More...
Your Brand Promise is the commitment that you make to potential customers that meets their needs and is both unique and measurable. When you consistently deliver on this commitment, it should help you to win more Core Customers by having a deep understanding of what it means to deliver on their needs.
What makes a Brand Promise ‘deliver’ is that it is unique and makes you different from the competition. Because if you can’t clearly define what differentiates you from the Read More...
In this TEDx talk, Matthew LeRoux at TEDxChemungRiver talks about how he helps farmers and labour by understanding the customers needs, preferences and desires, and create a product to meet those needs and desires.
The beauty of it, is that everyone can understand farms, how they work and how specialisation to meet the need of a customer can give you not only the ability to value and and make more profit, but become a champion for your ideal customers. By then becoming a beacon for who you Read More...
In this TEDx talk, Matthew LeRoux at TEDxChemungRiver talks about how he helps farmers and labour by understanding the customers needs, preferences and desires, and create a product to meet those needs and desires.
The beauty of it, is that everyone can understand farms, how they work and how specialisation to meet the need of a customer can give you not only the ability to value and and make more profit, but become a champion for your ideal customers. By then becoming a beacon for who you Read More...
Bob Bloom is a Gazelles faculty member and has worked to create brands for leading clients including BMW, L’Oreal, Nestle’, TGI Friday’s, Whirlpool, Southwest Airlines, and T-Mobile. As the CEO of advertising business Publicis Worldwide, Bob is the person brands turn to worldwide to gain market share during the past 40 years and he has written a book entitled The Inside Advantage which lays out practical steps to identify your Core Customer and discover your Who, What, How and Read More...
Bob Bloom is a Gazelles faculty member and has worked to create brands for leading clients including BMW, L’Oreal, Nestle’, TGI Friday’s, Whirlpool, Southwest Airlines, and T-Mobile. As the CEO of advertising business Publicis Worldwide, Bob is the person brands turn to worldwide to gain market share during the past 40 years and he has written a book entitled The Inside Advantage which lays out practical steps to identify your Core Customer and discover your Who, What, How and Read More...
The word customer is one of the most overused terms in the business world yet one of the least understood.
Like many CEOs, Larry Weinberg thought he knew his customer base – and was marketing to it correctly. His award-winning company, BOWA, which for 22 years has built and remodeled luxury homes in the Washington, D.C. area, considered its main customer the architects who were doing design work on a home and needed a builder’s help on the job. “Yet early last year,” says Read More...
The word customer is one of the most overused terms in the business world yet one of the least understood.
Like many CEOs, Larry Weinberg thought he knew his customer base – and was marketing to it correctly. His award-winning company, BOWA, which for 22 years has built and remodeled luxury homes in the Washington, D.C. area, considered its main customer the architects who were doing design work on a home and needed a builder’s help on the job. “Yet early last year,” says Read More...
