Competition never sleeps

Summary : It is a basic principle of tactical awareness that the competition never sleeps. You must assume that they are always trying to find areas of competitive advantage and working to reverse any areas of competitive disadvantage. During the eighties, the ascent of Japan's semiconductor equipment industry was accompanied by high customer satisfaction with their tools and general dissatisfaction with tools made by western suppliers...

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How the U.S. beat Japan ...

17 Aug 2012

The source of Japan’s failure to move forward is mostly about the failure of their Theory Z management style and an unwillingness to change. Back in the eighties, I did a lot of strategic work in how to turn th ... See more

Pricing is a function o ...

Pricing of undeveloped products is one of the biggest issues for companies in high technology. They typically revolve around should one price to cost or value, which is really a marketing question which assume ... See more

Narratives – not earnin ...

It is a strategic error to focus too closely on the more predictable control of quarterly earnings results, while providing a stale narrative for where future earnings growth will come from. Earnings are just t ... See more

Customers are not visio ...

It is a common mistake to attempt entrepreneurial market development using classic business school practices of surveying customers, sizing the market, planning development costs, and figuring out the ROI. It i ... See more

Problems are markets … ...

Marketing pro’s love to use the word ‘solution’ as a synonym for ‘product.’ This way of thinking can lead to the common strategic product development error ... Avoiding the error is easy with a simple mental re ... See more

The two reasons to adve ...

The two reasons to advertise: Brand Building and Lead Generation ... See more

Monetization - The firs ...

When does the innovation clock start: With the idea, with the first paper, with the first alpha tool, or who’s first to create value? ... See more

Average vs Great Leader ...

The average leader retreats to the safety of marcom and IR tricks and denials when surprised by a competitor’s market advance. The great ones steel their organization by internally attacking their product defi ... See more

It’s always about bad o ...

Every corporate problem is ultimately a management or leadership issue. If it isn’t, a company is in trouble because they are not leading. If they are not leading, they have given up control of their destiny ... See more

SALES versus MARKETING

"SALES is persuading the Customer to WANT what we HAVE. MARKETING is being sure we HAVE what the Customer NEEDS, (now and in the future)." — Peter Hanley ... See more