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F is for Frog

I remember as a child collecting frog spawn in a jar and bringing it home, or into school, and keeping it to see the tadpoles develop and eventually the frogs emerge. Truth be told, very few made it to frog - stagnant water, jam jars left out in the sun, thieving dogs...

E is for Elephant (in the Room)

Long, long ago (seems like it was another life altogether) I was retained to manage a company. New owners had taken over and the guy they put in to replace the previous CEO didn't understand the business. My contract was for a few months, with the prospect of a longer...

D is for Dog!

The Boston Consulting Group Matrix (BCG Matrix) pegs products/services according to growth and market share. A rising star has high growth and high market share, a cash cow has low growth but high market share. An unknown has high growth but low share and then we have...

C is for Cheetah…..or Cheater..

We all want to cheat. Whether it's getting inside secrets, cheatsheets, unfair advantage, whatever, a surefire way to sell something is to position it as giving the buyer some benefit not available to people who don't buy. We want to cheat death - there are massive...

B is for Buffalo….Wrong again – B is for Branding

The value of your brand. What is it? Can a brand have value? The answer is your brand is both worthless, and priceless. Does anyone actually care about your 'brand'? I mean, other than you? I don't think so. What we do care about is how being associated with your...

A is for Aardvark….Only Joking! A is for Advertising

There are only 2 types of advertising - but what they are depends on who is talking. One basic distinction is between (a) direct response and (b) everything else. Another is between advertising that (a) works and (b) doesn't. A third is between advertising (a)...

Every Day, In Every Way….

‘And what is good, Phaedrus, and what is not good – need we ask anyone to tell us these things? (Robert M. Pirsig, Zen and the Art of Motorcycle Maintenance, 1974) Quality and value, like beauty, are in the eye of the beholder. Armand Feigenbaum in Total Quality...

The Very, Very Hungry Caterpillar

Without wanting to get into a deep discussion on the nature of evolution, it would be fair to say that a majority do not have a working knowledge of Darwin's "On the Origin of Species by Means of Natural Selection, or the Preservation of Favoured Races in the Struggle...

Sherlock Holmes and the Case of the Missing Link

Sometimes finding a customer can be a bit like solving a crime. The detective starts with a crime or suspected crime and possibly a crime scene. The entrepreneur starts with a product and/or service that solves a need and possibly a market where people with that need...

Fight, Flee or Freeze

I always knew that it wasn't just fight or flight. Knew it in my bones. And found it impossible to identify with that binary choice. Because my default response was freeze. I was familiar with the concept of the lamped rabbit/deer in the headlights phenomenon but...