5000 plus views and growing

I’m just delighted to report that we have hit our first milestone with more than 5000  leaders around the world having read this blog.
It’s taken about 20 months…and has vindicated our research and beliefs that we’re adding value…so thank you very much…and please keep reading and emailing.
We’re not a big player…but we’re in the very [...]

What happens next at the top of your game?

You’re  at the top of your business game. Market shares are significant across the prime segments  and defence mechanisms are working well.
EBIT is growing nicely ( thanks to  rising prices and tight cost control ). Competitors don’t seem to be developing value propositions as fast as you are. Staff capability is good and your loyalty [...]

How can you operate successfully in a fragmented market?

I’m often asked this question. And for the record, my thoughts are not to be construed as specific advice…but general commentary.
The answer depends on clarifying what the enquirer means by “fragmented” ( you’d be surprised at the differing views ); and secondly, undertaking a thorough market mapping analysis to confirm where [...]

What’s the average Australian family look like?

I’ve been using the ABS for years. What people may not know is that they have fantastic resources to do customised research on industry sector info that you need.
In their recently released 2006 Census data, their media fact sheets painted a picture of the average Australian family…which makes interesting reading. Here it is below…

Census paints [...]

You won’t know…unless you ask

I’m constantly inundated by sales representatives flogging their wares…but at least they ring.
Anybody who sends me unsolicited blurb suffers the permanent penalty…in the trashcan!
It’s tragic that they hustle me…without asking me what I do…and what I need.
Simple questions huh! And very powerful.
I always reckon that it’s best to ring a contact that’s potentially warm…cold calls [...]

Market assessment…the vibe is…plenty are doing it

Organisations seems to be re-assessing their markets more often nowdays. I suspect that’s a function of executive churn being fueled by shorter leadership stays at the top.
If your competitors are changing their captains and line leaders, you can bet reasonably safely that they’re also undertaking market reviews…which may mean they are better placed to interpret [...]

What separates one competitor from another?

What separates one competitor from another? Ultimately, it’s their smarts! They make good decisions faster!

An audience member once asked me at an international conference what was the critical success factor between growing outfits.
I suggested that when you strip away the strategic and operational issues, what’s seems to make the difference is the experience and [...]

2006 in review…economically…where does Australia stand?

According to the well respected ANZ Economics team, run by Saul Eslake, the economy is going gangbusters…but there’s more to the story when you look below the surface as Tony Pearson has commented.
The ANZ says there are signs of capacity constraints because only a small share of the 3.8% domestic demand was met locally by [...]

The rockface always exposes invaluable gems

Leaders have a responsibility to work at the rockface from time to time…particularly at times when things are changing….or haven’t changed for a while.
And the added-value from investing some time alongside the troops in front of customers …as well as being a prisoner to your own processes…means you can experience the first-hand feedback [...]

Are you on top of market trends?

Market trends that matter are based on the drivers behind your industry and business.
Trends are exactly that. They typically emerge and solidify over reasonable time periods…so it’s critical to have market intelligence and competitive intelligence processes in place on an ongoing basis.
Then you can make a judgement whether an abberation in events is a one-off…or [...]