Category Archives: Referral Marketing

Payment by results and cheating

The above is narrated by John Seddon the CEO of Vanguard Consulting, which takes some of its ideas from William Deming, who is one of the earlier so-called ‘system thinkers’. The above is referring to the public sector, however I think it … Continue reading

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The Pitch Result – bloody idiots!

“How could they possibly appoint that agency?” ” It makes no sense at all, I actually can’t believe it.” “Are they thick, stupid, or retarded, or all three?” “I bet they fell for all their lies about how they’d put … Continue reading

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Lead generation is like fishing

One morning a man decides to go fishing, after all it’s a perfect day for it. He packs up his things and grabs a crate of beer. He arrives at a peaceful spot on the river bank, cracks open a … Continue reading

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The 12 Laws of Karma for Agencies

1. The Great Law Do a great piece of work and the rest will follow. One good thing leads to another. 2. The Law of Creation You have to put the work in to be good at anything. Keep creating. … Continue reading

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Deming’s 14 points for management. My red pill.

“All anyone asks for is a chance to work with pride. Put a good person in a bad system and the bad system wins, no contest.” Deming I am a William Deming fan he devised amongst other things 14 points for management. And … Continue reading

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The problem with wish lists and lead generation

Agencies often come up with wish lists to create direct marketing campaigns. Normally a variation on e-mail, direct mail follow-up telephone calls and so on. The criteria for the list is usually something like BANTS (budget, authority, need, timing) job … Continue reading

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Poker and new business – dealing with imperfect information

I think new business can be split up into stages like Texas Hold ’em poker.  However the main reason I like the analogy is because in business like poker you are dealing with imperfect information.   You just don’t know … Continue reading

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Challenging the 80/20 rule for agencies.

Above is typically how  an agency’s clients are distributed.  It is a negative binomial distribution (NBD), sloping down from left to right. It is what Byron Sharp in his award-winning book How Brands Grow found to be the distribution of … Continue reading

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ROI in new business – don’t be fooled by randomness.

I’m trying to show agency owners the problem with being proactive with new business via telemarketing and direct marketing that can end up with them being fooled by their own numbers.. This is not an article about how you should improve … Continue reading

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Why don’t good ideas get done?

This is a guest blog, well two info-graphics from Steve Hacking who is the CEO of Kardelen. Logic trees or critical thinking is a method to make sure what seems like a good idea is torture tested and then there … Continue reading

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