Category Archives: System thinking

Do ‘they’ even need new business people?

Death of the salesman? It is amazing the amount of things you can buy today without meeting a sales rep / new business person. I bought conveyancing online and it was great and it was dead cheap.  I bought it … Continue reading

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Column Thinking v BANTs

Column Thinking – is a lead qualifying tool. A way of thinking really, to determine whether you are likely to win a piece of new business or not.   You’re attempting to imagine what the buyer is most likely doing behind … Continue reading

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The 9 most populars arguments for setting KPIs deconstructed

This is an updated blog post from June 2013.  I love it so much for its clarity. I thought it well worth an update for 2015. I actually have a really fond memory of meeting an MD in 2013 and … Continue reading

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The Wason Task and new business

Psychologists or Behavioural Economists as they now like to be called have used a logic task called the Wason Selection Task as a measure of people’s reasoning powers. It is one of those pesky little tests that ‘they’ use to prove we are not … Continue reading

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New Business Equity and Value – learn some poker #2

The chances of what happened above is 7%,  similar to the chance of closing a cold lead if you are a new business fish. Also a good lesson in humility. In poker there are two terms that a new player … Continue reading

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The Relationship is king. F**King annoying.

What is ‘the relationship’? Why do people use the phrase so tediously often? As tediously often as those articles that tell us it is all about people, lest we forget.  “Don’t forget it is all about people at the end … Continue reading

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New Business – Art or Science?

I am a big fan of a blog written by Bob Hoffman called the Ad Contrarian. He has a passion for calling bullshit on bullshit.  How hard can it be these days to do tha?  Yet he does it well … Continue reading

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An alien perspective on client / agency relationships part 2 of 2

continued from part 1 here… The Alien recaps what I said, “How could Marketing Directors and agencies get on better and how could relationships last longer?” “Er huh.” I nod back at him “And you want to know why so … Continue reading

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The 9 most popular arguments for using targets deconstructed.

  This is an updated blog post from June 2013.  I have had to take links out that were broken but I love it so much for its clarity. I have a fond memory of meeting an MD and she … Continue reading

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Do you pretend to do pretend work?

This is a guest blog from www.thinkpurpose.com – it is an amazing site with a focus on systems thinking, I think have nearly read ever post on it. I have blogged about systems thinking before and what agencies could learn … Continue reading

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