Smaller companies have a challenge when dealing with larger established firms. The larger firm may not want to implement your new product or technology if there is a possibility that your company is unable to support the product, or indeed, will disappear the following year. Our topic in Office Hours this week is how as […]
Category: Sales
Office Hours this week: Positioning Part II, The Relevance.
In Office Hours today we returned to the subject of positioning; how a company is viewed with respect to competitors in the marketplace. Not unsurprisingly marketing and selling are a frequent subject of our discussions. What we learned is that while your market position is important, just as important is how the customers see their […]
This Week’s Office Hour: Positioning and the customer’s perspective
This week at office hours was a wide-ranging discussion centred around the positioning of product and companies. We explored the idea that putting yourself in the shoes of other people is key in selling products and indeed in having effective problem-solving approaches. Businesses and the products they produce solve problems. Business, to be successful, need […]
Office Hours @cammakespace this week
In Office Hours @cammakespace this week we are talking about product launches. How to prepare for them and how to make the most of a new customer or product. If you have experience releasing new products and winning new customers, or want to learn from other who do, please join us. The Office Hours Group meets each […]
Guerilla Finance
Posted on December 9, 2019 Guerilla Finance The following posts set out some ideas from a lecture I deliver at the Cambridge Judge Business School. The talk has become known as‘Guerilla Finance’ much in the vein of guerilla marketing campaigns that leverage existing resources to achieve results. The central idea is that sophisticated software and […]
The Cart Before the Horse
This week’s hour was about selling or at least that is where we started. The challenge as presented was the lack of sales traction being achieved. While a few sales meeting had been secured, second meetings and follow-ups were not happening. The product is an educational toy targeted at the emerging countries. It was developed […]
Office Hours @cammakespace
A new group has started in Cambridge, it meets in Cambridge Makespace and is called Office Hours. Office Hours is a group of active business managers willing to share experiences, improve skills and learn. We discuss strategy, business models and value propositions, yes, but also the day-to-day nitty gritty stuff like how much should I […]