One Size does not fit All

by Dr Greg Chapman

Henry Ford once said about the colour range of his cars “They can have any colour they want, as long as it is black”. His strategy was built around price. Choice was a cost to his business and he wanted to mass produce so he could get economies of scale.

If you have a low price strategy, you may also offer a one size fits all solution as introducing choice also increases cost.

If, however you wish to increase your margins, having a wider range creates value for your customer.

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The Economics of a Sales Pipeline

                     by Dr Greg Chapman

 
It is not enough to understand the numbers in your sales pipeline (see “Mathematics of a Sales Pipeline”) you also need to understand the costs.

Let’s start with the example in the earlier article:

The Five Pillars of Business Success: Pillar 3: Business Systems

                     by Dr Greg Chapman

Last month I covered the second of the Five Pillars of Business Success: Marketing Strategy.

In this post I discuss the third of the Five Pillars of Guaranteed Business Success: Business Systems.

Answer the following questions honestly:

• How many hours do you work a week?
• When was the last time you took an uninterrupted holiday?
• Do your staff have a better job than you?

Ad of the Month – Breaking up is hard to do

by Dr Greg Chapman

You have a deep relationship with your existing partner and to leave is actually complicated because of your long standing arrangements, but you’re attracted by another partner who is much more modern and in tune with your lifestyle.

Wouldn’t is be great if you could keep the security of your old relationship but get all the benefits of the much more fun and exciting one? And just to make things clear, I’m talking about banking.