Market Strategy

The World is Going to VUCA

Graham Birkenhead, August 2 2022

Anyone remember VUCA?  It’s an acronym that stands for Volatility, Uncertainty, Complexity and Ambiguity. I’ve used VUCA as a strategic planning tool when trying to understand what was going on around me and so increase the chances of coming to an optimal course of action. As a concept, it was first described by the leadership guru Warren Bennis in...

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Market Strategy


Andrew Penny, July 26 2022

There is a great analytical tool called PESTLE - an acronym for Political, Economic, Sociological, Technological, Legal, and Environmental. It is typically used to ensure a thorough scan of all external factors affecting a proposed plan of action. You use it to identify the forces working for you and against you – and your competitors – and your cu...

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Leadership & Management

Recession, Recession - The Sky is Falling, The Sky is Falling

Andrew Penny, July 19 2022

The talk about ‘recession’ has many owners rattled. Most of you reading this own small or medium sized businesses and by corollary have a small share of the markets you serve. If the overall market you serve shrinks by 1% it will have very little effect on your ability to expand. Your growth, or lack of it can’t be attributed to the overall economy...

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How I Think about Sales Channels

Andrew Penny, July 5 2022

Most people think outward from themselves through their sales channels on then on out to their end users. That approach is wrong. It leads to a channel centric sales approach. Instead think about the ideal customer for each product or service you are selling and then think about the best way to connect with them. The channel is in fact a bridge bet...

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Market Strategy

Classic Cars - Best in Class

Andrew Penny, June 28 2022

I spent most of last week with about 500 people at the North American MGB convention. Between us, there were about 250 cars - most of which were made before 1980. People came from all over the continent in a spirit of friendship and friendly competition. The highlight of the show was Wednesday’s “Car Show”.

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Do we have connections in your industry?

Jelena Franco, June 21 2022

We are in the process of running a series of webinars across the Baltic States and Scandinavia; this is part of our Look West program where we assist companies get a foothold or expand in North America. We are often asked if we know anyone in a particular industry. For example, do we know anyone in the marine industry? Have we got any connections w...

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Market Strategy

What is Market Position?

Andrew Penny, June 14 2022

One of the most useful things in business is to know where to play and how to win. It would be great if you could stake your claim and then settle in for a lifetime of success. Unfortunately, someone, somewhere is trying to steal your business.  So, what to do? I typically ask four questions when I meet a new company:

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Leadership & Management

Hiring is a Competitive Sport - Here’s How to Win ...

Andrew Penny, June 7 2022

One of our clients is expanding quite quickly and hiring people. They are in the business of creating complex and highly sensitive sensors to measure everything that’s going on with our ocean waters. Naturally they’re looking to hire people who are interested and hopefully passionate about the same sorts of things. So what do they do if they want t...

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Leadership & Management

I don't have a Toxic Culture – Do I?

Graham Birkenhead, May 31 2022

A recent UK employee study paints a rather troubling picture of company life. It found that: The study went on to identify that roughly half the people would leave a negative on-line review about their company, and that nearly 50% wouldn't even apply to a company that had negative online reviews.   At a time when so many companies are struggling to...

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If you can keep your head when all about you are losing theirs….

Andrew Penny, May 24 2022

There’s a great new book called “How to Make the World Add Up” by Tim Hartford. In it he gives advice about making sense of the deluge of facts, figures, statistics (and other lies) we receive every day. There’s a war in Ukraine, food supplies are in jeopardy, our supply chains are tightening, inflation is raging, no one wants to work, and, in Onta...

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