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Market Strategy

Market Strategy

Said 2021 to 2020: "Hold my Beer"

Andrew Penny, January 12 2021

Heraclitus said that the only constant is change and 2021 is holding true to form with even more dramatic change on the way. The US socio-political situation is tense but it is being resolved quite quickly. The vaccines are on the way giving us not only hope but confidence as well. China and the rest of the world are at odds but new balance is bei...

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Market Strategy

How Are You Leveraging Your Company to Be the Change?

Andrew Penny, December 8 2020

The COVID-19 pandemic has been an excellent stress test for society - the way work and the way we live. It’s brought to light things that are obsolete, things that are inefficient, and things that from a 21st-century perspective, are simply wrong. We all read about the dramatic changes that are happening in retail. Companies are attracting clients...

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Market Strategy

Market Research Reports are Overrated

Andrew Penny, November 24 2020

As a consulting firm, we need to clearly understand who might buy our client’s products or services. Clients often point us to research firms that publish ‘Everything You Need to Know About X’ (the mining market, housing industry, power, ice cream, TV dinners - there are literally tens of thousands of research publications). These ‘off the shelf’ r...

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Market Strategy

Drive Your Webinar To Success!

Jelena Franco, November 17 2020

This is the second of three articles exploring how to take your virtual meetings to the next level. Last week we discussed some good practices for virtual working meetings: the quality of your sound, lighting, positioning of the camera, environment, and the peculiarities of live interaction. Today, we are going to build on that and consider how to...

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Market Strategy

Live from Denmark, it's...

Jelena Franco, November 10 2020

I am based in Denmark, and, like most of you, almost all of my meetings are on-line. We have had to become TV actors in a very short period of time without the benefit of scriptwriters, makeup artists, camera operators, boom operators, sound engineers, producers, or directors. It’ll be a while till Covid is over, and even then, the virtual meeting...

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Market Strategy

A Word on Trust post COVID19

Jelena Franco, October 20 2020

Trust is the connective tissue that binds together everything that we do: our relationships, our actions, our expectations of others. We expect businesses to deliver on their promises and behave responsibly. We expect that we can move around our communities safely, depend upon our relationships, and rely on certain truths.The COVID-19 pandemic has...

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Market Strategy

Penetrate and Radiate

Andrew Penny, October 13 2020

Over the last few weeks we've been talking to a number of companies in Latvia that are interested in exporting to North America. These companies include metal fabrication, construction products, IT services and many other areas. For the most part they are well established firms trading in Europe and Scandinavia with a wide range of products and se...

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Market Strategy

Digital Marketing is a Waste of Time and Money

Andrew Penny, August 20 2020

Every day I get at least five inbounds via LinkedIn or email. People from all over the world are telling that they will; “Fill my sales pipeline”, “Generate high-quality business leads”, outsource my inside sales to grow my pipeline, and so on. Sounds enticing but, trust me, it’s all useless.

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Market Strategy

Tis an ill wind that blows no one any good

Andrew Penny, August 5 2020

Our world is built on tectonic plates that shift slowly and surely under our feet. Occasionally the plates ‘stick’ until the pressure builds up sufficiently to ‘unstick’ them in what we call an earthquake Much like an earthquake, the pandemic has caused many of the trends underlying the world we have built to move very quickly. Political, social, b...

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Market Strategy

Introducing the Sales Studio

Andrew Penny, June 10 2020

If you are like me, you have seen a whole range of backgrounds while on video calls. There are the digital backgrounds that flicker in and out like a bad version of the matrix. The bright background and badly lit faces that leave you wondering what people are saying. The ‘up the nose shot’ by people who don’t raise their camera. The ‘too much infor...

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