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No One Wears Shoes

Andrew Penny, September 19 2023

Many years ago, a shoe-maker sent his best sales-person to a developing country to see if there was a market for shoes. He reported back, “The market is terrible – no one wears shoes”. Not being sure if this was true, the shoe-maker sent a consultant to double check, “The market is fantastic”, he reported, “No one wears

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It’s like ‘When Harry Met Sally” but with Penguins

Andrew Penny, September 12 2023

Most movies are unique, except for the endless sequels. And so, when someone pitches a studio on a movie idea, they need to explain something that’s never been explained before. The simplest way to get the new idea across is by using a compelling metaphor. You start with something the studio boss already understands and build on that e.g....

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Making Circles Pay

Graham Birkenhead, September 5 2023

Last week, we talked about the circular economy, which is an alternative approach to the more linear ‘take-make-consume-dispose’ value chain.  We try to minimise the take and dispose elements, and repeat the ‘make’ element through things like reuse, recycle, and repurpose, while extending the ‘consume value’ element.  It creates a more continuous...

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Joining the Circular Economy

Graham Birkenhead, August 29 2023

The circular economy is an economic model designed to minimize waste and maximize the efficient use of resources. Within the Triple Bottom Line (Planet-People-Prosperity) model, this approach can make a significant contribution to the Planet consideration while ensuring the company's ongoing viability and Prosperity; it also can help People feel...

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Advisors vs Coaches

Andrew Penny, August 22 2023

Coaches focus on the people (typically CEOs and executives) to help them improve their leadership skills and address specific management challenges. They can improve personal performance through specific interventions in areas such as time management, presentations skills and interpersonal relationships.  By improving people’s skills, they can...

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Wedge Categories

Andrew Penny, August 15 2023

Standing out and capturing attention can be difficult, especially when you're introducing a new product in a market where there are dozens of similar offerings. How do you find the right buyers and how do they find you. The larger the number of buyers, the more competitors you’ll have to face. A great way to solve this problem is to use a Wedge...

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Hyper Segmentation

Andrew Penny, August 8 2023

Most of us are familiar with the ‘Total Addressable Market’, or TAM. It is the number of buyers that could theoretically be convinced to buy a certain product or service. The finance guys like to see this value in dollars, the manufacturing and delivery people want to see units, and the sales folks want to see buyers. Let’s deal with buyers here...

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The Power of Purpose

Graham Birkenhead, August 1 2023

A sense of purpose is a crucial element of the well-being of any individual. Similarly, a sense of purpose can be a crucial aspect of any company’s culture and health. We like to think of a company’s purpose as being something much bigger than the company itself, something the company maybe couldn't achieve alone, something that they would...

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What's a little Greenwashing between friends?

Graham Birkenhead, July 25 2023

Greenwashing is the environmental evolution of whitewashing. Its outcome or impact is potentially devastating - in our ESG/PPP ecological balance consideration, the balance is way off as it emphasises a company's profitability (probably shorter term) at the expense of the environment and the trust of

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How do I have an environmental impact? Let me count the ways

Graham Birkenhead, July 18 2023

Most businesses do not have ESG reporting requirements; but there is increasing societal expectation that businesses will do the ‘right thing’.  Considering the environmental aspect of ESG, as the impact of climate change becomes more felt and real to larger proportions of the population (rather than abstract and something people elsewhere...

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