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Andrew Penny

Leadership & Management

The Dreaded Plateau of Mediocrity

Andrew Penny, December 6 2022

I was chatting with Graham Findlay this morning (he owns 3G-Energy.com) who told me that he is learning to play the guitar. He explained that most learners hit what he called the “plateau of mediocrity”. It’s where you think you are pretty good, and you get feedback from your friends and colleagues who confirm, that you are pretty good. It feels...

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Leadership & Management

The Voldemort Approach

Graham Birkenhead, November 22 2022

If you are like me, every once in a while, you become overwhelmed. Nothing seems to work, you are not sure what task to take on next. Planning and forward thinking become cloudy. And on top of that, you feel like you need to keep a bold face on so as not to worry your team. Panic is often not far

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Leadership & Management

Clench your Cheeks

Andrew Penny, October 25 2022

I taught skiing, part time, for over 40 years. And during that time, I learned so much about skiing, teaching, and people. I also learned a great deal about staying warm; standing around for hours on end in windy -25C weather coaching downhill racers is not for the faint of

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Leadership & Management

How to Attract and Hire Staff Post-covid

Andrew Penny, October 11 2022

Almost every CEO I meet complains that finding staff is hard. And those that they can attract don’t perform well and don’t stay. Every leader understands how important great employees are to the success of their team, but many are doing it backwards. Companies spend huge amounts of money on websites, lead generation, sales funnels, pipeline...

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Channels

The Eight Key Questions to Ask your Channel Sales Managers

Andrew Penny, October 4 2022

If your sales activity is completely or partially conducted through channel partners, here are the 8 key questions you should be asking your channel managers: 1    On a scale of 1- 10, how important are you to your partners’ business strategy?   Typically, partners have many different products or services to promote, but those that are crucial...

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Market Strategy

The Silver Bullet for Profit

Andrew Penny, September 27 2022

Sometimes the best way forward is so obvious that we often overlook it. This is true with companies wanting to increase their revenues and to become more profitable (of course the two are not necessarily synonymous...) They look at new markets, new products, new partners, complicated sales promotions, advertising campaigns and so on. All of which c...

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Market Strategy

Third Prize

Andrew Penny, September 13 2022

To my dismay it happened again. I drove to a car show in Vermont and won a prize…  I joined over 500 cars at the British Invasion in Stowe, Vermont. It’s about 5 hours from Ottawa with lots of pretty and really twisty roads. I go to these shows because I like cars, especially British cars. My car is really only an excuse to hang out with a bunch o...

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Market Strategy

Market Entry Done Right

Andrew Penny, September 6 2022

OK, so you have determined that investing in a new market is the right way to move your company forward. And you have determined which is the best market segment to focus on. The next challenge is determining how you actually get into that market, in other words what is your market entry plan? Your market entry plan is going to be highly situationa...

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Market Strategy

EVs and PESTLE

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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