Monthly Archives: August 2013

The Wisdom of the Kevin

It always amazes me when an industry that makes a lot of money, out of fear of loss of market share, profit, or, in most cases, simply the unknown, absolutely refuses to change its business model to one that satisfies … Continue reading

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Pampering Your Best Customers… Hurts

Every business has some customers that are just that much more valuable than the rest. They provide a combination of higher revenues, often at a higher margin, with greater consistency than other customers. Every business wants to isolate the very … Continue reading

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Silly Big Business, Faith Is For Startups

Two very large companies went through a spate of trouble recently, directly related to executive moves that were, well, “faith-based” (and this coming from a religious guy). In November 2011, Apple Retail wiz Ron Johnson took over JCPenney, where same-store … Continue reading

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Make It Easy… But Trust Comes First

Sometimes, you just want to collaboratively share online editing of a document. Five people in far-away places – or maybe just a block away – want to edit something together. Google Docs is great, but requires a Google account and … Continue reading

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Why the Best Consultants Are Terrible Salespeople

This posting isn’t autobiographical; really, it isn’t. Thanks to William Mougayar’s excellent “Startup Management” weekly curation of articles, I came across this interesting article on customer support vs. sales. They have a simple suggestion. Before you agree to a sale, … Continue reading

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Managing Perceptions – The Magic of Placebos

In business, as in most areas of life, it is the┬áperception that often matters more than the actual result. If you can manage the perception, you can win the customer, even if your result is less than perfect. Let’s look … Continue reading

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Fail Early, Fail Often, Succeed

One of the mantras of the lean startup movement – and, as I have written before, of the agile software development movement – is “fail early, fail often.” The logic works something like this: you never know for sure, in … Continue reading

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Should Google Buy Github?

At first blush, it sounds crazy. After all, they are in completely different business models. GitHub manages open-source software, via a specific version control system, and makes it money with private versions of those repositories in the cloud. GitHub, in … Continue reading

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The Little Sign That Could

Here is a sign that signs work. Log onto any Google Group of which you are a member and have the right to post. Then hit “New Topic”. Right below the group name but above the “Subject”, you will see … Continue reading

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Pick a Number, Any Number!

I noted only last week how JetBlue was trying to move upmarket. Essentially, it was envious of the lovely margins that airline industry veterans were getting from those premium paying passengers, and decided to go after them, probably erroneously, in … Continue reading

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