Pricing, value and the incentive to buy

Pricing your product or service is a difficult process that can involve multiple points of influence – cost, existing market, competitors, etc. But people frequently overlook or perhaps misunderstand the role that value plays in actually achieving any price ultimately set. The typical way we think about a sale Let’s look at both sides of...

Response flexibility

I am trying to improve my response flexibility. I came across this phrase last year and it has really stuck in my mind. Response flexibility is about creating a gap between a trigger and the response to that trigger – allowing you to make a conscious decision about who you respond. “Between stimulus and response...

On mindfulness and meditation

Despite existing for 2500 years or so, mindfulness has been gaining popularity in recent years. One of the reasons for this is the large body of evidence – both anecdotally and scientifically – of the benefits that practicing mindfulness can bring (the key word here is “practicing” by the way). I only discovered mindfulness about...

Status quo bias

I am fascinated by cognitive biases and heuristics which are part of the growing field of behavioral econonomics. I’ve written about a cognitive bias known as “The Dunning-Krueger effect” before, but today I’d like to discuss one that I see quite often at work – the “status quo bias”. The status quo bias occurs when...

Meetings are what you do

It’s all too easy to bash meetings as a manager. They can eat into your day and make you feel like you haven’t completed any “real” work. It’s what good leaders do But what can be more important than speaking with your employees and managers, checking in to make sure all is ok, communicating progress,...

Search and discovery.. and the future

There are only two ways that new customers find you — search and discovery. All forms of marketing to attract new business will address one or the other. You search when you know what you want or have a problem and are looking for a solution. These start as questions – “how do I”, “what...

Find progress in practice

We live in an instant gratification world. Many of the millennials that I know expect to have all the same “trappings of life” that their parents spent several decades to acquire.. now. We are bombarded with images of success, talent, and athleticism. We see musicians with no more natural ability than ourselves playing in front...