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Twitter — Show Me the Money

January 2012 Corporate

Starting with the dot.com bubble of a few years ago, marketers have been intrigued by the new Internet technologies and their profit-making potential. Huge amounts of investment capital have flowed into these ventures and most quickly collapsed victimizing both employees and investors. Now, we find ourselves in the midst of another round of promising schemes based on the “social networking” movement. One of stars of this movement is “Twitter.” The problem is how is this concept going to make money?

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Sales vs. Pricing and Large Account Management

January 2012 Pricing, Selling

Prices are too high for our customers. Sales is giving away our product. We have heard these claims. Many times. These arguing points between the professionals who manage customers and those who manage prices have been fought over for aeons. Yet which group is right? To address the issue of pricing and account management, let us leverage the research by Miller and Heiman into the creation of thought leadership in pricing.

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The Foundation of Firm Existence

January 2012 Corporate

Appreciating Adam Smith’s “Invisible Hand” contributions to market coordination based on supply, demand, and price, and understanding his argument of allowing markets to allocate goods and resources based on individual incentives, I pose the question, “How much value is created by managerial competency and organized business entities?”  In other words, why do firms exist?

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To Western Politicians: We elected you to make decisions. Decisions require tradeoffs and compromise. Now do your job. U.S. and European countries alike need a realistic taxes and budgets. And none of this can wait until after elections.

  1. Hamlet Act 1, Scene 3:   “Neither a borrow nor a lender be.”
  2. Having a lot of “users” isn’t the same as having a lot of customers.  One of them takes; the other gives reciprocally.
  3. Cool Hand Luke:  “What we have here is (a) failure to communicate.”
  4. Compliments are not customers.  One feeds your ego.  The other feeds your belly.  I know which I prefer.
  5.  Sales and pricing professionals share a common goal: many profitable customers.  Work together people.
  6. Miller Heiman:  “Only those relationships whose value is recognized by both supplier and customer are truly sustainable”