Nicholas Watkis

Mis-selling can seriously weaken your business

Have any of your customers been mis-sold any of your products or services? Perhaps the answer depends on what is understood by the term...

How Big is your marketing Budget?

How Big is your marketing Budget? How big is your marketing budget? Does it contain all the activities involved in producing profitable income? How a...

Commissions and Bonuses

COMMISSIONS AND BONUSES In many companies, the end of the year whether calendar or financial, marks the opportunity for the payments of bonuses. In recent...

“New”, “Improved” – (but not as good) Why do companies change successful products?

"New", "Improved" – (but not as good) Why do companies change successful products? Why do companies insist on changing the content or specification of their...

Pareto’s principle – a useful tool for customer analysis?

The Pareto principle, generally known as the 80–20 rule, states that, for many events, roughly 80 per cent of the effects come from 20...

If you cut the support, – you might lose the sale.

The purpose of all businesses is to make money in the form of profits. Even so called "not for profit" organisations have to make...

The act of selling is fundmental for business, – so why are sales staff...

Businesses exist only for the purpose of making money. Whatever a business makes or type of service it provides, money is only produced when...

Are customer communications really a sham?

Are customer communications really a sham? Effective communications with customers are vitally important especially for consumer based businesses. For Commercial Managers, responsible for producing a...

We see what we want to see, but is it reality?

We see what we want to see, but is it reality? A recent visit to the optician prompted the thought that we often see what...

ARE YOU SITTING COMFORTABLY? Well watch out!

ARE YOU SITTING COMFORTABLY? Well watch out! During the last couple of months, three major retail businesses that are household names in Britain have collapsed...

Time for a Change?

Time for a Change? "Change" is the only constant. Whether considering the states of the universe, weather patterns, or ecological systems, all are in a...

CRM: Do customers really want to forge ‘relationships’ with companies?

There are many "principles" and "rules", which are said to be fundamental to the process of business. One of these is...

Credibility – the essential factor of successful business

The past few years have been particularly difficult for those responsible for developing and maintaining levels of corporate income. In most markets, demand is...

Cutting costs may not improve profitability

When faced with a demand by the chief executive officer (CEO) to cut costs, what should the head of corporate income do? Whenever...

Selling or Buying – which is it?

The action of selling is the only business activity that brings money into a business. Thus the effective management of the selling process is...

If sales aren’t where they should be, start asking why.

All businesses at sometime or other are subject to variations in their volume of sales and level of income. Depending on the type of...

“Marketing” is about management”

In December 2011, the Chartered Institute of Marketing put the cat amongst the pigeons of the marketing press when it published a discussion document...

Customer strategy: Contact with the enemy makes all plans obsolete!

Defining business mission statements, strategies and objectives, is a relatively easy if at times laborious process undertaken by those in charge of getting and...

Ignorance is no excuse

In the "phone hacking scandal", News International managers appear to have assumed that the gaoling of Goodman and Mulcaire, had ended any illegal practices...

It is easier to lose business than to get it

Businesses are not philanthropic institutions: they exist to make money in the form of profit. To make money businesses have to anticipate and satisfy...

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