George Brown

Growth Choices: Which Business Units Offer the Greatest Potential?

The lyrics to The Gambler focus on choices: "Know when to hold 'em, know when to fold 'em." For most businesses, identifying the best choices is among the most critical contributions of their planning process. Which business units or market segments or innovation concepts...

Earning a Return on Your “Relationship Fund”

The case study that follows started off a number of years ago with a quite troubling message delivered by a major customer to a key supplier from the instruments industry. An executive in the instruments firm summarized the message that he heard from this...

Planning Change and Leading Change: Three Lessons Learned

A senior human resources executive in a large manufacturing firm recently made the following comment at a meeting of the company's leadership team: "Well, the easy work is done. We've defined the changes we have to make. We've figured out our market and what...

Why Innovations Based on “One Pig” Won’t Work. Three Ideas to Drive Real Customer...

During a recent discussion, a customer of one of my clients described an episode of the popular television series House in response to a question that I had asked. In that episode, Drs. House and Wilson had made a bet as to which could...

“Premarket” Listening Program is Critical Input to Product Innovation

A number of years ago, I worked with an automotive parts manufacturer, in the division that was responsible for parts and services provided to the automotive aftermarket. Automotive parts manufacturers like this firm not only have the opportunity to sell their products to the...

Known Unknowns and Unknown Unknowns

A client in the medical equipment industry recently shared the following experience with me: You might remember about a decade ago the media having a great time with Secretary of Defense Donald Rumsfeld when he made the comment about 'known knowns, known unknowns, and...

Creating “CoDestiny” With Your Customers: Inside Scoop With George Brown of Blue Canyon Partners

CustomerThink Founder Bob Thompson interviews George Brown, CEO and co-founder of Blue Canyon Partners about his new book CoDestiny: Overcome Your Growth Challenges by Helping Your Customers Overcome Theirs. Key discussion topics: Why is analyzing a company's "customer chain" critical to identifying growth opportunities How…

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