Nicholas Watkis

Forget the Crystal ball, scenario planning prepares for the unknown.

The prospect of the end of the year always brings out the crystal ball for New Year predictions. For all people in business and especially for those in business development, crystal ball gazing may be fun and an interesting diversion, but it more often...

Consultants – Help or Hindrance?

When it comes to finding answers to marketing and business problems, there is rarely only one solution. The question is, not whether one marketing policy or action is the right one, but rather in the given circumstances, is it the best one? When managing...

Are we worth it?

The biggest cost of any organization is that of the wage bill. While commercial organizations, seek to keep costs to a minimum, there is a tendency especially in large businesses, for staff salaries to be supressed while that of senior management to be...

Silo mentality negatively effects management and income

It is a well know observation that as organizations grow, they become more bureaucratic, with a tendency to focus more on maintaining their internal systems than delivering their purpose. In organizations, government or commercial, bureaucracy becomes increasingly important to the detriment of delivery. Little...

Selling is the Foundation of Business

As commercial life starts to return to a semblance of normality and the effects of the pandemic recede, the need for effective selling will be of primary importance. Selling is the foundation of business. When Governments want to grow the economy, they often forget...

Covid’s effect on customer relations

When the current world covid pandemic subsides, the return to “normal” is likely to see some changes in the dynamic of the market and the administration for business. The operation of the consumer market is more likely to change more than that of business...

Is Parkinson’s Law adding to costs?

It was in 1955 that C. Northcote Parkinson published a humorous satirical article in the Economist, which described the natural tendency in the administration and bureaucracy of organisations, for officials to make more work for each other. This commonplace observation that work expands so...

Rating your customer’s experience.

Whether it is a consumer or business to business organisation, the customer should be at the centre, as the customer provides the income. But is this always the case? There is a lot of anecdotal evidence that for many business organisations, especially large...

Frequent change prevents achievement

Back in 2010, surveys by the CMO Council in the United States and the Chartered Institute of Marketing (CIM) in Britain suggested that on average, marketing staff remained in their position for only 18 to 24 months or less. In subsequent years little seems...

Are you confused?

The latest edition of the Chartered Institute of Marketing’s magazine “Catalyst” has a number of articles related to creativity especially involving brand, image and advertising and the overall “marketing” spend. However, the purpose of every business is to make money, for the benefit of...

Cosing the sale may now take longer than you think

Selling is the only action that actually achieves the income, and unless the salesperson completes the sale, all other activities such as brand development or social media promotion are wasted effort. The prime purpose of every business is to make money for the benefit of...

How prepared are you for the return of demand?

The economies of many countries around the world have been effectively stalled by the world wide covid 19 pandemic. Demand has slowed or been actively curtailed by governments in their fight to stem the growth of the pandemic. However, Covid and governments have...

Invest and Adapt

The British retail market has been badly hit over the recent years, with a number of failures of famous high street brand names. Famous names such as Woolworths, British Home Stores, and historic menswear chain Greenwoods have all disappeared after liquidation. Now Debenhams is...

Effective Managers Deligate

To produce sustainable profitable income, by anticipating and satisfying customer demand, requires a process of careful management, which is generally referred to as “marketing”. However, while the term “marketing” may often be defined differently, it is as a management process that it should properly...

Changing Environments require changed thinking

There is now a general recognition nationally and internationally, that a recession will follow in the wake of the corona virus pandemic, which will manifest itself in both a slowdown in demand and commercial activity in general. Business development is all about change and successful...

When the going gets tough the tough get going

A pandemic such as that of Covid 19, is a world-wide phenomenon, which although rare, is not unique. As a result all the major economies are experiencing a recession to a greater or lesser extent, and are unlikely to return to appreciable growth for...

Arbitary cost cutting is dangerous

The covid-19 pandemic is having a serious effect on commercial activity across the world, producing a state of economic recession. Many businesses are seeing their income fall, while their costs remain. Demand is still there, but government enforced shut-downs and social distancing has resulted...

The Post Virus Recession

The economic effect of the covid19 virus pandemic will be world-wide. The situation is unprecedented in every country where the economy has been locked down, so that commercial and cultural activity has ceased by order of their respective governments. Economic life depends on the circulation...

Do your customers really matter?

Do your customers really matter or are they merely an inconvenient cash cow and means to an end? The prime responsibility of a commercial manager is the production and maximisation of profitable income for the long term future of a business. Profitable income is produced...

What goes around comes around

The Chartered Institute of Marketing has recently published the first part of a new survey, titled “The impact of marketing part 1 - the mission for marketing”. The basis of the report is that marketers feel under-appreciated for their contribution and find it difficult...

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