Nicholas Watkis

Commercial lessons from the Duke of Wellington.

Improbable as it may seem, a commercial manager can learn useful lessons from the famous Duke of Wellington. Two hundred years ago, Britain...

Marketing means Commercial management

The Chartered Institute of Marketing defines Marketing as “the management process that identifies, anticipates and satisfies customer requirements profitably”. Thus Marketing is the...

Motivated employees are the key to successful management

Sir Martin Sorrell, the chief executive and founder of WWP, has recently resigned from his position. He has been one of the most successful...

Change for the sake of change?

New brooms sweep clean as the saying goes. When new managers take control, it is often the case that they want to make changes...

How healthy is your Business?

Commercial managers have the responsibility of producing and maximising profitable income for the long term future of their business. To do their job effectively,...

Money is not everything.

Anyone who has seen the news recently will know that the BBC has been seriously embarrassed after having to publicly disclose how much it...

Business vulnerabilities from Social Media

Attacks on businesses through social media are becoming more common. In 2010, Nestle’s sourcing of palm oil was attacked by Greenpeace through social media....

If you don’t like the message, Don’t shoot the messenger

Of communication, Air Chief Marshal Sir Hugh Dowding, victor of the Battle of Britain said “ If a junior officer puts forward a suggestion,...

Adapt to Survive

Business schools generally consider large companies for their case studies in order to try and identify successful best practice. Looking at the companies that...

Management Requires Performance Measurement.

How effectively business assets are managed may often be the difference between profit and loss. For the commercial manager with the responsibility of producing...

Satisfied Customers Make Long-Term Profits

There is nothing new in the principles of business, the sole purpose of which is to make money in the form of profit. This...

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...

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