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Full Court Press: A John Wooden lesson for today’s CEO

In 1964, coach John Wooden’s UCLA basketball team won their first NCAA title; the first of ten championships over the next twelve years until his retirement. What’s most surprising about Wooden’s career was that before his 1964 team, Wooden had enjoyed limited success at UCLA for sixteen previous seasons. So what was the ‘tipping point’ for this sudden reversal of fortune? Better players? Better coaching? No, it turns that Wooden’s success was the result of one of the great mid-course management corrections of all time. It’s a lesson that CEOs and other senior executives need to learn. Read more…

Anchors, prices and value

What’s the best way to sell a $600 pair of shoes? Better marketing? Better packaging? Maybe…but perhaps the best way to sell that $600 pair of shoes is to place them next to pair priced at $1,200. Anchor pricing has been used by luxury retailers for years, but can you apply similar techniques to the sale of high tech products and professional services? Read more…

Improvement is not innovation

It’s easy to confuse improvement for innovation. The two terms have become interchangeable in today’s marketplace. But only innovation creates such superior outcomes that your competitors will be either unable or unwilling to come close in matching. Read more…

Thanks for reading. We appreciate your interest and welcome your feedback.

Republished with author's permission from original post.

Patrick Lefler
Patrick Lefler is the founder of The Spruance Group -- a management consultancy that helps growing companies grow faster by providing unique value at the product level: specifically product marketing, pricing, and innovation. He is a former Marine Corps officer; a graduate of both Annapolis and The Wharton School, and has over twenty years of industry expertise.


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