The demise of productivity led growth

When I was younger, growth was easy to achieve. We had a number of tail winds that helped the economy grow as a matter of course. We didn’t need to do much, just stay in business and the economy grew around us.

Now… not so much.

The tail-winds which aided us in the past have turned into headwinds.  How so?

Here are five critical reasons why productivity growth continues to be lacklustre despite all the benefits we reap every day from the digital revolution:

1.… Read more

… sell me this pen

What is the real answer to the Wolf of Wall Street challenge: Sell me this pen?

Anyone who’s seen Martin Scorsese’s The Wolf of Wall Street knows the scene. In the last few moments of the film, Leonardo DiCaprio, portraying Jordan Belfort  asks a room full of salesmen at a seminar to sell him a pen.  DiCaprio hands a pen to one salesman, who begins describing it: “It’s an amazing pen…” Not satisfied, Mr.… Read more

How to make messages stick

So which of these two messages is the more effective?


both are correct but only the second … that a bag of popcorn has as much fat as three heavy meals … will remain in our minds and influence us long term.


I recently re-read a great book by brothers Chip & Dan Heath called “Made to Stick” about how we can make our messages and ideas stick into people’s minds.… Read more

The messaging process…

As marketers and business people, but also as managers and leaders our job is to get people to notice and absorb messages that beneficial to them (and to us).

After several decades of being in the commercial process and now teaching it; I think the simplest approach to this is by far the most effective.

I’ve discussed this process before as I discussed customers decision journeys and in great detail here where I reviewed the typical buyer journey plan. Read more

How to make change stick

Can you get people — including yourself — to start behaving in a new away?

We know what you’re thinking — people resist change. But the facts are not quite that simple. Babies are born every day to parents who, inexplicably, welcome the change. Think about the sheer magnitude of that lifestyle adjustment! Most people would never willingly agree to start working for a new “boss” who woke them up twice a night, screaming, to demand they perform trivial administrative duties.… Read more