The Business Wisdom of Carrie Fisher

Although I’m more of a Trekkie than a Wookie, and was born too late to enjoy the original Star Wars trilogy at cinemas, it’s hard not to have a tinge of sadness around Carrie Fisher’s death. In the news today, I read Harrison Ford’s obituary of his co-star: “Carrie was one-of-a-kind … Brilliant, original. Funny and emotionally fearless. She lived her life, …

I Never Hear Reggae Outside Asia

I’m writing to you from South-East Asia – on the way to a good friend’s Christmas Eve wedding.  I’ve decided that tourist areas are perhaps the most highly competitive marketplaces in the world. There’s little opportunity to build repeat-buying relationships;  There’s little ability to increase the number of tourists who will pass by; Any short-term success from differentiation is quickly met with an …

Who Are You Serving?

Good sales is just good service. When you boil away any slick suits and used-car-salesman tactics, what you’re left with is simply serving people what they need and desire. If we want to influence someone to say “yes” to us, we first need to convince them that our offering serves them well – better than any alternative. The problem with …