|Posted by [email protected] on July 6, 2012 at 11:05 AM||comments (0)|
Most people going into business for themselves expect to worry about the usual stuff: financing, marketing, sales, attracting new customers, doing their accounts and (if they’re lucky) employing staff. But one of the most surprising challenges for new start-ups can be loneliness. Especially if you’ve given up a career working for a corporate behemoth in order to go out and earn your own dime working from a spare bedroom or dining room table.
After the initial ru...Read Full Post »
|Posted by [email protected] on June 20, 2012 at 10:50 AM||comments (0)|
Ah, the corporate procurement process. Like pulling teeth, only less pleasant! The bigger the company you’re selling to, the more likely it is you’ll have to complete a never-ending set of increasingly complex procurement documents. They’re designed, in theory, to identify the best possible products/service providers at the best possible value but appear to have actually been created specially to drive sales, pre-sales and bid-management teams into an early grave!
Read Full Post »
|Posted by [email protected] on June 8, 2012 at 7:10 PM||comments (0)|
This week I’ve been working on some product documentation for a client. As usual, the first question I asked when the commission for the work came in was “who is the audience for this document?” As usual, there was a puzzled pause on the end of the line as the client pondered my question. What normally happens at this point is the client says “anyone who wants to know about the product”.
Whilst I understand the logic behind wanting one documen...Read Full Post »
|Posted by [email protected] on May 29, 2012 at 1:10 AM||comments (0)|
It never ceases to amaze me how many companies splash out thousands of pounds on glossy corporate websites and forget to include a section that says what the company actually does. If you’re lucky, your company is already world famous as a brand (Microsoft, Starbucks etc) or its area of business is easy to define in one or two words (eg solicitors, accountants, chip manufacturer). Alternatively, you may have your area of business neatly described in your company name (eg Joe’s Off...Read Full Post »
|Posted by [email protected] on May 21, 2012 at 6:10 AM||comments (0)|
Following on from my last blog post (Top tips for a great trade show demo), it struck me that the real reason many people feel uncomfortable doing demonstrations at trade shows is because they’re not the right person to be doing the demo in the first place.
Too many companies make the mistake of assuming that the person with the most KNOWELDGE about a product should be the one who talks abo...Read Full Post »
|Posted by [email protected] on May 16, 2012 at 4:10 AM||comments (0)|
Most people think I’m a bit mad when I say this, but….I really LOVE doing trade shows and consumer shows. Yes, they’re exhausting and you end up with a croaky voice and feet that burn like they’ve been bathed in hot lava, but I also love the adrenalin rush of doing dozens of product demonstrations and presentations in one day.
You meet such a variety of people on a trade show stand and they’ll often ask really interesting questions about the pr...Read Full Post »
|Posted by [email protected] on May 14, 2012 at 9:00 AM||comments (0)|
My first task this week has been to work on a case study document for a client. The client is based in Moscow and the direct translation of the Russian phrase is “success stories” rather than case studies. What a great way to put it! It baffles me why more companies don’t include a raft of case studies in their marketing materials and on their websites. Who wouldn’t want to shout about the good stuff they’re doing for their clients?
So many comp...Read Full Post »