A while back, a life insurance company developed a great new policy-product, aimed at “high-net-worth individuals” – especially people with higher incomes, who wanted to protect their families […]
Strategy
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Get real about the price-elasticity of demand
Most readers probably recognise this “economics-101” standard price-elasticity curve. Unfortunately, it only gets anywhere near realistic in the very special case of anonymous commodity markets, so is not […]
Strategy
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Use the Value Curve to grow customers and sales
I explained last time how to use the customer groups/needs matrix to define and size business development opportunities (see here). I then promised to explain how to use […]
Strategy
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Extend your strategic reach with the customer groups/needs matrix
When I challenged the ‘wicked problems’ notion (see What makes a wicked business issue? and HOW to wrangle wicked business problems), I mentioned a framework for extending the […]
Strategy
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HOW to wrangle wicked business problems
I have been puzzled by the documented cases of supposedly “wicked” problems that do not seem to me to be particularly wicked at all, and I suspect do […]