Do more with the 3 sources of sales growthI had some push-back from my first Insights email on the 3 sources of sales growth. You remember? … sales growth can only come from: winning customers at a faster rate losing customers at a slower rate customers buying at a…

Here’s another issue senior leaders should pay attention to … and your models can help with! A friend working at a big confectionery business was puzzled. His business had 37 products [brands/styles/sizes] while the market leader had 23 … but its rival had more market share, grew more and was…

It is not easy to understand and manage changes in attributes and the impact of those changes. Strategy must recognize and cope with change over time, so needs a method for quantifying both scale and speed of progress. Now we must not only work out how key resources are changing, but also the quality of those resources.
How is this done?

This blog post from HBS starts well, but ends in the wrong place, saying we shouldn’t try to quantify intangible issues. We do know how to deal quantitatively with such factors. We can handle both tangible qualities that differ between people, such as differing customer sales rates, and also intangible states-of-mind.…