sábado, maio 01, 2010
Dá que pensar...
Malditas agências de rating
Be still indebted to somebody or other, that there may be somebody always to pray for you, that the giver of all good things may grant unto you a blessed, long, and prosperous life; fearing, if fortune should deal crossly with you, that it might be his chance to come short of being paid by you, he will always speak good of you in every company, ever and anon purchase new creditors unto you; to the end, that through their means you may make a shift by borrowing from Peter to pay Paul, and with other folk’s earth fill up his ditch.
You can hardly imagine how glad I am, when every morning I perceive myself environed and surrounded with brigades of creditors—humble, fawning, and full of their reverences. And whilst I remark that, as I look more favourably upon and give a cheerfuller countenance to one than to another, the fellow thereupon buildeth a conceit that he shall be the first despatched and the foremost in the date of payment, and he valueth my smiles at the rate of ready money, it seemeth unto me that I then act and personate the god of the passion of Saumure, accompanied with his angels and cherubims.
These are my flatterers, my soothers, my clawbacks, my smoothers, my parasites, my saluters, my givers of good-morrows, and perpetual orators; which makes me verily think that the supremest height of heroic virtue described by Hesiod consisteth in being a debtor, wherein I held the first degree in my commencement. Which dignity, though all human creatures seem to aim at and aspire thereto, few nevertheless, because of the difficulties in the way and encumbrances of hard passages, are able to reach it, as is easily perceivable by the ardent desire and vehement longing harboured in the breast of everyone to be still creating more debts and new creditors.
Yet doth it not lie in the power of everyone to be a debtor. To acquire creditors is not at the disposure of each man’s arbitrament. You nevertheless would deprive me of this sublime felicity. You ask me when I will be out of debt. Well, to go yet further on, and possibly worse in your conceit, may Saint Bablin, the good saint, snatch me, if I have not all my lifetime held debt to be as a union or conjunction of the heavens with the earth, and the whole cement whereby the race of mankind is kept together; yea, of such virtue and efficacy that, I say, the whole progeny of Adam would very suddenly perish without it. Therefore, perhaps, I do not think amiss, when I repute it to be the great soul of the universe, which, according to the opinion of the Academics, vivifieth all manner of things. In confirmation whereof, that you may the better believe it to be so, represent unto yourself, without any prejudicacy of spirit, in a clear and serene fancy, the idea and form of some other world than this; take, if you please, and lay hold on the thirtieth of those which the philosopher Metrodorus did enumerate, wherein it is to be supposed there is no debtor or creditor, that is to say, a world without debts."
Assim, admiramos-nos de quê?
sexta-feira, abril 30, 2010
Reencaminhar por favor
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"“Eu sigo o meu plano e sou fiel ao meu plano”, disse José Sócrates, sublinhando que “o pior seria não manter a confiança no nosso plano”."
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Unlearning occurs when a new idea, concept or thought comes into play that contradicts what you’ve learned in the past."
Setting oneself on a predetermined course in unknown waters is the perfect way to sail straight into an iceberg.
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Sometimes lack of strategy is temporary and even necessary. It may, for example, simply represent a stage in the transition from an outdated strategy to a new, more viable one. Or it may reflect the fact that an environment has turned so dynamic that it would be folly to settle on any consistency for a time."
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The ability to focus on one task is undoubtedly useful, but focus also limits awareness.
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The most worrisome version of the failure to seek information occurs when decision makers are motivated to favor a particular outcome."
So does every failure. The same is true for changes in the business environment, in the market and especially in people within the enterprise – all of these changes demand that the plan be revised. A written plan should anticipate the need for flexibility.
In addition the action plan needs to create a system for checking the results against expectations."
Diferentes propostas de valor, diferentes comerciais, diferentes abordagens
In consultative selling scenarios, the general 20th-century value proposition of ‘a little extra value for a modestly higher margin’ no longer works. The only way to win in a consultative scenario is to separate out and differentiate everything, including the sales force.
Transactional and consultative sales forces, processes and tools don’t mix. Consultative sales people are too talented and expensive; they are overkill in a transactional sale. But if salespeople are given the two models to sell, they’ll tend to default to transactional because it is the faster and in many respects easier option."
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"We have analysed what has changed in selling over 2008, and concluded that sales cycles are taking up to 40 per cent longer due to budget freezes and customers’ decision processes taking longer."
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"The natural knee-jerk reaction to this is to just fill the sales funnel with more opportunities – ‘surely something will drop’. No. Focus and stripping out the volume of opportunities to enable your teams to give more quality focus to less opportunity is the way to go. Better still that you nurture existing relationships, ideally where you are already trusted.
Before you sell anything, you must create value during the selling process itself."
À atenção dos chefes dos aborrecidos representantes da Clix, PT e Cabovisão
"I was reflecting the other day on the near infinite number of ways in which companies annoy their customers."
Para reflexão
"5 Terrifying Parallels Between What's Going On Now And The Great Depression"
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"O 13º mês pode estar em causa"
quinta-feira, abril 29, 2010
A regra de ouro da estratégia
- Por que é que não está já a ser aproveitada?
- Se é assim tão boa por que é que não há mercado? Por que tem de ser criado, fomentado pelo Estado?
- E se acabou o dinheiro fácil é possível fazer algo sem um grande investimento de capital? Qual o risco associado?
Só acordaram ontem!
A não esquecer!
quarta-feira, abril 28, 2010
O mapa de benefícios
benefits that will be the most useful to you when understanding why you are providing different and significant value to your customers. In other words, it’s the maximum value experience") e os benefícios potenciais (o UAUUUUUUUU).
É a economia, estúpido.
terça-feira, abril 27, 2010
Também serve para reflexão
Proposta de valor = concentração, foco, sintonização
Para definir uma proposta de valor há que primeiro identificar e caracterizar os clientes-alvo. Assim, formular uma proposta de valor implica concentrar, focar as atenções num grupo específico de clientes e equacionar as experiências que buscam quando vão ao mercado.
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“So a value proposition statement is a clear, compelling and credible expression of the experience that a customer will receive from a supplier’s measurably value-creating offering. It is not a description of what your organization does for a customer.
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Value proposition thinking is at the heart of any value-focused organization. It sharpens the way organizations work by focusing activity so as to serve customers profitably. Note the use of ‘profitably’: the value proposition approach recognizes that you must be profitable to stay in business. A value proposition approach does not mean that your organization responds to every customer or prospect demand. That would be a sure path to bankruptcy.
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value proposition development is an organizational approach to building in value to the customer experience; it is the management of the discipline of providing profitable customer value.
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The entire value proposition building process is about focus. Going into organizations and asking them what they think their value is, it is our experience that executives adopt a ‘more is better’ approach.
They’ll say things like ‘We deliver great service’, and ‘Our intellectual property is really robust’, and ‘We’ve got the best people’, and so on, and on and on and on. The point is that although these may be interesting features, they are not differentiating, and will not make the organization stand out from the crowd.
Put simply, lists of features of this kind provide no directional clarity as to why a particular organization is special. In fact, more usually they get in the way, cluttering the view, so that it becomes impossible for a would-be client to see where the real value is in a given circumstance.
So, much of the purpose of the market, value experience and offerings steps is to strip away features that are irrelevant, unnecessary, and confusing – because they actually detract from a company’s value delivery potential.”
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