Tag Archives: 21stC Challenges

MVP or “Only one chance to make a 1st impression”?

MVP (Minimum Viable Product) is a topic that won’t die down in 21stC Biz Dev. I covered it – and its weaknesses earlier, but had a practical personal example this week when I launched my London FinTech Podcast

London FinTech PodcastOne summary of MVP theory is “you should be embarrassed by your first version” – the whole point of that methodology being to get something out there and iterate fast.

However there is a very interesting and very relevant principle in Taoism here … Continue reading

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The Importance of Dating

Darth Vader doesn’t date. Mind you, based on a poll I saw, Anakin Skywalker and Padme’s on-screen “romance” was judged the least believable ever – so Anakin barely dated either. But they – and “American style” 20thC manipulation marketing – belong in a galaxy a long time ago far, far away.

In our galaxy, here and now, different principles need to apply. In the second part of The Tao of BizDev YouTube trilogy on how Business and hence BizDev has changed in the 21stC I emphasise the importance of dating as an antidote to many of the challenges of 21stC business development.

The Tao of BizDev - Dating

In talking to folks subsequently it’s clear that many – or even most – agree, but few understand all the ramifications. I believe there are five main reasons why dating is vitally important (it is after all The Tao of BizDev’s second principle}: Continue reading

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Case Study of a Strategic BizDev Audit

I first saw Hawkind in 1978 at a gig that the local evening paper suitably described as “a weird evening”. Never mind that punk had happened – every hippy and assorted entity who lived under a stone had been drawn there as if by a tribal dog whistle.

masters of the universe

The previous year they had written a song called micro-man, which has a key line which has only become more applicable over time:

It’s the age of the micro-man, who sees the detail and never the plan

Which is highly relevant to business development today.  In this world of speciation and specialisation we are all admonished to be ever more detail focused and ever less plan focused – to drill into and live amongst the pixels. This, de facto, means less time attention and thought for the big picture.

Detail is fine and dandy – and essential in many professions, or even the arts – ever seen a ballet rehearsal?. However time and time again I see that it’s The Big Picture that makes the biggest difference.  No amount of tactics will make up for strategic drift.

One Tao of BizDev strategic consultancy gig was Continue reading

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Beyond Networking – Micro-Partnerships

Last week I discussed the problems around networking. One key way into this was these two images:

Fingers-touching1holding-hands

 

 

 

 

Too much “networking” is of the left variety – sometimes a spark will jump across but rarely.  In most cases in a few months time you have no idea who that contact is on your LinkedIn list.

On the other hand (ha!) it can take some time to get to the right image – walking hand-in-hand in the same direction.  Besides, in a world of change, one rarely walks a long path parallel to any person or organisation. Furthermore in a world of overload one can simply lack the time to develop such a “hand in hand” approach.

The answer is micro-partnerships 🙂 Or for those lean startup fans a different type of “P” in “MVP”. What are they? Continue reading

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21stC Networking – Hands, Rifles, Shotguns and the Russian Revolution

You must have had those moments when a topic bombards you from all directions. I had that recently with many different sources suddenly bombarding me on the same topic and all agreeing. Uncanny. To spare you the hassle of being besieged and having to think it through yourself here is the current best-practice, 21stC networking theory.

mensheviks

Let’s start by going back just over a century to a dispute between Lenin and Martov over the editorial board of the Russian Social-Democratic Labour Party newspaper. From tiny acorns do large oak trees grow and this widens into a split between the Bolsheviks (you’ve heard of them) and Mensheviks (finally some purpose to my history O level 😀 ). Ironically the Bolsheviks (from the Russian for “majority”) believed in a tightly knit cadre (you can see how this led quite easily to dictatorship) and the Mensheviks (“minority”) a much broader-based party.

Just in case you think I have lost the plot 😀 … fast-forwarding – do you, like the Bolsheviks, want  handfuls of “party-members” actively contributing to your cause? Or like the Mensheviks hundreds, thousands of passive “party members” on LinkedIn/Facebook et al?

Right now many people Continue reading

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The Internet and Candyfloss Addiction

When I were a lad, in ‘t days of ‘t horse and cart, show grounds were epicentres of candyfloss. Yucky sticky stuff which would coat and rot your teeth in seconds.  There’s probably a conspiracy theory out there that it was funded by dentists.

candyflossFortunately in those days even a five-year old could only do candyfloss in certain places. The supply was limited.

But now we have the interweb and constant interwebbing devices we can do candyfloss at any time. And like all addictions there is a lot of denial and rationalisation associated with it. Indeed some otherwise very bright buttons have spent a lot of time explaining  to me why they only do candyfloss and why there is actually no way they would – say – do meat and veg.

And this causes a problem. A problem that hits the best businesses hardest. Continue reading

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What is the Minimum Minimum Viable Product?

Funny how coincidence goes. I was only last night watching Eric Ries gig at the LSE – which two years on seems surprisingly dated (see eg Wu-wei, Growth Hacking, and The Rise of Marketing-less Marketing) when what should I get today but a text from a buddy asking about the above koan. How could I resist 🙂

lean-startup_book-cover

For those of you not in the loop. Ries’ (a silicon valley programmer turned manager turned director) book is based on his experience of spending 6mts and a whole bunch of funding developing a product that no-one ever downloaded.  A pain I can relate to as my first gig way back was porting Unix to an ICL mainframe (when the UK had a mainframe company). Lots of work, lots of stress, huge efforts, brilliant work. And it never got used. Ever. [ICL was sold to Fujitsu].  Not long after I promptly became a Merchant Banker 😀

Ries methodology centres on having an MVP – a Minimum Viable Product – that you can put out there ASAP to at least find out if the market wants it.  In the extreme case it’s a single page website which says click here for more info.

It’s a solution to the old Supply-Push, Demand-Pull balance. It’s product development interacting ASAP with Sales.

We can also Continue reading

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Will Purpose-Driven Businesses Blow Away Marketing-Driven Businesses?

In the seminal, if dated, 1999 HBR article “Unbundling the Corporation”, Hagel and Singer declared that every company contains three different kinds of business and that in future they would unbundle. nice work for consultants if you can get it (which is probably why it’s free at McKinseys site lol) … followed only 5yrs later no doubt by them “Rebundling the Corporation” 😀

unbundling the corporation

This is a nice way in (well I think so lol) to framing things in a different take.  Using the first three steps in the BizDev Cascade – Value, Marketing, Sales – we can “Unbundle the Corporation” in a different way.

Starting with Marketing-driven business, I would say that the sans pareil definition of most Global American Mega Cos in the food industry – is that Marketing has become the product.  When you drink Coca-Cola you are drinking a brand not benefitting from a dozen teaspoons of sugar and some chemicals. Continue reading

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Rab C Nesbitt taught me more than I ever knew about raising Angel investment

Yesterday I went to some Elite Business Event in Shoreditch.  A while back an entrepreneurial buddy had said “come to this”. By the time I arrived I had completely forgotten why – other than Neil sending me an email saying to come along. So I guess that says a lot about 21stC marketing in itself – the power of personal recommendation. And no, money can’t buy it.

And hence, after basking in the morning keynote in awe of the phenomenon that is Karren Brady, I found myself in the Rab C Nesbitt guide to Angel investing.  Or so it seemed:

rab-c-nesbitt

The gentleman looked like the eponymous chap above albeit he had shaved and did wear a shirt and a very “Scottish flasher”s coat (indoors).  Maybe it wasn’t him. However he did proceed to give a very Scottish, very un-PC, very honest and very helpful talk on Angel Investing.  Or rather on how not to raise Angel funds.

To give you a flavour the last point was “have a sh1t product” 😀 … and he gave a couple of his favourite examples – one was Continue reading

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BizDev when there is no Conduit to Market

I have had some interesting conversations recently with various different folks who are all doing different types of business where the clients are in Financial Services.  They all break the simple textbook Product-Conduit-Market model.  This model is fine for selling your cornflakes in supermarkets perhaps but of little relevance in more consultancy-based businesses. For Financial Services perhaps most of the sellers into it have to build up their own contact list.  There are no real channels as such.

As I wrote last week the modern “Beyond Marketing and Selling” process is heavily dependent upon searching for and attracting leads.  This is even more vital when you and your firm “wearing out the shoe leather” is the “channel to market”.

Churchs shoe sole

So what is the secret to “21stC shoe leather” marketing?  Continue reading

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Moving Beyond “Marketing” and “Sales”

Do you like being “marketed” to? Do you like Ads? Do you like being “sold” to? Do you like some guy selling you stuff?

Thought not. Me neither. So why does everyone persist with Marketing and Sales?  Well the same reason everyone persists – inertia. But if “we always do what we always did” … in the 21stC we will not continue “to always get what we always got” – this is my whole point – 21stC business development needs a radically new mentality.

BeyondMarketingLogo

I believe we can all make a leap forward by taking a step back, re-examining the intent behind “marketing” and “sales”, why we resist them and how we can expand our business in a harmonious way that we flow with the Tao rather than swim against the flow. Continue reading

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21stC BizDev in 5 Words – What? Who? What? How? Why?

Once I wrote a nice simple, clear post … doesn’t happen often 😀 – 21stC Communication Essentials – Simplicity, Clarity, Brevity You simply must get that inserted into your DNA to succeed in our noisy, overloaded 21stC world.

~~~

Basho should have been a 21stC marketer

Basho should have been a 21stC marketer

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Simplicity.

Easily forgotten.

In a noisy world.

~~~

I was reminded of this recently Continue reading

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Can Marketing ever get beyond Manipulation?

It’s koan week this time 🙂 Is “manipulation-free marketing” an oxymoron? Is it the sound of one hand clapping?

manipulation1

Oddly there are plenty of folks who don’t think they are being manipulated.  Well I guess they should either watch more Derren Brown shows more or check out the lust for “A/B” testing in the interweb age (where you test two titles, two layouts etc for hits, click-thru et al).

Did you know that if you have a red button to click on your site rather than a green one you will get twice as many clicks?

Did you know that “Improves your relationship” gets ten times (as I recall) the hits of “Improve your relationship” – as the latter sounds like you have to do some work whereas the former there is some simple pill/solution to do it for you? Continue reading

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How to be English and do Marketing

Any English (or probably Brit for that matter, although the periphery always had to be better at staking its claim) of a certain age certainly has absorbed the “hide your light under a bushel” vibe.  It’s just not classy to go out and “brag” is it?

Tyndale tralsated bowl as bushel 500yrs ago.

Tyndale translated the Bible using “bushel” rather than bowl.

Well ironically that saying is from a parable where Jesus says that you should precisely not hide your light under a bushel (or under the bed or under a stand). Less historically at present in the 21stC world of information overload, even fellow Anglos have left their bushels behind and taken to the roof-tops with 100Watt stacks.

So what do you do? Abandon your principles and tell everyone how awesome you and your products are?  Probably not. So what then? Continue reading

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Ten Fingers, Ten Toes, One Attention – Oh Dear

Everyone wants your attention.  Texts ping. Calls come. Voicemails lurk. Emails flood. Banner Ads wink, in-App ads glisten. “Can we have a meeting?”. Your partner calls, the kids need something, the school says something, the insurance company sends you a quote.  Man has anyone got a way to clone my attention and give me lots of them?

infooverload
Nope – I didn’t think so. Nor yours, nor your potential clients. Continue reading

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Content Shock, Rear-View Mirrors and the End of a Gold Rush?

I am sure you have noticed how the number of books have gone up in your lifetime.  How the number of webpages explodes along with emails, blogs to read, podcasts, YouTubes, and links to cute kittens.

Mark Schaefer Grow Blog

Mark Schaefer Grow Blog

Exponentially increasing content, a limit to eyeball hours in the day and naturally it gets less valuable.  Coupled with the fact that in this world of instant sharing how much is genuinely new?

Of course strong rebuttals.  A buddy who is an expert in government website content sent me (when I mentioned the phrase “another snowflake in the content blizzard”) a link denying all of this.  It was written by “The Content Marketing Association” (and had little real logic).  No shit Sherlock the X institute says X is no way getting less important to the world 🙂

It’s a good excuse to recap the whole picture and let you know my take… Continue reading

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Brainwashed

In a couple of weeks I am talking to 100+ 5th and 6th formers at a local school on The World of Work Has Change Forever or and more specifically what this means for teenagers. I have asked a whole bunch of folks for advice they wished they had been given – and if any of you reading this out there on the interweb have any advice please send it in.

I lose control of the audience at my talk

I lose control of the audience at my talk

Now superficially this has little to do with business development. But the interesting thing is that the first two folks that spring to mind as sources are both 21stC business experts I really respect – Seth Godin and James Altucher. And the second thing that springs to mind is how relevant much of Seth’s advice is to folks already in the workforce. Continue reading

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Marketing is Spreading Ideas

Let’s invade the neighbours village. Let’s move out of this stone cave. Let’s build a flying machine. It’s easily forgotten that everything begins with an idea or an urge in the mind.  When life crawled out of the sea must have been driven by an urge – a primitive form of an idea.

Whatever you are intending to do in changing the world, commercially or personally, has an idea at its heart.  First you need to manifest that idea into the realm of form – as a thing, as an action.

einsteinSecondly in most cases you need to get other people onto your idea-bus. You need your idea to spread … “hey joe fancy a beer” … “hey joe let’s build a better Facebook” – exactly the same structure. So we have marketing – the spreading of ideas. How does this work? Continue reading

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Decision Fatigue – Took A While To Decide About This Post

So I looked at the menu and chose the turkey with quince jelly – well it is nearing Xmas. Hmm list of starters – oh well won’t bother – that will save thinking about it.  My chum arrived later and stared at the menu. The waitress came. He was still staring.  Then he decided he wanted a starter … oh no, I better have one too. Here’s the pub by the way.. (or rather the sign).

hare-and-houndsStill he hadn’t chosen. Grr.  What is going on and why is this really important for 21stC BizDev? Continue reading

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Every Model Is Wrong But Some Are Useful

This is a great one.  Well it would be great if it was accurate lol – the actual quote (from George Box) is “all models…”.  Unless Hugh MacLeod (aka gaping void) was using recursion by misstating the quote 🙂

gapingvoidart.com/gallery/every-model-is-wrong/

gapingvoidart.com/gallery/every-model-is-wrong/

It’s very Taoist. … the ungraspability, the undefinability of reality … the pragmatism about whatever works works … until it doesn’t.  The opposite of Confucian certainties about right and wrong.  The opposite of the West’s current love affair with ludicrously complex laws, regulation and bureaucracy.

So what’s the application to BizDev? Continue reading

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Wu-wei, Growth Hacking, and The Rise of Marketing-less Marketing

Last week I wrote about wu-wei and the perfect presentation. Now let’s go the whole hog and consider profound non-doing/effortless-doing/natural-doing and marketing as a whole.  What’s better than Marketing?  No Marketing!

And I joke not. Gazillion dollar start-ups such as Facebook, Twitter, LinkedIn, AirBnB and Dropbox grew without marketing budgets worth mentioning. I saw some linkbait today about getting 10,000 hits a day without marketing.  Growth hacking (well it does come from California lol) is all the rage.  What can we learn from it?

growth hacking Continue reading

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Wu-wei and What’s the Ideal Presentation?

Wu-wei is the quintessence of the Taoist vibe.  Like the Tao it’s also utterly untranslatable 🙂 The usual translation of not-doing doesn’t really cut it.  Many times in life when stuff needed doing I tried the “doing nothing”, “sit on the sofa drinking beer, eating pizza and watching TV” approach and nothing ever did get done 🙁  Perhaps “effortless doing” is nearer … like when you do a near perfect golf swing with no strain and the ball sails off.  Or “being completely natural” … like when grass grows … it “just grows” … no efforting about it.

From David James Lees blog

From David James Lees blog

So what would the equivalent of being “perfectly natural” be when applied to presentations?  I think the answer might surprise you… Continue reading

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The Scariest – But Most Important – Ingredient In 21stC BizDev

Start your meeting with “This might not be of relevance to you”.

Nothing scares the amateur BizDev-er more than starting with what they would see as “failure” – ie the end of a conversation and no chance of a sale. But nothing is more important to 21stC BizDev. In a world of excess “selling” we must adopt an “educational” approach and be simple and clear about our value (see Value Encapsulation).  Then (and spot the 21stC concept here) the BizDev process stops being about “sales” and becomes about “search”.

search-marketingThis “search” approach is the antithesis of the archetypal “slippery second-hand car salesman”, “sell to anyone and everyone using every trick in the many books on ‘how to sell’ “.  Besides as “sales resistance” has increased and customers wise-up to at least some of the “moves” that approach has got much harder (and less succesful) anyway.

So what is the 21stC “search” way? Continue reading

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Value Encapsulation – the 21stC Key

I resisted this for a long time.  I resisted the “Twitter-isation” of society. So how come I gave in? Why do I now think it’s vital?  Why is it the next 21stC BizDev step which must come after the all-important Value Mining and Refining?

beach-surrender Continue reading

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The Buddha Knew The Importance Of Doing Marketing Before Selling

Actually he got it wrong first time … unsurprisingly not something emphasised by tradition lol.  But he learned fast.  After his enlightenment the first person he met asked who he was. The Buddha replied along the lines that he was the fully enlightened one – at which point the guy said “may it be so friend” and wandered off.  Thereby missing out on the start of one of the longest bull markets in history – 2,500 years and the stock is still rising 🙂

Standing BuddhaActually did you know that the Buddha forbad images made depicting him?  One of life’s ironies as there are probably more statues in the world today of a man who forbad his followers from making statues of him than of anyone else (or maybe even everyone else put together?!). Doh!

Anyway back to the Buddha and marketing. So his first “pitch” – tell the facts – had failed. What was his next and how come it’s still appropriate today? Continue reading

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The Ne Plus Ultra of BizDev Secrets – Value Mining and Refining

This is biiiig.  I rarely meet anyone or any firm who really gets this.  As I mentioned in The 6 Stages in the BizDev Cascade the BizDev process is like a series of stages of water flowing downwards.  Time and again I observe implementors having a hard time at a client site as the sales guys promised the moon.  Time and again the sales guys get bogged down as the marketing guys hinted at the moon but they are just selling rock.  Marketing messages can only reflect the Value but if that’s not clear the whole thing takes on a life of its own .. we might consider Coca-Cola.  What is the value in 12tsp of sugar and a bunch of chemicals in a can?  The product has become the marketing message – that’s what sells.

So value mining and refining is absolutely key… any error here and the whole stream is polluted.  So what do I mean by this?

mining Continue reading

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Sales secrets III – WIIFM .. What’s In It For Me?

It’s only when I come to write this blog that I really appreciate all the lessons I learned the hard way over a decade ago. At the time it just felt like pain! If you are going through business pain right now check out my post on Flowing Smoothly, Struggling as Symptomatic.

My primary focus selling Stratos, my strategic risk system, was to explain how it was useful. And for sure that’s necessary. And I told some good stories to back it up which is also very powerful. And the presentations got shorter which is also good. As is discussing their headaches. And their buying process. Yada yada.

Now this was all great but I was missing one vital angle which is a bit like a fuse in a plug .. The whole circuit can be in place but without this tiny piece it won’t work. What was my missing fuse? What base wasn’t I covering?

psychological key

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What to do when your String of Pearls BizDev becomes Scrap Collecting?

In the post on Strings of Pearls and Sausage Machines I wrote about the development from a “one by one”, ad hoc, approach to getting new deals (individually or corporately) to a process-driven, works-every-day approach.

But what happens when it goes the other way?  What happens when the gaps between pearls get bigger and the pearls get smaller?  What happens when you can’t find any pearls but can only get a piece of cheap glass?  What happens when you stop being a pearl diver and just become a scrap collector?

source Newark&Sherwood District Council

source Newark&Sherwood District Council

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Sales Secrets I – Tai Chi Not Foie Gras

We live in a world of Excess. Excess Selling. Excess Marketing. Excess Advertising. Excess Choice.  Excess Spam [Er surely an oxymoron? Ed.]

Consequently we have developed a strong resistance to being sold to.  Judging by the click-thru rates on web Ads our resistance is hard-wired at very deep levels in our perception – we don’t even “see” these Ads – we look at a page and our brain filters it out for us. As for someone knocking on our door (literally or metaphorically) – when was the last time you bought something like that? We feel this instinctive “go away!”.

And the same thing happens in business.  Some pushy salesman – or more subtly, manipulative, salesman – tries to get us to do something.  We instinctively resist.  Many of the 20thC “tricks” that decades of sales psychology research in the US (surely the most “salesy” culture on Earth?) no longer work.

So what’s the secret?  How do you overcome sales resistance? How do you “sell” something if that’s what you need to do – whether it’s selling yourself, your company’s products or services, or just your ideas to a colleague?

Tai-Chi holds the answer.

My qigong teacher - Master Lam

My qigong teacher – Master Lam

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