You're selling your products through a distributor network and that's going well. Only in this era of eCommerce and Mobile Commerce and CRM you feel you should also be selling direct to the consumers who use them. What stops you, however, is this niggling fear that if you bypass your distribution network and start to compete with them they'll abandon you.
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Scrum has become a powerful way of delivering software in a relatively low risk and highly focused way. The method is gaining increasing acceptance within the software development community, but it is creating problems for project managers and businesses trying to achieve wider change than just replacing software.
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A couple of times in my career I've found myself working in a "first mover". The theory is that by getting into the market first you can define and dominate it, generating a lot of profit quite quickly, then sit back and watch more sensible returns appear as the market evolves.
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I was reading another "rant" about how rubbish outsourced call centres are in Financial Services. The thrust of their emotive argument was call centre agents were poorly trained, had just a couple of hours of induction and then were thrown into the deep end and expected to make hundreds of sales a day. No wonder, was the implied claim, that insurance was sold so badly if this is what happened.
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An article on staff.com caught my eye. It set out which countries you should look at when considering offshoring development. It was quite interesting to see how a search of LinkedIn produced some clear indicators of where different talent pools are concentrated.
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Before a business change can take place it is a good idea to know what the lie of the land is. Usually this involves armies of business analysts and process experts wandering around drawing up process maps and "as-is" statements that describe the workings of the business. What's often missed, however, is the way people feel. Instead of hard analysis a lot of assumptions are made based on conversations, personal feelings and other dark arts.
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Within industries where professional qualifications reign there can be a tendency to forget that management is a skill to be valued in its own right. An excessive focus on professional knowledge can leave a business poorly managed and with its systems and controls failing to support customers, staff, suppliers and profits.
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How to reverse engineer an excel spreadsheet 4 easy steps to reverse engineer an Excel Spreadsheet or Excel Workbook when everyone has forgotten how it works
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About Ross Hall
For the past 20 years I've been improving, reengineering and redesigning multi-channel sales and marketing operations.
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