by Andrew Bass  |  Blog, Innovation, Strategy, Value Building

Your biggest competitor is often “We’ll do it ourselves” or “We’ll do without”. You address this by understanding your customer better. This is a totally different approach to competition from looking across at rivals and trying to do what they Read More

Andrew Bass’s Pragmatics Newsletter June 2013 Practical techniques and thought-provoking ideas Main article takes under 4 minutes to read. Subscribe at www.bassclusker.com/newsletter: https://bassclusker.com//newsletter Please pass this on to colleagues who you think will find it interesting: ‘sharing’ link in the Read More

by Andrew Bass  |  Blog, Strategy, Value Building

I don’t usually get into quantitative examples here, but this one is worth it to make a point. It’s surprising, but relatively few managers seem to appreciate just what a powerful profit-lever price is. Ask the following questions and see Read More

by Andrew Bass  |  Blog, Newsletter, Strategy, Value Building

Andrew Bass’s Pragmatics Newsletter May 2013 Practical techniques and thought-provoking ideas Main article takes under 4 minutes to read. Subscribe at www.bassclusker.com/newsletter: https://bassclusker.com//newsletter Please pass this on to colleagues who you think will find it interesting: ‘sharing’ link in the Read More

Providing greater value, and therefore getting more, and more profitable sales, depends crucially on how well you understand and fit your offerings to client/customer needs. Andrew uses an example from professional services to show how you can use some well-targeted questions Read More