Blog
The Price Missing from the Invoice
The printed price is only part of what a customer pays. Searching, travelling, learning, possible downtime, and uncertainty
A person is more than an age and a job title
“A forty-year-old manager living in a large city.” That description may help us reach an audience. It cannot
The person using your product may not buy it
Employees can love a software product that the finance director rejects. Management can approve equipment that the people
What does your customer want to stop worrying about
When a shop owner buys inventory software, the number of screens may matter less than the fear of
A sound decision can produce a poor result
A manager can make a well-considered decision and still get a poor result when something difficult to foresee
A plan that cannot survive a small surprise
Some plans look reassuring because every number cooperates. Customers pay on time, costs stay flat, and the team
Yesterday’s spending does not justify another loss
“We’ve already spent too much to stop” is one of the hardest sentences in project management. The feeling
First agree on what you mean by customer
Marketing reports that a campaign brought in two hundred customers. Sales reviews the names and finds sixty people
Customers Buy More Than Specifications
A company may spend weeks explaining a device’s speed or a system’s precision while the customer quietly asks