Mastering the Customer Success Cycle

“The image of the world around us, which we carry in our head, is just a model.” — Jay Wright Forrester We are all enabled and constrained by our mental models. They shape our thinking and influence our actions. While these explanatory models generally...

Confronting the Guidance Imperative

You remember the term “economic boom,” don’t you? Well, will the boom ever resume? We experienced extraordinary demand for new products in the post-war period of the 1950s and 1960s. We bought new cars, televisions and household appliances. Our...

Thought Leadership w/o Thought Leaders?

How can we have thought leadership without thought leaders? That’s the question embedded in recent research published by BlissPR that looks at thought leadership trends in the professional services industry. It seems to me they have uncovered some challenging...

Creating the Content Factory

We’ve reached a consensus in many spheres of the B2B marketing world that relevant and compelling content is critical to success. But where’s the execution? Few firms are actually pulling it off at this point. One reason firms are struggling is that they...

Secrets of the Guidance Economy

We are clearly going through a wrenching economic transition. But what comes next? The next economy, as I see it, should be thought of as the guidance economy. What do I mean by this? Our economy has evolved from commodities to products to services over the years. It...

The Case for Compelling Perspectives

To set yourself apart in today’s guidance economy, it’s increasingly critical to demonstrate  you have a clear and engaging point of view on issues that matter to your prospects and customers. I call this a compelling perspective. By presenting a vivid...

Who Gets the Irving Thalberg Award?

The Irving G. Thalberg Memorial Award is presented periodically at the Academy Awards ceremonies to "creative producers, whose bodies of work reflect a consistently high quality of motion picture production." The award is named for the legendary head of the...

Who Will Fill the Vision Vacuum?

In the past, buyers might have relied on third-party sources such as the press, analysts and independent consultants for insights that would facilitate their decision-making efforts. They still do. However, there’s a growing gap between the types of research and...