About Neil Falconer

Author Archive | Neil Falconer

Are you struggling to get your point across?

Just the other day I was engaged in a deep conversation with a senior Marketing Director of a major wholesaler/distributor. The opportunity covered several disciplines from Web 2 Print, Point of Sale, Digital Cross Media, Asset Management, Augmented Reality, and Data Management……blimey, what complexity I hear you say, but they all had a relevant place […]

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How Print providers can save Marketers billions of pounds

In the print industry it is fair to say we all love print and are great advocates for producing the printed page over distribution of electronic media. The problem is we’re not very good at selling the benefits; sales pitches always tend to get a bit defensive, wooly and abstract. The fact is UK marketers […]

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Being uncomfortable in the middle ground

The traditional market adoption bell curve puts the small number of entrepreneurs and innovators – “the build it and they will come” believers to the left and the laggards who will not change even if their lives depended on the right. These are the 8% of print companies who declared themselves incapable of transforming their […]

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You get what you focus on

    You get what you focus on ……..if you focus on nothing you get nothing If you focus obsessively on new sales you will attract the wrong customers If you focus on share price, short term thinking will compromise your ability to make the right decision If you focus on technology over customer destinations […]

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Fundamentals of Key Account Management

Introduction: All B2B and B2C customer propositions require a strategic planning approach that addresses the customer desire for a best in class offer. With regard to managing a significant B2B customer often across an International platform, the need to combine the product and service propositions is increased significantly. The strategic management of any offer will […]

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There’s nothing worse than Indifference

I’m on a flight to the far east and quite frankly what a thoroughly miserable experience, forget the fact that there is no room to even open my net book, which I specifically bought for its size and weight compared to a laptop. Forget the fact that the inconsiderate woman in front has her seat […]

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