10 things you can do to sell to Gen Y Millennials

Blatant selling as we know it is dead, i.e. Gen Y consumers are all about pull, not push, to the point that they feel a direct approach – such as a phone call or unsolicited email – is highly intrusive. It will be deleted or ignored; and worse – it’ll put them off future interactions. This leaves many organisations who’ve relied on direct sales and push marketing wondering how to reach what seems like an unreceptive, unreachable audience… but in reality there are more opportunities to reach them than ever... Read The Rest →

Struggling with social? Stop sweating the tech

So many execs I meet are bewildered by digital, social, all things funky new tech and 21st century. More specifically, they’re bewildered by their lack of understanding of ‘this new world’. The dark art. The thing is, we’re missing the point. There is no need for everybody to embrace all cool new tools. In fact, trying to do so would tie many up in knots and totally waste their time. CEOs should not fret about Facebook likes. The explosive boom in available tools has only just begun. There’s exponential growth... Read The Rest →

Powerpoint: A Substitute for Action (& Pub Strategy)

We invest a good chunk of our time and energy at work puzzling over strategies, measurable objectives, roadmaps and implementation schedules. The fruits of our labour culminate in a powerpoint that’s approved, a box ticked and a consensus reached that we all have very, very good intentions. In reality, 90% of organisations fail to execute their strategies successfully. What’s more, it’s estimated that managers spend more than $10 billion annually on strategic analysis and strategy formulation, meaning $9 billion is wasted every year. So what’s going on? Why aren’t we... Read The Rest →

Heaven for mavericks

Ricardo Semler took over his Dad’s Brazilian business, Semco, in the 80s. Semco now employs over 3,000 people in manufacturing, professional services and high-tech. They increased their annual revenues from $35 million to $165 million between 1994 and 2001. At its peak, there was a 17-month waiting list for the bi-weekly tour of Semco, as corporate leaders from all over the world clamored for a peek at their magic dust. Semco has no org chart, no official structure, no business plan, no company strategy, no 3-year or 5-year plan, no... Read The Rest →

Kill false assumptions & evolve

Many of us are making decisions based on false assumptions every single day. In fact we’re underpinning our businesses, organisations, products and personal lives with false assumptions. We keep on doing things that have been proven wrong, that haven been proven not to work, despite mounting evidence that there’s a better way. Our false assumptions are memes, i.e. viral cultural ideas we pass from human to human, brain to brain (you can read a bit more about memes in my previous post on replicators here). Sometimes we keep spreading memes... Read The Rest →

Markets are conversations… so what? Part II

Following my last post a few folk asked me to expand on how to enable two-way comms. To cut a long story short, if you’re a big company with loads of people wanting to talk, the only way to get scale is to empower your staff to talk to customers. Companies who’ve been around for a long time often can’t see a way to make this happen – or it’s already happening in pockets under the radar and they don’t know how to control it. The important point to remember... Read The Rest →

Good replicators get replicated

Over 3 billion years ago, a remarkable accident occurred… Molecules were created that could make copies of themselves. Not that surprisingly really – probability-wise – given the zillions and squillions of instances of stuff swooshing around and colliding. Essentially the earth’s first replicator was born. As Eric D. Beinhocker said in The Origin of Wealth, GOOD REPLICATORS GET REPLICATED. This is a thought worth pondering for a very long time. The implications are huge. This golden rule was basically the point of Richard Dawkins’ The Selfish Gene [1976], in which... Read The Rest →

Brookside, postboxes & SaaS development

Loads of illuminating analogies have emerged in conversations with Andrew Missingham, but today there’s one in particular that popped up… You may remember when the soap Brookside launched on Channel 4. The storylines were based around folk living in a close of houses. They had some trouble at the outset however, in that script writers realised they hadn’t created enough ‘stock devices’ – places where people could meet that would fuel the dramatic unfolding of events. Their answer was to put a postbox on the street, so residents would accidentally... Read The Rest →

The conversations are out there

Many companies still hold a deep-seated fear of two-way conversations with their customers. The idea of enabling direction interaction with individuals seems like a massive can of worms. How can we trust our employees to speak on behalf of the company? Aren’t we inviting trouble? Couldn’t it damage our reputation? How can we control the conversations? How can we eradicate the negatives? Do we really need to be taking this risk anyway? Is it worth it? The answer is yes. It is worth it. In fact you don’t have a... Read The Rest →

Social media circa 1900

This article by planning director Richard Madden from Kitcatt Nohr Alexander Shaw brings up an excellent example of social media in action, circa 1900 – that of the Michelin brothers Édouard and André and their quest to build their car and bicycle tyre brand… by recognising that people were more passionate about food than tyres (shock horror). As Richard says, ‘[The Michelin Guide] was genuinely useful, it invited participation, it was given away free at petrol stations, and readers were invited to provide corrections and suggestions. They were even encouraged... Read The Rest →

School of Communication Arts 2.0

Yesterday me and a bunch of other mentors went along to the IPA to eat breakfast and talk about SCA’s Wiki initiative. It’s the first time any industry has collaborated online in the creation of a curriculum. A bit more about SCA: - 50 students, 300 teacher/mentors - 15 scholarships places in 2010. 25 scholarship places a year by 2013 - Pathways to become a copywriter, art director or ‘Ideapreneur’ - Every year, 10 of our cohort will each win £10,000 start-up funding to launch a business whilst at the... Read The Rest →

Humanity 2.0 on slideshare homepage

Nice one slideshare! “Hey ResonanceBlog! Your presentation Complexity & Humanity 2.0 has been selected amongst the ‘Top Presentations of the Day’ on the SlideShare homepage. Our editorial team would like to thank you for this awesome presentation, that has been chosen from amongst the thousands that are uploaded to SlideShare everday. Congratulations! Have a Great Day! - The SlideShare team p.s. Why not blog/twitter this and let the world know about the masterpiece you have created?”

Collaboration and democracy

The shift towards long-distance collaboration in the design and production of goods and services is helping shape the future of democracy. Some corporations recognise that old hierarchies aren’t working. Sometimes they even mandate that their subordinate units break with old practices. The irony! “I demand that you all start disregarding hierarchy immediately!!” The trouble is, any structure in which most individuals are inaccessible to others is going to be inefficient in turbulent times. As Charles Handy said 5 years ago, ‘Hierarchy, generally, is losing its legitimacy while partnership is in... Read The Rest →

Future of TV Advertising

Yesterday I spoke at Marketing Week’s TV Advertising conference in London. BBC, ITV, MTV, UKTV and Thinkbox were there, alongside Fallon, Qmedia, RSA, Royal Mail, Co-operative, Premier Foods, Nike & Boots. You can take a look at my presentation but it’s loads of pictures without many words so dunno how much sense it’ll make: Kanbee Mw09 Final View more presentations from janekanbee. What struck me with a sledge hammer over the head, was the fact my presentation was deemed ‘brave’, ‘ruffling a few feathers’ etc. To be honest, I’d toned... Read The Rest →

Our biased brains

I had a fascinating chat with Ogilvy Group UK Vice-Chairman Rory Sutherland the other day. We talked about the need for advertising to understand psychology and behaviour, rather than focusing on proposition alone. On that note, it’s always useful to be reminded of how our heads really work; and how our biases affect belief formation and decision-making. Here are some examples: * Bandwagon effect — the tendency to do (or believe) things because many other people do (or believe) the same. Related to groupthink and herd behaviour. * Bias blind... Read The Rest →

Adhocracy Vs Bureaucracy

40 years ago, Toffler said, ‘It will be a long time before the last bureaucratic hierarchy is obliterated. For bureaucracies are well suited to tasks that require masses of moderately educated men to perform routine operations.’ Bureaucracy makes sense where no radical change is taking place, but it stands to reason that a startling increase in change in the environment around us calls for a shorter life span of organisational forms. Likewise, hierarchy becomes inefficient when we need more info, more interaction, quicker decision-making, rapid action. There are all sorts... Read The Rest →

Disappearing up your digital ass

Thanks to my fab friend Steve Moore, I sneaked into the Reboot Britain conference last week. To cut a long story short, the premise was along the lines of ‘we’re all screwed up – economically, politically etc – what we gonna do about it’, focusing on digital means of mending our broken society. MPs, journos, activists, corporate folk, entrepreneurs and all sorts were there. There was a sniff of revolution in the air… BUT… what’s with the incessant harping on about ‘Digital’? Digital revolution. Digital age. Digital solutions. Come on... Read The Rest →

Dirty meaning factories

People live, then they die. Get over it. We all die and life is short. This is the fundamental fact of life that causes us to seek meaning… to crave it (so as not to feel pointless – hence religion… and brands). Marketers sussed this out. Roll on the brand campaigns that attach meaning to things they want us to buy… mass marketing and broadcasting (human standardisation). So we buy stuff. It differs according to our environment (e.g. I’m a London business dude so I really can’t possibly be a... Read The Rest →

Big lumpy clumpy balls of crap

Leading on from the previous post about the coolness of chaos…   Have you ever had to deal with a big lumpy piece of complex old software that was written years ago, then updated countless times, new bits added on, a new guy adding another bit, bolt-ons, sticking plasters and fixes… until it’s a big slow cumbersome piece of crap nobody can change or work with?   That’s pretty much industry as it stands – and other big systems for that matter (e.g. government, education). Since the industrial revolution, we’ve... Read The Rest →

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