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Blog posts December 2016

Bonuses, risk, and moral hazard — an 8-point explainer of contract theory

Oliver Hart from Harvard and MIT professor Bengt Holmström won this year's Nobel Memorial Prize in Economic Sciences for their study of contracts and human behaviour in business.

The field is known as contract theory.

It is, partly at least, an attempt to find out how contracts between firms and…

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The Transformative Business Model

We usually associate an industry’s transformation with the adoption of a new technology. But although new technologies are often major factors, they have never transformed an industry on their own. What does achieve such a transformation is a business model that can link a new technology to an emerg…

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Neri Oxman is an architect and researcher who plumbs the natural world for ingenious ways to create objects or structures that meld harmoniously with their surroundings. Chairs that shape themselves to the human body; Buildings that open and close their own pores allowing for natural ventilation or …

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Competing Against Luck: The Story of Innovation and Customer Choice


Since 2005, Strategy& has been conducting an annual study of the 1,000 biggest corporate R&D spenders. One conclusion has held true through all 11 installments: There is no statistically significant relationship between the finan…

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Why businesses succeed or fail: a study on small businesses in Pakistan

Small businesses are known by governments worldwide for their contribution to the economic stability and growth, employment and new job creation and social cohesion and development (Morrison et al., 2003OECD, 2004), and a small business is especially important in devel…

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The Moment of Truth: A Co-creation Perspective

The Spanish expression “el momento de la verdad” signified the point in a bullfight when the matador makes the kill. The English translation, the moment of truth, first appeared in Ernest Hemingway’s Death in the Afternoon (1932) which was largely about the sport of bullfighting. Since that t…

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Why ‘light and fast’ is the best option for leaders

In 2011, Babson College predicted that by 2021, 40% of existing Fortune 500 companies would no longer exist.
They were not the only one to make such alarming predictions.  
The global strategy and innovation company Innosight noted that the average lifespan of an S&P 500 company has decre…

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Welch's Law — dominant or market essential, lean or special: Hospitals, health systems, physician practices and surgery centers

There is a "law" that I will call "Welch's Law." Jack Welch famously said of GE, "We need to be first or second in a market or not compete in that market." While this concept may have gotten water downed over the years, recognition of its importance seems to be making a dramatic comeback. In technol…

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How Customer Strategy Relates to Business Strategy and Customer Culture

So far we have focused on the tools of Total Customer Value Management, what Customer Value is, how it is measured and how it relates to business results such as loyalty, market share, profits and stock price. We have learnt all these increase as Customer Value Added increases. We have learnt genera…

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Exploring the great divide between agency marketing and new business development

We often question agencies about why they don’t behave like the brands they work with. One aspect they do a pretty poor job of is aligning their marketing and new business (sales), tending to separate their marketing strategy from their new business strategy. But, if they saw their clients behaving …

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Strategic Thinking In The Face of Uncertainty

Brexit. Trump. Over 20 major countries with unsettled leadership. How’s a business owner supposed to make good strategic decisions under these circumstances?

First, remember there is a big difference between what has happened, what will definitively happen, and what might happen.

One client …

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Ways to Reduce Stress for Your Employees

“Fasten your oxygen mask before assisting others” is an all-too-familiar instruction that many of us tune out when waiting for our flight to take off. But this sage advice can not only save you in an emergency, it can save you in life and as an entrepreneur. You need to take care of yourself first s…

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12 Blog Posts