Monday, August 22, 2011 in The Australian Financial Review

"Well-priced advice for SME's" by Mark Fenton-Jones, which is almost entirely about, is the lead story in the Enterprise section of todays (23rd August 2011) Australian Financial Review. The article is behind the paywall, but you can read it here...

Friday, August 12, 2011

InfoGraphic: The Australian Advertising Landscape

I love a good InfoGraphic. Here's one I've put together on the Australian Advertising landscape, or where companies can sell and promote their products.

Have I missed anything? Suggestions on a postcard to jon (at)

Tuesday, August 09, 2011

For everyone else, there's

Accenture recently published a paper called “Going for Growth: The Role of Price and Cost in Driving High Performance in a Volatile Global Economy”

If you haven’t got time to read it, here are the key pricing-related points…

• Price optimisation was one of the three most important strategic priorities in the past 18 months for seven out of 10 companies;

• An equal percentage of companies did not have what Accenture would consider to be “sophisticated pricing capabilities”;

• Challenges in optimising pricing include sales execution, inadequate pricing analytics, unclear pricing strategy, inadequate decision support/analytics and governance and accountability incentives;

• Service, innovation and pricing are the most common levers for driving competitive advantage;
• Companies need to excel at delivering meaningful innovation at acceptable cost, and at a price that customers will ultimately pay;

• Companies most frequently use actions by competitors and the balance between supply and demand as inputs in setting price, and;

• Three-quarters of companies do not have a pricing strategy for difference marketing situations, nor is their pricing strategy tightly aligned with their overall business strategy.

The research surveyed 1,000 executives in 12 countries and 8 industries, all of whom have annual revenues over $100mill (ie, 'the top end of town').

And for everyone else, there’s