Shop Talk Podcast #11 - (Not) Raising Prices - a mistake

From The Mistake Bank:

The following story discusses how something as well-meaning as holding off on price increases until there's no other option often backfires.

Click here to access the podcast.

Shop Talk Podcast #10 - John Quelch on Democracy and Marketing

This time we talk with Harvard Business School Professor John Quelch, co-author with Katherine Jocz of "Greater Good: How Good Marketing Makes For Better Democracy" (Harvard Business Press, 2008).

John talks about how marketing and democracy share many goals, and how each can learn from the strengths of the other--including how democracy's lessons on acting based on altruism rather than self-interest has echoes in the corporate social responsibility movement.

One of John's welcome themes is that marketing on the whole benefits society greatly--which leads into a detour about why people--even marketers themselves--often view the profession as unseemly.

It was a fun discussion. I learned a lot, and I hope you like it.

The podcast is here (right-click to download).

You can learn more about John Quelch's research and thinking on his blog.

Other resources:
Interview with John Quelch from Personal Branding Blog
My review of "Greater Good"

(Theme music: "Up the Coast," from West Indian Girl's latest album 4th and Wall.)

Shop Talk Podcast #9 - Francis Ten of West Indian Girl on Today's Music Business

For the latest edition of the podcast, we're talking the business of music. It's changed dramatically since the boom days of the late 1990's, when Napster hadn't yet been born and CD sales were at their peak. Now, music is easier to download free than to purchase.

In spite of these obstacles, the music world is more open to new voices than it's ever been. Making a living, though, has gotten harder.

Francis Ten is the bassist for West Indian Girl and also manages the group's business operations. West Indian Girl is based in Los Angeles and its latest album 4th and Wall was released in late 2007.

In a wide-ranging, fun (and funny) discussion, we talk about "revenue streams," MySpace, and why music is different from t-shirts.
And check out Fran's very personal and human response to the question of acquiring music free via filesharing rather than purchasing it. (Some similarly nuanced sentiments can be found in this post from consumer-electronics columnist and author David Pogue.)

The podcast is here (right-click to download).

(Intro and Outro music: "Up the Coast," from West Indian Girl's latest album 4th and Wall.)

Shop Talk Podcast #8b - Another mistake story from Ford Harding

Ford Harding, author of "Rain Making," who was interviewed in Shop Talk Podcast #7, was kind enough to share a mistake story for inclusion in The Mistake Bank.

Actually, he shared two. (The first is here.)

In the second, he tells us of the profound teachings he received from a prospect who simply wouldn't call him back (right-click to download).

Tags:
podcast, sales, public relations, press relations, business development, narrative, storytelling

Shop Talk Podcast #8a - A mistake story from Ford Harding

Ford Harding, author of "Rain Making," who was interviewed in Shop Talk Podcast #7, was kind enough to share a mistake story for inclusion in The Mistake Bank.

Actually, he shared two. In the first, he relates a story that taught him there can be pitfalls in sharing the good side and bad side of things with a reporter (right-click to download).

Tags:
sales, public relations, press relations, business development, narrative, storytelling

Shop Talk Podcast #7 - Ford Harding on Rain-making

rain-mak-er n. a person (as a partner in a law firm) who brings in new business.

On this edition, we talk to Ford Harding, author of "Rain Making: Attract New Clients No Matter What Your Field." Ford's book presents very practical and complete advice on selling professional services. He is president of Harding & Co., a consulting firm that helps companies improve their selling performance.

Among Ford's observations in the podcast is that most professional services people are hired for their native intellgence, critical thinking skills, etc., and not for their sales competence. Which results in an often painful transition when these folks are asked to start selling.

It was a fun chat. I hope you enjoy it. Click here to download.

Tags:
sales, business development, professional services, rainmaking

Mistake Bank story - boss with one employee, bad for the employee

When I got overloaded at one job and was allowed to hire an assistant, I thought my troubles were over. But I had just pushed them onto my new hire, and they came back to me pretty soon. Click here to download.

management, leadership, tasking, organizational behavior, Mistake Bank