Acquiring with a marketer’s eye Another in a series of white papers for M&A Professionals Summary: If you have been following along with this white paper series, you know our admiration for Warren Buffett and Charlie Munger. The success of Berkshire Hathaway is unquestionable. So you can understand why we chuckled at the flurry of…

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The conventional wisdom concerning the positives of branding business-to-business products is most compelling, as articulated by Hard University Prof. John Quelch. Quelch points out, in B2B Branding: Does it Work in the November 28, 2007, issue of Working Knowledge, the Harvard Business School’s on-line weekly newsletter, that among Interbrand’s 10 most valuable brands include Microsoft,…

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Wintry Hearth Rejuvenates the Importance of Being True The CEO/MD must be the Brand Cheerleader. The Brand creates a common purpose that bonds the company’s stakeholders. Interbrand’s 10 most valuable brands include Microsoft, Intel, IBM, and GE, all generate more B2B revenues than sales to end users. Sales acts as a container, binding together relationships…

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In the December 2005 edition of this journal, I wrote about some of the developments and milestones that were witnessed in The World of Pricing in 2005. As we pass the half way point of this year, is it too early to speculate on what might be one of the most important developments for 2006?…

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Like so many ideas in modern marketing, the concept of relationship marketing began as a smart, sensible realization that the then-existing paradigm, transactional marketing, was inefficient and that it made a great deal more sense to establish relationships between buyers and sellers to facilitate repeat business and “value added benefits.” One of the most significant…

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There is no question that e-mail, when used properly, can revolutionize your business-to-business sales and marketing effort. No longer must you fight voice mail loops and struggle to talk to people who hide behind their voice mail. No longer must you use expensive and time-consuming “snail mail” and wait for endless deliveries and responses. Only…

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As the World Wide Web continues to become a dominant marketing communications force in the business-to-business marketplace, the power of the search engines and some of their policies are becoming tested in the courts. The B2B marketer should become increasing cognizant of its own Web presence and how the search engines direct potential customers to…

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On Tuesday, 29 October 2002, Brad McLane of Russell Reynolds Associates, an Executive Search Firm, offered his insights into the growing importance of the Chief Marketing Officer in Industrial and B2B corporations. His talk, entitled “The Role of the Strategic Marketing Executive in Non-Consumer Driven Companies”, was both attentively received and critically examined by the…

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An attractive concept in high-tech business is that ideas are the trump card in setting corporate strategy. The creation and possession of intellectual property separates the power of technologically driven companies from other B2B businesses in their management of the industry landscape. For instance, consider how intellectual property can change negotiation power between suppliers and…

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