The B2B Advisory team draws on the huge experience of the directors of B2B International.


Is it statistically significant?

“Is it statistically significant?”.  The words strike us with dread. It is not that we don’t understand statistical significance, it is just...

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Why are manhole covers round?

We know that you hire for attitude and train for skill. But, does this mean that skills aren’t important?  Surely we should try and recruit people ...

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Beware of numbers without context

Let's imagine that you work for a company that has decided its success depends on converting enquiries to orders. From now on those of you who hav...

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Meetings, bloody meetings

It won’t have escaped your notice that last week more than 2,500 of the great and the good in politics and business met in Davos. If you look at the ...

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To outsource or not to outsource, that is the question

Don’t fret; we are not going to rake over the Carillion disaster. We imagine you are fed up of reading or hearing about it....

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Do one thing at a time – If only!

On the train that takes you from Zürich airport into the city you pass a building on which are written 10 things entitled “How To Work Better...

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How you speak can be a great handicap

At the end of last year a reader wrote a letter to the Financial Times as a contribution to the debate on social mobility. It...

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Message to all Porsche customers: Please make sure your crises take place in office hours

Just before Christmas, Porsche in Germany let it be known that emails sent to their employ...

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Change is all around us

Only a few years ago business advisers used to call themselves “change management consultants”. This was to emphasise the fact that most of their work c...

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The power of storytelling

Researchers do a great job collecting and analysing data. They relate it to a problem and suggest a course of action. Job done. Well, not quite done. ...

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Culture eats strategy for breakfast

We were reminded this week of something that we have talked about in earlier blogs - “culture trumps strategy”. Culture in ...

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Danger: Road ahead, dominant client

A client of ours is a large manufacturer of bitumen for which the greatest use is road building. One evening, over dinner, we were discussing ro...

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The changing role of the sales person

Twenty years ago every company had a salesforce. Selling is still important today but things have changed. The sales person u...

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Six Pillars Of Customer Experience

There was a time when work was work and play was play. Today those worlds are joining up fast. People sit eating bowls of cerea...

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Big and small data – make sure you get both

We come from a market intelligence background. It is not surprising therefore that we love data. Over the last couple...

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New product development: Should customers be consulted?

Back in 1998 Steve Jobs said: "It's really hard to design products by focus groups. A lot of times p...

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