The market study that arrives after the decision
Most expansion research is commissioned to ratify a choice that has already been made. The tell is in the scope, not the findings.
Insights
Selected writing.
Notes on the problems we are asked about most often. We publish when there is something to say rather than to a schedule.
Articles
Restraint is a distribution strategy
Luxury houses are copied for their design language and misread on the thing that actually protects margin: where they refuse to be sold.
Procurement usually reports to the wrong person
Where the function sits on the organizational chart determines whether it can create value or only defend cost. Most groups have answered this by accident.
The first ninety days in a new market are governance, not sales
Entry teams are usually staffed for commercial momentum. The decisions that determine the outcome in year three are administrative, and are made in the first quarter.
Why brand refreshes fail in year two
The identity is rarely the problem. The absence of anyone empowered to enforce it is.
Strategy fails on sequencing, not on insight
Most organizations know roughly what they should do. Fewer have decided what to do first, and almost none have decided what to stop.
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