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Risk reversal

Posted by Liam Curley on March 18, 2019

Most decision makers in business-to-business environments work with a defensive mind-set. Rather than striving to make things better

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How I generated £64,000 in sales from a £240 advertising budget

Posted by Liam Curley on March 7, 2019

Before subcontracting in the construction industry, I spent some time working for a digital marketing agency. I spent a lot of time managing Google advertising campaigns for clients. It was a high numbers game. Working with small businesses for high budgets relative to their turnover (i.e. £2,000 plus per month).

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Get your Retention

Posted by Liam Curley on December 28, 2018

When I was 18, before heading off to University, I spent the summer working for my Dad’s roofing business. My job was mostly admin and paperwork, but I was also tasked with collecting old retentions.

My Dad came from ‘the tools’. He was a Lead Worker turned survey

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Construction relationships are similar to your marriage

Posted by Liam Curley on December 28, 2018

The relationships that we have in life are essentially the same. Whether it is a relationship with your client, your employee, your spouse, your higher power, your environment, your siblings, your child, your friend and yourself, the ways in which we can succeed in these relationships are all the same, these are the commo

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The ‘cost’ of switching

Posted by Liam Curley on December 28, 2018

Paslode are the market leader for nail guns in the UK.

We're in a fictional world where we set-up a competitor company and create a new type of gun that works from solar energy. You don’t need to worry about finding a source of electricity to use the gun. You don

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The business of solving problems, not making things better

Posted by Liam Curley on December 28, 2018

A few years ago, Gyproc Tools released two new products under a new brand called BladeRunner. One was the BladeRunner Cutter and the other was the BladeRunner Rasp. The Cutter was designed to cut plasterboard, the Rasp was designed to shave its edges. One of the products was a big commercial hit, the other wasn’t.

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Identifying the decision maker and the difference between owners and employees

Posted by Liam Curley on December 28, 2018

Seth Godin, a marketing author, tells a story of iced tea on a hot day.

He’s at a festival on the weekend and it’s 30°c. He goes to a kiosk to buy an iced tea. The teenager serving at the kiosk says, “we don’t have any iced tea’. Seth asks, “Do you have any

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Who is your Client?

Posted by Liam Curley on December 28, 2018

A marketing strategy starts with questions.

You need to ask yourself certain questions in order to understand who you seek to serve, the problems that this person has and how your business will solve their problems. This may sound like marketing fluff, but it really isn

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There is no Online Marketing

Posted by Liam Curley on December 28, 2018

Before we get into the weeds, we need to start with the distinction between strategy and tactics.

In 2001, Starbucks launched their first loyalty card. This wasn’t ground breaking; many businesses had launched loyalty cards before. But, it represented a clear marketin

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Online marketing and Arsene Wenger Syndrome

Posted by Liam Curley on December 28, 2018

If you’re a football fan, you know that Arsene Wenger managed Arsenal for around 20 years. For the first 10 years he was highly successful and brought ideas to the English game that completely transformed many aspects of how other clubs managed their team on, but particularly off, the pitch.

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The Project Call Strategy

Posted by Liam Curley on December 28, 2018

How I generated £268k in sales from a standing start

This article is about a sales technique that I call ‘The Project Call Strategy’. In just three months, and with no network of existing clients or contacts, this technique generated £286k for my small subcontractin

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