“How do I know your solution is what my business needs?” “I’ve already got a reliable supplier in your sector. Why should I switch to you?” “How are you going to solve my business problem?” Questions like these can make even practised business owners break a sweat. If you start hearing yourself waffling on about the ’synergistic benefits’ of your ‘integrated solution’ it’s not because you don’t know your stuff, it’s generally because you haven’t developed your value proposition.

Brand is essentially the perception someone holds in their head about a product, a service, or an organisation; a person, a cause, or an idea. It acts as a mental shortcut for consumers so that when they need what you’re selling, they think of you first.

Introduction Marketing is not all about leads - but it does play a vital role in generating, nurturing, and making the most out of them.

Running a business is a bit like surfing; you have to ride the waves as they hit or risk going under. This is especially true when it comes to navigating market forces. Flexible, dynamic and unpredictable markets have the power to swiftly impact your business. Remember record stores? There was a time when it was hard to imagine a town centre without an HMV or Virgin Megastore, but now they’re a rare sight. For both businesses, the market changed to a degree which meant they simply couldn’t survive in their previous form.

  What’s the best way to recruit a new marketing executive? Is it better to use a specialist agency, a generic agency, or go direct? The Marketing Centre’s Robert Stead has his own recipe for success.