Article and Blog Library


The Big Paddle Co


So who decides?

Your best customer! You need to talk to them, and potentially your best prospect as well, and find out how they value what you think you really deliver.   But here’s the kicker…… always talk [...]

No, no, no…what is it really worth?

You can factor in your research and development, network development, sales team, ongoing service, intellectual property cost, head hours for continuing development and communications plans. We encourage all of our clients to do this, and [...]

Being an Opportunity Ambassador

We hear about them all the time.   We often see the opportunities ourselves, or at least the beginning of them, and yet for often relevant reasons leave them be.   In this evolving market, [...]

“Magic” delivers mark-up

So where’s your magic?   Have your prospects got a reason to seek you out, to value you, to expand your understanding of their problems? Talk about the simplicity of your solutions. Where is the [...]

Who are you listening to…the new or the old?

The good news is that it doesn’t matter, as long as you’re truly listening to how you can help them!   And again, their pain is your opportunity.

“Excuse me, could you describe where your PAIN is?”

A great question for your Top 10 clients… listen and respond means you’ll have a role in that clients future.   If you don’t know about their pain, or their opportunities, than how are you [...]

Nothing’s changed… so how would a “start-up” steal you clients?

OK, clients still pay for value.   What has changed is the metric they use to measure “it” by.   Our clients are looking differentially at…..what they want, by when and where…..and finally for how [...]

Identifying the disrupters

Where are your customers going to be buying your products from in three years’ time after you’ve failed to identify how make your current products and services obsolete?   What are they really getting now? [...]

Malcolm you’ve been a very naughty boy!

You appear to have walked away from all your Business Tenants and personal expectations around accountable Government to support the luddites of the Liberal Party.... is that what you want to be remembered for?   [...]

Action precedes clarity…EVERY TIME!

Test, understand and define.   Ask new questions, test the new responses.   Learn and expand your actions…some call this innovation, others just call it learning and acting.


What do we want to know?

When will it start and when will it finish? What will it cost? How can we value the benefit to our community? These questions apply to Community or Business. We need to ask them... we [...]

We live in a community, not an environment… from Eva Cox

For politicians and for ourselves as business people, leaders, workers, it’s how we approach our responsibilities to improve, develop, educate and grow ourselves and our teams that will separate us. We, and the politicians, as [...]

Are we politicians or leaders?

Do we believe we have an entitlement to tenure? If we do, we are no better than, unfortunately, the vast of majority of politicians we’re trying to select from right now. The vast majority of [...]

If you had made a list in June 2018…

What would you have wanted to change by June 2019? Is it about your business development, plan, engagement and outcomes? Internalised continuous improvement targeting best practice within the sales and manufacturing spaces? Heightened negotiations with [...]

Project your sources, that’s S.O.U.R.C.E.S not S.A.U.C.E.S!

In spite of what a son-in-law may believe should be refrigerated... but that’s another story. Can we encourage contradiction, questioning and, my favourite, rigorous candour? Whoever is questioning you now, is probably your most valued [...]

What is engagement for…

It’s no different than engagement for Baby Boomers, Gen X and Ys… because in business, family and community, it is about being valued. Being valued leads to respect filled relationships… which leads to personal growth, [...]

So, there’s an opportunity to become engaged…

Then it is about you creating a picture… a positive picture of what the future could look like with your product or your service in their “needs mix”. You are always starting from a position [...]

Building Relationships

The most critical part of this process is that it is one person at a time. Equally simply, it is about adding value to that person, providing relevance and opportunity, whether it be within your [...]

Everyone Wants Respect… ok not everyone but most…

My observation is that, while respect is often asked for or even expected, the sheer fact that work is done in anticipation of the achievement of the success, is why often it isn’t rewarded or [...]

Anagrams I Love Them… NOT!

One struck me recently GROW… G is for goals, as big as you want them but with appropriate lead times so they can be measured… R is for reality… you can fall into; “Seemed like [...]