Tom CatesJun 17, 20194 minThe Science of LoyaltyThe Science of Loyalty™ As a young consultant I spent much of my time conducting qualitative and quantitative customer research for my...
Tom CatesJun 11, 20193 minB2B Markets Need Greater INSIGHTB2B Markets: People, Data or Both? In B2B markets personal relationships are critical. That’s why companies invest so much in employees...
Tom CatesJun 3, 20194 minThe Value Scale – Great, Poor or Fair Value: Which do you offer?The Value Scale™ We like to describe the concept of value using the analogy of the old-time apothecary scale …in this context, we call it...
Tom CatesMay 20, 20194 minThe 6 Dimensions of a Trusted Advisor (and How to Demonstrate Them)When I go to McDonald’s and order a Big Mac, I don’t get a business card from the cashier. And that’s fine. Why? Because I don’t go to...