“I love that you approach data from a “chaos” standpoint. By that I mean, you realize that there are a multitude of variables that one must consider to get at the final analysis. So many companies look at a piece of data as if it is a static data point. The three in column B is always a three in their mind. We have a saying in the investment business that “X always happens when “Y” happens. Except when it doesn’t.” It’s a clever way of saying that there are many, many variables involved and you need to consider them. That doesn’t mean that you have analysis paralysis – you have to make a decision and act on it – but it does mean looking past the Excel spreadsheet of numbers and understanding what the numbers MEAN – not just what they REPRESENT. So your use of t-values and Game Theory to find that equilibrium between the customer’s needs and the firm’s promotional efforts is spot on. Customers don’t make decisions in a vacuum and a company must understand that. Because they own “X” influences whether they will buy “Y.” So understanding that relationship is critical between what they own and what they are willing to buy. Further, understanding that relationship is about uncovering a need and that is the heart of selling. Providing a solution to a need. It’s not selling ice to Eskimos – they don’t need it. It’s finding a need and delivering a solution for that need. One thing I did notice is that you are doing this lean and mean. A five team project group is quite aggressive. But then, small, well built teams are more nimble and certainly more cost effective for the client. I could go on and on, but I’d love to see one of your solutions in action. Not sure how that would work – but, to say the least, I’m impressed.”
-Mark
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