Harvard Business Review

Now That's a Good Question!
June 1, 2009

As an outsider-insider to my clients, my role is often “questioner-in-chief” (to use a borrowed term from management expert Tom Peters). Recently, I was leading a brandstorming session with a financial services client when one of the employees pulled me aside during a break and said, “I didn’t want to ask this question in front of the group because I was afraid it would seem silly …” and then proceeded to ask me a very important and profound question pertinent to our strategic planning work.

What's That Contact Worth?
November 1, 2008

Today, smart marketers are beginning to tie their marketing activities to the lifetime customer value of various segments of their databases. E-mail is a key ingredient in this approach and can be used to target marketing dollars more effectively by sending more relevant messages and offers. Instead of blasting out a single message to an entire database, a marketer can tailor messages to customer segments based on their lifetime values, both to solidify the relationship with those customers and to try to build the value of lower-performing segments. Targeting messages this way has other rewards, too: More relevant messaging means recipients are more likely to open and act on your e-mail and less likely to unsubscribe, go inactive or simply report your e-mail as spam.

Taking Time to Think
December 12, 2006

What single word powered IBM to become a great high-tech global conglomerate that changed how business was done and wars were fought? THINK. From the IBM Web site: THINK was a one-word slogan developed by IBM founder Thomas J. Watson, Sr. It appeared in IBM offices, plants and company publications in the 1920s and in the early 1930s began to take precedence over other slogans in IBM. It eventually appeared in wood, stone and bronze, and was published in company newspapers, magazines, calendars, photographs, medallions—even New Yorker cartoons—and it remained for years the name of IBM’s employee publication. You can still find echoes of

John Profumo, Gary Hart and Pandora's Box
March 14, 2006

The End of Media Decorum March 14, 2006: Vol. 2, Issue No. 20 IN THE NEWS Scandal minister Profumo dies at 91 John Profumo, the man at the centre of the most notorious political sex scandal of the 20th century, has died at the age of 91 after suffering a stroke. Profumo, who spent four decades atoning for his disgrace, died peacefully at about midnight last night surrounded by his family, a spokesman for London's Chelsea and Westminster Hospital said. He had been admitted to hospital two days earlier. —The Independent, (UK), Online Edition, March 10, 2006 John Profumo, the central

Blockbuster Direct Mail 2004 Axel Andersson Grand Controls
April 1, 2005

The following is the full list of Grand Controls identified by the Who's Mailing What! Archive as having been mailed for three years or more during the past decade (1995-2004). For more information on any of these mailings, contact Archive Director Paul Bobnak, at (215) 238-5225. Or, to order access to the entire direct mail library of mailings received by the Archive between 1994 and the present, visit www.whosmailingwhat.com. AARP Membership Registration Archive Code: 571AMASRP0604Z AARP Membership Card Archive Code: 571AMASRP0397A AARP Certificate of Admission Archive Code: 573AMASRP1095AZ Advertising Age Year/$69.95 Archive Code: 205ADAGEM0799Z Air & Space 5 + 1

Inside the Harvard Business Review Content Comes First (1,872
May 1, 2001

By Lisa Yorgey The whole of Congress reads it, and its subscriber file reads like a Who's Who of corporate America. Housed in a renovated military arsenal located a few miles from Harvard University's main campus in Cambridge, MA, The Harvard Business Review has been helping its readers improve the practice of management for eight decades. First published in 1922 by Harvard Business School Dean Wallace Donham, the Harvard Business Review is the flagship of Harvard Business School Publishing (HBSP), a wholly owned subsidiary of Harvard University. Meeting the needs of its blue-ribbon subscribers is paramount. "Content is always first—across all media," attests

Who Coined the Term "CRM"?
April 1, 2001

The content editors at CRMGuru.com recently posed this question to its CRM-savvy members. Following were some responses: •"Hugh Bishop at the Aberdeen Group" • "Dr. Jagdish Sheth at Emory University in the early 1980s." •"The book 'Riding the Marketing Wave,' by Jim Bessen of Bestinfo, Harvard Business Review, Sept./Oct.1993." •"Innovative Systems of Pittsburgh, which has been using the term for about 10 years." • "Work by Peppers and Rogers in the early 1990s." •"It was the outcome of a contest sponsored by DCI in 1988." •"I'm not sure we will ever know who was first."

Jayme & Ratalahti - Creative Team of the Century (3,454 words)
October 1, 2000

by Denny Hatch If any organization has put a stamp on modern direct mail, it's not the U.S.Postal Service, but rather the recently retired, two-man creative team of Pittsburgh-born freelance copywriter Bill Jayme and Finnish designer Heikki Ratalahti. In a four-decade partnership, their stylish direct mail solicitations launched some three dozen magazines including New York, Smithsonian, Bon Appetit, Food & Wine, Cooking Light, Air & Space, Louis Rukeyser's Wall Street, Worth, Saveur, Tufts Nutrition Letter, Mother Jones and the Harvard Medical School Health Letter. In their heyday, Jayme-Ratalahti had a five-month queue of publishers and circulation managers, hats in hand, ready to pony

Warming Up to E-mail Marketing (1,004 words)
May 1, 1999

What's colder than contacting a cold prospect? Contacting a cold prospect using an untested list, an untested offer and an untested medium. To avoid a big chill when it comes to response, some e-mail marketers are taking several steps before they jump into the hot technique of e-mail marketing. Why? E-mail list rental options are still limited, so direct marketers are exploring how to push existing e-mail lists—their own and rentals—to the limit through multi-step roll-outs. Two Web catalogers—Harvard Business School Publishing and N2K's Music Boulevard (which merged with CDnow in March)—show how this approach to Internet marketing led to successful e-mail