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	<title>Kevin Harrington // marketing // blog</title>
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		<title>Scoring a new client before it&#8217;s too late</title>
		<link>http://www.kevinharrington.com/2010/03/scoring-a-new-client-before-its-too-late/</link>
		<comments>http://www.kevinharrington.com/2010/03/scoring-a-new-client-before-its-too-late/#comments</comments>
		<pubDate>Mon, 15 Mar 2010 11:15:38 +0000</pubDate>
		<dc:creator>Kevin Harrington</dc:creator>
				<category><![CDATA[Marketing]]></category>
		<category><![CDATA[clients]]></category>
		<category><![CDATA[positioning]]></category>
		<category><![CDATA[strategy]]></category>
		<category><![CDATA[Win Without Pitching]]></category>

		<guid isPermaLink="false">http://www.kevinharrington.com/?p=1092</guid>
		<description><![CDATA[I&#8217;ve always found the issue of how to decide to work with a new client very interesting. For most people and businesses this is largely an emotional decision.
I was pleased to trip over a scorecard concept that seems to be very well balanced.
A simple, 5-question Business Development Scorecard will help you grade every new client and opportunity, [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Moonpig and Mother&#8217;s Day</title>
		<link>http://www.kevinharrington.com/2010/03/moonpig-and-mothers-day/</link>
		<comments>http://www.kevinharrington.com/2010/03/moonpig-and-mothers-day/#comments</comments>
		<pubDate>Thu, 11 Mar 2010 17:23:13 +0000</pubDate>
		<dc:creator>Kevin Harrington</dc:creator>
				<category><![CDATA[Consumer marketing]]></category>
		<category><![CDATA[B2C]]></category>
		<category><![CDATA[consumers]]></category>
		<category><![CDATA[Moonpig]]></category>
		<category><![CDATA[newsletters]]></category>
		<category><![CDATA[unsubscribe]]></category>

		<guid isPermaLink="false">http://www.kevinharrington.com/?p=1090</guid>
		<description><![CDATA[On a quick, random, un-scientific survey I&#8217;ve discovered that over two-thirds of my acquaintances have unsubscribed from Moonpig newsletters. Why? Too many reminders to send Mother&#8217;s Day cards.
Why are they sending so many reminders? To be helpful? Trying to bump their revenue? Well we can only guess, but surely their mailing list is a major [...]]]></description>
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		<slash:comments>0</slash:comments>
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		<title>Birds spotting in the supermarket</title>
		<link>http://www.kevinharrington.com/2010/03/birds-spotting-in-the-supermarket/</link>
		<comments>http://www.kevinharrington.com/2010/03/birds-spotting-in-the-supermarket/#comments</comments>
		<pubDate>Tue, 09 Mar 2010 10:09:20 +0000</pubDate>
		<dc:creator>Kevin Harrington</dc:creator>
				<category><![CDATA[Consumer marketing]]></category>
		<category><![CDATA[Birds]]></category>
		<category><![CDATA[Co-op]]></category>
		<category><![CDATA[custard]]></category>
		<category><![CDATA[packaging]]></category>

		<guid isPermaLink="false">http://www.kevinharrington.com/?p=1085</guid>
		<description><![CDATA[Is it just me or is the packaging of different Birds products too similar?
When you&#8217;re in a rush, legging it around the Co-op, the bloody Rum flavour Sauce is the Instant custard you are after. Now we have three pack of the stuff&#8230;and no one here likes it.
The fact it was reduced from 44p to 33p [...]]]></description>
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		<slash:comments>2</slash:comments>
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		<title>Changes in B2B marketing</title>
		<link>http://www.kevinharrington.com/2010/03/changes-in-b2b-marketing/</link>
		<comments>http://www.kevinharrington.com/2010/03/changes-in-b2b-marketing/#comments</comments>
		<pubDate>Mon, 08 Mar 2010 21:19:39 +0000</pubDate>
		<dc:creator>Kevin Harrington</dc:creator>
				<category><![CDATA[Marketing]]></category>
		<category><![CDATA[Miscellaneous]]></category>
		<category><![CDATA[B2B]]></category>
		<category><![CDATA[brochures]]></category>
		<category><![CDATA[marketing.co.uk]]></category>

		<guid isPermaLink="false">http://www.kevinharrington.com/?p=1081</guid>
		<description><![CDATA[How has B2B marketing changed in the last decade? Well in our business physical brochures are becoming less common, PDFs are prolific, websites are the order of the day and there are many other changes as well.
I was pleased to read a nice, succinct article at marketing.co.uk that talks a little more about these changes [...]]]></description>
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		<title>Direct mail relevancy and accuracy</title>
		<link>http://www.kevinharrington.com/2010/03/direct-mail-relevancy-and-accuracy/</link>
		<comments>http://www.kevinharrington.com/2010/03/direct-mail-relevancy-and-accuracy/#comments</comments>
		<pubDate>Sat, 06 Mar 2010 14:46:41 +0000</pubDate>
		<dc:creator>Kevin Harrington</dc:creator>
				<category><![CDATA[Consumer marketing]]></category>
		<category><![CDATA[Marketing]]></category>
		<category><![CDATA[AA]]></category>
		<category><![CDATA[Boden]]></category>
		<category><![CDATA[car insurance]]></category>
		<category><![CDATA[catalogue]]></category>
		<category><![CDATA[direct mail]]></category>
		<category><![CDATA[gift vouchers]]></category>

		<guid isPermaLink="false">http://www.kevinharrington.com/?p=1073</guid>
		<description><![CDATA[I&#8217;m not really sure who the winner is for wasted direct mail campaign effort this week. My favourites through the letter box this morning, and clear contenders, are:
Boden: A personalised letter with a £10 gift voucher to encourage me to use the catalogue they sent me a few weeks back. Sorry Boden, I haven&#8217;t received a catalogue [...]]]></description>
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		<slash:comments>4</slash:comments>
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