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Articles by Glenn Harrington 
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What Problem Do You Solve?
Authenticity Rules
What Problem Do You Solve?
Remember the TV commercial with these lines?
• Boy: What’s this stuff?
• Brother: Some cereal. It’s supposed to be good ... More...
By Glenn Harrington,
British Columbia, Canada - April 13th, 2010
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Loyalty Without Bribery
Loyalty Without Bribery
Phrases such as points program, loyalty rewards, frequent buyer, and loyal customer are often used in similar contexts. The central idea is that a compan... More...
By Glenn Harrington,
British Columbia, Canada - March 3rd, 2010
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Words Matter
Words Matter
Despite the high volume of e-mail circulating all the time, there is often no substitute for talking with people. Information overload and the coping it necessitate... More...
By Glenn Harrington,
British Columbia, Canada - January 7th, 2010
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Value, Efficiency, and the Billable Hour
Value, Efficiency, and the Billable Hour
In the 1987 film The Secret of My success, Brantley Foster, a recent university graduate, finds himself laid off from his Wall Street jo... More...
By Glenn Harrington,
British Columbia, Canada - January 5th, 2010
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The Elevator Speech That You Whisper
The Elevator Speech That You Whisper
There are people who believe that a great elevator speech needs to be delivered with enthusiasm. They would like everybody on the elevator t... More...
By Glenn Harrington,
British Columbia, Canada - December 10th, 2009
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Authenticity Rules: A Reality Check for Creative Advertisers
Authenticity Rules: A Reality Check for Creative Advertisers
One lovely day in the summer of 2002, I had an in-person business meeting scheduled with an Englishman. He was a new... More...
By Glenn Harrington,
British Columbia, Canada - December 4th, 2009
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Questioning the Billable Hour part 3: Seven Industries
Questioning the Billable Hour part 3: Seven Industries
Situation A: Is Faster Service Worth More?
Your computer is not working properly. You have tried to understand the probl... More...
By Glenn Harrington,
British Columbia, Canada - November 24th, 2009
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Questioning the Billable Hour part 2: The Carpenter’s Invoice
Questioning the Billable Hour part 2: The Carpenter’s Invoice, A Parable about Pricing
Winnipeg, Manitoba, 1975: A man owned a house with a squeaky dining room floor. He paced... More...
By Glenn Harrington,
British Columbia, Canada - November 24th, 2009
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Questioning the Billable Hour part 1: The Sketch Artist
Questioning the Billable Hour part 1: The Sketch Artist, A Parable about Pricing
Paris, France, 1948: A young woman strolls along a downtown street and notices a man busily sket... More...
By Glenn Harrington,
British Columbia, Canada - November 24th, 2009
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Key Message Blunders - Part 3: Promoting Features Not Compelling Benefits
Key Message Blunders - Part 3: Promoting Features That Do Not Provide Compelling Benefits
In promoting their company or its products and services, many people choose to present... More...
By Glenn Harrington,
British Columbia, Canada - November 20th, 2009
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Key Message Blunders - Part Two: Over-promising
Key Message Blunders - Part Two: Over-promising
Many people like to present their company or its products and services as a wonderful surprise or as exceeding anybody’s expect... More...
By Glenn Harrington,
British Columbia, Canada - November 19th, 2009
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Key Message Blunders pt 1: Presumptuous Use of "Your"
When Key Messages Fail: Three Common Blunders - Part One
1. Presumptuous Use of Your
In promoting their company, many people like to present its products or services as alre... More...
By Glenn Harrington,
British Columbia, Canada - November 16th, 2009
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