Case Study Content Custom Publishing White Paper 
Chris Koch
JANUARY 29, 2010
Okay, so it’s difficult to actually pull money out of buyers for your marketing content (though there are rare exceptions: McKinsey has been doing it for years with the McKinsey Quarterly). Yet while generally we can’t put a price tag on our content, we do charge for it. Trouble is, we take a one-price-for all approach to our content.
Chris Koch
JANUARY 29, 2010
Okay, so it’s difficult to actually pull money out of buyers for your marketing content (though there are rare exceptions: McKinsey has been doing it for years with the McKinsey Quarterly). Yet while generally we can’t put a price tag on our content, we do charge for it. Trouble is, we take a one-price-for all approach to our content.
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Chris Koch
SEPTEMBER 17, 2010
All of our talk about marketers becoming publishers is incomplete. We can’t just become publishers, we also have to become advertisers. For centuries, publishers had an uneasy, co-dependent relationship with advertisers. A wall existed between publishers and advertisers. Let me explain. But that’s only part of the answer.
Chris Koch
FEBRUARY 5, 2010
Regardless, it’s a twist on an old consultant’s trick: Gain attention and credibility with press, customers, and influencers by creating your own definition, which gives you the ability to insert the “what we call x…” phrase into descriptions of otherwise basic things. What are customers’ areas of interest?
Chris Koch
DECEMBER 28, 2010
The ultimate risk in business is that your customers stop buying from you because they don’t trust you. Preventing employees from speaking to customers because they might make a mistake ignores this much bigger risk—which existed long before social media came along. Customers want to speak to the people they will be working with.
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