
8
Sell the knowledge
AN IMPORTANT PART OF BRAND BUILDING is thought lead-
ership, demonstrating the quality and breadth of your
company’s knowledge of the marketplace – how well you
understand your customers’ needs and the challenges they
face. You can build a position of thought leadership by pub-
lishing white papers, participating in industry seminars and
contributing to customer industry magazines. Thought lead-
ership can be considered as part of a relationship marketing
or corporate public relations programme. It helps to build
a favourable attitude towards a company and its products
through recognition that the company unders ...