Mark Harrison is a partner at Pitcher Partners Melbourne with more than 30 years of experience helping businesses of all sizes reach their full potential. He provides audit and assurance services for publicly listed companies and general business advice for private, family-owned enterprises, and brings a gregarious and generous nature to the firm's community-focused work, leading its health industry and not-for-profit teams and contributing to CSR, charity and pro bono activities.

In this episode, Mark shares practical insights on how businesses should think about their sales and distribution channels as they grow. He runs through the full range of options available today — from bricks and mortar and e-commerce to marketplaces, email, telemarketing, franchising, subscription models, resellers and distribution agreements — and explains why the right choice always comes back to the fundamentals: where the business is now, who the customer is, what the product is, and where the market sits geographically. He unpacks how scaling businesses should weigh existing channels against new ones, why a channel carries the whole brand and not just the product, how to keep digital and traditional channels complementing rather than cannibalising each other, and why the easiest sale is always to an existing customer. He also offers a candid take on sustainability — that consumers say it matters but often still vote with their wallets — and on making sense of the data without drowning in it. Above all, Mark makes the case that there's no one-size-fits-all channel, and that knowing your customer and getting good advice early is the best foundation for sustainable growth.

Connect:
Pitcher Partners website
Pitcher Partners on LinkedIn
Pitcher Partners on Facebook
Pitcher Partners on Instagram

This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation.

Mark Harrison is a partner at Pitcher Partners Melbourne with more than 30 years of experience helping businesses of all sizes reach their full potential. He provides audit and assurance services for publicly listed companies and general business advice for private, family-owned enterprises, and brings a gregarious and generous nature to the firm's community-focused work, leading its health industry and not-for-profit teams and contributing to CSR, charity and pro bono activities.
In this episode, Mark shares practical insights on how businesses should think about their sales and distribution channels as they grow. He runs through the full range of options available today &mdash; from bricks and mortar and e-commerce to marketplaces, email, telemarketing, franchising, subscription models, resellers and distribution agreements &mdash; and explains why the right choice always comes back to the fundamentals: where the business is now, who the customer is, what the product is, and where the market sits geographically. He unpacks how scaling businesses should weigh existing channels against new ones, why a channel carries the whole brand and not just the product, how to keep digital and traditional channels complementing rather than cannibalising each other, and why the easiest sale is always to an existing customer. He also offers a candid take on sustainability &mdash; that consumers say it matters but often still vote with their wallets &mdash; and on making sense of the data without drowning in it. Above all, Mark makes the case that there's no one-size-fits-all channel, and that knowing your customer and getting good advice early is the best foundation for sustainable growth.
Connect:
<ul>
<li aria-level="1"><a href="https://www.pitcher.com.au/">Pitcher Partners website</a></li>
<li aria-level="1"><a href="https://www.linkedin.com/company/pitcher-partners/?originalSubdomain=au">Pitcher Partners on LinkedIn</a></li>
<li aria-level="1"><a href="https://www.facebook.com/PitcherPartnersPage/">Pitcher Partners on Facebook</a></li>
<li aria-level="1"><a href="https://www.instagram.com/pitcherpartners/?hl=en">Pitcher Partners on Instagram</a></li>
</ul>
This content is general commentary only and does not constitute advice. Before making any decision or taking any action in relation to the content, you should consult your professional advisor. To the maximum extent permitted by law, neither Pitcher Partners or its affiliated entities, nor any of our employees will be liable for any loss, damage, liability or claim whatsoever suffered or incurred arising directly or indirectly out of the use or reliance on the material contained in this content. Pitcher Partners is an association of independent firms. Pitcher Partners is a member of the global network of Baker Tilly International Limited, the members of which are separate and independent legal entities. Liability limited by a scheme approved under professional standards legislation.

'Navigating the middle market' is a show that tackles the make-or-break moments every successful business leader faces when taking their business to the next level.

A show helping you navigate the common pitfalls faced when scaling up your middle market business.