The first barrier to change is most people don't like change. They tend to stick to what they know and what worked before. However, change is happening: like it or not.Read More
You must pitch for some business. Where do you start? Most managers answer this question correctly: with the customer and what they want. However most managers get the answer to the next question wrong: What should you do next?
What is the correct answer?Read More
We ended 2016 with a real wake-up call for everybody in a leadership, executive or management role – the status quo of business was disrupted.
Over the holiday break I would take a book down to the beach to read which inevitably attracted conversation from other beach goers, firstly on me being the only person reading a book with everybody else on some device.
I liked the book because it challenged some of my concepts around leadership and self-motivation and that is always a sign of a great book.Read More
How do you make sure that your pitch is effective? Make your presentations relevant to your customers. Robert Cialdini, persuasion guru has been researching persuasion since 1970. In his 2016 book Pre-suasion, he explains when to use his six universal principles of influence. But how should you apply these during your pitch?Read More
Guest blog by Graham Godbee
I recently attended a business conference in Sydney and was fortunate to attend the session: Negotiate or Perish by Stephen Kozicki. As an experienced practitioner in executive management development programs, I found the session highly motivating and am keen to use some of his practical examples in my business negotiations.Read More
So, you need to persuade a customer you can't afford to lose? Where do you start? If we ask persuasion expert Robert Cialdini how to persuade your customer to act, he would suggest a few ways. Two are scarcity and consistency.
Scarcity is the best known technique, Consistency is not well understood and under-used.Read More
The business environment is constantly changing. These changes in markets, competition and technology are hurting the results of many companies.
The priorities for companies are to create superior customer value, retain high-value customers, be more innovative and be more efficient. However, there is immense pressure to drive down operating costs, compete increasingly on price, and respond to rising customer demands.
Many companies find it impossible to respond to change and simultaneously pursue strategic priorities. So, they end up mainly reacting to change.
How can you use these changes to your advantage and find opportunities for improving your business results?Read More
Donald Trump would probably say: Just tell em!
In the real world it's often not appropriate to just tell em! So, we need to have more sophisticated tools available.
At the end of 2016, Persuasion guru Robert Cialdini published his latest book Pre-suasion. To condense his 300 page book into two sentences he says:
- What do you do before you persuade customers can have a major (hidden) influence on their decisions.
- We and our customers assume that what we are focusing on is especially important.
So, what's so important about Pre-suasion?Read More
Imagine you are in an Australian industry with about 200 competitors, how do you compete and grow? Back in 2001, that's the problem faced by John Casella of Casella wines. He quickly concluded that he needed to be more strategic than his well-resourced competitors.
But how did he do it?Read More
It is not just the volume but the complexity of data being collected that makes it difficult for us to analyse and interpret in a clear and simple way. As we are bombarded with data, most people still reach for excel to create charts to explain this data. After all, it's easy. Select our table of data, find the command for insert chart, chose one of the types of chart and then choose one of the options for that specific chart. That's easily done.
But as Samuel Johnson may have written over 200 years ago: charts created without effort are read without insight.
So, with a little time and effort how can we create charts to be read with insight and pleasure?Read More
Managing accounts strategically is a proven way to systematically monitor changes in your customers and competitors and make strategic choices for the future. Companies across many industry sectors have successfully applied the Strategic Account Management (SAM) framework to drive relentless positive change in their business.
So, what are the benefits of working more strategically?Read More
With a tsunami of data it is easy to create large tables of data. However, with such large amounts of data, it is difficult to see what the message is. When presenting these tables, some people leave them in the default order. So, if it was a list of sales by country or sales by product then these would be listed alphabetically. Unfortunately, insights rarely occur alphabetically. So, if you sort alphabetically then you are burying your insights and making it hard for your audience to find the insights.
Find out how to make your insights clearer.Read More
To be a successful negotiator you need to understand that a negotiation can only take place when everyone involved thinks they will get some benefit from the transaction. Both sides want to be in on the deal and all will influence the outcome.
To be successful you must:
- Analyse the negotiation and choose the best approach
- Be well prepared
- Pay careful attention to detail
- Be creative
In essence - be a TOP negotiator.Read More
I have previously resisted sending out a Christmas blog because I believed that the Queen or a world leader waited all year to send out their Christmas message, and I shouldn't create another one. However, it has been a busy year, Brexit, Trump, Turnbull and too many other things to mention. A couple of things happened this week that changed my mind.Read More
Executive sponsorship is any change initiative is imperative to success. It is just one of the five risks to managing the change: implementing strategic account management, as discussed in 'What are the risks with organisational change?'
With a SAM program the entire business must own major accounts. There must be genuine commitment and active involvement from the Chief Executive Officer (CEO) and other senior executives..Read More
Managers in today's complex business environment require negotiation skills for business success. They need to develop a tool kit of negotiation strategies and understand how these influence and are influenced by their surroundings. Being successful in leading groups and shaping group decision making is vital, both internally and with key customers and suppliers.
In your tool kit you need tools to manage:
- Substantive Issues