If many of your customers are “sitting on their hands”— citing Brexit and Trump and Iran and US-China trade war—then your sales are flat, or declining; you must downsize your costs or upsize your productivity. Upsizing your people’s productivity is easy to say, hard to do. It’s always been tough to do, but now many of your people face constant change and face constant stress. For example, imagine working in one of the big four banks urgently completing many recommendations of The Royal Commission.Read More
What value does your product or service create for your customers? By value, we mean financial value. So, what financial value does your product create for your customers? Sometimes, when we ask our clients what financial value they create for their customers, clients get frustrated.Read More
A key to long term success is how well an organisation transforms to manage strategic accounts differently. Recently, we worked with a CEO of a large global client who decided the way of the future was managing their most important accounts in a structured way. Our recommended approach, which was not accepted, was completing a structural internal audit to see how they currently managed strategic accounts and then interviewing a few of their top accounts.Read More
What if your salespeople tell you your customers don’t see any difference between you and your competitors? Well in our experience, this might be true but it’s unlikely. How can we say that?Read More
Value with your strategic accounts means focusing on the concept of joint value creation between a strategic supplier and a key account. The joint value creation process often impacts both growth and strategic relationships.Read More
Shakespeare wrote about time; others think about time, and many complain about how time is racing them by. However, few people do anything to make the best use of time when negotiating. Time management is important because the outcome of any negotiation is dependent upon how well you have used your time before you deliver your message during the deal.Read More
In the last blog, we looked at the Impossible Problem Innovation Model® and started to deconstruct the concept of an impossible problem.
Let’s continue that focus because too quickly, people bypass the concept of clarity around a problem or opportunity. If you want to innovate and solve an impossible problem or leverage a fantastic opportunity you need to put in the work upfront to make that happen.Read More
Make people fall in love with your ideas. How’s that for a compelling subtitle? It made me buy the book. A small 150-page book, well designed with interesting illustrations and well written. A thoughtful and practical book with proven methods and fresh ideas.Read More
Everything written about managing major accounts strategically has one theme: it’s not a marketing or sales campaign, it’s a leadership initiative driven by the C-Suite.
The overarching key to long-term success is how well the organisation changes to manage strategic accounts differently.Read More
Machines will, in the future, replace some of most people’s working tasks, replacing repeatable, ordered tasks. But machines are weak at understanding people’s mood, and developing and building trusting relationships. So, you will need to build and leverage the soft skills of your people to give you a competitive edge. You need to build your value proposition on the human skills in your company to provide differentiation.Read More
Twenty years ago, one of the favourite words used by business gurus and keynote speakers at conferences was – a paradigm shift. Today you would think it is a button on a Tesla motor car. Now, a new hot word has appeared – archetype!
People ask at conferences or meetings are there negotiation archetypes? The answer is yes.Read More
This week I needed a refill for a rollerball pen and a replacement light bulb. Two trivial tasks, or so I thought. First, armed with my dead light, I visited my local hardware store. “I want a 50W halogen Philips light like this please”.
The helpful assistant took me to the shelf, and we could only find 35W bulbs, “sorry we are out of stock”.Read More
Leaders everywhere in business, government and community are facing seemingly impossible problems that need solving. Even the most experienced and successful leaders can face impossible problems. For all these impossible problems, we need brave individuals to take action to solve the problems and then implement the solutions.Read More
More than 20 years ago, I got involved in a long-running contract dispute. The work had been completed in the tiny country of Brunei, population of about 400,000 living in an area equivalent to 75km by 75km. With any contract its not unusual to have disputes, commonly about the scope of the contract.Read More
Most of us can remember where we were when events, both good and bad, have happened in the world. Or remember being in the audience for a great or inspirational speech. Some remember a show or musical that fed the soul or just made you laugh to the point of tears. I still remember how elated I was seeing the Lion King for the first time in London. Or more recently being dragged by my cousin to see the Book of Mormon, irreverent, but very funny.Read More
Imagine, you are the General Manager in a pharmaceutical company. Into your office comes a Division Manager. “You know you asked for ways to improve our relationship with United Hospitals”, she reminds you about the last management meeting. “I’ve got it. We need to innovate for them!” She says with a grin. What’s your reaction?Read More
Global industries and local communities struggle with the pace of change. Typically, the pace of change is reducing resources like time, money and people. Reducing resources creates difficult problems that appear to be impossible to solve, what we call impossible problems. In local and global marketplaces, impossible problems occur for organisations and for individuals. For all these impossible problems, we need brave individuals to take action to solve the problems and then implement the solutions.Read More
In case you missed it, the Guardian headline in November 2018, told the story in just seven words. Amazon had announced, with New York Mayor Bill de Blasio and Governor Andrew Cuomo, they would open a major office in New York. This office would bring 25,000 jobs paying more than US$100,000. With a deal negotiated with the two decision makers, what could go wrong?Read More
Whether you are a Star Wars fan or not, Yoda shared some great insights in the Star War movies that will stand the test of time. When it comes to focus his quote is a gem, with persuasion it has 100% applicability to your success – do, or do not.Read More
Next time you negotiate with a strategic customer, ask them to include more data. To understand the value of data, imagine you are a director of a radiology company with millions of digital images. A company asks to buy 100,000 images plus your diagnosis of each image. This company will use these images to train Artificial Intelligence to analyse images automatically. How much will you sell them for?Read More