To gain an advantage in an increasingly competitive marketplace, it is essential that your culture represents your strategy. So, how can you start changing your culture? You can make this complex or simple. Let’s assume you want to make a start, and you want to understand some practical levers you can pull to start change.Read More
People rarely talk about the C word because it's not something easy to mention in business circles. Mention culture and at least one business person in the room will roll their eyes. Why? People are reluctant to talk about culture because they have seen many unsuccessful attempts to change the culture. Often these attempts use posters and coffee cups.
Most attempts to change culture fail. Why? Because it's tough and it's often an unequal fight between well-meaning management and the existing culture: a man and a shotgun versus a man and a tank.
So, should you give up? Start by understanding the risk.Read More
How do you manage organisational change with Strategic Account Management (SAM)?
Introducing a SAM program into your organisation must be treated as a major change initiative. Treating the project as purely a sales project is setting yourselves up for failure.
A SAM program takes time to get results and is an initiative to change organisational culture.Read More
We have already explored the theme from market trends: Are procurement undervaluing suppliers? In this blog, we will concentrate on the need to understand culture in global negotiations.
The secret of great global negotiations is not one thing, but many: communication, planning, risk taking and cultural differences. But, one key item or secret of success can be gleaned from Aristotle in his book Rhetoric . The secret is: balance your negotiation argument with logic and emotion.Read More