As a lecturer in change management at AGSM, I talk with many professionals from different companies and industries. A few innovative companies are working on improving their customer experience and their employee experience. These innovative companies are introducing artificial intelligence (Ai) and increasing the skills of their people, particularly their social intelligence. These companies are making courageous decisions to invest in a time of uncertainty to create a competitive edge. In an increasingly challenging business environment, sitting back and waiting to see what the future will bring is a very dangerous strategy.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
Colour is a powerful tool that can enhance any presentation. Research shows that colours can evoke an emotional response and make your message more memorable and persuasive. However the psychological impact of colour can also ruin your persuasive message, so think carefully about your choice of colour.Read More
There is no doubt that Big Data is coming. No, let me correct that: Big Data is here.
But how much big data are we generating?Read More
We are all busy, too short of time with our too long to-do lists.
When I suggest spend some time preparing to persuade, some people roll their eyes. They have too little time without taking more time to persuade. So, they will do nothing or ....Read More
Senior managers often ask us to review critical presentations. These presentations may be critical because of who they are being presented to: directors, head office, best customers or important prospects. Or presentations may be critical because of what is being presented: winning the sales is budget-critical or convincing the audience is career-critical...Read More
An envelope arrives, a letter inviting you to a two-day strategy session for your department. What’s your reaction? Based on our experience, you will probably ...Read More
During one session with a client, on a flip chart we summarized the pressures acting on their buyer:
- More Results
- Less Time
- More Problems
Given these three pressures— more results, less time and more problems— our client must ...Read More
In their marketplace, your top accounts are under tremendous pressure and are struggling to deal with ...Read More
When consulting, clients often ask when should I negotiate with my best customers?
To answer this question we ...
As we saw with Gary’s post last week, the world of strategic account management is changing faster than the world of social media. To remain a key partner, you must ...Read More
Who are the customers you can’t afford to lose? Often they are those customers who ...Read More
Like many of our clients in Australia, Asia, Europe and the USA, I continually look at ways to grow a sustainable revenue stream and EBIT from our client base. We grow revenue and profit from our top clients by ...Read More
One of the purposes of the Gordian Blog is to help busy managers in fast-growing or mature organizations solve ...Read More
We need bold and decisive action in 2012 to deal with the issues of our day. We have entered a new phase, what I call the Era of Rapid Adaptability® (ERA). This means that we need to ...Read More