Imagine in your last meeting your sales manager says, “What do you want to do, increase sales or lower costs?” Well, when you put it like that , you must choose? But do you need to choose? Not always! In general, when asked, do you want me to do X or Y we automatically make a choice. Why?Read More
Often when I speak about the power of growth through a company’s major accounts, managers ask what is the secret or short cut to success? My answer disappoints, there is no short cut.Read More
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
“Where do we start?” The strategic direction of organisations are most effective when solving problems or leveraging opportunities.
Over the last few years, around the world, I’ve been fortunate to have researched and delivered some negotiation workshops on how and why organisations need to develop teams of negotiators and not just individual stars.Read More
The robots are coming for all our jobs! Read newspapers or Google “jobs replaced by robots”. When I Googled “jobs replaced by robots” I got 85 million results and 95 results posted in a month. When I Googled “jobs replaced by AI” I got 12 million results and 183 results posted in a month.
So, are any jobs safe?Read More
Some companies and industries are slowing down for their summer holidays and end of year celebrations. However, in other industries like the pharmaceutical and healthcare sectors, January is busy with training and planning for 2019. Last week, a manager asked, “How do teams prepare for negotiations with major accounts?”Read More
Executives regularly complain their departments are not working together well. In some large organisations, executives spend most of the time refereeing disputes between departments. Why does this happen?Read More
If your financial year finishes in December, ensure you spend your budget. In most organisations, if you don’t spend it, then you lose it. You lose it, but you still must deliver 2019 results. And 2019 starts in less than 40 days.Read More
We’ve worked with global companies embedding account management frameworks and these companies continue to be successful. What drives that success?Read More
In business today people are so busy and so pushed to deliver results that, with important customers or important family members, they talk more than listen. People will rarely listen to you if they don’t feel that you have listened and understood them. Listening is important.
A few weeks ago with an IT executive, we discussed some implementation challenges with his strategy. When we finished, he said, “Thanks, I enjoyed our meeting, it was just like talking to a rubber plant.”Read More
As shareholders and executives continue to demand growing profits; companies must increase revenue or increase productivity. However, increasing revenue and increasing productivity are getting harder. Can artificial intelligence (Ai) be a way to improve productivity and gain a competitive edge? There are many articles on Ai filled with acronyms or technical terms - machines, algorithms and bots. The robots are coming - are you ready?Read More
Over the past 25 years, as I have worked with individuals, teams and companies on how to be persuasive in front of groups to buy your message, I am always asked the quickest way to be successful.
My comment is always the same, have a solid process behind your message and practice, practice, and then more practice.Read More
Have you ever needed to change a large group’s thinking or behaviour? A difficult situation, but recent research can help with this. As always, remember to stay ethical, you can use this for good and bad.
How many people in a group do you need to change the minds of others?Read More
You live in changing times, and your decisions with your strategic accounts need to be faster, smarter and relevant to key decision makers.Read More
When faced with challenges that call for new thinking, how can you come up with fresh ideas, providing breakthrough thinking and innovative solutions?Read More
Have you ever found yourself in a negotiation frustrated when the other side is unwilling to move on an issue which appears to you to have limited importance to them? Perhaps you are facing a Straw Man?Read More
As humans, how do we change our minds? How do we change our behaviour to negotiate for a new product or a new service? Like it or not we need to change because of artificial intelligence (Ai).
In 2015 the world of Ai changed forever because for some tasks the accuracy of Ai now exceeded the accuracy of humans. After this change, many leaders and industries realised that there was now an urgency to change.Read More
Competition in the B2B world has never been fiercer. With more companies fighting over every contract, the sales teams are now laser-focused on the next sale and holding on to each customer, whatever it takes. How organisations measure their employees, and what behaviours they reward add to the laser-focus on short-term gains.Read More
Many executives wish they could get their organisations to make decisions faster and get things done faster. Wishing they could get people to work together and make critical decisions to get projects completed. In many organisations, it is hard to get teams to move faster, but there are ways to get teams to decide faster and act faster.
We have a one day process called Solve Your Impossible Problem (SYIP), so I was fascinated to read this book. What’s different and when should we use the Sprint process?Read More
In July, CEO Sigma Healthcare Mark Hooper announced losing a contract worth $1.7 Billion and in the next financial year earnings would half to $50 Million. Sigma distribute products to 400 stores for My Chemist and Chemist Warehouse and could not negotiate a new contract with their biggest customer.
What does this mean for Sigma?Read More